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2 episodes with Tien Tzuo
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Et vous ? Étiez-vous membre du Club Columbia ? Comment s'est passé votre « abonnement » ? Adhérez à cette chaîne pour obtenir des avantages : https://www.youtube.com/channel/UCN4TCCaX-gqBNkrUqXdgGRA/join Merci à Pierre-Yves McSween https://www.instagram.com/pymcsween/?hl=fr Pour soutenir la chaîne, au choix: 1. Cliquez sur le bouton « Adhérer » sous la vidéo. 2. Patreon: https://www.patreon.com/hndl Musique issue du site : epidemicsound.com Images provenant de https://www.storyblocks.com Abonnez-vous à la chaine: https://www.youtube.com/c/LHistoirenousledira 00:00:00 - Introduction 00:02:33 - Histoire du Club Columbia 00:04:09 - Fonctionnement du Club Columbia 00:05:00 - Coûts et obligations pour les membres 00:08:28 - Comment le Club Columbia obtenait les albums 00:09:05 - Impact sur les artistes 00:10:20 - Production des albums par le Club Columbia 00:12:53 - Succès du Club Columbia 00:15:09 - Publicité et marketing du Club Columbia 00:16:24 - Exploitation du système par les consommateurs 00:17:13 - Intervention juridique et fin des clubs de musique 00:18:09 - Impact de Napster et des plateformes de streaming 00:19:27 - Conséquences pour les artistes 00:20:02 - Conclusion Les vidéos sont utilisées à des fins éducatives selon l'article 107 du Copyright Act de 1976 sur le Fair-Use. Sources et pour aller plus loin: Benoît Lelièvre, « La petite histoire tumultueuse de la maison Columbia », Urbania, 5 juillet 2023. https://beta.urbania.ca/article/la-petite-histoire-tumultueuse-de-la-maison-columbia Bernard Mooney, « Les enseignements de Columbia House », LesAffaires.com, 23 juillet 2012. Antoine Bordeleau, « Le glas a finalement sonné pour la Maison Columbia », Voir.ca, 11 août 2015. https://voir.ca/antoine-bordeleau/2015/08/11/le-glas-a-finalement-sonne-pour-la-maison-columbia/ Geoffrey O. Hull, The Recording Industry, New York, Routledge, 2004. « The Music Industry Strikes Back | System Shock Ep 2 », Bloomberg Originals, 8 janvier 2021. Frank Landry, « Columbia House insiders spill the beans on the company's secrets », Channel 33 RPM, 26 mars 2023. https://youtu.be/3ATvs-CSDF0?si=aXZnf8xQyhg7Aua6 Frank Landry, « Columbia House & BMG CDs - better than the 'experts' thought », Channel 33 RPM, 12 décembre 2021 Frank Landry, « How Columbia House made money giving away records, tapes and CDs | Vinyl Community » Channel 33 RPM, 11 février 2021 Frank Landry, « What happened to Columbia House music club? And were their record pressings really that bad », Channel 33 RPM, 7 février 2021. https://youtu.be/x4tazWI241E?si=UG-Z4YZ0qL_MagJJ « Was Columbia House a Scam?! | Secrets Exposed! », Micheal Andrew, 6 mars 2024 « How the "8 CDs for Penny" Club Worked », Weird History, 30 octobre 2020. https://youtu.be/A-zwZaBU5L0?si=phxJDkxtLf6Bcord « How Columbia House Sold 12 CDs For A Penny », Business Insider, 25 juillet 2018. https://youtu.be/jP0lq8XcRMo?si=zB8upMh5x_TO3HTZ Matthew Stuart et Clancy Morgan, « How Columbia House and BMG Music made money on CDs », Business Insider, 2 janvier 2019. https://www.businessinsider.com/columbia-house-bmg-music-profit-money-business-model-2018-7 Jonathan Rove, « The Club You Don't Want Let Into », Spin, 21 juin 2021, https://www.spin.com/2021/06/cd-clubs-columbia-house-bmg Geoff Edgers, « A dozen albums for a penny? I've still got mine, and plenty of time to listen », The Washington Post, 2 juillet 2020. Jack Hamilton, « Columbia House Offered Eight CDs for a Penny, but Its Life Lessons Were Priceless », Slate, 12 août 2015. Laura Wagner, « '8 CDs For A Penny' Company Files For Bankruptcy », NPR, 11 août 2015. https://www.npr.org/sections/thetwo-way/2015/08/11/431547925/8-cds-for-a-penny-company-files-for-bankruptcy Ethan Trex, « It's a Steal! How Columbia House Made Money Giving Away Music », Mental Floss, 21 juin 2011. « Columbia Records », Wikipédia. https://en.wikipedia.org/wiki/Columbia_Records Daniel Brockman and Jason W. Smith, « The rise and fall of the Columbia House record club — and how we learned to steal music » The Boston Phoenix, 18 novembre 2011, Annie Zaleski, « Four Columbia House insiders explain the shady math behind “8 CDs for a penny” », AV Club, 10 juin 2015. Bryan Bishop, « Columbia House, the Spotify of the '80s, is dead », The Verge, 10 août 2015. Tien Tzuo, « Columbia House of Horrors: How Not to Run a Subscription Business », Vox, 7 avril 2016. Ernie Smith, « The First 12 Cost A Penny, But … », Tedium, 11 juin 2015. https://tedium.co/2015/06/11/columbia-house-history/ « Negative Option Billing », Wikipdéia https://en.wikipedia.org/wiki/Negative_option_billing#:~:text=Negative%20option%20billing%20is%20a,it%20in%20advance%20of%20billing. « Columbia House Company », Encyclopedia.com, https://www.encyclopedia.com/books/politics-and-business-magazines/columbia-house-company Autres références disponibles sur demande. #histoire #documentaire #clubcolumbia #columbiahouse #columbiarecords
Tien Tzuo, CEO of Zuora and a pioneer in the subscription economy, shares his journey and insights on transforming traditional business models into subscription-based ones. With over two decades of experience, starting with Salesforce, Tzuo has been at the forefront of the shift towards recurring revenue models, advocating for their application beyond software to various industries. His company, Zuora, provides technology that assists businesses in adopting subscription models, catering to a wide range of clients from tech giants like Salesforce and Zoom to traditional companies like General Motors and The New York Times. In 2018, Tzuo authored the book “Subscribed” to distill the lessons learned from diverse customer experiences, positioning himself as a leading voice in the subscription economy.Tzuo discusses the challenges and opportunities presented by the subscription model, particularly in professional services like legal and accounting. He recounts his experience with Deloitte Australia, which transitioned to a subscription model for its accounting services, offering a fixed monthly fee for basic services and charging separately for additional expertise. This approach not only transformed the client-provider dynamic by eliminating the disincentive to use services but also led to a more efficient, higher-margin business for Deloitte. Tzuo advocates for more flexibility in professional services, suggesting that subscription models can enhance client relationships and service value.__________________________Learn about Zuora and subscribe to Subscribed.Check out my new show, the Law for Kids Podcast.Get Connected with SixFifty, a business and employment legal document automation tool.Sign up for Gavel using the code LAWSUBSCRIBED to get 10% off an annual subscription.Visit Law Subscribed to subscribe to the Substack newsletter to get notified about every episode, listen from your web browser, and for additional content.Follow @lawsubscribed everywhere.Sign up for the Subscription Seminar waitlist at subscriptionseminar.com.Check out Mathew Kerbis' law firm Subscription Attorney LLC. Get full access to Law Subscribed at www.lawsubscribed.com/subscribe
Ever wonder where the term “Subscription Economy” came from? In a nutshell, it came from Tien Tzuo, CEO and founder of Zuora. Today, Tien is recognized as one of the thought leaders in the software-as-a-service industry. He founded Zuora in 2007, ultimately building one of the fastest-growing SaaS companies. Over the years, he's evangelized the shift to subscription-based business models and the complex billing structures they inherit. In today's episode, Tien talks about how his work at SalesForce—he was employee number 11—impacted the work he's doing today with Zuora, the importance of customer relationships, the evolution of subscription-based services, and what the future of SaaS companies looks like. How to view customers as subscribers“We think less of the subscription and more of the subscriber, and our view is that the modern business starts with a customer and envisions a customer as a subscriber.”Building subscriber relationships“So it's a re-envisioning start with the relationship, build relationships...There's so many companies out there and so many ways of thinking that says, look, we're just trying to do a deal, versus we're trying to count how many relationships we have, and then find all sorts of ways to monetize those relationships."The trend of ‘anything as a service'"This whole SaaS thing that you and I live in and take for granted, it's going to evolve and take over the world. It's not software eats the world, right? It's really 'as a service' eats the world. And this whole idea of anything as a service is probably the biggest trend in the next 10, 20 years."
