MGI Webinar with BluLogix - Conquering Complexity in Your Journey to Get to $1B in Subscription Revenue
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This document summarizes a presentation on conquering complexity in scaling subscription revenue models. The presentation covers 9 keys to addressing complexity: 1) integrating new technology into existing systems, 2) standardizing product roadmaps, 3) standardizing pricing using price plans and discounts, 4) separating contract from pricing terms, 5) enabling indirect channels, 6) adopting a globalization strategy early on, 7) identifying opportunities for process automation, and 8) establishing KPIs early. The presentation was given by representatives from Blu Logix, a subscription management software company, and MGI Research.
MGI Webinar with BluLogix - Conquering Complexity in Your Journey to Get to $1B in Subscription Revenue
- 1. GMG Orientation Presented By: Igor Stenmark, Research Director, MGI Research Tim Cook, Chief Customer Officer, Blu Logix Conquering Complexity in Your Journey to Get to $1B in Subscription Revenue The 9 Keys for Getting Subscription Growth Right for Complex Businesses
- 2. Revolutionizing B2B Monetization 2 2 Agenda • Overview • Building for Scalable Growth • 9 Keys to Addressing Complexity • Questions
- 3. 3 Introductions • Tim Cook, Chief Customer Officer, Evangelist and Founder, BluLogix • Igor Stenmark, Managing Director, MGI Research
- 4. Revolutionizing B2B Monetization 4 9 Keys to Solving the Billing Complexity Challenge
- 5. 5 #1: Integrate into Your Current Tech Stack
- 6. 6 #2 Plan a Standardized Product Roadmap Catalog Customers Accounts CRM integration Activation Hierarchy Billing & payment Orders (commerce) Quote StoreFront Activation Virtual inventory Services Service details Service inventory Provisioning Dunning Reconciliation Contracts Definition (Rules) Customer- Contract Order- Contract Documents e-Signature Renewal & Dunning Revenue Billing Payments Dunning Margin Analysis Revenue Recognition GL Interface Channel N-Tier Hierarchy Dual billing Tax- passthrough Bill-on-behalf Cross-partner synch. Interconnected Core Engines Orchestration Bus One Platform Foundation
- 7. #3 Standardize Pricing using Price Plans & Discount Schemes 7
- 8. #4 Standardize Pricing using Price Plans & Discount Schemes 8
- 9. #5 Separate Contract Terms from Pricing Terms 9
- 10. #6 Enable Indirect Channels with Your Tools StoreFront 2 (End Customer) Internal Automated Process Catalog (Inherited) Quote & Order Reconciliatio n Invoices & Taxes Direct / Reseller Orders Charges & Consumption Details Licenses CRM Service Platform Internal Automated Process API API API Catalog Mediation Resellers Billing Accounts File Exchange Cross-Partner / Cross-Tenant Synchronization StoreFront 1 (End Customer) 3rd Party Platforms Central Platform Licenses (Seats) Details Consumption Cloud Platform API API Billing Load + Consumption + Invoices Cloud or SFTP Reseller with External Billing system Internal Automated Process Catalog (Inherited) Quote & Order Reconciliatio n Invoices & Taxes White-label Resellers ChannelFlow Reseller 1 Reseller 2 StoreFront Customers & Agents
- 11. #7 Adopt a Globalization Strategy Early on 11
- 12. #8 Identify Opportunities for Process Automation 12 One Standard Business Process Catalog Quote Order Provisioning & Fulfilment Charging Payment Cost Reconciliation Account Service Details GL Interface Usages Prov. Interface Mediation Data Integration Notification Data Integration Service Platforms Providers / Carriers Licenses Billing Files Ext. Invoices Tax Engine CRM CPQ Task Management ERP Service Inventory Content Dunning Analytics Service Platforms 3RD Party Systems Multiple Data Exchange Sources Revenue Recognition
- 13. #9 Establish KPI’s Early-On 13
- 15. Revolutionizing B2B Monetization Agility is Critical Without Compromise, Your Way Subscription is Growing as Markets Demand it. Plan for Growth Assume You’re Going to Grow at Market Rate (or Hopefully), Substantially More Ensure the Systems You Select can Grow with You Complexity is a Given For enterprise companies or firms launching ‘as-a- Service’ or subscription from an existing product portfolio
- 16. Revolutionizing B2B Monetization About BluLogix Subscription Management Reporting & Analytics Subscription Billing Finance Management We do what others can’t. • Orchestration • Margin Analyzer™ • N-Tier TenantHierarchy • Rebilling& Pass-thru • Channel& Globalization • Consumption& Content Rule-based Rating • Contract Management • Headless Commerce Not just another billing platform.
- 17. 17 Questions?