Subscription Business Bootcamp

Subscription Tsunami & Subscription Strategy Roadmap

This session first sets the stage for our Subscription Business Bootcamp. Subscriptions are often described as the next business tsunami. We discuss why now is the time for subscription-based business growth. We explore the key customer and technology trends that accelerate subscription-based recurring revenue growth in both B2B and B2C markets.

Next, we discuss the key building blocks of a Subscription Business Model. Subscription businesses are a game changer, both for start-ups and for established players who wish to explore subscriptions and grow beyond their traditional core. We identify key factors of success that senior executives must know and provide a roadmap and key milestones that managers apply for successfully creating and implementing a subscription-based business model.

Finally, we ask participants form teams to work on the launch of a (hypothetical) Subscription Model. Throughout the different bootcamp sessions, they first select an innovative subscription concept, clarify its customer promise and target customers, design a subscription offer accordingly, and think through the ramifications of their pricing model. On final day of the bootcamp, teams pitch their subscription project.

Subscription Experience & Subscription Offer

How to design innovative subscriptions? How to integrate all components into a coherent offer? How to build flexibility into the bundle? In this session, we first deep dive into the subscription customer journey and explore key steps and critical touchpoints along the customer journey. This serves as the basis for discussing the power of Fast Commercial Prototyping for crafting and delivering innovative subscription offers end-to-end. Best-in-class subscription offers achieve cost-effective customer excellence. They meet individual customer needs exactly, provide greater degrees of freedom for customers, and remove complexity throughout the experience. At the same time, they also allow for achieving excellence in costs-to-serve.

Pricing Subscriptions for Profits

Subscription revenue generation and recognition fundamentally differ from traditional go-to-market models. Therefore, in this session, we squarely focus on key success factors of subscription monetization strategies.

Which pricing approaches are available? Which pricing formats to choose from? Under what conditions? We learn first-hand from best-practice cases by industry leaders.

Metrics & Dashboards: Customer Engagement 2.0 – Focus on Customer Success

In this session, we review together what it takes to turn subscription models into a revenue-and-profit machine. Subscription businesses fundamentally change the way companies engage with customers, 24h/7.

To understand the imperatives of Customer Engagement 2.0. in a Subscription Economy, we discuss key metrics and dashboards managers need to know for implementing such recurring revenue models successfully.

Organizing for Subscription-Based Business Growth

In this session, we bring all elements of the puzzle together and discuss how to make subscription business a lasting success.

To this end, we review how to organize, scale-up and integrate subscription business within existing structures and processes and how to drive change to ensure subscription revenues’ long-term success.

Next, we turn to the subscription projects that teams have worked on throughout our sessions.

Teams pitch their subscription concept and gain feedback. This review across projects allows us to return to the key ingredients needed for mastering subscription-based revenue growth.

• Standard Fee
  (Rate for individual attendee)

• INSEAD MSEI Members
  (MSEI corporate members or individual members)

• Zuora Guests
  (Zuora clients or attendees invited by Zuora)

• Team Discount
  (Rate per attendee for a team of 3 or more individuals)