Fueled by the app economy and an explosion of software-as-a-service offerings, sales organizations of all kinds now incorporate subscription or recurring pricing. This presents unique challenges, especially for sales organizations accustomed to one-time or episodic revenues. In this webcast, we review the basic principles of sound incentive design related to the recurring revenue or subscription pricing models, and consider the change management implications for sales forces transitioning to subscription offerings, or introducing them alongside traditionally priced products and services.
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