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Conference Presentation

A Free/Fee Strategy in a XaaS Business Model

This report is for Education Services members only

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Integral to driving product adoption is a free/fee strategy that aligns with a product adoption curve. Creating such a strategy drives engagement throughout a customer’s journey. If a customer is engaged with your content and with the customer training organization, then there is greater opportunity to make an impact on product adoption. While most education services organizations have some combination of free and fee-based offers, most do not build a strategy that aligns with product adoption. For example, the tendency is to provide free content at the beginning of a customer’s product journey, with the intent of getting new users up and running quickly, while those who have been using the product for several years, do not tend to see many free options tailored to their needs. Likewise, we will discuss what I call the “fallacy of free,” which really isn’t based on any strategy at all. In this interactive discussion session, you will learn four critical factors to consider when developing a new, or enhancing an existing, free/fee strategy. With these factors in mind, you will breakout into discuss groups and identify free/fee offers that align with each phase of a generic adoption.
Tracks: Business Challenge Accelerator, Education Services

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Publish Date: December 10, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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