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