39. Reborn into the Cloud

In this fireside chat, TSIA Executive Director and Executive VP, Thomas Lah speaks with Ansa Sekharan, the Chief Customer Officer of Informatica. They discuss the journey from private back to public and from on-premise software to cloud consumption-based offers. When so many companies have struggled with this journey, Informatica has successfully pivoted to subscription with strong recurring revenue, record renewal rates, and a healthy net retention revenue (NRR). Ansa and Thomas discuss the challenges related to: • Reengineering the customer engagement model to support and grow recurring revenues • Building new value propositions based on new XaaS capabilities • Making the cultural shift needed for the transformation • Differentiating from the competition – pivoting resources (both products and services) from legacy offers • Taking a data-driven approach to understanding adoption, customers usage patterns, and identifying new opportunities for growth.