The Realities of Segmentation for XaaS: What’s New and What’s Working?

The topic of segmentation is nothing new to sales leaders; however, the role of segmentation is rapidly changing as companies are under more pressure to grow subscription and XaaS revenues. Sales leaders are having to consider new ways to segment prospects and existing customers as they look to identify how to sell more of their new offers and how to migrate existing customers from legacy technology solutions. This creates a new set of challenges around territory management, defining new roles and responsibilities, and of course, how do you measure and compensate the right behaviors. By attending this session, you will: Understand some of the segmentation practices that member companies have leveraged to: Grow XaaS revenues from new customers. Migrate existing customers to new offers. Understand metrics that matter when looking at segmentation performance. Understand the skills and capabilities to develop and invest in as you adopt a new approach to segmentation. Have an appreciation for the systems and tools that can help you on your segmentation journey