In order to provide complete functionality, this web site needs your explicit consent to store browser cookies. If you don't allow cookies, you may not be able to use certain features of the web site including but not limited to: log in, buy products, see personalized content, switch between site cultures. It is recommended that you allow all cookies.

This content is currently only available to TSIA members.

If you believe you are seeing this message in error,
please let us know.

Conference Presentation

Discounting in a Subscription Environment: A Bad News, Good News Story

This report is for members only

Ask about TSIA membership to access.

Already a TSIA Member? Sign In.

 

CDK Global (formerly ADP Dealer Services) has been offering subscription-priced software for years. Its offerings are highly valued by its car dealer customers, but it faces the same discounting challenges as license-based software companies. Recent research reveals these practices are getting in the way of capturing a fair share of value. Beginning in 2014, CDK evaluated the cost of the problem, and business leaders committed to improving its pricing governance. This session will discuss CDK’s experience and look more broadly at the shift to subscriptions and the costly business impact of discretionary discounting. 

 

Presented By:

Timothy Matanovich

President, Value and Pricing Partners, LLC

Marc Imowitz

Vice President, Global Pricing, CDK Global, Inc.

Publish Date: October 21, 2015

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

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.