CIO Straight Talk - Hi-Tech Special Issue - 48

We have worked very closely with the
product teams, not only to include
activation and onboarding within
the products themselves, but also to
streamline these processes. For Prisma
Access, one of our secure access
products for mobile customers and
remote users, we reduced the activation
steps by half in the last three months.
There's also quite a bit of difference in
how SaaS sales works - how the routes
to market work, how support works,
and how customer journeys are initiated
and supported in SaaS software versus
hardware.
With SaaS software, we can upgrade
and provide new features much faster
to our customers without having to do
heavy product upgrades. For example,
in Prisma Cloud, we are going to be
introducing four additional modules.
Customers have the flexibility to add
these new modules in the product
directly as they need them, provided
they have enough overall capacity left in
their purchase. It's a different world and
experience.
The biggest lesson I have learned
however is that this transition is
doable. It requires close alignment
and partnership with the business, and
maniacal execution. It needs to be a
priority at the CEO level, because it is
a company-level transition, not simply
one involving IT or a few functions.
Changing your business model cannot
be a functional responsibility; it requires
top-down sponsorship. But now, two
years into our transition, with SaaS
billings at $950 million annually, I am
convinced that it can be done.
Takeaways:
* A SaaS business model is very
different from either a traditional
software or hardware business.
* Don't expect that it will be
easy to move to a SaaS model,
because those differences
change all kinds of processes in
your organization.
* Make sure you have executive
sponsorship before you begin.
This is too big an initiative
to do without a major senior
commitment to the project.
48

CIO Straight Talk - Hi-Tech Special Issue

Table of Contents for the Digital Edition of CIO Straight Talk - Hi-Tech Special Issue

Contents
CIO Straight Talk - Hi-Tech Special Issue - Cover1
CIO Straight Talk - Hi-Tech Special Issue - Cover2
CIO Straight Talk - Hi-Tech Special Issue - 3
CIO Straight Talk - Hi-Tech Special Issue - Contents
CIO Straight Talk - Hi-Tech Special Issue - 5
CIO Straight Talk - Hi-Tech Special Issue - 6
CIO Straight Talk - Hi-Tech Special Issue - 7
CIO Straight Talk - Hi-Tech Special Issue - 8
CIO Straight Talk - Hi-Tech Special Issue - 9
CIO Straight Talk - Hi-Tech Special Issue - 10
CIO Straight Talk - Hi-Tech Special Issue - 11
CIO Straight Talk - Hi-Tech Special Issue - 12
CIO Straight Talk - Hi-Tech Special Issue - 13
CIO Straight Talk - Hi-Tech Special Issue - 14
CIO Straight Talk - Hi-Tech Special Issue - 15
CIO Straight Talk - Hi-Tech Special Issue - 16
CIO Straight Talk - Hi-Tech Special Issue - 17
CIO Straight Talk - Hi-Tech Special Issue - 18
CIO Straight Talk - Hi-Tech Special Issue - 19
CIO Straight Talk - Hi-Tech Special Issue - 20
CIO Straight Talk - Hi-Tech Special Issue - 21
CIO Straight Talk - Hi-Tech Special Issue - 22
CIO Straight Talk - Hi-Tech Special Issue - 23
CIO Straight Talk - Hi-Tech Special Issue - 24
CIO Straight Talk - Hi-Tech Special Issue - 25
CIO Straight Talk - Hi-Tech Special Issue - 26
CIO Straight Talk - Hi-Tech Special Issue - 27
CIO Straight Talk - Hi-Tech Special Issue - 28
CIO Straight Talk - Hi-Tech Special Issue - 29
CIO Straight Talk - Hi-Tech Special Issue - 30
CIO Straight Talk - Hi-Tech Special Issue - 31
CIO Straight Talk - Hi-Tech Special Issue - 32
CIO Straight Talk - Hi-Tech Special Issue - 33
CIO Straight Talk - Hi-Tech Special Issue - 34
CIO Straight Talk - Hi-Tech Special Issue - 35
CIO Straight Talk - Hi-Tech Special Issue - 36
CIO Straight Talk - Hi-Tech Special Issue - 37
CIO Straight Talk - Hi-Tech Special Issue - 38
CIO Straight Talk - Hi-Tech Special Issue - 39
CIO Straight Talk - Hi-Tech Special Issue - 40
CIO Straight Talk - Hi-Tech Special Issue - 41
CIO Straight Talk - Hi-Tech Special Issue - 42
CIO Straight Talk - Hi-Tech Special Issue - 43
CIO Straight Talk - Hi-Tech Special Issue - 44
CIO Straight Talk - Hi-Tech Special Issue - 45
CIO Straight Talk - Hi-Tech Special Issue - 46
CIO Straight Talk - Hi-Tech Special Issue - 47
CIO Straight Talk - Hi-Tech Special Issue - 48
CIO Straight Talk - Hi-Tech Special Issue - 49
CIO Straight Talk - Hi-Tech Special Issue - 50
CIO Straight Talk - Hi-Tech Special Issue - 51
CIO Straight Talk - Hi-Tech Special Issue - 52
CIO Straight Talk - Hi-Tech Special Issue - 53
CIO Straight Talk - Hi-Tech Special Issue - 54
CIO Straight Talk - Hi-Tech Special Issue - 55
CIO Straight Talk - Hi-Tech Special Issue - 56
CIO Straight Talk - Hi-Tech Special Issue - 57
CIO Straight Talk - Hi-Tech Special Issue - 58
CIO Straight Talk - Hi-Tech Special Issue - 59
CIO Straight Talk - Hi-Tech Special Issue - 60
CIO Straight Talk - Hi-Tech Special Issue - 61
CIO Straight Talk - Hi-Tech Special Issue - 62
CIO Straight Talk - Hi-Tech Special Issue - 63
CIO Straight Talk - Hi-Tech Special Issue - 64
CIO Straight Talk - Hi-Tech Special Issue - 65
CIO Straight Talk - Hi-Tech Special Issue - 66
CIO Straight Talk - Hi-Tech Special Issue - 67
CIO Straight Talk - Hi-Tech Special Issue - 68
CIO Straight Talk - Hi-Tech Special Issue - 69
CIO Straight Talk - Hi-Tech Special Issue - 70
CIO Straight Talk - Hi-Tech Special Issue - Cover3
CIO Straight Talk - Hi-Tech Special Issue - Cover4
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