Brought to you by Coda—Meet the evolution of docs | Lenny's Job Board—Hire the best product people. Find the best product gigs | Eco—Your most rewarding app—Andy Raskin helps CEOs align their leadership teams around a strategic narrative—a single story that powers success in sales, marketing, product, fundraising, and recruiting. His clients include Gong, Dropbox, Uber, Salesforce, Square, and IBM. In today's episode, we discuss:• What a strategic narrative is, and how to craft one• How having a strategic narrative can bring alignment to your entire company• Examples of strategic narratives in action• Who needs a strategic narrative and who doesn't• Why Andy thinks about movements instead of categories—Find the transcript at: https://www.lennyspodcast.com/the-power-of-strategic-narrative-andy-raskin/#transcript—Where to find Andy Raskin:• LinkedIn: https://www.linkedin.com/in/andyraskin/• Website: https://www.andyraskin.com/• Podcast: https://andyraskin.com/podcast/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Andy's background(08:03) What is a strategic narrative?(10:34) How Salesforce would have pitched the old way(12:02) Examples of a strategic narrative in action (15:23) How one piece of writing skyrocketed Andy's career(16:40) The power of writing online(17:53) Two paths to writing online(19:27) Naming the old game(20:59) Naming the stakes (23:29) Naming the objective(25:17) Naming the obstacles(26:35) Overcoming the obstacles(26:57) How the strategic narrative parallels the hero's journey (28:25) Telling one story well vs. being a good storyteller(29:18) The 5-step framework summarized(31:33) An example of the 5-step framework in action(36:12) The impact of shifting to the strategic narrative approach (39:08) Companies that are nailing their strategic narrative (40:36) Why Andy thinks about movements instead of categories(44:15) Should every company have a strategic narrative?(46:33) Signs that something is broken in your strategic narrative(48:53) Steps to get started on your own(51:36) How to reach Andy(51:53) Why the second session is the low point in the process(55:30) Why the CEO needs to be part of the process(57:40) Lightning round—Referenced:• Salesforce: https://www.salesforce.com/• Marc Benioff: https://www.linkedin.com/in/marcbenioff/• Zuora: https://www.zuora.com/• The Greatest Sales Deck I've Ever Seen: https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0• Gong: https://www.gong.io/• Tien Tzuo: https://www.linkedin.com/in/tientzuo/• Want a Better Pitch? Master the “Move”: https://medium.com/firm-narrative/want-a-better-pitch-master-the-move-5fbee071ca7f• Star Wars: https://www.starwars.com/• The Hero with a Thousand Faces: https://www.amazon.com/Thousand-Faces-Collected-Joseph-Campbell/dp/1577315936• 360Learning: https://360learning.com/• Nick Hernandez: https://www.linkedin.com/in/nicoconut/• Amit Bendov: https://www.linkedin.com/in/amitbendov/• Drift: https://www.drift.com/• OneTrust: https://www.onetrust.com/• “Shitty First Drafts” by Anne Lamott: https://learning.hccs.edu/faculty/pamela.golden/engl2327/shitty-first-drafts-by-anne-lamott/view• Story: https://www.amazon.com/Story-Substance-Structure-Principles-Screenwriting/• Out of Sheer Rage: https://www.amazon.com/Out-Sheer-Rage-Wrestling-Lawrence/• Station Eleven: https://www.imdb.com/title/tt10574236/• Fitbit: https://www.fitbit.com/global/us/home• Apple Watch: https://www.apple.com/watch—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe
I've been guilty of quoting the phrase “The subscription Economy” many times over the last few years without really knowing who coined it - its origins are actually with Tien Tzuo, CEO of Zuora.To explain more, I was joined by John Smith Phillips, Senior Vice President of SVP Sales & General Manager, EMEA at Zuora on the latest Actionable Futurist Podcast.We looked at how subscription services might adapt in the future and looked at how John and his clients are currently moving towards a recurring revenue model.Zuora has helped businesses in all industries transition to subscription models, working with businesses from the Guardian to Schneider Electric.As John mentions, when you have a recurring revenue model and platform, you can actually see how your customers are consuming the service - and make changes or better versions of the existing product. This is a fascinating chat about something many of us take for granted.More on JohnJohn on LinkedInZuora WebsiteYour Host: Actionable Futurist® & Chief Futurist Andrew GrillFor more on Andrew - what he speaks about and recent talks, please visit ActionableFuturist.com Andrew's Social ChannelsAndrew on LinkedIn@AndrewGrill on Twitter @Andrew.Grill on InstagramKeynote speeches hereAndrew's upcoming book
Why Zuora CEO Tien Tzuo (ZUO) says the future may be in the ability to rent everything everywhere for everyone. The path to profitability at Airbnb (ABNB). Ardmore Shipping (ASC) has a strong wind at its back… but still faces questions of illegal shipping with Russia. WESCO International (WCC) looks to digitize its legacy business and make the most of artificial intelligence. The Drill Down with Cory Johnson offers a regular look at the business stories behind stocks on the move. Learn more about your ad choices. Visit megaphone.fm/adchoices
Brad Sugars is internationally known as one of the most influential entrepreneurs. Brad is a best-selling author, keynote speaker and the number one business coach in the world. Over the course of his 30 year career as an entrepreneur, Brad has become the CEO of 9 plus companies and is the owner of the multimillion dollar franchise Action Coach. As a husband and father of 5, Brad is equally as passionate about his family as he is about business, that's why Brad is a strong advocate for building a business that works without you so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road but if you can learn from those who have gone before you, it becomes a lot easier than going at it alone. That's why Brad has created 90 days to revolutionize your life, it's 30 minutes a day for 90 days teaching you his 30 years experience on investing, business and life. Questions Could you share a little bit about how you got to where you are today? In your bio, it mentioned that at the end of the day, you want to be working in a business that can work without you. Like so many people don't understand that concept. Could you explain what that means? And so, maybe could you share with us, let's say 3 to 4 success principles, or just things that will help to make you be more successful as a business owner or an entrepreneur. Could you share with us I would say maybe, let's move it up to five traits that a leader needs to really grow and develop their people. Where do you get to that point where you're starting to attract really quality people? Is it because of the energy that you're giving out, your leadership style, what makes the right people or attracts the right people to come to you? What's your views on marketing? Is it something that still needs to be occurring to keep present in the customers mind? And if so, based on the fact that marketing has changed so much I would say in the last 10 to 20 years as you've mentioned, which platforms do you focus your marketing on? Could you share with us what's the one online resource, tool, website or app that you absolutely cannot live without in your business? Could you maybe pick one or two that have had a great impact on you over your lifetime? It could be a book you read recently, or even one that you read a very long time ago. What has been your experience, I would say, let's narrow it down to the last one to two years of customer experience. And I know it's a very general and a wide question, but we just want to get an idea of how your experiences has been across different industries, like travelling to a hotel, or airline or restaurant, or even just local stores that you may visit in your community where you live. Could you share with us what's one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. Where can listeners find you online? Before we wrap our interviews up, we always like to ask our guest, do you have a quote or saying that during times of adversity or challenge you'll tend to revert to this quote, it kind of helps get you back on track if for any reason you get derailed. Highlights Brad's Journey Me: Now, even though we read our guest bio, we always like to give the guests an opportunity to share in their own words a little bit about how they got to where they are today. So, could you share a little bit about that with us? Brad shared that he was born and raised in Australia and moved to the United States, married an American girl. So, they have 5 kids. So, he guesses he's stuck in America now, he's an “Aus” American. Being in every type of business, you name it, he's had it, whether it's service or retail or actually manufacturing. He did manufacture in the food space, he's been across the board, he's an entrepreneur, he buys and builds and sells companies, that's what he does. And teaching became a passion and as mentioned his 90x programme. When he hit 50, he thought what is he going to do and he built himself a TV studio and he went in and recorded 30 minutes a day, every day of business and then 30 minutes a day every day for life and success principles. And then the same for wealth and thought, “I'm going to give back” and their main company Action Coach, obviously, they're in 83 countries, he knows that coach Marcia in Jamaica there. And across Africa, they have their coaches all across the Caribbean in fact, in the US, they have about 1100 offices around the world doing that. So, 17 books on the subject of business and wealth. So, he guesses he's a prolific at creating books, kids and businesses. Me: Amazing and for those of our listeners that clearly will not have heard our pre podcast conversation. I met Brad when he came to Jamaica in 2016 and his presentation was amazing. And Coach Marcia, who represents Action Coach in Jamaica, she's also supremely amazing, like everything Brad talks about, she continuously preaches, be, do and have and it's just amazing. The Concept of Working in a Business That Can Work Without You So, Brad, could you share with us, I know that your whole life has been surrounded around building businesses and in your bio, it mentioned that at the end of the day, you want to be working in a business that can work without you. Like so many people don't understand that concept. Could you explain what that means? Brad shared that well, in essence, what they're trying to do is the difference between working for yourself and building a business is two very vastly different things. Working for yourself is building a job for yourself. Building a business is building something that is an investment that makes money whether you show up or not. So, his definition of a business is a commercial profitable enterprise that works without you. He learned this early in his career that he was the hardest working person in his business. In some cases, he even took home less money than a lot of the staff in his business and it just didn't seem right to him to work that way. So, he had to learn how to turn his business into something that worked so he didn't have to. See when the business works, the owner doesn't have to. If the business doesn't work, then the owner is generally the hardest working person in the business. Principles That Will Make You More Successful as a Business Owner or an Entrepreneur Brad stated that if we're going to go with just 3, it's hard when you've written this many books and taught for this long to pick just 3. So, first he would go, you don't build your business, your people do. Your job as the owner or the CEO is to build your people, they build your business for you. So, as you educate them, coach them, mentor them, train them. He still remembers 20 or 21, he forgot how old he was, he went to his dad and he said, “You know what, Dad, I just can't get good people.” And he said to him, “Brad, you get the people you deserve. You're an average manager running an average business, the highest caliber person that wants to work for you is average.” And it's like a big slap in the face. Thanks, dad. But he was right. If I became a great leader, then great