Lead with confidence

Every once in a while, a perfect storm hits a market. Usually it’s when a new trend or concept appeals simultaneously to both customers and suppliers. When that serendipity strikes, even long-standing models are forever transformed. That is what’s going on today in tech sectors, from IT, to industrial equipment, to transportation, to healthcare. Subscription-based offers are eating their old transaction-based siblings at a breathtaking rate. In my infographic, “Navigating the Digital Transformation Journey,” I outlined 6 key steps to thriving in this changing market. Today, I’m going to talk about the most fundamental underpinning of the new subscription economy and the first step on this journey, “Customer Use Cases,” or in other words, why customers love it!

Customer Use Cases is the first of 6 key steps along the digital transformation journey toward developing a recurring revenue technology business.

How services convergence is affecting the world of professional services, and what it means to be a professional services organization.

Why education services is best positioned to drive customer adoption using a one-to-many delivery approach. Using education services to drive adoption.

Consumption analytics ensure you're tracking the right data that brings you the most value in a technology services business

The next decade will be the most exciting the tech services industry has ever existed thanks to emerging new B4B business models.

The professional services industry faces the unique challenge of needing to transition from a product-based to an outcome-based services model.

Of all the key performance indicators tracked by professional services organizations, utilization provides the greatest insight

This is fundamental to the success of organizations looking to sell subscription or XaaS offers, yet many companies fail to make the connection between subscription offers and outcome, or value selling.