In this episode, Jack Richardson and Richard Armstrong sit down with Tien Tzuo to discuss his journey from Oracle and Salesforce to becoming CEO of Zuora. They explore Marc Benioff's influence and Tzuo's epiphany about the subscription model. The conversation highlights the challenges faced by CEOs during the shift to subscription models, with insights from Jason Lemkin and the impact of Spotify. They examine consumption-based pricing models, leadership evolution, and the role of funding partners. Tien shares strategies for board dynamics, sustaining motivation, and building company culture in preparation for IPO. The episode concludes with a quick-fire round on career beginnings and contrarian beliefs.
(0:00) Introduction and sponsor message from TAV
(0:32) Tien Tzuo's journey: From Oracle and Salesforce to CEO of Zuora
(3:25) Marc Benioff's influence and the subscription model epiphany
(10:58) CEO challenges and obstacles in the subscription model shift
(16:26) Early subscription economy insights with Jason Lemkin and Spotify's impact
(19:42) Consumption and usage-based pricing model discussions
(21:59) Leadership evolution and pivotal moments
(24:24) The role of funding partners and VCs in growth
(26:37) Board dynamics and resource management strategies
(31:15) Sustaining motivation and resilience in startup life
(34:04) Building company culture and preparing for IPO
(39:05) Post-IPO adjustments and market realities
(41:02) Quick fire questions: Career start, environment, and contrarian beliefs
(43:21) Subscription business model evolution and leadership inspirations
(45:52) Closing remarks and next episode teaser