people wanted to work for his company. So yeah, he would say that's the first one, build your people, they build your business. The second he would say, you've got to be great at sales and marketing to be great at business, being the rainmaker, bringing in new business is one of the most important aspects and that's why out of his 17 books, actually his newest, his 18th book is all about marketing as well. So, it really is about getting the customer in and keeping them for a lifetime, his definition of marketing is profitably buying lifetime customers. So, if he spends 1000 on an ad, and he gets 10 new customers, will it cost him 100 to buy each new customer. So, marketing is about the profitable buying of customers and when people learn it, every dollar out should bring $2 back in type thing. So, we really have to focus on that. If he could only stick to 3. We will go through a lot more as we get through the day or through the session. But he would say the third is, be really clear on where you're going with the business. He likes to think of business as something that you finish, you build it so that it eventually runs without you. So, by what date will you finish the business? By what date will it run without you and then go to work on the business more than in the business type thing. Gerber said that based on his book. Me: Indeed. So, we have to work on the business and so many business owners, myself included, work in our business and not necessarily on our business. And it kind of goes up and down, sometimes you get it to a point where you are working on the business and then for some reason you get back sucked into the operational activities and you're back in it again. So, it's up and down. But as you mentioned, if you really want to generate wealth, it's to have the business run on its own. Traits a Leader Needs to Grow and Develop Their People Me: Now, you mentioned at the beginning, I loved your first point stating that you need to develop and work on your people. And of course, that's all this podcast is about, navigating the customer experience and I preach constantly about the fact that internal customers are so important in a business. Many times, companies focus on the external, but if you don't get it right internally, it's highly unlikely you're going to be able to master it externally. So could you share with us I would say maybe, let's move it up to five traits that a leader needs to really grow and develop their people. Brad shared that we'll break that into two separate segments. First of all, we'll break it into the difference between management and leadership. Because in a business, you need both management and leadership. Now management is a system and leadership is an art form, the system of management is designed to do two things. Management should build competency and productivity in the people in your organization. So, build better people like build their competency, build so they can do a good job by training, coaching, mentoring, educating, make sure your people are competent at their job. If there's a lack of competency, there's a lack of management or there's bad management going on. Productivity is also management. So, it's really about how do you manage people to get a high level of productivity because if you want to double a business, if you want to double your profits, you either have to double the number of people or double the productivity of the existing people, productivity is always faster and easier. And then the flip side then if you look at leadership. Leadership is also in his opinion about two things. But this is where it's about, if management is sort of the short-term day to day, week to week. Leadership is more than monthly, quarterly, annual and 3 to 5 year type thing where in a leadership scenario, he's looking to create passion and focus. So, the leader's job is really building passion amongst the people and building focus. To be focused, they need to know what they're doing, what are their goals sort of thing. Where are we headed? To be passionate, there has to be more meaning to work than just the paycheck and more meaning to work than just the profitability of the company. As a Leader, What Attracts the Right People to Come to You Me: Indeed, indeed. So, we spoke about management and leadership so important. Now, Brad, let's say for example, you had mentioned that you said, your dad said to you, “You attract the people that you deserve.” Where do you get to that point where you're starting to attract really quality people? Is it because of the energy that you're giving out, your leadership style, what makes the right people or attracts the right people to come to you? Brad stated that all of the above. Plus, recruiting today has to be seen as exactly that recruiting, it's not hiring anymore. Most people don't think of it this way, but what you want to do is you want to be more like a sporting team, they don't go and place an ad and say, “Hey, if you're out of work, apply to come work for us, we really want all of the people that are out of work to apply for us.” No, a sporting team goes and looks for the best player in that position. Now, most of the best people already have a job, the vast majority of the best people are already working. So, how do you get your job advertisement? How do you get the fact that you are recruiting in front of the right people? And that's where marketing has to kick in. How do you actually invest money in marketing for a job? Twenty/thirty years ago, people were like, “I just placed the ad and 100 people apply, and I picked the best one.” Not anymore. The way that we have to look at it these days is we have to go searching for the best of the best people, we have to search for them on LinkedIn, we have to search for them through Google, we have to search for them through Facebook, we have to search for them by going through people who know us like. We often find that the best employees are people that already knew us, they already know our company. So, they might be on our newsletter, or they might be a friend of someone that already works for us. Or they might follow us on social media. So, how are you marketing that position to find the best of the best, and have them at least see that you are recruiting? That's the vital one. Me: Brilliant, I've never heard someone, I would say reposition it the way how you just repositioned it for us. And you are right. If you take that approach that you've just indicated to us, your father is absolutely right, like on target in terms of attracting the people that you deserve. Because you really want to ensure that you're getting the right people, as you mentioned, using the analogy of a sporting team and getting the best player, because then you will really have a totally impactful and efficient and effective team, which is critical if you really want the business to grow. And as you as you mentioned at the beginning, function without you. I love that. Views on Marketing Me: Now, we spoke a little bit about leadership, we spoke a little bit about internal customers. Could you share with us a little bit about marketing? I get a lot of questions sometimes, should we spend a lot of money on marketing and advertising of our business? Shouldn't it be a case where our customers, especially if we're a brand that's already known, we're like a household name. What's your views on marketing? Is it something that still needs to be occurring to keep present in the customers mind? And if so, based on the fact that marketing has changed so much I would say in the last 10 to 20 years as you've mentioned, which platforms do you focus your marketing on? Brad shared that is a lot of questions in one way, let's see what we can get to. First of all, marketing should be something that never stops. Marketing is the lifeblood of a business. Marketing has two jobs, getting new business and keeping business. So, you got to get them in and you got to keep them in. What's the use of building a database of existing customers and that even assumes that businesses are, you must collect the names, emails, phone numbers, etc. of every single prospect, every single customer in your business, that is the most valuable asset of business has its database of existing customers, its database of prospective customers. Now, what you need to understand if he goes back to what he said earlier about marketing is it's the job of marketing is to buy customers, to buy new business, to buy new customers is a consistent thing. So, we're getting them in and we're keeping them in, we're looking at lifetime value of a customer, meaning how much are they worth to us over years of buying from us and that's where most businesses don't invest the time and energy because they don't even think about that. When he was in the dog food business, their average customer stayed with them for 3 years, which meant they spent over $3,000 with them and they made over $800 in profit from them. You think about that. If you just thought of your customer as a one off sale, you don't actually make a lot of money from that person, you don't think of it that way. But if you keep them for their lifetime, you'll make a fortune out of that customer. Now, in order for marketing to really work in this day and age, he thinks the biggest thing we have to understand is that historically, marketing was almost like asking to get married on a first date, we ran an ad, and we asked you to buy straight from the advertisement. In this day and age, it seems stupid to go up to like, “Yanique, if you and I met in a bar, and I walked up and said, You look like a very smart, attentive, wonderful woman, I think you'd be a great mother, why don't we get married?” That is the dumbest thing you could ever think of, but that's what most marketing is. You've got to actually ask people, “Why don't we have a coffee first? Why don't we get to know each other type thing.” And so, what we call that as you've got to ask prospects to raise their hand, you got to say, “Hey, if you're interested in this, then raise your hand.” And he'll give you a simple example of that. So, at Action Coach, one of the things they do is a lot of sales training. So, they have a sales training programme for companies. He just did a webinar yesterday on sales training for companies with 20 or more salespeople, so the whole thing was, how do you manage your salespeople? How do you get great results from your salespeople? So, 84 people showed up to their webinar saying, “I have 20, or more salespeople, I'd like to learn how to manage my salespeople.” By the end of that webinar, out of the 84, 60 of them said, “I would be interested in finding out about the sales training programme.” So not only does he then do the webinar and get 60 people that are interested, but now today on all of his social media will run a post that says, “Just finished my webinar on how you manage a great sales team, how you get your sales team to perform. If you're interested in the recording of the webinar, please type the word webinar below.” So, he'll probably over the next month or two, get another 200, 300, 400, 1000 people that will type the word webinar. And then you'll have another 1000 people that are interested in their sales training, does that make sense? So, his goal is to start conversations. He teaches conversion rate, because that's important, out of every 10 people that call, how many did you convert? But marketing really needs to look at conversation rate, what is the rate of conversation, so he doesn't care how many likes, how many comments you get, what he cares about on your social media, on your emails, on everything you do is how many conversations were started by that post. Me: Indeed, indeed, that makes a great amount of sense. And I guess it doesn't matter the platform, whether it's LinkedIn, or Instagram, or Tik Tok, as long as the conversation is happening, and it's being generated, and there's some buzz and word of mouth around it and there's interest. Yeah. Brad agreed, 100%. App, Website or Tool that Brad Absolutely Can't Live Without in His Business When asked about online resource that he cannot live without in his business, Brad stated that he's was going to say his phone, or Zoom. He's a believer in better levels of communication. He's a believer