Outcome Selling and Renewal Value Management

The shift to subscription and XaaS offers is having an impact across the technology industry. Nearly 17% of revenue in hardware companies now comes from recurring revenue offers and in software companies this is close to 40% - both of these numbers are rising fast. As organizations transition more of their revenues to these new offers it changes the way that customers think and suppliers operate; our observation is that these changes are all anchored around customer business outcome value.

It’s become ever more apparent that expansion and renewal of these recurring revenue contracts is increasingly tied to the value the customer receives – if the expectation of value doesn’t materialize the customer is less likely to buy more or renew.

This interactive webinar, hosted by TSIA’s Jack Johnson and Martin Dove, will discuss the journey of Outcome Selling and Renewal Value Management and how this emerging capability will become an operational necessity as organizations look to optimize lifecycle revenues.

Effectively renewing XaaS renewals is best accomplished when companies implement key business practices.

We will review several of these key capabilities, including:

• The role of data and telemetry
• Customer journey linkage between Sales, CS, and Renewals
• Defined cadence with value-based plays to promote renewal
• Measuring what matters in a value based renewal cadence