Research Report

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

Historically, one of the biggest challenges with any software deployment was around customization that made upgrading and staying with the current version of the software almost impossible.

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 software manufacturers.

Authored By:

Martin Dove

Subscription Sales Research, Vice President

Publish Date: July 2, 2019

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Peg Rodarmel, SVP, Subscription Services, Infor

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