Integrate cloud disruptively around the offer

Apply XaaS product and pricing principles

Model financials with clear timeline to profits

Think through channel implications

Missing Wall Street expectations

Unprofitability during and after the transition

No use, no pay models

Upfront sales compensation

NAVIGATING THE WORLD OF DIGITAL TRANSFORMATION

TSIA CAN HELP YOU BUILD A SUCCESSFUL RECURRING REVENUE BUSINESS.Source: 2017 TSIA Digital Transformation, by JB Wood. © 2017 All rights reserved. Technology Services Industry Association (TSIA) www.tsia.com

Technology benefits with minimum IT involvement

Accelerated technology solution implementation

Variable, lower risk OpEx purchasing models

Supplier managed or optimized technology

WHEN THE CUSTOMER WANTS...

Revenue is predictable and recurring

Stock prices rise as ARR drives high multiples

Hardware companies repurpose used devices into XaaS

Cloud provides unique capabilities and benefits

SUPPLIERS LOVE IT WHEN...

Long-term cost

Security threats

Unpredictable costs hard to budget

Assets or IP being seen or stolen

SOME CUSTOMERS WORRY ABOUT...

Master Land, Adopt, Expand, Renew

Create a Customer Success function

Clear owners for all renewal types

Rethink sales vs. service motions

THE MOST IMPORTANT GTM CAPABILITIES...

SUPPLIERS SHOULD...

SUPPLIERS WORRY ABOUT...

GrowingCustomers

Successfully

CustomerUse Cases

CustomerConcerns

SupplierBenefits

SupplierChallenges

SupplierKeys toSuccess