• One breath: "Fifteen minutes on one question: where should billing live in a NetSuite account, and what the competition will say about it." • Speak the agenda from here: why billing, the five gaps, the billing-tool objection, and how Continuous closes it. • Education first, product second.

• The standard first-call intros slide: Thane runs solution engineering and drives the demo later; Jen owns the product and is the escalation path for roadmap questions. • One line to land: we are a product company, and these are the people you will actually work with on a deal.

• Read the four chapters once, no teasing: why billing period, where should billing live, meet Continuous, what it means for you plus Dreamforce. • Timebox promise: "15 minutes of content, then it's yours."

• The premise: an order is a promise made once; the bill is recomputed every period. Someone has to do that math. • Your customer WILL buy or build a billing engine; the only question is where it lands (the orb). • SAY THIS: not "do you need billing software?" Ask: "where should billing live?"

• Three stages, and WHO owns each is the point. BILLING computes the next bill (prorations, schedules, who pays) · that belongs on Salesforce, where the lifecycle lives. ACCOUNTING posts the books (A/R, rev rec, the close) · that belongs in NetSuite. • INVOICING is the middle: the actual delivery and management of the document · and it can be done from EITHER system, depending on implementation. That is a choice your customer makes, not an architecture fight. • Land it: the billing ENGINE has a right answer; where the paper comes from is flexible. That takes pressure out of the room. • The $10,814 threads through: $10,000 base plus February's +$814 proration from the worked example.

• Present both fairly, no winner yet. School 1: bill where the subscription + usage is sold. School 2: bill near the GL. • Concede School 2's pull: it is the CFO's instinct, and it has products: SuiteBilling, ZoneBilling, 360 Subscription Billing, and "just use sales orders." • School 2's strongest card: the ERP is the financial system of record, where the auditors live. Concede it fully; the deck never argues with it.

• Walk left to right, let the numbers work: signed at $10,000/mo; Feb 10 adds 12 seats and February prorates 19 of 28 days (+$814); April usage rates +$8,000 onto the same invoice; July 13 downsell credits -$1,961. • The red row: static lines, manual credit and re-bill, spreadsheets, NO negative documents, re-keying. • Close: twelve months, four recomputations, one consolidated invoice to AP every month. A billing engine does this; a static sales order does none of it. • SAY THIS: "how does a mid-term downsell post in your design?"

• Concede first: the vendors are RIGHT that books belong at the GL. Then five kill shots, one breath each, ZoneBilling as the example. • 01 two of everything: second catalog, second price book, two proration engines. • 02 configuration drift: RCA products, prices, and ramps get re-modeled in the tool and drift apart with every change · ask who reconciles the configs after a repricing. • 03 costly implementation: a partner-led billing project PLUS the CRM integration they still owe you (Zone's own guidance says CRM connection needs middleware or custom API work) · multiple vendors, added licenses, months before value. • 04 manual reconciliation: finance AND sellers end up reconciling invoicing between the two systems by hand, every month. • 05 RCA footprint risk: these tools expand into quoting, amendments, and usage · every billing-tool win shrinks the platform. • SAY THIS: "what happens to a mid-term upsell on a Friday afternoon?" • Pocket fact if pressed: a NetSuite document total cannot go negative · a downsell has no document. • Land the walk-away slowly, verbatim: a billing-tool win in NetSuite is a LOST RCB deal, and a smaller RCA one. That is why this slide matters to YOUR number, not just the customer's architecture.

• Frame it: "here is the capability matrix." Native NetSuite first: a sales order is a static snapshot from a pre-subscription era; five red X marks. • The yellow column is honest: a NetSuite billing tool CAN do these, at the price of a complex multi-vendor integration and RISK to the RCA deal; these tools expand into lifecycle events. • The NetSuite integration row is all red until the last column: none of the other three paths lands the Salesforce deal in NetSuite · native sales orders were never connected to the deal, a billing tool needs the CRM integration built, and RCA + RCB alone stops at the platform edge. Continuous IS that row. • The revenue recognition row flips: NetSuite genuinely owns rev rec; RCA + RCB alone does not put revenue in the books. That red X is what Continuous fixes. • The punchline is the LAST column: RCA + RCB + Continuous is the only all-green column on the board. Say it: the lifecycle stays on Salesforce, rev rec stays in NetSuite, Continuous is how one deal gets both.

• Even without a NetSuite billing tool, this is how the two platforms get connected today: a middleware project that takes months and an SI, point-to-point code that breaks when either side changes, or the quiet version: spreadsheets and someone in finance re-keying orders by hand. • What that buys you: missed revenue, a slow close, and an audit trail that lives in inboxes. • Land it: "every room recognizes at least two of these." • Better way, next slide.

• One purpose-built product: a native application on each platform, and NOTHING running between them. Salesforce stays the system of customer engagement; NetSuite stays the financial system of record. • The trust beat, straight from the first call: listed on the AppExchange (Salesforce security review, re-passed on every release), a Built for NetSuite certified SuiteApp (re-reviewed by Oracle NetSuite on an ongoing basis), SOC 1 and SOC 2 audited every year. Standing review processes, not one-time stamps. • This is the same slide the customer sees in our first call · nothing here differs from what we present to prospects.

• This is the EXACT first-call title slide: what a prospect sees first. • THE BRIEF DEMO lands here (about two minutes): book an order live in Salesforce, show the invoice and payment landing native in NetSuite, tied out to the penny. Thane drives; keep it to one deal, one waterfall. • One sentence: Continuous Control is the easy button for connecting Agentforce Revenue Management and NetSuite: a prebuilt pair of apps, one in each platform. No complex integration, no custom build. • If finance is in the room: every invoice, credit memo, and payment posts as a NATIVE NetSuite transaction, tied out to the penny.

• Four things, seller-first: win the billing compete (the Zone money becomes RCB money) · neutralize the finance veto (live demo, native transactions, penny tie-out) · make RCB phase 1, not the phase that never comes · faster time to value: live in weeks, not quarters. • Close the beat: we turn NetSuite accounts, your slowest deals, into your fastest ones. RCA unlocked, RCB attached, Zone displaced.

• Two things to put in your calendar, both Wednesday September 16 at the FULLPRESS office, 580 Howard St, two blocks from Moscone. • Morning: coffee at 8:30, the Easy Button session 9:00 to 10:00, open house with live demos until noon · then we all walk over to the Agentforce Revenue Management keynote at 12:45. • Afternoon: the off-the-grid happy hour, 3:30 to 5:00 · your prospects talk directly with customers who chose Agentforce Revenue Management over the competition. • Registration: go.continuoustech.com/continuous-at-dreamforce, no Dreamforce badge required · bring a deal, bring a prospect. • Leave this slide up through Q&A.