Business Acceleration Tech Orchestration

Helping clients rotate to as-a-Service businesses

With epic technology disruptions affecting companies across industries, customers increasingly are demanding more flexibility from their technology solutions at a more manageable and predictable cost. High-tech companies, in response, are exploring a shift from their traditional business model of selling products to one that enables customers to buy those products as a service.

In addition to providing an enhanced customer experience and fostering greater customer loyalty, as-a-Service models are inherently more flexible and scalable; enable customers to move their technology spend from CAPEX to OPEX; and help companies efficiently monetize data to drive innovation and growth.

However, adopting as-a-Service models is not easy. It requires a comprehensive, well-articulated business strategy backed by strong organization change management, as well as new capabilities across product engineering, sales and marketing, manufacturing and supply chain, after sales, billing, and core finance.

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High Tech Industry X

Making the pivot to as-a-Service experiences

Delivering engaging as-a-Service experiences that your customers increasingly demand can be a challenge. Learn from companies who have made the pivot.

The technology to enable the adoption of an as-a-Service shift not only affects an enterprise’s inherent capabilities, but also transforms the experience across a company’s ecosystem.

New capabilities required across the enterprise

A reference architecture for technology enablement

With a shift to as-a-Service, a company’s operating model and business processes clearly undergo a significant change. But that change can’t happen without an accompanying holistic technology and infrastructure transformation to enable the new as-a-Service model. The fact is, most companies’ legacy technology environment, which has served the product-centric model well, can’t provide the capabilities—not to mention the flexibility, scalability, and security—that as-a-Service models need to succeed.

Technology and infrastructure business requirements

Product engineering and R&D

Enable data capture from deployed products, that is fed back to the company’s R&D function as insights to accelerate product releases and upgrades.

Sales & marketing

Allow salespeople to create integrated offerings, as well as allow customers to customize offerings, enabling a shift to self-service.

Entitlements management

Enable companies to offer multiple entitlement models from which customers can personalize and choose to suit their business objectives.

After sales

Generate insights from customer data to proactively deploy customer retention strategies, identify and capture cross-sell and up-sell opportunities.

Billing

Handle a high volume of complex, usage-based invoices that cover hardware, software, and services, scoped as per billing type and billing frequency.

Finance

Enable support for the new financial accounting processes that emerge from personalized pricing options and recurring invoice payments, for accuracy.

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Four key considerations for technology enablement

When envisioning the new technology and infrastructure landscape for the as-a-Service business, companies should keep four important things in mind.

Modularity, scalability, and flexibility

Allow ecosystem partners to rapidly upgrade & add new functionalities. Also facilitate seamless integration across functions and the entire value chain.

Security

Ensure identity and federation authentication authorization and role-based access control, entitlements-based delegated administration, and encryption.