Monetize 2015 Tom Dibble President & CEO, Aria Systems April 1, 2015 Welcome It’s Very Real… Auto Financial Services Healthcare Business Services Cloud Entertainment Telecom Industrials #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 3 What Brings Us Here You want to be this… … But must endure this #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 4 The New Normal DISRUPTION COMMON THEMES • Upstarts forging new business models (Uber, Netflix, Roku, Airbnb…) • Incumbent companies urgently transforming traditional models (Adobe, Verizon, Pitney Bowes, Audi…) #monetize15 • • • • ARIA SYSTEMS CONFIDENTIAL – Do not distribute Recurring services Usage and subscription models Always tethered to end customer Time to market urgency and rapid iteration All Contents © 2015 Aria Systems 5 Why Is This Happening? Customers Are Demanding It Prospects Are Expecting It Competitors Are Doing It Wall Street Is Rewarding It All Revenue Will Be Recurring Revenue in 5 Years #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 6 Cause Driving Effect Accelerated Innovation & Iteration Cloud Computing Meets Omnipresent Mobile and Wi-Fi Blurred Lines Across IT, Ops and LOB #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 7 Don’t Just Bill. Monetize. Approaching Renewal Date Billing Moves to Monetization Customer Inquiry (Phone): Change Payment Card Welcome Email Sent Invoice Invoice Generated Generated Service Service Purchased Purchased Credit Card Credit Card Processed Processed Customer Upgrades Mid-cycle Customer Charged Overage Pro-rate for Mid-cycle Upgrade Text Alert: Reached 90% of Plan Payment Not Received Service Rep Offers Upgrade Exceed Consumption Limit Provisioning: Begin Service Degrade Customer Entitlement for Late Payment Credit Card Provisioning: Expires Service Upgraded Mid-cycle Dunning: Stop Service Customer Inquiry (Web): Adjust Service Parameters Customer Lifetime Value #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 8 Don’t Just Bill. Monetize. Services and Customers Meet at Millions of Revenue Moments Monetize to Maximize #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 9 The Next Horizon LOB FIN #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute IT All Contents © 2015 Aria Systems 10 High Profile Initiatives, Strategic Importance… CFO CIO #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute Company All Contents © 2015 Aria Systems 11 VMware Transforming their business model from CAPEX SKUs to OPEX recurring services Audi Disrupting the luxury car market with co-opt car sharing and fluid lease options #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 13 Roku Disrupting cable giants by streaming thousands of channels of content via OTT delivery Today’s Agenda MORNING AFTERNOON • Meeting the needs brought on by the Digital Revolution • Requirements for sustainable growth • Key investments we’re making #monetize15 • Accelerating implementations and innovations • Serving the strategic needs of your business • Building better customer experiences, more profitable relationships ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 15 The Sky’s the Limit • A new perspective on driving recurring revenue • A different view into your role • Ideas / opportunities to grow #monetize15 ARIA SYSTEMS CONFIDENTIAL – Do not distribute All Contents © 2015 Aria Systems 16
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