Moving from traditional on-premise licensing to a SaaS Usage-Based Model
The subscription economy is clearly eating the software: a more predictable cost/revenue model including new product offerings on consumption or per-usage basis, giving customers the absolute flexibility to try new solutions and expand usage as their needs grow.
Nevertheless, moving to SaaS is not an easy exercise.
It requires a total shift in the way the entire company operates.
And everyone, from sales and marketing to operations and finance needs to align on this new way of running the business.
For enterprise companies making the move, here are the three key areas to focus on :
1) Pricing and bundling
The change to a subscription model fundamentally transforms the way products are developed and delivered. Enterprise technology companies must offer a compelling value proposition to persuade their customers to switch as well as provide a simple and straightforward path to do so.
=> Incorporate data-driven customer segmentation early while developing the company’s strategic roadmaps.
2) Sales transformation and customer incentives
The move toward subscription also requires enterprise technology companies to completely rethink how they incentivize,
measure and equip their salesforce and third-party sellers
=> Be prepared to demonstrate the costs and delivery benefits of subscription models.
3) Operating model change
Many enterprise technology companies are often unprepared for the move or are unsure about their organizational readiness.
=> Develop an end-to-end integrated operating model to support a combination of new and existing offerings
The transition into a subscription or consumption-based delivery model requires fundamental structural changes along with adopting an entirely new perspective on customer relationships.
Based on your company’s maturity for this change, there has never been a better time than right now to join the move.
Source: Ernst & Young
Founder, TopCSjobs.com & The Customer Success Café Newsletter
Hakan Ozturk is a Paris-based Customer Success leader with over 15 years of experience in the computer software industry. Passionate about driving growth and delivering value to strategic customers, Hakan has established himself as a trusted industry expert. As the Founder of The Customer Success Café Newsletter and TopCSjobs.com, Hakan provides valuable industry insights and daily-updated job opportunities worldwide in the field of Customer Success. Connect with Hakan to unlock your company’s potential for success.