Zuora, Inc. (NYSE:ZUO) Q3 2024 Earnings Call Transcript

You can start with us with Revenue. You can start with Zephr. You can start with Billing. And, you know, I think any company that’s not really using these strategies is going to be at a disadvantage. And I would say that our technology is a big, big important part of allowing any company B2B or B2C to do this. And so we certainly want to be the best examples of that in terms of how we use our own technology. And that’s what you’re hearing us talk about on this call.

Jacob Stephan: Got it. That’s helpful. And maybe just kind of help me understand the, you know, timeline for SI partners implementations, kind of versus your internal team. What’s the difference there?

Robbie Traube: I think the main thing is we really focus on being partner first and we will continue doing that aspect of it. And again, if we look at the partners at the moment, the source pipeline continues to build their — Google Fiber is a great example where they came in and an SI sourced it. They were to help us all the way through that process as well. And look, we keep on, we will, you know, push implementation work to our SIs, right? And we will make sure that they are focused on that too.

Tien Tzuo: Yeah, I think the other question, Jacob, maybe you’re asking is from a timeline perspective, and I think what we’ve seen, as Robbie said, as, you know, we’re partner first. We’re just seeing more and more of our pipeline, you know, some of the big deals that closed that were new deals during the most recent quarter or even expansion deals were brought to us by partners. And our preference is, hey, if the partner is wanting to do the implementation, that’d be our preference to do it. We certainly have a services business and are capable of doing it, but as you know, that’s a breakeven business for us, so we’re more than happy for someone else to take that. So as we said, next year, you know, we’re about 11% mixed right now. Next year, we’ll probably be about 10% mixed. So we’re happy to see our partners continuing to take on more and more of that business.

Jacob Stephan: Yeah. Makes sense. Well, that’s all I had. Congrats on the scale here, guys.

Tien Tzuo: Appreciate it, Jacob.

Operator: We have no further questions in our queue at this time. And with that, that does conclude today’s conference call. Thank you for your participation and you may now disconnect.