Challenges for IT Companies Switching to Subscription Billing Software

Enterprise technology and IT is experiencing a significant shift in the market due to companies’ increasing preference to use cloud-based third-party software services. The subscription model is dominating the software provider market.

New Software-as-a-Service (SaaS) entrants were “born in the cloud,” but numerous hardware and software companies started with traditional licensing models. These companies are looking to add a subscription component to their business. Many companies will eventually offer their products a “by-the-drink” or pure consumption model. However, this model is still in its infancy. 

Why IT Companies Are Opting Subscription Management Software

There are risks associated with moving away from traditional on-premises licensing models, but great rewards are. Enterprise technology companies that adopt subscription models that include new value metrics such as annual recurring revenue (ARR), net revenue retention (NRR), have higher valuations than those that rely on perpetual license for most of their income.

Higher valuations are due to more predictable subscription earnings, and companies that offer them more long-term revenue are often more profitable than those that use perpetual license.

Enterprise technology companies with subscription models have higher lifetime values, provided they manage churn well and sell additional services to clients. Subscriptions are extremely scalable so that providers can take a larger slice of the expanding pie.

Enterprise technology companies can sign up customers for small deals and then expand their reach to more products and services using a land-and–develop strategy. This is also true for by-the-drink models. Customers can test new products at a low cost or even free and then expand their usage as their requirements change.

Evolution of SaaS

Software-as-a-service has already established itself as a prominent business model for tech vendors in practically every industry, offering an alternative to on-premise software for organizations.

SaaS providers continue to offer flexibility and scalability to businesses, whether they are a manufacturer looking to unify their global sales processes or a bank that wants to reduce costs in subscription software for IT Companies.

SaaS models have faced many challenges in the past. Some initially considered SaaS offerings to be niche software delivery models better suited for small businesses.

This model was successful because it reduces the financial risk associated with deployment. IT procurement can now be considered an operating expense and not a long-term investment.

Transition Challenges

It is not possible to switch off traditional license’s. Whether enterprise technology companies find themselves in their transition, we found that changing to a subscription model requires extensive enterprise transformation.

This is not just technology re-platforming. Although there were many transition challenges that our experts identified, they mostly covered four areas.

  1. Pricing and Bundling – Software

The fundamental change to a subscription model fundamentally changes the way products remains created and delivered. Enterprise technology companies need to create highly customized offerings and price them to attract customers but not “leave any money on the table.” Unfortunately, many enterprises don’t have formal strategies, programs, or methods to profitably price and measure their offerings.

Many of these companies have satisfied customers who are happy with how they purchase IT products and services. Enterprise technology companies need to offer customers a compelling value proposition and a clear path to change. The key to success is to move from product-based pricing to value-based pricing.

  1. Customer Incentives and Sales Transformation

It cannot be easy to find sales incentives. Enterprise technology companies must rethink how they motivate, measure, and equip their salespeople and third-party vendors to embrace subscriptions. It is especially difficult for companies that offer both subscription and traditional options.

It is crucial to figure out how to calculate compensation (including bonuses and commissions) to balance. A needs and goals of customers, salespeople, and the enterprise. Because most salespeople still sell license’s, it is important to provide training in sales. It is important to have effective quoting tools and pricing tools.

  1. Operating Model Change

Many enterprise technology companies are not prepared for this move or are uncertain about their organizational readiness. They don’t have an integrated operating system that can support a variety of existing and new offerings. Back-end support processes are often neglected, including product entitlements, provisioning, customer service, billing, and invoicing. Thus, it won’t be wrong to say that business management tools have come. A long way and are constantly making things better for anyone involved in some sort of business.

  1. KPIs, Revenue Management, and Accounting 

It is crucial to develop relevant KPIs (ARR just one). Traditional financial and operational measures don’t accurately reflect changing business values. It is not easy to create these KPIs. First, many enterprise technology companies don’t know which metrics are important in a subscription model. These KPIs have to remains defined. The data needed to support them can often remains scattered across different systems and business units. Many companies don’t have advanced analytics tools that can interpret the data.


Using business management approaches to streamline your daily tasks is the need of the hour. A useful business management software not only assists you in improving your skills, but it also brings balance to many of your business procedures. When it comes to dealing with project uncertainty, modern project tools are a manager’s best friend. At the end of the day, everyone wants a more successful business and happier employees, which can only remains achieved through proper management. We hope that this list will help you choose the best business management software for your team and start achieving your goals with more efficiency.

Whether you are a small business owner or heading multiple businesses, there would always be a number of activities going on every time. It could be a challenge to handle too many things at once and not let work become chaotic. This is why it makes sense for businesses to start using business management software to stay on top of things.

These days more and more organizations or companies remains investing in business management software to get things done, predict risks, and improve overall efficiency. You Won’t be wrong to say that business management tools have come a long way and are constantly making things better for anyone involved in some sort of business.

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