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#1 Best Seller in Amazon Technical Project Management
A USA Today bestseller! Companies like Netflix, Spotify, and Salesforce are just the tip of the iceberg for the subscription model. The real transformation--and the real opportunity--is just beginning.
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.
Editorial Reviews
This book is ostensibly about subscription models, but it's ultimately about the future of business. In Subscribed, you'll learn from the masters of this business model and fundamentally change the way you think about your product, customers, growth, and talent -- no matter what industry you're in -- Aaron Levie * CEO and Founder of Box * Tien Tzuo, who I was lucky enough to hire as my eleventh employee at Salesforce, has written the definitive playbook for anyone navigating the most important business model shift of our time. The subscription model is exploding everywhere, and nobody knows how to steer through this shift better than Tien -- Marc Benioff * Chairman & CEO of Salesforce * Tien Tzuo is the godfather of the subscription economy and now he shares his unparalleled wisdom in this book. A must read for anyone who wants to have a breakout company. -- Maynard Webb * Author of Rebooting Work * Tzuo dissects the building blocks of what may be the greatest shift in business in the last twenty years; the move to a recurring revenue/subscription based model. For any business looking to break the chains of episodic, transactional commerce, Tien's book is a must-read -- Scott Galloway * Professor of Marketing, NYU Stern, author of The Four * Subscribed shows you how to keep customers coming back for more. The implications for product design are enormous -- Nir Eyal * author of Hooked: How to Build Habit-Forming Products * All in all, Tien's book is spot-on. It has just the right blend of background information about the Subscription Economy and best practices -- Tom Taulli * Forbes *
About the Author
Tien Tzuo is the CEO and cofounder of Zuora, the leading subscription SaaS provider, with more than 1,000 customers worldwide. Zuora, which is foundational to companies in the growing Subscription Economy, was born out of Tzuo's experiences at Salesforce, a pioneer of the subscription model, where he was formerly CMO and Chief Strategy Officer. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Denver, San Francisco, London, Paris, Beijing, Sydney and Tokyo.
Gabe Weisert is the managing editor of Zuora's Subscribed magazine. He has previous written for Yahoo!, Forbes.com, and Andrew Harper's Hideaway Report.
Subscribed.epub
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