The Enterprise Monetization Podcast

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April 16, 2021

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

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.
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  • 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
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March 22, 2021

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

Podcast Notes:
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  • 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)
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March 13, 2021

Episode 1: Alisa Liebowitz, Director Business Applicaitons, PagerDuty

Podcast Notes:
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  • -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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