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Presentation TitlePresentation Subtitle
8/21/2014
ServiceSource Confidential Information
XaaS TraditionalCustomer lifetime value mostly occurs post-sale Customer value heavily weighted to initial sale
High risk of churn—very easy for customers to switch
Minimal churn in 1 or 3 years (depending on contract length)
Analytics that span traditional and subscription required
30-40 percent of value from recurring sales
The XAAS economyComparing traditional and as-a-service
2
Economics
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XaaS TraditionalWant to rent, not buy Heavy investment in initial sale
Need clear value Often unsure of product usage
Will quickly switch providers Minimal churn in 1 or 3 years (depending on contract length)
Convenience is top of mind Continued service top of mind
3
CustomersThe XAAS economyComparing traditional and as-a-service
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Transition hard earned customers to new business models
Churn ranking Data management Advocacy
Customer lifetime value
Renewal function moves from administrative to strategic
Predictive, segmentation
Cross and upsell
Pricing and value creation
Channel management different and emerging
Analytics that span traditional and subscription required
Price optimization
As-a-service shifts
4
Acquire Retain Renew Grow
5 ServiceSource Confidential Information
Blueprint for success
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