Enterprise Monetization Podcast

Episode 6: Martin Gontovnikas, Co-Founder and GP, Hypergrowth Partners

May 21, 2021
47:21
          

In this episode of the Enterprise Monetization Podcast, our host Sandeep Jain sits down with Martin Gontovnikas to discuss how product lead growth led to the massive growth of auth0. In this episode they discuss how auth0’s monetization systems were able to scale with this growth and some advice for startups looking to follow a similar path.

  • Martin shared that he did standup comedy in Argentina in high school to make himself more comfortable with socializing
  • One of the first challenges for auth0 was around acquisition and awareness. They wanted developers to know about them and achieved this by hosting workshops and building a community
  • auth0 was able to obtain $1million ARR just by inbound sales and building a community around their product
  • Some of the main issues they dealt with were self service with credit cards and those cards expiring
  • Offered tips around developer evangelism, auth0’s strategy was content marketing and how to guides

Episode 5: Arvind Sathyamoorthy, Sr Director of Product Management, 8x8

May 14, 2021
49:21
          

8x8 is a leading provider of SaaS solutions around voice, video, chat, and contact center, all in one global cloud communications platform. Sandeep Jain is joined by Arvind Sathyamoorthy who is their Sr Director of product management. In this episode they discuss how 8x8 is able to handle subscription based revenue on such a global scale.

-Arvind argues that subscription products are not something that came around ~20 years ago, but rather have been around for 4 thousand years.

-They wanted to make sure that every customer goes through the same Q2C flow Order management is a mix of custom stuff built on top of their CPQ platform, as well as some manual processes

-One problem with some modern solutions is that in the ecommerce space, you want everything to be extremely fast but this is not necessarily the case with some of these solutions.

-When you’re looking at quote to cash, you’re really looking at an entire monetization ecosystem


Episode 4: Ruchi Kasliwal, Head of Revenue, Telenav

April 30, 2021
37:28
          

Telenav are experts at navigation platforms, helping people get from point A to point B everyday. But how do they get from point A to point B within their quote to cash systems?

Join our host Sandeep Jain as he sits down with Ruchi Kasliwal, the Head of Revenue at Telenav, as they discuss their unique revenue model and how a company like Telenav leverages monetization systems.

Podcast talking points:

-Talking about one of Ruchi's favorite things to do which is go out at night or during holidays and look at all the lights.

-Discussing Ruchi’s previous work experience at MongoDB, Confluent, and Klarity.

-Revenue and monetization platforms go hand in hand so Sandeep and Ruchi discussed how different platforms can be leveraged to make revenue operations easier.

-What Telenav's product does and how it supports car navigation systems worldwide.

-How Telenav has a unique revenue model where almost all of the revenue comes from royalties and they handle those royalties similar to usage in their monetization systems.

-What Telenav’s quote to cash stack looks like and what processes they do manually vs automated.




Episode 3: Parag Kulkarni, SVP - SaaS Engineering, Nutanix

April 16, 2021
41 Minutes
          

Have you ever wondered what it takes for a company with over $1 Billion in yearly revenue to build their own CPQ system? Join us as our host Sandeep Jain meets with Parag Kulkarni, the SVP of SaaS Engineering at Nutanix to discuss everything from Cricket to the challenges companies with large SKU’s face when implementing and maintaining CPQ platforms.

Podcast Talking Points:

-Discussed Parag's previous work experience with Netscreen, Juniper, and now Nutanix
-Nutanix is in the hybrid cloud infrastructure space and revenue is around 1 Billion yearly
-Quote 2 Cash stack includes salesforce for CRM, NetSuite for ERP, and an homebuilt platform for CPQ that integrates with Salesforce
-The reason they built their own CPQ system is they wanted to have more agility as a company and move more quickly as they transition into a heavier subscription based model.
-Their product catalog contains more than 1000 SKU’s and mainly supports USD but also does transactions in Euro’s and the Korean Won

Episode 2: Justin Wong, Director Business Applications, Unity Technologies

March 22, 2021
39 mins
          
  • Unity has two separate businesses - Create business: traditional Q2C process, and Operate business: very different i.e., ads-tech, usage-based, and as such their sales process is very different
  • Customers are across different verticals — automotive, media, gaming, etc.,
  • Business in multiple currencies — mostly USD and EURO and GBP, Japanese Yen , Chinese RMB, and Korean Won.
  • The number of SKUs is in thousands (mostly legacy)
  • Justin's team provides architecture oversight, custom integration, and billing. Team size ~25 (Zuora 3, Salesforce 15, and rest on ERP).
  • GTM is through both self-serve and direct sales.
  • Direct-sales: Salesforce CPQ, Zuora Billing, RevPro Revenue Recognition, Workday for ERP, and Mulesoft for custom integration
  • Self-serve: Legacy e-commerce handles all billing/subscription (TBD on how that will be moved to Zuora)
  • Challenges: usage-based billing, supporting various payment gateways for the self-serve channel,  consumption forecasting
  • The specific challenge with usage-based billing is the separate data model between Salesforce CPQ and Zuora Billing
  • Time to set up new products is in the order of weeks — testing the quote creation, checking if billing is correct, etc.,
  • Metric: average time for payment from a sales order and average order entry time.
  • Professional services: needed both one-time and on-going basis for industry best practices.
  • AI/ML: Potentially play a key part both in online self-serve and direct-sales (close a deal faster)

Episode 1: Alisa Liebowitz, Director Business Applications, PagerDuty

March 13, 2021
35 mins
          

Show Notes

  • Alisa manages a team of roughly 15 people who work on Salesforce CPQ (~ 5), Zuora Billing (~4), and Netsuite ERP (~2)
  • GTM is self-serve, direct sales and partners
  • Had a homegrown billing system pre-IPO
  • Partners do not quote directly but are sent information by the PagerDuty team
  • Roughly 35 SKUs, selling in USD only
  • No usage-based billing for now
  • The average lines on the quote are 1-5
  • Challenges — change pricing/products rapidly, customize deals for specific enterprise customers, and doing that quickly
  • Changed to Salesforce CPQ in 2020 (from Zuora CPQ)
  • 2021 priorities: 1/ Self-serve — early renewing, tiered pricing, etc. 2/ Having RunDeck (first PagerDuty acquisition) and PagerDuty on the same order. 3/ Auto-book / zero-touch simple deals
  • Explore building internal tool to map product catalog between CPQ and Billing
  • Self-serve to direct sales transition issues -- complexity in sales increases e.g., standard quotes in Salesforce are built for one-time but not for SaaS and resulted in a lot of friction.
  • Metrics: 1/ Time-to-quote (Automating order entry reduced time to quote from 2 days to under 10 mins) 2/ How long approvals take
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