Research Report

A Hardware Salesperson's Quick Guide to Subscription-Based Business Models in Tech

Hardware companies are having to reinvent themselves at an extraordinary pace to avoid obsolescence.

The technology industry is currently in the middle of the biggest change that it has experienced within the last 50 years. The catalyst for this transformation has, in many ways, been the emergence of new ways that consumers access technology and technology solutions.

This paper provides a foundational understanding of subscription-based business models and the concept of XaaS, with a specific focus on their impact on sales organizations. It is important to recognize that there are critical differences depending on which sector of the technology industry you are in.

*The content of this paper is tailored toward hardware manufacturers.

Authored By:

Martin Dove

Vice President, Subscription Sales Research, TSIA

Publish Date: July 2, 2019

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Peg Rodarmel, SVP, Subscription Services, Infor

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