1. Subscription prescriptions
Increasing audience engagement to grow recurring revenue

2. The customer knows best
Julian Thorne

3. The Subscription Economy
Sector: Software, Media, Music, Film

4. The Subscription Economy
Sector: Food, Energy, Cosmetics, Transport
The Internet of Things
Turns products into subscription services

5. Huge change in consumer demand
Driving the growth of the subscription economy
Vital to nurture the customer relationship
Data is key
Sharing
Renting
Leasing
NOT owning

6. Demands change in organisational structures
Create Product A
Create Product B
Create Product C
Sell Product to customer

7. Demands change in organisational structures
Product C
Product B
Product A

8. Demands change in organisational structures
4 Pillars of data
Product Centric
Customer Centric
Strategy
Create the best product
Create the best solution for the customer
People/culture
New product culture. Always looking for new products to create
Customer culture. Searching for new needs to fulfil.
Processes
New product development
New solution development. Customer experience management.
Rewards/metrics
Rewards new product development
Rewards people with deep insight into customers
Organisational structure
Product divisions with P&L
Customer segments with P&L.

9. The art of building a strong relationship
Polly Knewstub

10. Pablo Picasso (1881-1973) Les femmes d'Alger (Version 'O')
$179,365,000

11. Building a Multi “everything” brand
Chris Gadsby

12. Brands, products, services and channels

14. Supporting a successful subscription business
Ian Eckert

15. Four fundamental pillars

16. Dynamic catalogue
flexible access
GREAT CONTENT
DEEP DATA

17. Great content (and customer service)
Editorial, event, service or offer
Delivered via medium of choice
Tailored for and aimed at the individual
Meets the ‘Goldilocks’ test
Judged on utility and service

18. Deep data Must cover all touchpoints Personal profile Transactional
Behavioural

19. Dynamic catalogue Rapid NPD and testing
Ability bundle across product types
Offers the right deal at the right time

20. Flexible access
Complete control over who sees and gets what, where, when and why
Promotes sampling
Optimises conversion and retention

21. Your questions