Once a technology company realizes they need to make the transition from selling technology as an asset to selling technology as a service, we hear the following questions:
- What, exactly, does this transition look like?
- Where do we start?
If your management team is in the process of debating the transformation required when a technology company migrates to a subscription business model, we recommend reviewing the insights from two previously published TSIA reports: "Update: Swallowing the Fish," and "Emerging Economics Engines of Technology Providers." This paper augments these two papers and provides a framework to understand, realistically, where your company is in the journey and helps answer these two questions.