The move to “as a Service” shifts revenue from large, up-front, fixed purchases and service agreements to variably-sized subscription and consumption-based relationships.
Across technology segments, buyers now include both IT and line-of-business leaders. They have new expectations before, during and after the sale. A proliferation of roles and skills to address this new buyer journey is increasing the complexity and expense of today’s go-to-customer models.
To recoup heavy up-front acquisition costs and maximize customer lifetime value (CLV), revenue leaders need to focus on adoption and retention. We can help you increase the odds of success by addressing your segments’ unique trends and issues:
- Hybrid Software, Hardware and Infrastructure: The evolution from one-time charges to subscription-based services has fundamentally changed the economics of the technology industry.
- Pure-play XaaS Providers: Strategies to scale your “born in the cloud” business and monetize your expansion efforts are front and center as you seek affordable expansion growth to meet CLV targets.
- Digital Industrial: With the integration of XaaS functionality your team needs to transition from traditional manufacturing to new service-led solution selling motions.
We combine industry experience, expertise, analytics and benchmarks, together with leading-edge IP to customize pragmatic, impactful solutions for our technology clients, from initial assessments through to implementation. Contact us today.
Featured Industry Insights
Technology Industry Predictions
Five industry trends to watch
What Does Customer Success Mean to You?
Industry Insights from Leading Tech Executives
Driving Expansion Sales: Adopting the ILAER Model
XaaS Sales Strategy Study Briefing: Technology Trends and Best Practices
Get insights and benchmarks that make a difference
Cloud Sales Index – Make Better Cloud Sales Investment Decisions
EMEA Cloud Sales Index Report
2018 Sales Compensation Trends Study Highlights
Client Success Stories
Global Compensation Design Framework to Drive Consistency
Drive evolution of customer facing roles to increase growth and productivity
Sales Compensation Plan Evolves to Match Strategic Shift
Establish an appropriate level of preference between subscription and perpetual offerings
Alliance Partner Program Assessment and Recommendations
Improve accuracy of quota setting process and ROI in the sales compensation plan