Stop guessing. Get the answers to the 101 critical questions that determine the success or failure of your transition to recurring revenue.
The transition to Servitization and As-a-Service (XaaS) models is not merely a technical upgrade; it is a fundamental restructuring of your business DNA.
Whether you are an industrial manufacturer launching connected products or a software company moving to the cloud, the risks of inaction are clear. Standing still invites “data lock-out,” where competitors capture your customer relationships and relegate you to a commodity supplier.
But the path to predictable recurring revenue is paved with operational pitfalls. From the “Cash Flow Chasm” to sales compensation revolts, many companies fail because they treat subscriptions like traditional product sales.
“101 Questions to Ask About Your As-a-Service Business Model” is your strategic roadmap—moving beyond theory to answer the hard questions about pricing, metrics, and organizational change.
Surviving the “Cash Flow Chasm”
Mastering CAC and Churn
Understanding the truth about ROI and TEI
Pricing for value, not cost
Freemium vs. free trials
When (and why) perpetual licenses still make sense
Hunters vs. Farmers
Solving the sales compensation problem
Structuring quotas for recurring revenue
The “Invisible Buyer”
Adoption strategies for SMBs vs enterprises
Targeting the right growth segments
Industrial Manufacturers moving toward connected products and IoT
Software Vendors transitioning from perpetual licenses to SaaS
Service Providers evolving into Managed Service Providers (MSPs)
Executive Leadership aligning board-level strategy with operational reality
President, The York Group
With decades of experience working with companies in both the software and industrial sectors, Harald Horgen helps organizations align their business models with the massive changes brought on by servitization.
The York Group specializes in guiding businesses through the legal, financial, and cultural challenges of the As-a-Service economy.
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© 2026 The York Group International, Inc. All rights reserved.
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This eBook is provided free of charge for use by companies and organizations seeking to develop their as-a-Service business models. You are permitted to:
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© 2025 The York Group International, Inc. All rights reserved.
This playbook is provided free of charge for use by software companies and organizations seeking to develop their channel programs. You are permitted to:
You may NOT:
This playbook is provided “as is” without warranty of any kind, express or implied. The York Group assumes no liability for any actions taken based on the information contained herein.
The York Group reserves the right to pursue legal action against any party that violates these terms, including seeking injunctive relief and monetary damages. By downloading or using this playbook, you agree to be bound by these terms.
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