Sponsored by RecVue
TIME: 2:00 PM ET

Webcast Summary

Until recently, finance executives in specific industries, such as telecommunications, needed to have a thorough understanding of all aspects of recurring-revenue business models, including pricing, billing, and contracts, in order to fulfill their roles as financial stewards of their companies.

But today, any type of business can offer services or products through subscriptions. In addition to subscriptions, companies are also introducing a variety of usage-based options, including tiered pricing for specific combinations of products and services, as well as discounts based on volume, the time of day, or the time of year.

Yet, as finance leaders have come to recognize, companies cannot take it for granted that simply applying recurring-revenue models to their existing businesses will be enough to boost earnings in the short term and assure customers' loyalty over the long term.

During this Webcast, we will highlight how finance leaders can establish and sustain successful recurring-revenue businesses. We will discuss:

  • How to determine optimal approaches to pricing and billing when developing subscription and usage-based models,
  • Which aspects of pricing, contracting, and invoicing, as well as complying with revenue recognition rules, make the most sense to automate, and
  • What finance leaders can learn from examples of best practices of how to streamline and maintain the agility of recurring-revenue businesses.

About the Panelists

Robbie Kellman Baxter, Founder, Peninsula Strategies

Robbie Kellman Baxter is the founder of Peninsula Strategies, a consulting firm that helps companies excel in the membership economy. She is a subject matter expert on membership models and subscription pricing. Her first book, The Membership Economy: Find Your Superusers, Master the Forever Transaction, and Build Recurring Revenue, is an international bestseller. Robbie's clients have included Microsoft, The Wall Street Journal, and Electronic Arts.

Over the course of her career, Robbie has worked in or consulted to clients in more than 20 industries. As a public speaker, Robbie has presented to thousands of people in corporations, associations, and universities. She has been quoted in or written articles for major media outlets, including Harvard Business Review, The New York Times, and The Wall Street Journal. She has an AB from Harvard College and an MBA from the Stanford Graduate School of Business.
Daniel McCarthy, Assistant Professor of Marketing, Emory University, Goizueta Business School
Chris Hemenway, Director of Solution Consulting, RecVue

Chris Hemenway is the Director of Solution Consulting at RecVue, where he demonstrates how technology can be leveraged to solve complex monetization problems for a variety of industries, which include high tech, media, transportation, and manufacturing. Chris has a unique ability to describe the benefits technology can offer to an enterprise without losing business users in a sea of technical jargon. With a background in both technology and finance, Chris will gladly engage in conversation about 
a range of topics, including those outside of work like fly fishing or skiing.

About the Moderator

Joe Fleischer, Editorial Director, Finance Channel, Argyle Executive Forum
In his role as finance channel editorial director with Argyle Executive Forum, Joe Fleischer focuses on developing virtual events on topics that reflect the primary concerns and priorities of senior finance executives. He is based in New York.
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Fields of Study: Finance
Level: Intermediate
Prerequisite: None
Advance Preparation: None required
Delivery Method: Group Internet-based
Recommended CPE Credit(s): 1

Free CPE Credit

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