Enterprise Cloud Advisors
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Helping Enterprise Solution Providers Provide Value With Subscription Models

SUBSCRIPTION ECONOMY ISSUES

Market Entry Strategy for the Subscription Economy

As noted in Subscribed by Tien Tzuo, CEO of Zuora, the economy is moving to a subscription model. Legacy B2B software solution providers are faced with significant challenges as they attempt to navigate from a Perpetual Sales & Delivery Model to a Subscription Sales & Delivery Model.

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Culture Clash-Making the
Transition from On-Premise to
SaaS SolutionProvider

The challenge for B2B Software Solutionproviders is that the growth rate of on- premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions is 40% and higher. The question is: “Should you change or die?” The answer is obvious. The issue is how do you accomplish a transition? The devil is in the details.

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Can Your Reps Speak Value to Executives?

The #1 reason deals don’t close is your sales rep’s inability to
present value effectively.

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Implement Sales Process to
Improve Productivity

We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps and used uniformlyacross the team?” The challenge is the consistent application in a fashion in which the reps buy in.

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Sales Compensation

It is important to recognize that Sales Compensation is one element of Sales Motivation.

For Sales Compensation, the most important element is the alignment of the plan with Corporate Goals. When the Sales Compensation Plan is not aligned with Corporate Goals, the results are high cost of seling.

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Cloud Computing
and Subscription Models:

Selling and Marketing SaaS and
Mobile Solutions to the Enterprise

  • 6 session course over 8 weeks(7-9pm)
  • For executives & professionals
  • October 14, 2020
  • Stanford, Continuing Studies Program (BUS 105)
  • Info: contact Growth Process Group
Student Testimonials

Our Services

  • Change Agent
  • Improve Sales
  • Increase Profitability
  • Coach Sales Managers
  • Interim CXO
  • Value Proposition Development
  • Expert Witness
  • Subscription Model Transformation
  • Sales Assessments
  • Accelerate Revenue
  • Benchmark against Best-in-Class
  • Align Sales & Marketing
  • Sales Process Design
  • Sales Compensation Design

Ready For Growing Your Business?

Speaking

Chuck DeVita is a recognized speaker & visionary on Sales & Marketing for B2B Technology Solution providers.

Contact Growth Process Group for to arrange a customized talk for your team.

For a list of all speaking engagements,

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Accelerators We Support




  • Enterprise Saas Sales & Marketing Thought Leaders Group
  • Selling Software as a Service (SaaS) to the Enterprise
  • Stanford GSB Alumni
  • Santa Clara University & Alumni Association
  • plus several more