FRAMEWORK SERIES: THINGS YOU MAY NOT HAVE CONSIDERED IN MOVING TO A SAAS, OR ‘AS-A-SERVICE,’ MODEL Framework Series: Things You May Not Have Considered in Moving to a SaaS, or ‘as-a- Service,’ Model1 FRAMEWORK SERIES: THINGS YOU MAY NOT HAVE CONSIDERED IN MOVING TO A SAAS, OR ‘AS-A-SERVICE,’ MODEL Table of Contents Becoming an ‘as-a-Service’ Business 2 Misconceptions About ‘as-a-Service’ 2 Keys to Transitioning to an ‘as-a-Service’ Business • Building the Catalog: What Are We Selling? 4 • Establishing Sales Channels: How Are We Selling It? 5 • Structuring for Success: How Are We Driving Customers’ 7 Loyalty for Recurring Revenue? • Leveraging the Right Tools to Move to XaaS: How Are We Executing It? 8 • Relying on Your Performance Dashboard: How Are We Measuring 9

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