Digital Transformation and the Shift to Recurring Revenue
Smart, connected products are disrupting business models. On the one hand, they’re giving companies the opportunity to improve their business by providing data that is helping them reduce the cost of delivering services and providing information that customers can use to improve their operations. On the other, they’re bringing in new competitors. There are many small, startup companies that are eating away share at large traditional companies because they have a software-led approach.
The concept of make-sell-ship is history. In traditional CapEx models, the moment of truth was the customer’s signature on the contract. In recurring revenue subscription-based models, very often, the moment of truth is actually the renewal. This is forcing companies to rethink their go-to-market and stand up new organizations like analytics teams, development teams, and customer success, which has an impact on sales, services, finance, and IT departments, all to make the transition to a subscription-based technology-as-a-service or XaaS model.
How IoT is Impacting Business Model Innovation
Vele Galovski, VP Research, Field Services and IoT
Why Some Execs Fail to Digitally Transform their Business
George Humphrey, VP Research, Managed Services
Advice to CEOs on Navigating the Digital Transformation
J.B. Wood, CEO
Why Customer Success Is a Must for Recurring Revenue Models
Phil Nanus, VP Research, Customer Success
The Revenue Impact of Delivering Customer Outcomes
Steve Frost, VP Research, Expand Selling