From Solutions to Services: Elevating Your Business with Everything as a Service (XaaS)

Client

A wholly owned subsidiary of a Japanese multinational conglomerate, which makes data centers more effective, harnesses the power of customers’ data, and rapidly scales digital businesses. The client solves customers' storage and infrastructure by providing end-to-end storage and related integrated services to help them manage hardware, software, and services costs and unlock competitive advantage

Challenges

In changing business environments and digitalization across the industry, the Client wanted to adopt and lead the industry by enabling future XaaS business models efficiently and seamlessly. They wanted to change the business model from solution-based selling, i.e., customized offering to outcome-based selling which offers package solutions, thus reducing the Sales cycle

The client faced the following challenges:

• No Stakeholder adoption of digital offerings.
• Losing precious time in manual reporting.
• No streamlined processes creating long sales cycle.
• Revenue leakage due to no cross-channel interaction.
• Long contract cycle scaring away potential customers.  

LTM Solution

As an end-product delivery, LTM created targeted and actionable short, medium, and long-term recommendations across three towers to execute their strategy. We enabled the XaaS transformation to help the client drive product and services innovation with a single unified view, data-driven and agile mindset to deliver business value through our Lead to consulting services. 

LTM shaped the transformational capabilities across three key dimensions: 

• Harmonization of business processes across the entire Lead-to-Revenue(L2R) value chain to enable XaaS capabilities
• Comprehensive evaluation of all key personas and their user journey maps and experience criteria for customer, partner, and internal stakeholders
• Review of cross-enterprise data/information readiness and system/ platform limitations to support future-state strategy

Business Benefits

• 4 Levels of ML Ops Maturity Model laid out. 
• Contracting to be done in days from weeks earlier.
• Margin improvement onwards of 200 basis points.
• 36+ KPIs identified calibrated to 9 business process. 
• 12 key personas and their journeys calibrated to Lead-to-cash scenarios.