1.
Overcoming Organizational Resistance to
Deliver Your Subscription Strategy
Julián Limón
WW Sales Operations Strategy

2.
The Nine Keys to Subscription Success
$
PRICE
ACQUIRE
BILL
COLLECT
NURTURE
ACCOUNT
MEASURE
ITERATE
SCALE

3.
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

4.
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

5.
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

6.
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.

7.
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

8.
Lessons
learned
BoGoms-­‐up
Agility
and
flexibility
are
key
(can’t
wait
months
or
years).
Informal
knowledge
sharing
>
imposing
tools
and
processes

9.
Lessons
learned
Champions
Assign
champions
to
break
down
silos
and
get
experts
involved
Finance
Sales
OperaBons
IT
Legal

10.
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

11.
Q&A
Thank
You!