{"id":292263,"date":"2023-10-16T08:13:40","date_gmt":"2023-10-16T15:13:40","guid":{"rendered":"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success\/"},"modified":"2026-01-19T15:39:43","modified_gmt":"2026-01-19T23:39:43","slug":"how-consumption-models-contribute-to-business-success","status":"publish","type":"resource","link":"https:\/\/www.zuora.com\/fr\/resource\/how-consumption-models-contribute-to-business-success\/","title":{"rendered":"Comment les mod\u00e8les de consommation contribuent \u00e0 la r\u00e9ussite des entreprises"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"292263\" class=\"elementor elementor-292263 elementor-228584\" data-elementor-post-type=\"resource\">\n\t\t\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2848c7b0 e-flex e-con-boxed e-con e-parent\" data-id=\"2848c7b0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-67de7957 elementor-widget elementor-widget-menu-anchor\" data-id=\"67de7957\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"haut\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4fe78b8 e-flex e-con-boxed e-con e-parent\" data-id=\"4fe78b8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-282be8f7 e-con-full e-flex e-con e-child\" data-id=\"282be8f7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-34d661c elementor-widget elementor-widget-heading\" data-id=\"34d661c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">RAPPORT \u2014 ZUORA<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9e1e3c6 elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"9e1e3c6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Comment les mod\u00e8les de consommation contribuent \u00e0 la r\u00e9ussite des entreprises<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-506fc398 elementor-widget elementor-widget-text-editor\" data-id=\"506fc398\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>D\u00e9mystifier la tarification bas\u00e9e sur la consommation<\/p>\n<p>Recherche men\u00e9e par le Subscribed Institute de Zuora et le Boston Consulting Group (BCG)<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/amy-konary-1351911\/\"><span style=\"color: #fff; text-decoration: underline;\">Amy Konary<\/span><\/a><span style=\"font-weight: 400;\">, Pr\u00e9sidente, Subscribed Institute<\/span><\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/search\/results\/all\/?fetchDeterministicClustersOnly=true&amp;heroEntityKey=urn%3Ali%3Afsd_profile%3AACoAAALylrsB9amNhlZnfW_9wl6GBLoCCfVM1oQ&amp;keywords=jonathan%20brown&amp;origin=RICH_QUERY_SUGGESTION&amp;position=0&amp;searchId=f77165f7-d96f-49de-9b72-478fa3f65c40&amp;sid=RZ4\"><span style=\"color: #fff; text-decoration: underline;\">Jonathan Brown<\/span><\/a><span style=\"font-weight: 400;\">, Directeur principal, Subscribed Institute<\/span><\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/john-p-917523\/\"><span style=\"color: #fff; text-decoration: underline;\">John Pineda<\/span><\/a><span style=\"font-weight: 400;\">, Directeur g\u00e9n\u00e9ral &amp; Associ\u00e9, Boston Consulting Group<\/span><\/p>\n<p><a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.linkedin.com\/in\/anna-upyr-90887037\">Anna Upyr<\/a>, Experte principale &#8211; Tarification, BCG<\/p>\n<p><a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.linkedin.com\/in\/nsinghal2\">Nikhil Singhal<\/a>, Consultant &#8211; Strat\u00e9gie de croissance des revenus, BCG<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-763346b5 e-con-full e-flex e-con e-child\" data-id=\"763346b5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-64134d5a elementor-widget elementor-widget-image\" data-id=\"64134d5a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"638\" height=\"958\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BGG-hero.png\" class=\"attachment-large size-large wp-image-230095\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BGG-hero.png 638w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BGG-hero-426x640.png 426w\" sizes=\"(max-width: 638px) 100vw, 638px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-18b1807 e-flex e-con-boxed e-con e-parent\" data-id=\"18b1807\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7409737b elementor-widget elementor-widget-heading\" data-id=\"7409737b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action1\">R\u00e9sum\u00e9 ex\u00e9cutif<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-bf0ea2a e-grid e-con-boxed e-con e-child\" data-id=\"bf0ea2a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a931460 elementor-widget elementor-widget-text-editor\" data-id=\"a931460\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Cette \u00e9tude marque un nouveau chapitre dans l\u2019histoire de la collaboration entre Zuora et BCG visant \u00e0 produire des analyses uniques sur les tendances actuelles observ\u00e9es chez les entreprises de l\u2019\u00e9conomie de l\u2019abonnement\u00ae.