On the right side is a picture that starts with the customer. We’ll start with the shaver, we’ll move to wipes, etc., but we see what we do as a service for our customers. They have subscribers and their goal was to own the bathroom, if you will. Why? Because Dollar Shave Club didn’t think of themselves as simply selling shavers. You talk about CPG, Unilever just bought Dollar Shave Club for a billion dollars. Manufacturing companies are all going this way. We’ll price the service based on how much energy we save you so you don’t have to think about it. We could do a better job of it and we could even price this service in a way that’s win/win. They’re all coming back from lunch, let’s dial up the temperature. They all go to the cafeteria at lunch so let’s dial down this temperature. We can turn up the thermostat, turn down the thermostat, turn up the light, turn down the light based on historical patterns of where people are. We can do a better job providing energy management. We can manage this stuff in a remote location. This is industrial stuff in commercial buildings and they’re realizing: All our devices have sensors, they’re all connected to the internet. Schneider Electric sells energy management equipment. The whole idea of transportation as a service wasn’t there yet but we could see it in the early days of Zipcar. There was no Uber at the time, there was no Lyft, there was no city bike share. We saw examples like Zipcar where we envisioned that one day you won’t have to own a car, you can simply walk up to a car service, punch in your ID and get transportation services. What we asked was, is this shift from a traditional way of selling to a subscription model of selling only limited to the technology industry or is it something more universal? We found it was universal. That’s just the way the world works today. PTC stock is up 2x because their shift to subscriptions is accelerating. Oracle talks about their cloud revenues, SAP talks about their cloud revenues, Microsoft talks about their cloud revenues.
#GO FIGURE MEMBER AND CUSTOMER MANAGEMENT SOFTWARE SOFTWARE#
Now, in 2017, all software is delivered like this. One is the technology model, but he goes right into this subscription-based business model, the pay-as-you-go business model, and how profound that was in enabling Salesforce to disrupt the enterprise software industry.
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