in high quality conversations more over low quality conversations. People like email, they like their texting, he personally thinks that a phone call or a Zoom call, obviously the highest form of communication is face to face. But he would rather have a phone call than a text message or an email, he would rather do that. And he knows that his kids, having 5 kids, he always end up in this debate. His kids text him and he's like, “Stop texting me. I don't answer your texts. You call me I'm your dad.” But if he wants a great relationship with a customer, it's not going to happen via email, it's not going to happen via texting, it's going to happen by communication at a high level, which is face to face or at least voice to voice. Books that Have Had the Biggest Impact on Brad Me: So, you mentioned that you are on your 18th book, but outside of the books that you've written, I'm sure you have read 1000s of books. So, could you maybe pick one or two that have had a great impact on you over your lifetime? It could be a book you read recently, or even one that you read a very long time ago. When asked about books that have a great impact on him, Brad shared that he could list off the last set that he just finished reading. The last seven that he just finished reading Marcus Sheridan, They Ask, You Answer, amazing marketing book. Marcus is phenomenal around it. They asked, You Answer. Subscribed, Subscribed is a phenomenal book, his name is Tien Tzuo, a phenomenal book about marketing and the future of it. And then Oversubscribed. So, there's two books, they're both on the words on subscription. So, you can imagine what he's learning about. Daniel wrote a great book on that one. Blitzscaling, another phenomenal one by Reid Hoffman, he really enjoyed that. The Membership Economy by Robbie Baxter, she's phenomenal. Just loved the work she does. The Business of Belonging, David Spinks, really cool book, really, really cool. And Building Brand Communities, that one there, Charles Vogel with Carrie Jones. So yeah, that's the last 7 books he read. Out of those, he would probably say Marcus's book They Asked, You Answer would be the top of the 7 that he just read. He reads a books a week, so he raced through a lot of books. How Has Your Experiences Been Across Different Industries Me: Now, you do travel, I imagine quite a bit, Brad, and you interface with many different organizations across different industries, across different cultures. What has been your experience, I would say, let's narrow it down to the last one to two years of customer experience. And I know it's a very general and a wide question, but we just want to get an idea of how your experiences has been across different industries, like travelling to a hotel, or airline or restaurant, or even just local stores that you may visit in your community where you live. Brad shared that what's happened is, obviously, COVID changed a lot of the way we perceive the world, it virtualized the world in a way that we would never have thought possible. And that to him, has been a phenomenal thing, the level of virtual nature of the world. He thinks that we have seen a lot of the customer service experience move to more virtualized and that doesn't make it more positive by the way, that just means it's more virtualized. The average consumer, he thinks has a little more patience at this point, not a lot more but a little more patience at this point. He lives in Las Vegas, he's in the epicentre of sort of customer service mentality, because it's a city based around tourism and Yanique's in Jamaica, in a country where tourism is very high on the agenda sort of thing. And so, in these markets, we must be customer related. And he'll give you an example of how Vegas is different. People come here to watch a sporting event, or come to a football game or a hockey game, or whatever it might be. And normally, they're used to going to other cities where the local fans hate on the new fans coming to town type thing. Well, in Vegas, they love it when other people come to town, like, “Oh, you're visiting our city. Thanks for doing that. We appreciate you paying our taxes.” They are a hospitality-based city. So, he thinks the customer service experience in Vegas. Now that being said, where he sees the customer service experience moving to is a lot of the removal of humans, if you want to scale a business, you need to remove humans from a lot of the things now, that's because in two ways. You need to remove humans where they didn't add value. So, for instance, Uber, all Uber really did was remove humans from the hiring a taxi, you remember the days when to get a taxi, you actually had to call a number, that person then gave the address to the dispatcher, the dispatcher then called all the taxis and said, who's in this area. And it took three people to get a taxi to your house, so they just removed the humans. There's a lot of areas where having a human actually detracts from the experience, it doesn't add to the experience, if that makes sense. And so, we're seeing a lot of the customer service experience removing humans where they don't add value. Me: That does make sense. And I'm so happy that when you started talking about removing humans, I was actually going to ask if you actually think there's no use for humans in customer interactions anymore, but I'm glad you gave the example of Uber and you specifically stated if the human experience or the human being there is not adding value because I do believe that people genuinely still want human to human interaction, but it depends on what service or what value as you had mentioned that human is providing. So, if you think about it, technology should be there to assist us in delivering the service. But I don't think as a society even globally, we're ever going to get to the point where humans are going to be completely eliminated from all interactions. Brad shared that no, people need people, we saw that through COVID. People at the end of COVID thought, “Oh, I'll never want to go back to an office, I want to stay working from home." And then the immediacy, immediately when we could go back to an office people like, “Oh, thank God, I could get out of my house.” It's like, “Oh, I love my spouse, but not that much. Two years locked up together was enough.” He remembers during the middle of COVID, they came down and actually spent two weeks in Jamaica, Discovery Bay and sat on the beach there and they rented a big house and just sat on the beach and had a great time. And some of his friends, he was like, “Well, if you want to come and visit us, you can, but if you feel uncomfortable, that's okay.” Everyone's like, “We're coming. We're coming.” Like, humans need human interaction. And it's interesting to see though, people going back to the workforce now the number of them who have requested cubicles as raised dramatically, because whilst they're happy to go back and be with people, they do want more privacy, because they liked the privacy of working from home too. So that's been an interesting change. What Brad is Really Excited About Now! When asked about something that he's really excited about, Brad shared that he'll give you two things. Actually. One, their charities, he has the Action Coach Foundation, they take a lot of young people through YES programme (Young Entrepreneurs Smart Start). So, they actually teach 12 to 22 year olds how to not leave school and get a job, but how to leave school and give people a job. So, rather than being an employee, being an employer. The world doesn't need more employees, it needs more entrepreneurs who give people jobs. And so, they're taking a lot of young people and helping them through that process. So that's super exciting for him. From a business side, probably because he buys into companies all the time, he's very excited, their commercial cleaning business and people like, “You're excited about a cleaning business.” Yes, he loves their cleaning business. When he originally purchased to share, it's based in Australia. And now they're opening in the US and the UK. And so, he loves watching his companies go global, he loves his businesses, geography shouldn't limit your business, especially now, especially after we've gone through this whole phase of people can do business virtually, well, they can buy from anywhere in the world right now. And so, watching that business expand into a global phenomenon is going to be a lot of fun for him. Me: Amazing. Now, you mentioned that you have a programme for young people between the ages of 12 and 22. If we do have listeners that are interested in that programme, how can they connect? And maybe sign up or be part of that process? Brad shared their Action Coach Foundation website: Website – actioncoachfoundation.org Where Can We Find Brad Online LinkedIn – Brad Sugars Facebook – Brad Sugars Website – www.bradsugars.com Website – www.actioncoach.com Me: Amazing. You mean you're really easy to find. Brad shared, could you imagine being a marketer and not having someone being able to find you on every single platform there is, jump on Amazon. Amazon has all 17 of his books available. So, Audible has his books on Audible. So, you can find him pretty much everywhere. When asked if he was on Tik Tok, Brad shared that he is, but he doesn't dance. His team asked him to do that. And he told them the story. If you think about marketing, and being true to your brand, because it's really important to be true to your brand. He had an advisor who was taking them through Pinterest, and she said, “You need to appeal to a more female audience because that's who's on Pinterest” and she kept telling him how he needed to wear certain things. And he said, “That's not who I am. That's not the way I want to be. And I'm not going to do that.” So, he told his team the story of Adele, Adele was in a marketing meeting and a young person came in and said, “Well, we need to write a song that's going to go viral on Tik Tok that people can do a dance to.” Adele left the meeting and said, “If that young person is at another meeting ever, I will fire this company as my representation.” Being truly your brand is important. So yes, he uses Tik Tok, but he doesn't do things that are not him. Quote or Saying that During Times of Adversity Brad Uses When asked about a quote or saying that he tends to revert to, Brad shared that he'll give 2, both are from the same gentleman, his name was James Rohn. Mr. Rohn said to him, he was 16 years of age, sitting in Rizman City Town Hall listening to him speak, him and about 1500 other people. And he said he things that he wrote down that he believes changed the course of his life. The first thing he said was, “Never wish your life were easier, or wish that you were better.” And it struck him because a 16 year old, you're sort of sitting there saying “Oh, I want this, I want that.” And it all about what you want. Mr. Rohn made him recognize the fact that his goal is not to want things, his goal is to get better. And he backed it up with the second statement that was, “Work harder on yourself than you do on your job.” And he remembers running down to him at the end of the event asking him to sign his notes, which unfortunately he lost in a move one time, because he had him signed them, he signed his notes and he said, “Mr. Rohn, what's one thing I can do as a 16 year old boy to make certain I'm successful in life?” and he said, “Son, it's really simple, read a book a week for the rest of your life. Not a month, not every 2 weeks, read a book a week for the rest of your life.” Today Audible reads to him, so he's very lucky. Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners Links They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan Subscribed: Why the Subscription Model Will Be Your Company's Future – and What to Do About It by Tien Tzuo Blitzscaling: The Lightning-Fast Path to Building Massively Valuable Companies by Reid Hoffman The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Baxter The Business of Belonging: How to Make Community Your Competitive Advantage by David Spinks Building Brand Communities: How Organizations Succeed by Creating Belonging by Carrie Jones and Charles Vogl The ABC's of a Fantastic Customer Experience Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!
