Out with the Old, In with the New: How I Transitioned from Homegrown to Zuora (Subscribed13)
Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)
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Transcript of Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)
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Overcoming Organizational Resistance to Deliver Your Subscription Strategy
Julián Limón WW Sales Operations Strategy
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The Nine Keys to Subscription Success
$
PRICE ACQUIRE BILL COLLECT
NURTURE ACCOUNT MEASURE ITERATE SCALE
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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
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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
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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
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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.
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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
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Lessons learned
BoGoms-‐up Agility and flexibility are key (can’t wait months or years). Informal knowledge sharing > imposing tools and processes
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Lessons learned
Champions Assign champions to break down silos and get experts involved
Finance Sales OperaBons
IT Legal
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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
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Q&A
Thank You!