<\/p>\n<p>De nombreuses v\u00e9rit\u00e9s fondamentales concernant les entreprises modernes d\u2019abonnement \u2014 telles que l\u2019importance de cultiver les relations existantes avec la client\u00e8le pour stimuler la croissance \u2014 n\u2019ont pas connu de changements majeurs au cours des derniers mois. Cependant, nous avons constat\u00e9 une \u00e9volution r\u00e9cente dans la combinaison et le type de mod\u00e8les de mon\u00e9tisation que les entreprises choisissent de mettre en \u0153uvre.<\/p>\n<p>En particulier, nous avons observ\u00e9 que le soutien d\u2019un m\u00e9lange de mod\u00e8les d\u2019abonnement et de consommation peut contribuer \u00e0 la r\u00e9tention et \u00e0 l\u2019expansion des revenus.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-001d4f4 elementor-widget elementor-widget-text-editor\" data-id=\"001d4f4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Cette tendance de croissance, associ\u00e9e \u00e0 l\u2019\u00e9volution du secteur vers la consommation, indique que les entreprises de l\u2019\u00e9conomie de l\u2019abonnement devraient chercher \u00e0 diversifier la composition de leurs revenus r\u00e9currents.<\/p>\n<p>Dans cette \u00e9tude, nous approfondissons la nature de ces tendances et examinons les corr\u00e9lations potentielles. Pour ce faire, nous r\u00e9\u00e9valuons d\u2019abord les tendances macro\u00e9conomiques et sectorielles de croissance au sein de l\u2019\u00e9conomie de l\u2019abonnement, d\u00e9j\u00e0 analys\u00e9es dans nos \u00e9tudes pr\u00e9c\u00e9dentes. Nous \u00e9tudions ensuite de plus pr\u00e8s les tendances d\u2019adoption des mod\u00e8les \u00e9conomiques bas\u00e9s sur la consommation au sein de la client\u00e8le de Zuora. Nous identifions et d\u00e9finissons les facteurs susceptibles de contribuer \u00e0 la corr\u00e9lation entre mod\u00e8les de consommation et croissance. Sur la base de ces r\u00e9sultats et de notre exp\u00e9rience commune, nous proposons ensuite des recommandations sur les meilleures pratiques et \u00e9l\u00e9ments \u00e0 consid\u00e9rer pour la mise en \u0153uvre de mod\u00e8les de consommation.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-6e2520e3 e-flex e-con-boxed e-con e-child\" data-id=\"6e2520e3\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e512e79 elementor-fixed elementor-widget elementor-widget-button\" data-id=\"e512e79\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_position&quot;:&quot;fixed&quot;}\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"#download-report\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-file-download\"><\/i>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">T\u00e9l\u00e9charger le rapport<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8e9c12b elementor-view-framed elementor-fixed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"8e9c12b\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_position&quot;:&quot;fixed&quot;}\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<a class=\"elementor-icon\" href=\"http:\/\/haut\">\n\t\t\t<i aria-hidden=\"true\" class=\"fas fa-chevron-up\"><\/i>\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-ab52d91 e-flex e-con-boxed e-con e-child\" data-id=\"ab52d91\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-74e1d04 elementor-widget elementor-widget-heading\" data-id=\"74e1d04\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action1\">Table des mati\u00e8res<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-a57028f e-flex e-con-boxed e-con e-child\" data-id=\"a57028f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-9aea6a9 e-con-full e-flex e-con e-child\" data-id=\"9aea6a9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1fbc064 elementor-widget elementor-widget-heading\" data-id=\"1fbc064\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action1\">01. Points cl\u00e9s \u00e0 retenir<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13c0112 elementor-widget elementor-widget-heading\" data-id=\"13c0112\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action2\">02. Analyse des tendances macro\u00e9conomiques et sectorielles<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-098d620 elementor-widget elementor-widget-heading\" data-id=\"098d620\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action3\">03. Analyse des tendances de la consommation<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-7c28dec e-con-full e-flex e-con e-child\" data-id=\"7c28dec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-095a4cf elementor-widget elementor-widget-heading\" data-id=\"095a4cf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action4\">04. Recommandations