Welcome to the 11th episode of The Better Podcast! We're your co-hosts CHIN Hui Leong and CHONG Ser Jing. In The Better Podcast, we want you to get better at this game called life, together with us. This podcast is designed to share what we've learnt about life, business, investing, and so much more.For our 11th episode, we discussed a whole bunch of things, including:Lessons we learnt from stock picks we had made in August 2018; these are stocks that have collectively delivered a positive return, but which have trailed the market. The stock picks we talked about include:Our biggest loser, Zuora, which helps other companies make the leap from one-time sale of products to subscription servicesSATS, a Singapore-based company that provides catering services to airlinesOnline search giant, Alphabet (formerly known as Google), which is one of the bigger winners among the stock picks we had madeThe biggest winner within the picks, the Singapore-based fintech company iFASTMeasuring investment results over 5-10 year time-frames is way more meaningful than measuring results over shorter time periodsA simple but useful thing all investors can implement to improve their investment process: Setting reminders to look back at how stocks you've passed on perform with the passage of time Two examples of companies that have managed to improve their businesses in the face of difficulties, thereby bringing to life the concept that necessity is the mother of invention. The examples are:ASML being forced to ship its lithography machines faster to customers Tesla being forced to reduce the number of chips used per vehicleNothing on this show should be taken as investment advice. It is purely for informational and entertainment purposes only. All opinions expressed in this show by us and our guests are solely our own opinions. We and our guests may hold positions in the financial assets discussed in the show. These holdings are subject to change at any time.We value your feedback, so let us know your thoughts! Contact us at thebetterpodcaster@gmail.comShow NotesBook written by Tien Tzuo, founder of Zuora, titled Subscribed: LinkArticle on how human taste buds change when flying: LinkTweet made by Ho Nam, on how Walmart and Amazon both took nearly the same amount of time to reach US$100 billion in GMV: LinkThe engineering magic behind ASML's lithography machines: Link Earnings call transcript of ASML where management talked about fast shipments: LinkEarnings call transcript of Tesla where management talked about reducing the number of chips used per vehicle: Link This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit thebetterpodcast.substack.com
If you spend your day listening to music on Spotify while you work and then go home and relax with a movie on Netflix while perusing what meal kit you'll order for dinner tomorrow, then, whether you know it or not, you're participating in the subscription economy. What many newspaper and magazine publishers have struggled with for centuries is now a successful and growing business model for companies in diverse industries. But how did this model expand from print and software to food and heavy machinery? We chart the course to see why everyone is subscribing to this way of selling. Hear from experts and founders in the space like Tien Tzuo, Marc Randolph, Matthew Wadiak, Robbie Kellman Baxter and Katie Vanneck-Smith.For more on the podcast go to delltechnologies.com/trailblazers
For episode 122 of the Graduate Job Podcast I have a brilliant episode for you that is going to open your eyes to the graduate opportunities that are available to you with start-ups, as I am joined on the show by Kabir Bali co-founder of Jumpstart. Jumpstart has set up an innovative graduate scheme where you can apply to start-up firms with venture capital funding who are looking for great graduates, and as well as finding amazing roles with Jumpstart you also get the graduate scheme experience of a month of training and development, and also the social side of joining with a cohort of other people. And in today's episode, we delve into Jumpstart more generally and how you can apply. We go through the types of start-up firms that they work with, what they look for in candidates and how you can stand out at each stage of the process. We discuss how you can improve your CV, why you need to show not tell with it, and why you should definitely talk about any side hustles or university societies that you've been a part of. We also cover why you can expect at least £25k in each role, and normally some equity to boot as well. It's an informative episode and no matter the type of graduate job you have thought about applying to, from start-ups to global giants, it's an episode that you arent going to want to miss. As always you can find a full transcript including all of the show notes and links to everything, we discuss at https://www.graduatejobpodcast.com/jumpstart/. MORE SPECIFICALLY IN THIS EPISODE YOU'LL LEARN ABOUT: Who Jumpstart are and how you can apply The training and development you can expect with the Jumpstart programme How the application process works What they look for in candidates Why you need to show not tell with your CV How to impress in your interviews with start-ups Why talking about your side hustles is so important when you apply Why you can expect at least a salary of £25k and normally equity as well SELECTED LINKS INCLUDE: How to apply for Jumpstart - jumpstart-uk.com Kabir's top book recommendation – Subscribed by Tien Tzuo. Click to buy now and help support the show https://amzn.to/3isBkzi Kabir's website recommendation - Benedict Evans' website https://www.ben-evans.com/ Contact Kabir on LinkedIn https://www.linkedin.com/in/kabir-bali-5a3793136/ or email kabir@jumpstart-uk.com Episode 82 – The Pros and cons of a graduate scheme https://www.graduatejobpodcast.com/graduatescheme/ Episode 103 – Getting a graduate job with Capgemini - https://www.graduatejobpodcast.com/capgemini/ Episode 115 with Jack on how he got 2 graduate jobs in accounting https://www.graduatejobpodcast.com/jack/ Episode 116 with Callum and how he got a graduate job with P&G https://www.graduatejobpodcast.com/callum/ Episode 117 with Athavan on getting a graduate job with PwC https://www.graduatejobpodcast.com/athavan/ Episode 118 with Saffy on getting 2 training contracts with top law firms https://www.graduatejobpodcast.com/saffy/ Episode 119 with Sibrah on how she got 5 graduate jobs https://www.graduatejobpodcast.com/sibrah/ Sign up to ‘How to Get a Graduate Job' my proven step-by-step online course at https://howtogetagraduatejob.com/ Don't even think about applying for graduate jobs until you've read my free guide, ‘The 5 steps you must take before applying for graduate jobs'. Click here NOW. It will completely change the way you apply for jobs! Would you like a free 30-minute video coaching call? Simply select a time that works here https://calendly.com/gradjob/ We can go over your CV, application, or anything that you are struggling with.
*This episode was filmed prior to the occurrence of the COVID-19 pandemic.Topics covered in this episode The shift from a product economy to a subscription economy How to build a long-term, sustainable startup The power of a strong marketing strategy and the power of storytelling This is a ProfitWell Recur Studios production—the first media network dedicated entirely to the SaaS and subscription space.
Podcast: Book Summaries - You Exec (LS 28 · TOP 10% what is this?)Episode: Subscribed by Tien TzuoPub date: 2018-09-17How can your company take advantage of the subscription-based model, the most dynamic growth sector of the economy? This book describes how companies from software-as-a-service to auto manufacturers, music providers to construction equipment manufacturers, are turning customers into subscribers by teasing out the service-level agreement that sits behind the product. With consumers increasingly focused on access over ownership, the key is to start with the wants and needs of your particular customer base, then create a service that delivers ongoing value. This will require a new organizational structure; a shift in the focus of the sales, marketing, and finance teams; and, a new approach from IT. But, the initial drop in revenue and rise in expenses will be more than worth it.The podcast and artwork embedded on this page are from You Exec, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Futures In Focus (LS 32 · TOP 5% what is this?)Episode: Tien Tzuo - The Future of SubscriptionsPub date: 2020-06-01We don't buy music we subscribe to Pandora, Spotify or iTunes. We buy less and less cars because we use Uber. We rarely if ever buy software anymore as we use it on the cloud with brands like Salesforce. Maybe one day we might not even buy our house but subscribe to the idea. Tien Tzuo is one of the founding parents of the subscription economy and was employee number eleven at Salesforce. His New York TImes and Amazon bestselling book Subscribed is as much a management strategy book as it is a future history perspective on the future of the global economies. In a wide-ranging conversation from Arbnb to Caterpillar he talks about the underlying dynamics that are driving the idea of subscription to the forefront of customer's demands and the strategy for companies in banking, media and beyond. If your business does not embrace the ideas behind the subscription economy, then it might not be embracing the digital currency of the future. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.The podcast and artwork embedded on this page are from Michael Gale, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Zero to IPO (LS 46 · TOP 1% what is this?)Episode: Zuora and IntegratePub date: 2020-06-25You've finally built the company of your dreams. You're not yet public, but you're not in startup mode anymore and are hungry for more. So how do you navigate this next stage of growth? How do you refine your leadership skills, and successfully expand into global markets? In this episode of Zero to IPO, Tien Tzuo, founder and CEO of Zuora, and Jeremy Bloom, co-founder and CEO of Integrate, discuss management styles (in the context of Olympic skiing and pro football), international expansion, and how to keep building during these not so normal times. The podcast and artwork embedded on this page are from Okta, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Fortt Knox (LS 38 · TOP 2% what is this?)Episode: 57 - Tien Tzuo, Zuora CEO: Inventing an Engine for the Subscription EconomyPub date: 2017-12-17We used to buy things. Remember that? Hard drives, hit singles, our favorite movies. But for now at least, the hot trend is subscriptions. Instead of buying hard drives, we subscribe to cloud storage from Amazon, Google, Microsoft or Dropbox. For music there's Spotify. For movies there's Netflix. And it seems a new subscription service is born every minute. They say that during a gold rush, the surest way to strike it rich is to sell picks and shovels. That's what Tien Tzuo is doing in this new subscription economy. His company, Zuora, is the engine that powers the subscription process for companies like Box, SurveyMonkey and TripAdvisor. I talked to Tien Tzuo about how he founded Zuora, and grew it into a company that's raised nearly a quarter of a billion dollars and is pushing for more growth. He's got some unique ideas about managing people, and stepping out on your own. The podcast and artwork embedded on this page are from CNBC, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: The SaaS Revolution Show (LS 40 · TOP 1.5% what is this?)Episode: What does the future hold for the subscription economy? with Tien Tzuo, ZuoraPub date: 2020-10-13Tien Tzuo (CEO, Zuora) joins Alex Theuma on The SaaS Revolution Show. They're looking at what the future holds for the subscription economy. Tien also shares how he prioritises learning, to become the best CEO he can be, as well as the biggest lessons he's learned from this challenging year. --- Check out the other ways SaaStock is serving SaaS founders
