There are many challenges B2B companies must overcome when trying to make the transition from product to platform. Sudhakar Ramakrishna, CEO of Pulse Secure, joins us to share the final piece of platformization: packaging.

There are many challenges B2B companies must overcome when trying to make the transition from product to platform. This change starts with an overall shift in mindset and is followed by leveraging the right technology. Finally, how is it offered to the public?

 

In this segment, Sudhakar Ramakrishna, CEO of Pulse Secure, joins us to discuss the last piece of platformization: packaging. Sudhakar shares how customized packaging and value-based pricing have contributed to Pulse Secure’s successful transition from product to platform.

 

Click here for the podcast version of the full interview.

 

The Final Piece Along Your Platform Journey: Packaging

 

  • How strategic packaging at Pulse Secure contributed to above market rate bookings growth. minute 6:21

     

  • How value-based pricing drives adoption. minute 10:28

     

 

Skip to minute 8:21 to hear how Sudhakar offers customized solutions to Pulse Secure’s customers.

 

“They’re able to buy perpetual consumption and subscription-based solutions which cannot be possible, in my opinion, economically without taking a very strong platform approach. It’s a journey, and we haven’t solved the full problem yet ourselves.”

 

Explore more product insights or connect with an expert to learn more about making the transition.

 

See more of Sudhakar’s interview here:

 

The CEO’s Mindset Shift From Products to Platform

 

How a CEO Deploys Technology Along the Product-to-Platform Journey

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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