Moving a software consulting firm from project fees to subscription
One-off projects made growth lumpy. A new product, a new position, and a subscription model changed the size of the deals.
The business problem
A custom software consulting firm earned its money through project fees plus yearly maintenance. Growth came one project at a time.
What needed to change
The firm needed revenue that repeated, plus a product and a story that could carry it.
What I did
Healthcare was already its biggest sector, so when the firm built a SaaS product, I pointed it there.
I named the product and positioned it. Then I marketed it and made the first sales, with one technical person beside me.
I also led the firm through its own change, from project shop to software company, and moved the revenue model from project fees to subscription.
What changed
Deals stopped being one-off projects. They became yearly subscriptions, and they were much larger than the projects they replaced.
Talk it through with me.
Bring the problem, even if it's still fuzzy. We'll talk about what's going on, what might be behind it, and whether I'm the right person to help. If I'm not, I'll tell you.