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Conference Presentation

A Roadmap to Education Digitalization and Subscription Business

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BMC started its digitalization and subscription journey 3 years ago. Last year the Education team evolved the program to the next level with customer subscriptions, which are attached to every on prem and SaaS product deal and co-termed as well as auto-renewed with product. The customer pays a percentage of the product fees for the subscription which provides an unlimited number of students access to all self-paced content.
During this session we will discuss how BMC Education convinced stakeholders like product sales, product management and customer success, to move in this direction and the steps taken to implement the new enterprise subscription offer. The presentation will share how we built the business model to define the customer fee percentage and how we predicted the impact of the subscription to education revenue and margin, for the first year. We will discuss all implementation steps on the pre- and post-sales side and how we changed practices, both internally and customer-facing, to better support the customer journey. During Q&A attendee questions can be not only answered but also the experiences of the audience shared and discussed.

Presented By:

Dirk Braune

Area Vice President Education, BMC Software

Geoffrey Bergren

Director, Global Education Delivery, BMC Software

Publish Date: October 20, 2021

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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