Zuora Pitch Deck teardown and redesign

March 23, 2017

A quick search of “Sales Deck” will give you Zuora’s deck, a company that sells a SaaS platform for subscription billing, as the top result. This comes as no surprise since Andy Raskin, a messaging and positioning expert responsible for crafting some of the most successful sales, marketing, and investor pitches in Silicon Valley called this particular template The Greatest Sales Deck.

We’ve taken the liberty of redesigning the original pitch deck using Slidebean.  You can find it here:

Zuora Sales Deck Template


  • Name a Big, Relevant Change in the World
  • Show There’ll Be Winners and Losers
  • Tease the Promised Land
  • Introduce Features as “Magic Gifts” for Overcoming Obstacles to the Promised Land
  • Present Evidence that You Can Make the Story Come True
  • CTA - Start using this template

1. Name a Big, Relevant Change in the World

There's a huge difference in the start line from this pitch compared to what you'll find in most pitch deck examples. Instead of starting with "the problem" slide,  Zuora focuses on highlighting a shift in the world, which makes it easier for prospects to open up than when you assert them that they have a "problem". At some point, your prospects might not even be aware of the problem, causing them to be on the defensive.

Redesign Slide

2. Show There’ll Be Winners and Losers

Zoura Sales Deck Original Slide
Original Slide

In order to successfully achieve something, it's necessary to take risks and try different approaches. That's what your prospect needs to understand. If you just point out the bright sight of things, you'll distort the expectations that your prospect will have, thus becoming negative when something is not as expected.

In other words, when talking to prospects, it's always good to show both sides of the coin, and what a better way to do that than demonstrating how the change you mentioned above will generate winners and losers.

Redesigned Slide

3. Tease the Promised Land

                               Original Slide
Original Slide

It's important to provide enough context about your product or service before explaining the key details that will help you tight the knot with your prospect.

Don't jump too soon into talking about the "promise land" if you aren't building up some expectation around this. Your product or service should be something desirable, that will help your prospect achieve their goals.

4. Introduce Features as “Magic Gifts” for Overcoming Obstacles to the Promised Land

                           Original Slide
Original Slide

Position your product or service as "magic gifts" that will help your prospect reach the promised land. How can you do that? Well, first you need to highlight the potential and effectiveness that your company has compared to what is currently on the market. One way to do this is by showing how the traditional solutions are no longer an option to achieve success.

                                                                      Redesigned Slide
Redesigned Slide

5.Present Evidence that You Can Make the Story Come True

                              Original Slide
Original Slide

The last crucial part of the pitch needs to show evidence that in fact, your company can help make your prospect's story come true.

Here, you can provide testimonials on how you've helped people reach that promised land. By presenting case studies, not only your prospect will be able to relate to this stories, but also it can clear all the doubts or skepticism that it may have.


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