the operating model transforming "as-a-service" businesses

The Operating Model Transforming “as-a-Service” Businesses

Hello, my name is Lincoln Murphy I am the Growth Architectfor Winning by Design™

@LincolnMurphy

Take the Power BACK!

The Power has Shifted

Customers Have ALL the Power

Pay as you go SubscriptionsNo Vendor Lock-in

Low switching costsFew barriers to exit

We have to PROVE our

value everyday!

This FREAKS

Vendors Out

Take the Power BACK!

But what if it’s NOT abouttaking the

power BACK?

The POWER is

Distributed

So who has the power?

#WOCinTech Chat

We’re all in this

TOGETHER!

Make your Customers POWERFU

L!

Focus onCUSTOMER SUCCESS

Desired OutcomeCustomer Success is when customers achieve their

interactions

through with your companytheir

- Lincoln Murphy

“”

The Future of Business

ISCustomer Success

Action is Required

#WOCinTech Chat

The Potential is

HUGE

Revenue x Multiplier = ValueImproving CAC ratiosIncreasing LTVIncreasing ASPSaving & improving TAMAbility to acquire talent

There’s more!

Change is HARDMoving away from sales-driven culture

Thinking long-term instead of short

Cross-functional cooperation

Desired OutcomeCustomer Success is when customers achieve their

interactions

through with your companytheir

- Lincoln Murphy

“”

Draw a Line in the Sand

What you’ll HEARBut we don't have churn.

We have multi-year contracts!We already provide support.

Premium Customer Success?

You don't have

to be SICKto get

BETTER

This is a Time for Empathy

#WOCinTech Chat

The FIGHT is

Worth It

Changing is HARD.CHANGE is worth it.

Customer. SUCCESS.

The Downside Risk is Real

What we WANT from our customers

Stay longer Buy more Invite us into other parts of their

company Tell their friends & co-workers about us

But it's not magic

Create a REAL Predictable Revenue

model

Know them, map their path, uncover the milestones

When your CUSTOMERS

Succeed...

YOU Succeed!

Thank You!

The Operating Model Transforming “as-a-Service” Businesses

You are awesome. Thank you for attendingLearn more about me at

http://sixteenventures.comAnd contact me via

lincoln@winningbydesign.com@LincolnMurphy