pitch unfairly

Arcade · Sales

Zuora, 2016. Pitched unfairly, 2026.

Name the shift. Pick the winners. Same story, same numbers. Rebuilt the way we'd pitch it today.

  • 24 slides
  • Product at slide 20
  • Andy Raskin, 2016
Play the 2026 deck Steal the structure
2016 The greatest sales deck

Zuora

Name the shift. Pick the winners.

Legend
Original craft
Unfair

24 slides→10

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Play the 2026 deck

Then · 2016 · 24 slides

The original

  1. Title: "Turning customers into subscribers" (Tien Tzuo, CEO)
  2. The shift: "We now live in a subscription economy"
  3. History: from products to relationships, 1970s to today
  4. How people buy: outcomes, customization, constant improvement
  5. A global phenomenon: four sourced stats
  6. Every industry is shifting: an 8-tile grid
  7. Losers: 52% of the Fortune 500 gone in 15 years
  8. Winners: GE, IBM, Unilever and Dollar Shave Club
  9. Winners: Amazon, Google, Apple, Facebook, Salesforce
  10. Winners: Uber, Spotify, Box, Airbnb
  11. Promised Land: "the subscription experience"
  12. A new way of thinking: the subscriber at the center
  13. This changes everything: pricing, marketing, sales, finance, culture
  14. Magic gift: the subscriber identity record (#beyondCRM)
  15. That's why we built Zuora: the capability map
  16. Evidence: Box, the FT, Schneider Electric
  17. The End (#startyourstory)

Original: Andy Raskin, The Mission

Now · 2026 · 10 slides

What we changed

  • The shift plays itselfSix things you used to own flip into Spotify, Box, Uber and friends as a timeline runs from the 1970s to today. Drag the scrubber to replay it.
  • The extinction splits on screenA hundred dots, one per 1% of the Fortune 500, break into 48% survived and 52% gone. Toggle back to before and watch it happen again.
  • The Promised Land asks a questionThe five criteria become buttons. The buyer taps the ones that matter to their customers, and the pitch turns into discovery.
  • "The End" became a planThe last slide is a mutual action plan with owners on both sides and steps you tick off together, because next steps are where deals speed up.

Steal the structure

Pitch your company like Zuora did.

  1. 01Name the shiftOpen with an undeniable change in the world, not the buyer's problem.
  2. 02Why it's happeningShow how buyers behave differently now, old next to new.
  3. 03LosersOne hard number for what happens to those who ignore the shift.
  4. 04WinnersThe companies that adapted, grouped so the common thread is obvious.
  5. 05The Promised LandThe future state, as criteria the buyer picks from. Not your product.
  6. 06A new way of thinkingThe mental model that has to change to get there.
  7. 07The obstacleWhy the old tools cannot reach the Promised Land.
  8. 08Magic giftYour product, introduced as the thing that gets the hero past that obstacle.
  9. 09EvidenceCustomers like this buyer who already made the shift.
  10. 10Mutual action planDated steps with owners on both sides. Never "Thank you."

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