What Subscription Business Models Mean for Sales Team Structure

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Jun 27, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software-as-a-service) subscriptions. The company’s salespeople were used to seeking out new customers, closing big deals, and then moving on to the next prospect. Now, they also had to cultivate ongoing customer relationships to ensure contracts got renewed, in addition to seeking out opportunities to expand business. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down, and the company’s revenue growth began slowing, too.


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Who Owns Your Customer Relationships: Your Salespeople or Your Company?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Dec 21, 2011

Your R&D group develops a unique new product. Manufacturing produces it. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. Your sales force is ready to execute. "We own the relationships with customers," say your salespeople. "The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. Just pay us our commissions and leave us alone."


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