Sales

Lead Successful Sales Transitions to Subscription Selling

ON-DEMAND | 1 hour

Companies outside the software-as-a-service (SaaS) sector increasingly recognize that the advantages of subscription contracting aren’t limited to software. While pure subscription models are still fairly rare, new Gartner research shows that nearly 60% of companies are combining some elements of a subscription model with traditional contracting processes. This is in the hopes of achieving greater revenue predictability, higher lifetime customer value, and more chances to interact with customers. The promises of the subscription model are certainly within reach when sales leaders know how to get to the future state. However, many sales leaders don’t realize how much time and effort are needed, and how much new risk is added when the fundamental business model of the company changes. In this complimentary webinar, a panel of Gartner experts will uncover how successful sales leaders navigate the difficult journey of shifting from a traditional model to subscription contracting.

Discussion Topics:
  • Learn how to find and address hidden risks that may be lurking in your organization, threatening long-term success
  • Understand how to approach the transition as a discrete phase, requiring its own coverage model, distinct from past or future coverage schemes
  • Hear examples of executives who already travelled from traditional to subscription contracting, and what they would have done differently

Return to this web page to watch the webinar. Contact us at gartnerwebinars@gartner.com with questions about watching.

Hosted by
Host

Dave Egloff

VP Analyst

Host

Henri Richard

VP, Executive Partner

Host

Steve Herz

Sr Director Analyst