The journey from a perpetual maintenance and support contract model to a subscription sales and renewals model places strain on systems, data, processes, policies and people—even more so in a rapidly-growing enterprise software business. A clearly defined strategy, inclusive of internal partnerships and sponsorships, is essential to executing on the transformative vision.
In this session, Shay Greene, AVP of Renewals at Splunk, will discuss their approach to this major business change management initiative and how they utilized a prioritized roadmap for the roll-out and alignment across Field, Customer Success and Operations teams.
Quick wins and early proof points on the transformation’s key tenets
Design for scalability, and integration where possible to established systems and processes
Strong ability to measure built into the transformation
Skills development, opportunity and career pathing for key roles involved in the change