Date: October 21, 2015

Author: Timothy Matanovich - Value and Pricing Partners, LLC
Marc Imowitz - CDK Global, Inc.


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. 

Applicable Disciplines:
Service Revenue Generation-Recurring

Growing Customers; Services Transformation; Customer Success; B4B; Business Outcomes

Functional Areas:
Operations;Service Delivery;Strategy