Podcast: Amazing Business Radio (LS 41 · TOP 1.5% what is this?)Episode: The Subscription Economy Featuring Guest Tien TzuoPub date: 2018-11-20Shep Hyken sat down with Tien Tzuo to talk about the subscription model and how companies like Salesforce, Uber, and Caterpiller are helping to make it the future of business. Top Takeaways:The subscription economy is a phrase coined to describe the idea that people don't have to buy products anymore to meet their everyday needs or to get from Point A to Point B. It allows companies to switch from selling products to selling a service that consumers can use while transforming an industry for the better.The subscription model is a win-win for customers and businesses. For businesses: It scales better, is easier to run, and guarantees recurring revenue. For the customer, it's less expensive and more convenient.To jump into the subscription economy, start with a view of what your customers are doing with you and track all of the usage and interactions. This allows you to understand how you can broaden your footprint with the customer and create a more meaningful relationship.Anybody can take your product, reverse engineer it, and offer a clone to their customers. If your competitive advantage isn't based on your product but instead your knowledge of what your customers are doing and the relationships you have with them, that is a much stronger position to be in.About:Tien Tzuo is the CEO and founder of Zuora. Previously, he was the 11th employee of Salesforce working as the Chief Strategy Officer and CMO for eight years. He's also the bestselling author of Subscribe: Why the Subscription Model Will Be Your Company's Future and What to do About It.Shep Hyken is a customer service and experience expert, New York Times bestselling author, award-winning keynote speaker, and your host of Amazing Business Radio. Learn more about your ad choices. Visit megaphone.fm/adchoicesThe podcast and artwork embedded on this page are from Shep Hyken & C-Suite Radio, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Protect the Hustle | A SaaS Podcast (LS 46 · TOP 1% what is this?)Episode: Measuring the Subscription Economy with Zuora's Tien TzuoPub date: 2020-06-02*This episode was filmed prior to the occurrence of the COVID-19 pandemic.Topics covered in this episode The shift from a product economy to a subscription economy How to build a long-term, sustainable startup The power of a strong marketing strategy and the power of storytelling This is a ProfitWell Recur Studios production—the first media network dedicated entirely to the SaaS and subscription space.The podcast and artwork embedded on this page are from Paddle, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: The Bigger Narrative (LS 34 · TOP 3% what is this?)Episode: Zuora CEO Tien TzuoPub date: 2020-09-01 I finally meet the architect of The Greatest Sales Deck I’ve Ever Seen. My mom is also impressed by Zuora’s “usership” narrative.The podcast and artwork embedded on this page are from Andy Raskin, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: The OKR Podcast (LS 33 · TOP 5% what is this?)Episode: Outcome Focus at Scale: Zuora's OKR Story w/ Tien TzuoPub date: 2019-12-05Zuora CEO Tien Tzou and Deidre discuss the inverse relationship between a company's growth and its alignment. As a company scales up, alignment on outcomes often goes down -- the strategy doesn't trickle through the new layers and most people get further from customer. Zuora's OKR program reconnects people to the outcomes they drive for customer and company; it's unlocking growth and unleashing the power of teams for this high-growth SaaS company. In this podcast, Tien talks about the shift to an outcome mindset, how OKRs are scaling managers and leaders to help scale the company, and why every day counts. Tien is the CEO and Founder of Zuora, an innovative company that predicted the modern subscription economy well before others. He is a widely recognized thought leader on SaaS and the author of the best seller Subscribed. He holds an MBA from Stanford. He was employee 11 at Salesforce, where he was CMO and Chief Strategy Officer prior to founding Zuora.The podcast and artwork embedded on this page are from Workboard, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: The Marketing Book Podcast (LS 57 · TOP 0.5% what is this?)Episode: 219 Subscribed by Tien TzuoPub date: 2019-03-22Subscribed: Why the Subscription Model Will Be Your Company's Future - and What to Do About It by Tien Tzuo Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/subscribed-tien-tzuo Subscription companies are growing nine times faster than the S&P 500. Why? Because unlike product companies, subscription companies know their customers. A happy subscriber base is the ultimate economic moat. Today's consumers prefer the advantages of access over the hassles of maintenance, from transportation (Uber, Surf Air), to clothing (Stitch Fix, Eleven James), to razor blades and makeup (Dollar Shave Club, Birchbox). Companies are similarly demanding easier, long-term solutions, trading their server rooms for cloud storage solutions like Box. Simply put, the world is shifting from products to services. But how do you turn customers into subscribers? As the CEO of the world's largest subscription management platform, Tien Tzuo has helped hundreds of companies transition from relying on individual sales to building customer-centric, recurring-revenue businesses. His core message in Subscribed is simple: Ready or not, excited or terrified, you need to adapt to the Subscription Economy -- or risk being left behind. Tzuo shows how to use subscriptions to build lucrative, ongoing one-on-one relationships with your customers. This may require reinventing substantial parts of your company, from your accounting practices to your entire IT architecture, but the payoff can be enormous. Just look at the case studies: * Adobe transitions from selling enterprise software licenses to offering cloud-based solutions for a flat monthly fee, and quadruples its valuation. * Fender evolves from selling guitars one at a time to creating lifelong musicians by teaching beginners to play, and keeping them inspired for life. * Caterpillar uses subscriptions to help solve problems -- it's not about how many tractors you can rent, but how much dirt you need to move. In Subscribed, you'll learn how these companies made the shift, and how you can transform your own product into a valuable service with a practical, step-by-step framework. Find out how how you can prepare and prosper now, rather than trying to catch up later.The podcast and artwork embedded on this page are from Douglas Burdett, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: XaaS Files (LS 28 · TOP 10% what is this?)Episode: When does a customer become a subscriber?Pub date: 2020-09-15Join Kevin Dobbs as he talks with Zuora Founder and CEO, Tien Tzuo. They discuss how Tien has seen the subscription world change in the last decade, how connecting with customers will find revolutionary ways of doing things and the difference between a customer and a subscriber. *For more information on Tien Tzuo's book “Subscribed” please visit https://subscribed.comThe podcast and artwork embedded on this page are from Accenture, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: B2BaCEO (with Ashu Garg) (LS 45 · TOP 1% what is this?)Episode: How to Tell Your Company's Story (Tien Tzuo, Co-Founder/CEO of Zuora)Pub date: 2018-11-15Tien Tzuo, Co-Founder and CEO of Zuora, tells me how he tells his company's story when he pitches to customers and investors and how to scale up to $1 billion.___Tien's bookhttps://www.zuora.com/subscribed/author/Zuora prepares for its IPOhttps://www.cnbc.com/2018/04/11/zuora-prices-ipo-at-14-per-share--valuing-the-company-at-1-point-44-billion.htmlTien's daughter rings the opening bellhttps://www.cnbc.com/video/2018/04/12/opening-bell-april-12-2018.htmlTien's interview with NYT where he mentions his dislike of one-on-oneshttps://www.nytimes.com/2017/01/06/business/tien-tzuo-of-zuora-dont-expect-me-to-manage-you.htmlTien's “climb to $1 billion” strategyhttps://www.zuora.com/guides/climb-build-billion-dollar-run-rate/Tien discusses his three room structurehttps://www.zuora.com/2017/09/14/3-questions-for-tien-tzuo-ceo-founder-of-zuora/The podcast and artwork embedded on this page are from Foundation Capital, Ashu Garg, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Bette Hochberger, CPA, CGMAEpisode: January 2021 - Bette's Business Book ClubPub date: 2021-02-08Today we will be discussing the book, "Subscribed- Why the Subscription Model Will be Your Company's Future - and what to Do about it" By Tien Tzuo, Gabe Weisert. The Book In Three Or More Sentences: People don't want more stuff, they want more experiences. Access to more content, more music, more videos, more fun rides but without having to think about where to store all of this. In Subscribed, Tien Tzuo, the founder of Zuora, software for subscription-based businesses, explains how the world is shifting from products to services and why you should adjust your business model to a subscription-based one. - Durmonski --- Support this podcast: https://podcasters.spotify.com/pod/show/bettehochbergercpa/supportThe podcast and artwork embedded on this page are from Bette Hochberger, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: One on One Interviews (LS 26 · TOP 10% what is this?)Episode: Tien Tzuo of Zuora: 2nd decade of Subscription Economy should democratize access to everythingPub date: 2021-03-12It was ten years ago last month that I first spoke with Tien Tzuo, founder and CEO of subscription management platform Zuora, about what he was calling the Subscription Economy. Back then people really didn't know what it was all about as most of us were still buying things outright to own them. Five years later when I next spoke with Tien things had changed dramatically as most of us were subscribing to at least one of the things we used to buy outright, like music, movies, clothes and even cars. With it being five years later, it was time to talk with Tien to get his reflections on the first decade of the Subscription Economy, how the pandemic impacted SE companies, and of course to get his take on what the next five years will look like as we enter the second decade of the Subscription Economy.The podcast and artwork embedded on this page are from Brent Leary and Small Business Trends, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Futurum Tech Webcast (LS 25 · TOP 10% what is this?)Episode: The Future of the Subscription Economy — An Interview with Zuora CEO Tien TzuoPub date: 2021-03-19On this episode of the Futurum Tech Podcast – Interview Series I am joined by Tien Tzuo, CEO of Zuora, a cloud-based subscription management platform. Zuora enables any company in any industry to be part of the subscription economy, which Tien believes is the future of the business world — and I have to agree. Our discussion centered on how Zuora is furthering their vision of “The World Subscribed” by delivering software that is a central system of record architected for dynamic, recurring subscription business models. It was an excellent conversation and one you don't want to miss. The World Subscribed My conversation with Tien also revolved around the following: An exploration of the growth of the subscription economy in the last few years How the growth of the subscription economy has helped Zuora grow including a quick recap of their recent earnings report What potential changes B2B and B2C businesses might be facing as we emerge from the pandemic What The End of Ownership trend means for businesses Exciting developments Zuora has in the works Consumer behavior is changing. People, and businesses too, want access to products and services instead of