Overcoming Organizational Resistance to Deliver Your Subscription Strategy (Subscribed13)

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!