Monetize 2015
Tom Dibble
President & CEO, Aria Systems
April 1, 2015
Welcome
It’s Very Real…
Auto
Financial Services
Healthcare
Business Services
Cloud
Entertainment
Telecom
Industrials
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3
What Brings Us Here
You want to be this…
… But must endure this
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4
The New Normal
DISRUPTION
COMMON THEMES
• Upstarts forging new business models
(Uber, Netflix, Roku, Airbnb…)
• Incumbent companies urgently
transforming traditional models
(Adobe, Verizon, Pitney Bowes, Audi…)
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•
•
•
•
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Recurring services
Usage and subscription models
Always tethered to end customer
Time to market urgency and
rapid iteration
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5
Why Is This Happening?
Customers Are
Demanding It
Prospects Are
Expecting It
Competitors Are
Doing It
Wall Street Is
Rewarding It
All Revenue Will Be Recurring Revenue in 5 Years
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6
Cause Driving Effect
Accelerated Innovation
& Iteration
Cloud Computing
Meets Omnipresent
Mobile and Wi-Fi
Blurred Lines Across
IT, Ops and LOB
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7
Don’t Just Bill. Monetize.
Approaching
Renewal
Date
Billing Moves to Monetization
Customer Inquiry
(Phone):
Change Payment Card
Welcome
Email Sent
Invoice
Invoice
Generated
Generated
Service
Service
Purchased
Purchased
Credit Card
Credit
Card
Processed
Processed
Customer
Upgrades
Mid-cycle
Customer
Charged
Overage
Pro-rate for
Mid-cycle
Upgrade
Text Alert:
Reached 90% of Plan
Payment
Not Received
Service Rep
Offers Upgrade
Exceed
Consumption
Limit
Provisioning:
Begin Service
Degrade Customer
Entitlement for
Late Payment
Credit Card
Provisioning:
Expires
Service Upgraded
Mid-cycle
Dunning:
Stop Service
Customer Inquiry
(Web):
Adjust Service
Parameters
Customer
Lifetime
Value
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8
Don’t Just Bill. Monetize.
Services and
Customers Meet at
Millions of
Revenue Moments
Monetize to
Maximize
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9
The Next Horizon
LOB
FIN
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IT
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10
High Profile Initiatives, Strategic Importance…
CFO
CIO
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Company
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11
VMware
Transforming their business model from
CAPEX SKUs to OPEX recurring services
Audi
Disrupting the luxury car market
with co-opt car sharing and
fluid lease options
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13
Roku
Disrupting cable giants by
streaming thousands of channels
of content via OTT delivery
Today’s Agenda
MORNING
AFTERNOON
• Meeting the needs brought on
by the Digital Revolution
• Requirements for sustainable growth
• Key investments we’re making
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• Accelerating implementations
and innovations
• Serving the strategic needs of
your business
• Building better customer experiences,
more profitable relationships
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The Sky’s the Limit
• A new perspective on
driving recurring revenue
• A different view into your role
• Ideas / opportunities to grow
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