BCG sur le mod\u00e8le de tarification bas\u00e9 sur la consommation<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-25d528a elementor-widget elementor-widget-heading\" data-id=\"25d528a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action5\">05. Lib\u00e9rer la croissance gr\u00e2ce \u00e0 la mon\u00e9tisation de la consommation<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-66ee8f84 e-flex e-con-boxed e-con e-parent\" data-id=\"66ee8f84\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1fc77ab elementor-widget elementor-widget-menu-anchor\" data-id=\"1fc77ab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"action1\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-6174161 e-flex e-con-boxed e-con e-child\" data-id=\"6174161\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-25d1eff elementor-widget elementor-widget-heading\" data-id=\"25d1eff\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">01. Points cl\u00e9s \u00e0 retenir<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-01f9791 elementor-widget elementor-widget-text-editor\" data-id=\"01f9791\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Analyse des tendances macro\u00e9conomiques et sectorielles :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30bdbe6 elementor-widget elementor-widget-text-editor\" data-id=\"30bdbe6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>\n<p class=\"p1\">Une baisse de 14 % de la croissance annuelle (d\u2019une ann\u00e9e sur l\u2019autre) parmi les entreprises SaaS B2B (software as a service), principalement due \u00e0 un taux de r\u00e9siliation plus \u00e9lev\u00e9 et \u00e0 une croissance moindre des nouveaux contrats (Figure 1).<\/p>\n<\/li>\n<li>\n<p class=\"p1\">La r\u00e9tention et l\u2019expansion des revenus demeurent des piliers solides pour la croissance annuelle des revenus r\u00e9currents (Figure 2).<\/p>\n<\/li>\n<li>\n<p class=\"p1\">Conform\u00e9ment \u00e0 la <a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/data-driven-methods-to-improve-your-net-revenue-retention\/\">pr\u00e9c\u00e9dente \u00e9tude conjointe BCG-Zuora<\/a>, la majeure partie de la croissance du chiffre d\u2019affaires r\u00e9current annuel (ARR) provient des clients existants. Dans le cas des comptes g\u00e9n\u00e9rant plus de 500 millions de revenus annuels, 84 % de la croissance de l\u2019ARR provient des clients existants (Figure 2).<\/p>\n<\/li>\n<li>\n<p class=\"p1\">Les mod\u00e8les bas\u00e9s sur la consommation gagnent en valeur et en pertinence pour les offres de produits ou de services complexes, telles que l\u2019IA g\u00e9n\u00e9rative (Figure 3).<\/p>\n<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-fb1299c e-flex e-con-boxed e-con e-child\" data-id=\"fb1299c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-330b1dc elementor-widget elementor-widget-text-editor\" data-id=\"330b1dc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Analyse des tendances de la consommation :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d5ce119 elementor-widget elementor-widget-text-editor\" data-id=\"d5ce119\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>\n<p class=\"p1\">Pr\u00e8s de la moiti\u00e9 (46 %) de l\u2019ensemble des entreprises \u00e9tudi\u00e9es ont adopt\u00e9 une forme de mod\u00e8le de tarification bas\u00e9 sur la consommation au cours des trois derni\u00e8res ann\u00e9es (Figure 4).<\/p>\n<\/li>\n<li>\n<p class=\"p1\">Les entreprises \u00e9voluent significativement vers l\u2019adoption de mod\u00e8les fond\u00e9s sur des indicateurs de valeur de consommation, qui g\u00e9n\u00e8rent \u00e0 la fois des revenus r\u00e9currents et des revenus d\u2019usage, passant de 9 % \u00e0 26 % entre 2020 et 2022 (Figure 4).<\/p>\n<\/li>\n<li>\n<p class=\"p1\">Pour les grandes comme les petites entreprises, celles utilisant des mod\u00e8les hybrides de consommation ont obtenu les meilleures performances en mati\u00e8re de croissance annuelle de l\u2019ARR dans l\u2019\u00e9tude (Figure 6).<\/p>\n<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-88727ed elementor-align-left elementor-hidden-desktop elementor-hidden-tablet elementor-hidden-mobile elementor-widget elementor-widget-button\" data-id=\"88727ed\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"#\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">T\u00e9l\u00e9charger maintenant<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-c58ae62 e-flex e-con-boxed e-con e-child\" data-id=\"c58ae62\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-96eacf2 e-flex e-con-boxed e-con e-child\" data-id=\"96eacf2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-e884497 e-con-full e-flex e-con e-child\" data-id=\"e884497\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-aaf2d9a elementor-widget elementor-widget-eael-progress-bar\" data-id=\"aaf2d9a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-progress-bar.