Step Inside The Subscription Economy with SendGrid’s CFO, Chad Varra Carly Brantz July 3, 2013 Company // SUMMARIES ?> We’re excited to announce a new eBook release from subscription and billing management platform, Zuora—Accelerate: Success in the Subscription Economy that features an article from our very own Chad Varra, CFO at SendGrid. Chad was an early hire at SendGrid (we’ve now grown to 150+ employees) and has over 20 years of finance and operations experience in both publicly traded and privately held high technology companies. His article The Subscription Economy CFO: Using Data to Drive Long-Lasting Customer Relationships shares what he’s learned throughout his career and offers advice to his fellow CFOs. As a subscription-based company, SendGrid relies on nurturing long-term customer relationships—something that as CFO, Chad has helped master by turning to hard data. Chad suggests that the “sell it and forget it” sales model days are behind us—now CFOs must turn to data to retain their customers and to “keep them happy.” He explains that for subscription-based companies, “Gone are the days of living quarter to quarter with zero insight into customer usage. What was previously a black hole is now a true partnership between cloud vendor and customer, and the foundation of customer retention.” Chad suggests that by turning to key metrics like the below, you can help predict your business’ growth and secure your scalability. Churn rate Customer Acquisition Costs (CAC) Lifetime Value of a Customer MRR & ARR In The Subscription Economy CFO, Chad walks readers through the ins and outs of these metrics and suggests ways for fellow subscription and SaaS businesses to shift to more scalable and highly automated systems. There is so much opportunity for today’s subscription-based businesses—Chad is all for embracing this change and for relying on data to help you get there. For more insight, read Chad’s full article and 14 others by top innovators in the subscription space by downloading Zuora’s new eBook for free here. Our congratulations to Chad on his wonderful contribution and our thanks to Zuora for being a highly automated, scalable platform that helps us send billions of emails per month!