PwC can help The journey to profitability is fraught with challenges. To successfully meet these challenges head on: ï‚· Ensure your operating model clearly supports and enhances a new and increasingly-demanding customer experience; ï‚· Take stock of your performance management processes and ensure you’re measuring the right metrics to drive better customer retention and a lower customer acquisition cost; ï‚· Ensure your IT organization and the role of the CIO is clearly supporting a new set of Lead to Cash (L2C) processes that represent fundamental changes from the status quo; and ï‚· Manage shareholder expectations accordingly. ï‚· Finally, prepare for a new set of strategic and operational risks that pose real-time challenges to your SaaS objectives. For a deeper discussion about Software-as-a-Service, please contact one of our practice leaders: Mike Pearl Global Cloud Computing Leader (408) 817 3801 michael.pearl@us.pwc.com Patrick Pugh US Software and Internet Advisory Leader (206) 398 3008 patrick.pugh@us.pwc.com Let’s talk Please reach out to any of our technology leaders to discuss this or other challenges. We’re here to help. Tom Archer US Technology Industry Leader 408 817 3836 thomas.archer@us.pwc.com Cory Starr US Technology Assurance Leader 408 817 1215 cory.j.starr@us.pwc.com Kayvan Shahabi US Technology Advisory Leader 408 817 5724 kayvan.shahabi@us.pwc.com Diane Baylor US Technology Tax Leader 408 817 5005 diane.baylor@us.pwc.com Acknowledgements The following PwC professionals contributed their experience and knowledge to produce this paper. Jonathan T. Finch Technology Sector Director (858) 405 8792 jonathan.t.finch@us.pwc.com Jasmin Young Technology Sector Director (408) 221 5588 jasmin.young@us.pwc.com Eric Tan Technology Sector Director (857) 413-7594 eric.tan@us.pwc.com About PwC’s Technology Institute The Technology Institute is PwC’s global research network that studies the business of technology and the technology of business with the purpose of creating thought leadership that offers both fact-based analysis and experience-based perspectives.

Technology Institute insights and viewpoints originate from active collaboration between our professionals across the globe and their first-hand experiences working in and with the technology industry. For more information please contact Tom Archer, US Technology Industry Leader. © 2014 PricewaterhouseCoopers LLP. All rights reserved.

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