Transcript
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S Y D N E YNovember 2012
W E L C O M E T O
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Zuora Receives £36m For International Expansion“ ” November 17th, 2011
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It all started with a simple idea
That there is a shift from products to services
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The global market for cloud computing will grow from $40.7 billion in 2011 to more than $241 billion in 2020.
“” Forreste
r
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Carsharing subscriber base to be 14 Million in EU by 2020; 32 Million worldwide
“”
Frost & Sullivan
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“By 2015, more than 40 percent of media and digital-products companies around the world will use subscription services for their fulfillment, billing, and renewalsGartner
”
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The Past The Future
BUY NOW
We Call this Shift the Subscription Economy™
Subscribe
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Why the Subscription Economy ?
Technology Trends Smart MoneyBusiness ModelDemand
Mobile
SocialBusinesses want to
subscribe to services
Consumers want to subscribe to services
Wall St. and Sand Hill Value Subscription-Based
Companies
It’s a better business model for growth
Cloud
Subscribe
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The Subscription Economy is a Green Economy
“The average car is idle 92% of the time
”
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Build It
Manufacturer
Pack It
Wholesaler
Ship It
Distributor
Sell It
Retailer Customer
20th Century Distribution Model
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Today’s Model is Different
Customers, Prospects, Friends,
& Family Customer
YOU
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Product Focused Relationship Focused
BUY NOW Subscribe
The Subscription Economy is about Customer Relationships
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The Media Industry is Moving to the Subscription Economy
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The Tech Industry is Moving to the Subscription Economy
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The Telecom Industry is Moving to the Subscription Economy
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The Retail Industry is Moving to the Subscription Economy
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Dollar Rubber Club
Condoms
Craft Coffee
Coffee
Steepster
Fine Teas
SweetBox
Chocolate
The Fruit Guys
Fruits & Veggies
BirchBox
Beauty
GuyHaus
Guy Supplies
Focus N Fly
Fitness
Test Tube
Beauty Samples
Wonder Sitter
Baby Sitting
Babbaco
Kids Toys/Activities
Crafts & Books
Kiwi Crate
Hoseanna
Hosiery
Put This On
Men’s Accessories
Bag Borrow or Steal
Handbags
Rent the Runway
Women’s Dresses
Bespoke Post
Luxury Items
Sweet Petula
Soaps
McSweeneys
Shirts
Meundies
Underwear
Mystery Tackle Box
Fishing Equipment
Spice Guides
Date Idea Guide
Clothing
FabKids
Spotify
Music
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As Web businesses embrace subscription business models, the benefits are clear: reduced customer acquisition costs and steady cash flow
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June 12, 2012
Making the Web’s Subscription Economy Hum
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The new realities of our increasingly mobile economy make it more likely that this transition from an Ownership Society to what might be called a Rentership Society, far from being a drag, will unleash a wave of economic efficiency that could fuel the next boom.
“
”May 4, 2012
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“
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Consumerism is being redefined for the mobile age, and the model is spreading among professionals and families in ways that were little anticipated, even by the venture capitalists funding this new era of cooperative capitalism
Mar 4, 2012
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C.E.O.’s are beginning to appreciate the value of recurring revenue in a way never before … the software industry adopted it, which caught people’s attention. Now you’re seeing companies in just about every kind of industry embracing it
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”Mar 7, 2012
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Customer Satisfaction Graph – pie chart of 95% customer satisfaction
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Exponential Growth In Transaction Volume
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Education
Travel Services
Cloud Services
Media
Strong Adoption in Large Enterprises
Telecom
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Q1'08
Q2'08
Q3'08
Q4'08
Q1'09
Q2'09
Q3'09
Q4'09
Q1'10
Q2'10
Q3'10
Q4'10
Q1'11
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Q3'11
Q4'11
Q1'12
Q2'12
Q3'12
Q4'12
Q1'13
Q2'13
ARR
“”
In short order, Zuora has become the dominant player in cloud-based subscription systems.
The Fastest Growing SaaS Company
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$12BillionTotal Invoice Volume
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YOU Are The Subscription Economy
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One Year LaterWe are at the Tipping Point
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In 2008, We Launched Z-Billing
In 2010, We Launched Z-Commerce
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Last month, we introduced our third major product
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1494 A.D.
Luca Bartolomeo Pacioli
invents the system of
Double Entry Bookkeeping
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To the CFOs of the modern era
Double entry accounting becomes the cornerstone
of modern accounting
For over 500 years, the system has worked…
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Until Now
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A $100 is a $100 is a $100. The rules say it all goes in the same account.
You Need to Differentiate Between One-Time and Recurring Amounts
The Problem:
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The rules don’t allow me to spread these amounts over time. Now you’re just being a rebel.
