Main imperatives along the consumer journey for sustainable subscription businesses

How Subscription reinvents the relationship between a company and its customers: what you need to know to accelerate your performance.

The subscription economy is growing rapidly across all industries. Subscription models allow products to become services, and services to become long-term customer relationships. Organisations that offer subscriptions gain new customers, new revenue streams, and insightful data about what they sell and to whom; these companies benefit from predictable recurring revenue and increased market capitalisation, which can help them in a challenging economic environment.

However, for companies, moving to a subscription model can also require major changes in their operating model. Transitioning from an existing product or service to a new subscription offering doesn’t happen overnight: not all companies are necessarily set up to manage ongoing, direct relationships with their customers.

Organisations that want to make this transition need to formulate a strategy that clearly identifies why the corporation wants to adopt a subscription approach and how it can design and continuously improve its offerings. They will need new financial metrics and KPIs to measure their performance and new pricing models. They will also need to acquire new technologies, better integrate their data and redefine their processes and value chains. And organisations will need new skills to deliver the promise and customer experience that will turn one-time buyers into repeat subscribers.

Subscription models allow companies to focus less on selling products and more on long-term customer relationships.

Through this dinner, we will attempt to answer the following questions:

• What are the fundamental differences between a traditional model and a subscription model?
• What are the benefits of adopting a subscription model?
• What are the main levers of the subscription model?
• What are the necessary steps to adopt a subscription model?

Speakers:

		Veronique Filip, Partner, Customer Transformation Service Line Leader, IBM Consulting France  With more than 15 years of experience as an international CMO in major CAC40 groups, Veronique has taken over the leadership of the Customer Transformation Service Line at IBM Consulting. Passionate about growth strategies and new customer-centric operational models, she will present to us in a concrete way what you need to know about subscription models to accelerate your performance.
		John Sullivan, EMEA Customer Transformation Service Leader, IBM iX® John Sullivan leads IBM iX Customer Transformation across Europe and MEA. With his team of dedicated experts, he helps clients to set a new business reinvention agenda, create new experience led digital processes, products and services and establish new foundational capabilities to compete in changing markets. John is a recognized leader in driving client innovation and change with a history of working with global clients developing, managing and leading complex change programmes. Most recently he has worked with a large global Oil and Gas company in support of their digital transformation and launch of new digital capabilities and services. Prior to that, John led the IBM Industrial Sector business in the UK, responsible for supporting clients in their transformation journeys from product centric to client and service centric organisations, leveraging new digital platforms. John is a passionate believer in restless reinvention, looking at how the potential of new technologies and capabilities can be utilised to deliver better business results and create new market opportunities. He is also an advocate of purpose driven organisations, agility and the empowerment of teams to unlock the implicit potential within the organisation.

***Please note, most exchanges and presentations will take place in French***