{ "docId": "019dd923-5de0-76bd-a169-24b861b13cbe", "docSlug": "31b753253331cfdf", "documentTitle": "Working together to build a better tomorrow", "authorId": "PwC", "authorName": "PwC", "documentKindSlug": "consulting-deck", "documentKindLabel": "Consulting deck", "sourceTypeSlug": "strategy_consulting", "sourceTypeLabel": "Strategy consulting", "presentationDate": null, "orientation": "portrait", "aspectRatio": 0.707, "pageNumber": 28, "pageCount": 66, "prevPage": 27, "nextPage": 29, "slideType": "case_study", "function": "illustrate_case", "density": "overcrowded", "nDataPoints": 0, "notes": "Includes a testimonial quote from Romit Dey, Partner at PwC US.", "elementsJson": [ "paragraph", "headshot", "quote_block" ], "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019dd923-5de0-76bd-a169-24b861b13cbe/28", "deckHref": "/decks/019dd923-5de0-76bd-a169-24b861b13cbe", "deckJsonHref": "/decks/019dd923-5de0-76bd-a169-24b861b13cbe.json", "deckAnchorHref": "/decks/019dd923-5de0-76bd-a169-24b861b13cbe#slide-28", "components": [ { "bbox": null, "kind": "callout", "text": "This reinvention of the business has produced a very significant improvement in measurable commercial outcomes, including significant year on year revenue growth, an increase in average deal size and a doubling of annual recurring revenue over a two year period.", "attrs": null, "subkind": null, "toolName": "Visual emphasis", "toolSlug": "visual-emphasis", "confidence": null, "componentId": "019dd952-3be5-7612-8a25-1a8588507bc9", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.15, "w": 0.15, "x": 0.168, "y": 0.765 }, "kind": "image", "text": null, "attrs": null, "subkind": "headshot", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "b71ff71f-aeb5-4c24-b665-b6cc5361f65a", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.48, "w": 0.66, "x": 0.168, "y": 0.245 }, "kind": "paragraph", "text": "A leading global technology company faced a low stock market valuation and growing customer dissatisfaction with the buyer journey and ownership experience, fueled in part by the sheer complexity of a vast array of highly technical products. Over a 40-year period the company had acquired over 60 companies, each with their own variations of processes, technology and data. This resulted in fragmented interactions and caused confusion for customers who wanted to purchase multiple products, often requiring multiple contracts, orders and invoices. The organisational challenges were therefore threefold: a legacy of multiple acquisitions, fragmented customer experiences and a non-standard operating model for its products and services. PwC US collaborated with the company's leadership team to reinvent both the way it engaged with customers, the subscription based offering structures and the associated operating model. We helped by designing and piloting an industry leading XaaS (Anything as a Service) focused operating model and solution architecture, and working together to shape a strategic roadmap. We also worked with them to standardise processes, automate workflows and move data insights onto a single platform, providing unprecedented visibility across the customer lifecycle, from lead generation to software activation. Most critically, PwC US worked with the company to introduce XaaS offerings with subscription-based pricing into the market. This enabled customers to buy hardware and software products through a digital customer experience with a lower cost of entry, thereby simplifying the buying process and reducing their capex requirements. This reinvention of the business has produced a very significant improvement in measurable commercial outcomes, including significant year on year revenue growth, an increase in average deal size and a doubling of annual recurring revenue over a two year period. As a result there has been a significant upwards revaluation of the company by investors, along with an increase in sales velocity and digital customer engagement.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "b59ba232-440a-4407-b43f-bd5a95df7613", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.3, "x": 0.35, "y": 0.89 }, "kind": "paragraph", "text": "Romit Dey, Software Sector Leader, Partner, PwC US", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "d90d1f90-77c5-4b51-b103-8b3ee912a9cc", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.12, "w": 0.478, "x": 0.35, "y": 0.765 }, "kind": "quote", "text": "We are delighted to have been able to provide strategic support for this business model reinvention, pivoting the company successfully to XaaS. Adopting an XaaS model increases recurring revenue and also enhances customer relationships and trust, ensuring that customer's needs are met through the buyer journey and the ownership experience.", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "55943bf3-e53c-44a1-9b05-50f5354d8961", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "quote", "text": "We are delighted to have been able to provide strategic support for this business model reinvention, pivoting the company successfully to XaaS. Adopting an XaaS model increases recurring revenue and also enhances customer relationships and trust, ensuring that customer’s needs are met through the buyer journey and the ownership experience. — Romit Dey, Software Sector Leader, Partner, PwC US", "attrs": null, "subkind": null, "toolName": "Authority citation", "toolSlug": "authority-citation", "confidence": null, "componentId": "019dd952-3be5-7612-8a25-1c43eb968e3e", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.025, "w": 0.135, "x": 0.168, "y": 0.148 }, "kind": "title", "text": "Case study", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9940b153-01d4-40c2-87b5-06daaefc7223", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.045, "w": 0.66, "x": 0.168, "y": 0.182 }, "kind": "title", "text": "Enabling a global technology company to reinvent its business model and drive subscription-based growth and customer value", "attrs": null, "subkind": "subtitle", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "fc1c3eb2-6e04-4234-9461-960c62b169e3", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [ { "to": 40, "from": 26, "beatId": "2b751298-3df7-4e8d-b466-e4055f913c9c", "arcName": "The Sequoia Pitch", "arcSlug": "sequoia-pitch", "beatName": "Solution", "beatSlug": null, "evidence": "The document presents various case studies and initiatives related to AI and business model reinvention", "position": 2, "confidence": 0.7, "parentBeatName": null, "parentBeatSlug": null } ], "loops": [ { "to": 40, "from": 21, "name": "Logic Chain", "slug": "01-logic-chain", "bestFor": "Skeptical audiences, controversial recommendations, rigorous analysis", "matchId": "804657f5-f988-45c3-be7b-9144471173be", "evidence": "The document presents a logical chain of initiatives and case studies related to business model reinvention and AI", "position": 0, "objective": "How PwC's initiatives address business model reinvention and AI", "structure": "Premise 1 (Accepted truth) -> Premise 2 (Observed fact) -> Therefore... 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