It is no surprise that the transition from a business model based on pay-per-product to one based on subscriptions has significantly changed how many companies operate, particularly in the software industry. According to McKinsey & Company, software as a service (SaaS) as a percentage of total global enterprise software revenue rose from just 6 percent in 2010 to 75 percent in 2018, totaling more than $380 billion annually.
The subscription-based model also has expanded to industries such as airlines, healthcare, and wellness, but in a recent Forbes article, Bruce Kelley, CTO and SVP of NETSCOUT, points out one possible sticking point: getting the sales team to adapt. After all, this group will sustain the biggest impact, and it’s up to business leaders not only to help them understand the value of the move but also to rethink training and compensation to support this new reality.
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