You Want To Spread Revenue Over Time
The Problem:
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I don’t have a rule for that. You’ve got yourself into quite a mess…
Your system doesn’t know what to do when subscriptions change
The Problem:
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• Revenue Recognition
• Complex Recurring Billing• Changes, Adjustments, Credits
Revenue managers are drowning in spreadsheets
The Result:
• Subscription Metrics (MRR, ARR, CLTV)
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“We need more time”
The Result: It takes Weeks for finance teams to close the books
- Finance Team
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Actually run the business here.Appease the auditors here.
AR
Revenue
600M
600M
Debit Credit
CFOs are maintaining 2 sets of books
“PwC will love these.”
The Result:
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CMOs are prevented from implementing new innovations
The Result:
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CEOs have a hard time explaining their success to Wall Street
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The Result:
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And Wall Street fails to value Subscription Businesses correctly
“CRM shares look heavily overvalued because rising revenue growth has actually translated to falling net income.
“ Maybe CEO Marc Benioff will one day be able to translate all of this low-margin selling into huge profits, but for now it kind of looks more like the Napster model than the iTunes model, and that concerns us.
The Result:
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The world of Finance is broken…
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It’s Time to Fix It …
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Introducing Z-Finance
The World’s first finance application built
for the Subscription Economy
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Z-Finance is built on a new foundation
Multi dimensional Ledgers
Intelligent Algorithms
Revolutionary Data Model
Spread revenue over time
Powerful Rules Engine
Differentiate between one time and recurring revenue
Calculates key subscription metrics
Adapts to subscription changes
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Accounting Close Tools tools to accelerate your month end close
Define rules to manage complex revenue recognition policies
Tag charges with revenue revenue and deferred revenue GL accounts
Tag charges with with revenue recognition rules
Control revenue recognition trigger dates
View earned and deferred revenue reports
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Revenue Recognition Tools that handle complex revenue rules
Define rules to manage complex revenue recognition policies
Tag charges with revenue revenue and deferred revenue GL accounts
Tag charges with with revenue recognition rules
Control revenue recognition trigger dates
View earned and deferred revenue reports
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Chart of Accountsto track charges through the revenue lifecycle
Create or import your chart of accounts
Tag charges with GL account codes
Tag transactions such as payments, credits, refunds, adjustments etc with GL account codes
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Easy Accounting Integrationto unburden your IT team
Generate debit and credit journal entries to simplify your general ledger updates
Align journal entries with GL accounts
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Tight Security Controlsfor audit peace of mind
Create custom user roles
Associate roles with granular user permissions
Control visibility and user actions on sensitive financial data
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Reuse the audit peace of mind screen shot from the website
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Tames your revenue recognition processes
Upgrades, downgrades, cancellations, refunds etc. are all taken care of!
We use SAP. We run our broadband business on Zuora … we get all our journal entries from Zuora … without time consuming and expensive customization
“”Vignessa Moorthy, CEO of ViewQwest
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Unburdens your finance team, enabling your growth
Unleash your growth strategies without burdening finance
Vince Zumbo, CFO of Autotask
…Z-Finance makes it easier for us to scale as our business grows“ ”
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Gives you audit peace of mind
Rapidly review details of any transaction from closed accounting periods
Bruce McFadyen, CFO of Firehost
…they have nailed it with Z-Finance, providing the next level of audit friendly automation …
“”
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• 300 accounting periods created
• Over 5 million financial transactions analyzed
• 207 accounting periods closed
Get up close and personal with Z-Finance Join Z-Finance PMs at 3pm in the Colonnade
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Subscribe
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Chasm
The Present
The Future
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Why is it so hard to GROW my business
Why Can’t I Make My Processes FLOW Why Can’t I Find
What I Need to KNOW
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Product Relationships
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Goal:Ship More Units
Goal: Build Valuable Relationships
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The Strategies Required to Grow a Subscription Businessare Very Different
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DesignProduct
MakeProduct
SellProduct
Product Business
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Acquire New Customers
Increase the Value of Your Customers
Reduce Churn
Subscription Business
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Packaging & Pricing Strategy
Acquire New Customers
Increase Value Per Customer
Reduce Churn
Launch First Product X
Add-on Options X
Monthly vs Annual Options
X X X
Higher Editions X X
Lower Editions X X
Product Bundles X
Pricing Tiers X X
Usage & Overage X X X
Multiple Currencies X X
Renewals X
Pricing Changes X X
Regional Pricing X
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Can’t Support the Pricing & Packaging StrategiesYou Need to Grow
Your Existing Systems
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The Processes Required to Make a Subscription Business Flow are Very Different
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Quote-To-Cash
Product Business
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Subscription Business
Quote-To-CashRenewalsPayment FailuresAccount SuspensionAmendmentsAccount Management
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Commerce Billing Finance
Book Order & Ship It
Invoice &Collect For It
Recognize It
Product Business
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Subscription Business
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Subscription Business
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Subscription Business
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Subscription Business
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Subscription Business
Commerce
Billing
Finance
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Can’t Support the Processes Needed To Make Your Business Flow
Your Existing Systems
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What you Need to Know with a Subscription Business Modelis Very Different
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Traditional Income Statement
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Revenue ARR
$0
$100
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Subscription Economy Income Statement
ARR $100 Churn (10)Net ARR 90 COGS (20) G&A (10) R&D (20)Recurring Profit 40
Growth (40) Net New ARR 40 Ending ARR $130
Retention Rate
GrowthEfficiency Index
Recurring Profit Margin
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The Three Key Metrics of the Subscription Economy
ARR less Churn less Non-Growth
Spend
Recurring Profit Margin
How much of your ARR you
keep every year.