ownership. Tien anticipated this shift back in 2007 when Zuora was founded. I fully believe that it will continue to grow in the years to come. This episode is a must listen for anyone interested in how the subscription economy is changing the way we work and live.The podcast and artwork embedded on this page are from The Futurum Group, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: B2BaCEO (with Ashu Garg) (LS 45 · TOP 1% what is this?)Episode: How to Grow as a CEO (Tien Tzuo and Edith Harbaugh)Pub date: 2021-04-21In this installment of our FC BUILD series, my partner Steve Vassallo talks with Edith Harbaugh, co-founder and CEO of LaunchDarkly, and Tien Tzuo, co-founder and CEO of Zuora. Both former engineers, Edith and Tien offer advice for building a startup, discuss scaling in the time of virtual work, and dissect the art of managing others and themselves.The podcast and artwork embedded on this page are from Foundation Capital, Ashu Garg, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Outside In with Charles Trevail (LS 38 · TOP 2% what is this?)Episode: Tien Tzuo: The Subscription EconomyPub date: 2018-07-17Netflix. Spotify. Amazon Prime. These days, we don't buy, we subscribe. Tien Tzuo, founder and CEO of Zuora, has a name for it: the Subscription Economy. Subscription models open up more choices and new experiences for consumers, and huge financial opportunities for companies that rethink their entire business model around the customer. On the podcast, Tzuo talks about his new book, “SUBSCRIBED: Why the Subscription Model Will be Your Company's Future – and What to Do About It,” and explains what it will take for any company to thrive in the Subscription Economy. Listen to this podcast to learn: • Why the subscription model isn't about “renting” your product, but rethinking business around customers' needs • How companies like Fender and Ford are transforming their business models into subscription-based • What Tzuo learned about subscriptions as employee #11 at Salesforce • Why governments -- and citizens -- can benefit from the subscription model • Why the old ways of market research will die in the subscription economyThe podcast and artwork embedded on this page are from Interbrand, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: RecurNowEpisode: Driving insane brand equityPub date: 2020-02-12Today, Disney+ and The New York Times see strength in subscriber numbers. Plus, Tien Tzuo considers: Will 2022 be the last year of television as we know it? The podcast and artwork embedded on this page are from Paddle, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Babbage from The Economist (LS 57 · TOP 0.5% what is this?)Episode: Babbage: Polio returnsPub date: 2018-06-13Why has polio made a comeback in Venezuela and how does it spread? Tien Tzuo, founder of Zuora, says there will be no need to own anything in the future — you will subscribe to everything. And research into how marine mammals respond to predators shows there is safety in numbers. Tom Standage hosts. Hosted on Acast. See acast.com/privacy for more information.The podcast and artwork embedded on this page are from The Economist, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: RecurNowEpisode: You're being nonchalant about securityPub date: 2019-10-16Today, we have our eyes across the pond to SaaStock Dublin. We're also looking at data breaches: Have they become commonplace? Are we nonchalant about sufficient security?We wrap with a new member of the subscription class, and Zuora's Tien Tzuo weighing in.The podcast and artwork embedded on this page are from Paddle, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: One on One Interviews (LS 26 · TOP 10% what is this?)Episode: Tien Tzuo of Zuora: In Five Years You Won't Buy Anything, but Subscribe to EverythingPub date: 2016-10-14Tien Tzuo, cofounder and CEO of Zuora, introduced us to what the SE was back then. And last week, I had the opportunity to catch up to Tien at the Zuora headquarters to see where we're at today with subscription business models. He talks about how far the business model has come in those five plus years, how latest technologies like IoT and machine learning is changing the subscription business, and why he feels that five years from now we may not be buying anything the traditional way.The podcast and artwork embedded on this page are from Brent Leary and Small Business Trends, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: RecurNowEpisode: A look into the futurePub date: 2020-09-03Today, we're taking a look into the future...the future of subscriptions. And who better to learn from than Tien Tzuo, founder of Zuora? The podcast and artwork embedded on this page are from Paddle, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Think Bold, Be Bold (LS 34 · TOP 3% what is this?)Episode: Transitioning to a Subscription Economy with Tien Tzuo - Ep# 142Pub date: 2018-08-01Overview: In this episode, CEO and Co-Founder of Zuora, and Best-Selling Author of “SUBSCRIBED,” Tien Tzuo comes on the Think Bold, Be Bold Show! His company, Zuora, is the leading Subscription Economy SaaS provider, with over a thousand customers worldwide. Formerly, Tien was the chief marketing officer and chief strategy officer of Salesforce. Tien argues that shifting your mindset from product-centered business to consumer-centered business will allow your business to move beyond the linear. Tune in to learn more about subscription models and why Tien believes they will soon disrupt the entire business industry. 5 Golden Nuggets Shared: 1. You need to think like your customers and give them what they really want. It's also important to pay close attention to the current economy and what trends customers are buying into. 2. Figure out what business you are in and how you can maintain that relationship with your business, employees, partners, and customers. 3. If you are considering turning your business into a subscription model, think of your customers as subscribers rather than just customers. What are your customers going to want or need on a monthly basis? How can you create efficiency in your system with a great customer experience? 4. If you're not shifting to a subscription model now, chances are that in a few years you might not have any business left to shift. 5. A transformation isn't always easy, but it doesn't have to be hard either. Challenge yourself to think differently, finding ways to simplify your transformation and overall experience. 3 Bold and Kick-Ass Quotes: 1. “It's all about the experience today, not just the product.” - Tien Tzuo 2. “This is the business model for the future.” - Tien Tzuo 3. “It's about keeping your customers longer without having a business model where your success is tied to your customer's success.” - Tien Tzuo Click the hyperlink below to connect directly with Tien! Website: https://www.zuora.com/ Twitter: https://twitter.com/tientzuo LinkedIn: https://www.linkedin.com/in/tientzuo Click the hyperlink below to connect directly with us! Website: http://www.ThinkBoldBeBold.com Facebook: https://www.facebook.com/ThinkBoldBeBold/ Instagram: https://www.instagram.com/thinkboldbebold/ Twitter: https://twitter.com/thinkboldbebold Sponsored by Mavericks Mastermind Until next time, Do Something Nice for Someone!Learn more about your ad choices. Visit megaphone.fm/adchoicesThe podcast and artwork embedded on this page are from Christopher Cumby, Allan Wich, & C-Suite Radio, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Pattern Recognition - Investing in the Future (LS 39 · TOP 2% what is this?)Episode: Tien Tzuo - Founder at Zuora - The Subscription EconomyPub date: 2019-01-01 Welcome to the Subscription Economy: an age defined by customer happiness, perpetual product improvements, and more resilient business models. Tien Tzuo, CEO and Founder of Zuora ($2 billion market cap), joins us to talk through why shifting from a product-centric sale to a customer-centric subscription is so compelling and how companies like Adobe have successfully transitioned into a subscription-first business. The podcast and artwork embedded on this page are from John Hu, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: TEK2day Podcast (LS 25 · TOP 10% what is this?)Episode: Ep. 273: A Conversation with Zuora (tkr: ZUO) co-founder & CEO Tien TzuoPub date: 2019-04-09The Subscription Economy - Our Conversation with “Subscription Economy” Pioneer and Zuora (tkr: ZUO), co-founder and CEO Tien Tzuo. Look for the full article tomorrow at TEK2day.com Tien's book "Subscribed": https://www.amazon.com/Subscribed-Subscription-Model-Companys-Future/dp/0525536469 Zuora's Subscription Economy Index ("SEI"): https://www.zuora.com/2018/09/19/the-subscription-economy-index-update-fall-2018/ CEORater Profile: https://www.ceorater.com/ceo/956/923/Tien-TzuoThe podcast and artwork embedded on this page are from TEK2day, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Mission Daily (LS 48 · TOP 0.5% what is this?)Episode: Talking With Tien Tzuo, CEO of ZuoraPub date: 2018-07-03In this episode, we talk with Tien Tzuo, the founder and CEO of Zuora. We cover his new book, Subscribed, and how subscriptions can change business for the better. We also talk about stories about his early days at Oracle, Salesforce, and how he built a massively successful publicly traded technology company. The Mission also publishes the#1 newsletter for accelerated learning each day on Monday through Friday. Join hundreds of thousands of subscribers at: www.TheMission.co/subscribe You can follow us on Twitter or Instagram @themissionhq Learn more about your ad choices. Visit megaphone.fm/adchoicesThe podcast and artwork embedded on this page are from Mission, Stephanie Postles, Albert Chou, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Subscribed Podcast (LS 31 · TOP 5% what is this?)Episode: Ep #22: Tien Tzuo on the End of OwnershipPub date: 2018-10-03Zuora founder and CEO Tien Tzuo is the foremost authority on the Subscription Economy, a term he coined to explain the global shift to recurring revenue business models. Tien founded Zuora in 2007. Prior to that, he was one of the 'original forces' at salesforce.com, joining as employee number 11 and serving in a variety of executive roles including Chief Marketing Officer and Chief Strategy Officer. Tien has also served on the Board of Directors for Network for Good since 2006. We talk to Tien about this new book Subscribed: Why the Subscription Model Will Be Your Company's Future, the end of ownership, subscription pricing, and lots more! For previous episodes and more on the Subscription Economy, head to www.zuora.com/podcastThe podcast and artwork embedded on this page are from Zuora, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: Economist Podcasts (LS 69 · TOP 0.05% what is this?)Episode: Babbage: Polio returnsPub date: 2018-06-13Why has polio made a comeback in Venezuela and how does it spread? Tien Tzuo, founder of Zuora, says there will be no need to own anything in the future — you will subscribe to everything. And research into how marine mammals respond to predators shows there is safety in numbers. Tom Standage hosts. Hosted on Acast. See acast.com/privacy for more information.The podcast and artwork embedded on this page are from The Economist, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: RecurNowEpisode: 9,271 storefronts are closingPub date: 2019-12-10We're just one week out from a webinar that's totally product-led. Plus, Tien Tzuo on Black Friday and “the death of retail.” Plus, the five meetings every CEO should lead. The podcast and artwork embedded on this page are from Paddle, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
Podcast: The CX PodcastEpisode: Steven calls with Tien TzuoPub date: 2019-10-07In this episode Steven talks to TIen Tzuo, CEO of Zuora.The podcast and artwork embedded on this page are from Steven Van Belleghem, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.
