Recommended reading from Gartner: “Moving to consumption-based subscriptions introduces unique risks not evident in other sales models. Here’s what CSOs must consider to ensure commercial success.” This article from Gartner provides an excellent look at the challenges of moving to B2B usage-based models and the need to manage potential disruption of the sales cycle.

According to Dave Egloff, VP Analyst, Gartner, “Migrating to a consumption-based licensing structure can be risky operationally and financially, But buyers and suppliers increasingly prefer subscriptions — both consumption- and term-based — so CSOs must engage and reward sellers to offer the type of subscription model in demand.” 

The article looks at how various stakeholders will respond as companies shift to consumption-based business models.

Click here to read the full article on Gartner website