51. XaaS at SimCorp: Selling Outcomes and Cost-Efficiently Growing Revenue
Oliver Johnson, Chief Commercial Officer at SimCorp, joins Thomas to discuss the impact of XaaS transformation on the go-to-market capabilities of a company—specifically, how companies reduce the cost of growing revenue, utilize data in the sales process, and execute outcome-based sales. Questions answered include:What are the responsibilities of a Chief Commercial Officer?What does outcome selling mean?How do you execute outcome selling?What data is most important to a chief commercial officer?What type of as-a-service offers is SimCorp taking to market?What should companies do to reduce overall cost of growing revenue?