In this installment of our FC BUILD series, my partner Steve Vassallo talks with Edith Harbaugh, co-founder and CEO of LaunchDarkly, and Tien Tzuo, co-founder and CEO of Zuora. Both former engineers, Edith and Tien offer advice for building a startup, discuss scaling in the time of virtual work, and dissect the art of managing others and themselves.
On this episode of the Futurum Tech Podcast – Interview Series I am joined by Tien Tzuo, CEO of Zuora, a cloud-based subscription management platform. Zuora enables any company in any industry to be part of the subscription economy, which Tien believes is the future of the business world — and I have to agree. Our discussion centered on how Zuora is furthering their vision of “The World Subscribed” by delivering software that is a central system of record architected for dynamic, recurring subscription business models. It was an excellent conversation and one you don't want to miss. The World Subscribed My conversation with Tien also revolved around the following: An exploration of the growth of the subscription economy in the last few years How the growth of the subscription economy has helped Zuora grow including a quick recap of their recent earnings report What potential changes B2B and B2C businesses might be facing as we emerge from the pandemic What The End of Ownership trend means for businesses Exciting developments Zuora has in the works Consumer behavior is changing. People, and businesses too, want access to products and services instead of ownership. Tien anticipated this shift back in 2007 when Zuora was founded. I fully believe that it will continue to grow in the years to come. This episode is a must listen for anyone interested in how the subscription economy is changing the way we work and live.
Do you own the computer, phone or tablet on which you're listening to this podcast? How about your house, your car? You may not do so for long. Tien Tzuo, ex-Salesforce.com and founder of Zuora, has written books on why the subscription economy is on the way. In this episode of the Near Futurist he takes time out to talk to Guy Clapperton about what's changing, why - and why making 90% fewer cars really isn't a disaster for the motor industry. If you like what you hear, why not leave a review or rating on whichever podcast service you're downloading from? Thanks!
Ron and Ed are honored to have Tien Tzuo as a Guest on the program. Tien currently serves as CEO of Zuora (NYSE:ZUO), a company he co-founded in 2007 and took public in 2018. Under Tien's leadership, Zuora has emerged as the leading evangelist of the Subscription Economy -- the idea that all industries are shifting to a customer-centric, subscription-based business model. He is also the author of SUBSCRIBED: Why the Subscription Model Will Be Your Company's Future - and What to Do About It.
Ron and Ed are honored to have Tien Tzuo as a Guest on the program. Tien currently serves as CEO of Zuora (NYSE:ZUO), a company he co-founded in 2007 and took public in 2018. Under Tien's leadership, Zuora has emerged as the leading evangelist of the Subscription Economy -- the idea that all industries are shifting to a customer-centric, subscription-based business model. He is also the author of SUBSCRIBED: Why the Subscription Model Will Be Your Company's Future - and What to Do About It.
The Subscription Economy: The idea is to turn customers into subscribers. As the world moves from experiences to access and transformations over ownership and deliverables, customization, not standardization, and constant improvement, not planned obsolescence, will be the new normal. McKinsey reports that the subscription ecommerce market has grown by more than 100% a year for the past 5 years. Subscription-based companies are currently growing eight times faster than the S&P 500 (17.6% vs. 2.2%), and five times more than US retail sales (17.6% vs. 3.6%). Join Ed and Ron as they discuss this new business model and its implications for organizations across industries, including professional firms.
The Subscription Economy: The idea is to turn customers into subscribers. As the world moves from experiences to access and transformations over ownership and deliverables, customization, not standardization, and constant improvement, not planned obsolescence, will be the new normal. McKinsey reports that the subscription ecommerce market has grown by more than 100% a year for the past 5 years. Subscription-based companies are currently growing eight times faster than the S&P 500 (17.6% vs. 2.2%), and five times more than US retail sales (17.6% vs. 3.6%). Join Ed and Ron as they discuss this new business model and its implications for organizations across industries, including professional firms.
My guest for Episode 89 of The Startup Playbook Podcast is Anthony Kennada, the CMO of Gainsight. Anthony started his career in Business Development where he joined Box as employee number 37. He then took on a senior product manager role at Symantec after their acquisition of Live Office before joining Gainsight as employee number 19 to start the marketing team for the business, where he is now the Chief Marketing Officer of the company. Gainsight is the world's leading Customer Success Management platform, helping businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight has been recognized by Forbes as one of the top 100 private cloud companies in the world (2016 & 2017) and by Deloitte as #7 on the Technology Fast 500 (2016), among many other accolades. To date the company has raised over $150M in VC funding from leading funds such as Battery Ventures, Bain Capital Ventures, Bessemer Venture Partners, Lightspeed Venture Partners, Summit Partners, Salesforce Ventures, Cisco Investments and other top-tier Silicon Valley investors. I had a lot of fun recording this interview and we covered a range of topics across marketing for startups including: The compounding value of community Risk taking for B2B marketers When startups should build brand The challenges of building out a new category Marketing from 1st principles WATCH ON YOUTUBE PLAYBOOK MEDIA – Growth through Data-Driven Storytelling THE E-COMMERCE PLAYBOOK ACCELEPRISE AUSTRALIA STARTUP PLAYBOOK HUSTLE APPLICATION Show notes: - Box - Nick Mehta - Symantec - "Who's fired Up" - Rap song - Carpool Karaoke - Customer Success edition - Al Ramadan - Play Bigger - Geoffrey Moore - Aaron Levie - Tien Tzuo - Pulse Conference (Sydney) - Anthony Kennada (Twitter) - Anthony Kennada (LinkedIn) Feedback/ connect/ say hello: Rohit@startupplaybook.co @playbookstartup (Twitter) @rohitbhargava7 (Twitter – Rohit) Rohit Bhargava (LinkedIn) Credits: Intro music credit to Bensound Other channels: Watch the video on Youtube here. Don't have iTunes? The podcast is also available on Stitcher & Soundcloud The post Ep089 – Anthony Kennada (CMO – Gainsight) on marketing from first principles appeared first on Startup Playbook.
My guest for Episode 87 of The Startup Playbook Podcast is Michael Cardamone, the Managing Director of Acceleprise As some of you may have heard and or seen, one of the initiatives I am involved with is bringing Acceleprise to Australia. Acceleprise is a 4 month accelerator program that invests $75,000 for 7.5% equity into the most promising B2B or Enterprise SaaS companies. The core focus of the program is helping startups close sales, drive revenue and build a platform for scalability through providing direct introductions to potential customers, workshops to help you generate and close leads and providing access to world-class mentors who have built successful SaaS businesses or are key decision makers in large scale enterprises. As part of the our partnership with Acceleprise in the US, our teams will spend the last month of the program in San Francisco where they will get to work alongside the US cohort, get introduced to potential customers in the American market and pitch at the San Francisco demo day. Applications for cohort 1 are open till the 27th of June with our first intake starting in July 2018. If you are interested in applying head over to the Acceleprise website or if you want to find out more about the program, send me an email at rohit@acceleprise.vc. To provide more context on Acceleprise and what it takes to build successful SaaS businesses, my guest for this podcast episode is Michael Cardamone - the Managing Director of Acceleprise. Prior to Acceleprise, Mike was one of the first 30 employees at Box as one of their Business Development Managers, before becoming the VP of partnerships at AcademixDirect. He then went on to spend some time as a Venture Partner as SaaStr's $70M VC fund. Mike has been running the Acceleprise program since June 2014 and to date has invested in over 70 companies, a large proportion of which have gone on to raise subsequent rounds of capital and scale and several of which have gone on to be acquired such as AdHusky, Bridgecrest Medical, Encore Alert and MetaLayer just to name a few! In this brief interview recorded just before Acceleprise's recent demo day in San Francisco, we covered a range of topics including: How culture affects growth trajectory The ingredients of a strong team Why the best founders have conviction of the market and market opportunity Strategy to find effective pricing What founders should look for in accelerator programs Using partnerships as a growth strategy WATCH ON YOUTUBE PLAYBOOK MEDIA – Growth through Data-Driven Storytelling THE E-COMMERCE PLAYBOOK ACCELEPRISE AUSTRALIA STARTUP PLAYBOOK HUSTLE APPLICATION Show notes: Box Acceleprise Tien Tzuo Zuora GainSight Adir Shiffman AngelList Mike (Twitter) Mike@acceleprise.vc Feedback/ connect/ say hello: Rohit@startupplaybook.co @playbookstartup (Twitter) @rohitbhargava7 (Twitter – Rohit) Rohit Bhargava (LinkedIn) Credits: Intro music credit to Bensound Other channels: Watch the video on Youtube here. Don't have iTunes? The podcast is also available on Stitcher & Soundcloud The post Ep087 – Michael Cardamone (Managing Director – Acceleprise) on teams and vision appeared first on Startup Playbook.
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