Shift to annual/multi-year contracts, add price escalators.
ISS grew organic revenue 9.7% in FY2023 and hit record 95% retention by embedding price escalators in contracts.
Contract Structure and Built-In Price Escalators
Teleperformance grew Specialized Services 109% to €1.36B in three years via multi-year contracts.
Choosing Slower Core Growth to Protect Margins: The Specialized Services Shift
Conduent won $732M in new ACV contracts averaging 4+ years via outcome-based pricing.
Deliberately Shedding $300M in Revenue to Repair Contract Economics
SAIC grew revenue 92% to $7.4B over nine years by transforming its contract portfolio through the Engility acquisition.
Contract Portfolio Transformation Through Engility Acquisition
Veeva Systems grew revenue 149% to $2.75B in FY2025 by creating a switching cost moat in life sciences vertical SaaS.
Switching Cost Moat in Life Sciences Vertical SaaS
Palo Alto Networks grew NGS ARR 32% to $5.6B by consolidating security into multi-year platform subscriptions.
Palo Alto Networks Reached $5.6B Next-Gen Security ARR Growing 32% YoY Through Platform Bundling
Bentley Systems grew revenue from $804M to $1.23B by converting perpetual licenses to pool-based ELS subscriptions.
Bentley Systems Grew Revenues from $804M to $1.23B by Converting Engineering Software Perpetual Licenses to Subscription
Tyler Technologies grew to $1.95B by converting 15,000+ local governments from perpetual licenses to cloud SaaS.
Tyler Technologies doubles revenue to $1.95B by migrating 15,000 local governments to cloud SaaS
APi Group grew 1.8x to $6.6B via Chubb acquisition, shifting Safety Services to 50%+ recurring inspection and service.
APi Group nearly doubles revenue from $3.6B to $6.6B by shifting from installation to recurring inspection contracts via Chubb acquisition