Zuora’s existing digital infrastructure presented multiple interconnected challenges that hindered their ambitious growth trajectory. Their legacy systems couldn’t support enterprise-level scalability or effectively communicate their value proposition to decision-makers, lacking the flexibility needed to adapt to evolving business needs and market positioning. The user experience was fragmented across multiple stakeholder journeys, with IT leaders, CFOs, and other enterprise buyers requiring seamless, personalized experiences that could guide them through complex buying cycles and help convert qualified leads.

Compounding these issues was a siloed marketing technology stack that prevented unified data insights necessary for optimizing conversion paths and measuring true ROI across channels. Meanwhile, as Focus Lab transformed Zuora’s brand identity and messaging, the digital experience needed to seamlessly integrate these changes while maintaining business continuity. As a rapidly growing public company, Zuora also faced significant scalability constraints, requiring a platform capable of handling enterprise-level traffic, complex integrations, and frequent content updates without performance degradation.