Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)
•
2 j'aime•400 vues
Launching a subscription management platform across a large enterprise happens one business unit at a time. In order to roll out across the enterprise you’ll undoubtedly face organizational and political barriers – how do you align stakeholders around a common strategy to deliver the right processes and technology to support a broad enterprise transformation? Learn pitfalls to avoid and strategies to ensure success in your enterprise subscription initiative.
Recommandé
Recommandé
Contenu connexe
Tendances
Tendances (20)
Similaire à Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)
Similaire à Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13) (20)
Plus de Zuora, Inc.
Plus de Zuora, Inc. (20)
Dernier
Dernier (20)
Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)
- 1. Overcoming Organizational Resistance to Deliver Your Subscription Strategy Julián Limón WW Sales Operations Strategy
- 2. The Nine Keys to Subscription Success $ PRICE ACQUIRE BILL COLLECT NURTURE ACCOUNT MEASURE ITERATE SCALE
- 3. Context Scale H P ’ S S C A L E Businesses ~ 300k employees 170 countries $120B in annual revenue Enterprise Services PrinBng and Personal Systems Enterprise Group SoFware
- 4. Subscrip?ons at HP A N E W B U S I N E S S M O D E L 15 emerging and high-‐growth businesses implemenBng subscripBons at HP. From magazine subscripBons to cloud services New revenue streams beyond HP’s tradiBonal businesses
- 5. The impact Scale The subscripBon model requires different pracBces across the value chain Pre-‐sales • Product / plan management • Pricing Engagement • Social media markeBng • Call center support • CRM integraBon Quote to order • QuoBng • Tax • Customer setup Order to delivery • Payment gateway • Credit check • Billing and invoicing Delivery to cash • CollecBons • Disputes Post sales • Records management • Revenue recogniBon • Partner programs • Sales compensaBon • Customer experience • ReporBng
- 6. The challenge Redundancy Groups facing similar challenges without talking to each other. Misalignment Speed No input into global processes, pla`orms and tools. Long Bme to market due to internal bureaucracy and lack of understanding of the model.
- 7. Our community Forum IT and Sales Ops launched a subscripBon services forum to share knowledge, best pracBces and status updates across teams implemented subscripBons. S U B S C R I P T I O N F O R U M
- 8. Lessons learned BoGoms-‐up Agility and flexibility are key (can’t wait months or years). Informal knowledge sharing > imposing tools and processes
- 9. Lessons learned Champions Assign champions to break down silos and get experts involved Finance Sales OperaBons IT Legal
- 10. Center of Excellence Each business doing opera?ons internally Single & flexible Center of Excellence that handles sales ops across businesses and promotes best prac?ces Documented and op?mized process. Poten?al transfer to low-‐cost Y E S T E R D A Y , T O D A Y A N D T O M O R R O W
- 11. Q&A Thank You!