Today's episode is with Debi Prickette, Director of Decision Support and Sales Analytics at Emerson, and Pete Morelli, Vice President at Holden Advisors about taking on the transformation to SaaS pricing. Topics include the approach, process, and results of a recent initiative with Emerson to transition to a software-first business model.
Emerson is the global technology, software and engineering powerhouse driving innovation that makes the world healthier, safer, smarter and more sustainable.
AGENDA TOPICS
0:10 Introductions
01:18 Impetus for the Emerson project
04:04 Why companies transition to a software model
15:29 Understanding product value from the customer’s perspective
22:52 Building momentum with early project wins
29:24 Creating buy-in with the sales force
32:05 Designing a continuous feedback loop
34:10 Results to date and KPIs
