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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
AVP, Global Renewals, Splunk
Publish Date: May 7, 2019
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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