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Jonathan Brown
Head of Market & Customer Intelligence @ Zuora
Jonathan Brown is a professional with extensive experience in market intelligence and technology strategy. He currently serves as the Head of Market & Customer Intelligence at Zuora.13
Key professional highlights include:
- Currently responsible for competitor battlecard development and maintenance at Zuora1
- Previously held roles such as Senior Director of Customer Data Insights and Senior Director of Customer Strategy & Value Realization at Zuora1
- Has a background in technology and market research, with significant experience in IT markets2
Professional Experience::
- Head of Market & Customer Intelligence at Zuora (Current)13
- Senior Analyst at Enterprise Strategy Group (January 2023 - Present)2
- Vice President of Market Intelligence at TechTarget (July 2012 - January 2023)2
Education::
- MBA in Marketing from University of Massachusetts at Amherst (1992-1994)2
- Undergraduate degree from Clarkson University in Interdisciplinary Engineering & Management1
Jonathan is known for his expertise in technology solutions, market strategies, and has extensive experience in research and analysis across various IT markets including cloud computing, virtualization, and business applications.2
Highlights
In my 4 months as Head of Market Intelligence at Zuora, one of the most underlooked differentiators I've observed in the landscape of Total Monetization is the strategic use of robust testing environments.
A proper testing strategy enabled by powerful tech (like Zuora’s Central Sandbox!) enables businesses to explore and validate various monetization strategies—from different subscription structures to dynamic pricing—safely and efficiently. More importantly, it offers a crucial risk reduction advantage. By being able to test new use cases against your actual business data at scale, companies can identify and mitigate potential issues long before they affect customers, ensuring operational excellence and smooth market transitions.
Take Hudl's impressive story: when they wanted to make a change to an existing rate plan in their catalog they were able to safely test that change across ALL 150,000 of their subscribers’ ACTUAL data in their Zuora Central Sandbox. The extra confidence and peace of mind that this gave the business meant they were able to launch this pricing change MONTHS faster than they would have otherwise.
Robust testing capabilities like this allow you to have your cake and eat it too—business agility doesn’t have to come at the price of business certainty.
How quickly can you test new pricing strategies on actual customer data? Are your sandboxes scalable enough to test across ALL of your data? How easily can you promote those tested changes to production?
If you don’t like any of your answers to these questions about your current monetization setup…reach out!
#Zuora #TotalMonetization #RiskReduction #BusinessAgility #Innovation