How much does it cost you to acquire $1 of
ACV
RetentionRate
Growth Efficiency
“ The metrics for Cloud computing is fairly different from traditional enterprise software. ”Bessemer Venture Partners – Top 10 Laws for Cloud Computing
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Don’t Have the Metrics You Need to Know
Your Existing Systems
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How do you run acustomer focused company…
…with systems meant for the old world?
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You Need a System That Helps You Grow , Flow and Know in the Subscription Economy
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Your Systems Today
CRM ERP GL
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Products Relationships
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Goal: ShipMore Units
Goal: BuildValuable
Relationships
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EnterpriseResourcePlanning
RelationshipBusiness
Management
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We’re Here Today to Announce Z-Business,
The World’s First Relationship Business Management System
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Z-Business Is Built On a Foundation For the Subscription Economy
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Z-Business Solves Your Relationship Commerce Needs
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Z-Business Automates Your Billing and Payment Processes
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Z-Business Revolutionizes your Finance Operations
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Z-Business Plugs Into Your CRM and GL
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Our Mission: Help you succeed in the Subscription Economy
FLOW: Run and flow your subscription business processes efficiently.
GROW: Build and grow your subscription business and revenue.
KNOW: Have the right metrics to optimize your subscription business.
Z-Business Helps You Grow, Flow and Know
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Let’s Take a Look at The Future of theSubscription Economy
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Zuora Product Demo
INTRODUCING
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Process And Systems Landscape For A Subscription Business
Sales Reps &Account Managers
Website user
Payment GatewaysBilling Ops
CRM
E-Commerce
General Ledgers
Billing
Finance
Commerce
Accounting & Finance
Product Marketing
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Today’s Demo Centers Around The Story Of Zimple Backup Services Ltd.
B A C K U P S E R V I C E S L T D .
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‘s Opportunities
B2B and B2C business is in 2 different disparate systems
Each channel is a silo
Can’t handle global currency and tax
Can’t manage multiple payment types at scale
Taking longer (17 days) to close the books
No proper finance and audit controls
‘s Challenges
Sells backup solutions to businesses and consumers
Sells through multiple channels (web, assisted, partners etc)
Gaining popularity in Asia and US
Multiple payment choices can win additional market share
Transaction volume doubling every quarter
Want to go public in 18 months
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Today You’ll See How
A Flexible Pricing Engine Supports Multiple Market Segments
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A Single System Supports Multi-Channel Commerce
Rating, Billing, Taxation and Collections Are Automated Across Geographies
The Accounting Close Process Is Accelerated While Still Maintaining Tight Financial Controls
5 Key Subscription Metrics Give You Unique Insights Into The Health Of Your Business
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Z-Business: A Complete And Integrated System To Manage All Your Subscription Processes
Sales Reps &Account Managers
Website user
Payment GatewaysBilling Ops
CRM
E-Commerce
General Ledgers
Billing
Finance
Commerce
Accounting & Finance
Product Marketing
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The World’s First Integrated Relationship Business Management
System
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S Y D N E YNovember 2012
W E L C O M E T O
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Welcome.
Zuora will donate
to CanTeen.org.au
For every tweet tagged with theSubscribed hashtag
$5
Don’t forget to tweet!#SubscribedAUS
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Welcome.
Get Your Guidebook
Go to your mobile App Store.
Search “Guidebook” & install.
Click on "download guide” (bottom left corner)
Redeem Code: SubscribedAUyou can text it to yourself here: http://guidebook.com/getit/
Get all the Subscribed info you need – on your phone
1)
2)
3)
4)
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Fairfax
Welcome.
9:00 - 10:30am
10:30 – 11:00am
11:00 – 11:15am
11:45 – 12:15pm Servcorp
Morning Break
Zuora Keynote
11:15 – 11:45am
Salesforce.com
12:15 – 1:45pm Networking Lunch
8:00 – 9:00am Check-In / Coffee
1:45 – 2:45pm Guest Keynote
2:45 – 3:00pm Closing Remarks
Agenda
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Sponsors.
www.scoutanalytics.com
www.bluewolf.comwww.proquestit.com
Thank you to our sponsors: Bluewolf, Scout Analytics and ProQuest If you didn't have a chance to visit their demo stations this morning,
please do so during lunch.
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S Y D N E YNovember 2012
W E L C O M E T O
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