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Research Report

Swallowing Half the Fish

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TSIA research has observed that some companies on the transformation journey are choosing to change their licensing model from perpetual to subscription without any changes to the on-premise deployment model, related value propositions and associated organization changes necessary for an effective recurring revenue business. In the context of Swallowing the Fish this is referred to as Swallowing Half the Fish.

This paper explores the benefits and the downsides to this approach.

Authored By:

Thomas Lah

Executive Director and Executive Vice President, TSIA

Laura Fay

Vice President and Managing Director, Offers Research and Advisory, TSIA

Publish Date: September 17, 2020

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