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"eael-progressbar-circle-container center\">\n                \n            \n                <div class=\"eael-progressbar eael-progressbar-circle\" data-layout=\"circle\" data-count=\"-14\" data-duration=\"1500\">\n                    <div class=\"eael-progressbar-circle-pie\">\n                        <div class=\"eael-progressbar-circle-half-left eael-progressbar-circle-half\"><\/div>\n                        <div class=\"eael-progressbar-circle-half-right eael-progressbar-circle-half\"><\/div>\n                    <\/div>\n                    <div class=\"eael-progressbar-circle-inner\"><\/div>\n                    <div class=\"eael-progressbar-circle-inner-content\">\n                        \n                        <span class=\"eael-progressbar-count-wrap\"><span class=\"eael-progressbar-count\">0<\/span><span class=\"postfix\">%<\/span><\/span>\n                    <\/div>\n                <\/div>\n\n                \n            <\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-56fbb02 e-flex e-con-boxed e-con e-child\" data-id=\"56fbb02\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-98e0a4c elementor-widget elementor-widget-text-editor\" data-id=\"98e0a4c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>baisse de la croissance annuelle (d\u2019une ann\u00e9e sur l\u2019autre) parmi les entreprises SaaS B2B (software as a service)<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5152673 e-con-full e-flex e-con e-child\" data-id=\"5152673\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b93ec2e elementor-widget elementor-widget-eael-progress-bar\" data-id=\"b93ec2e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-progress-bar.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"eael-progressbar-circle-container center\">\n                \n            \n                <div class=\"eael-progressbar eael-progressbar-circle\" data-layout=\"circle\" data-count=\"84\" data-duration=\"1500\">\n                    <div class=\"eael-progressbar-circle-pie\">\n                        <div class=\"eael-progressbar-circle-half-left eael-progressbar-circle-half\"><\/div>\n                        <div class=\"eael-progressbar-circle-half-right eael-progressbar-circle-half\"><\/div>\n                    <\/div>\n                    <div class=\"eael-progressbar-circle-inner\"><\/div>\n                    <div class=\"eael-progressbar-circle-inner-content\">\n                        \n                        <span class=\"eael-progressbar-count-wrap\"><span class=\"eael-progressbar-count\">0<\/span><span class=\"postfix\">%<\/span><\/span>\n                    <\/div>\n                <\/div>\n\n                \n            <\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-475f895 e-flex e-con-boxed e-con e-child\" data-id=\"475f895\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-43ae9f7 elementor-widget elementor-widget-text-editor\" data-id=\"43ae9f7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>de la croissance de l\u2019ARR provient des clients existants pour les comptes g\u00e9n\u00e9rant plus de 500 millions de revenus annuels<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-d8bbe7b e-con-full e-flex e-con e-child\" data-id=\"d8bbe7b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a0cd4e7 elementor-widget elementor-widget-eael-progress-bar\" data-id=\"a0cd4e7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-progress-bar.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"eael-progressbar-circle-container center\">\n                \n            \n                <div class=\"eael-progressbar eael-progressbar-circle\" data-layout=\"circle\" data-count=\"46\" data-duration=\"1500\">\n                    <div class=\"eael-progressbar-circle-pie\">\n                        <div class=\"eael-progressbar-circle-half-left eael-progressbar-circle-half\"><\/div>\n                        <div class=\"eael-progressbar-circle-half-right eael-progressbar-circle-half\"><\/div>\n                    <\/div>\n                    <div class=\"eael-progressbar-circle-inner\"><\/div>\n                    <div class=\"eael-progressbar-circle-inner-content\">\n                        \n                        <span class=\"eael-progressbar-count-wrap\"><span class=\"eael-progressbar-count\">0<\/span><span class=\"postfix\">%<\/span><\/span>\n                    <\/div>\n                <\/div>\n\n                \n            <\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-843783f e-flex e-con-boxed e-con e-child\" data-id=\"843783f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0ea8b65 elementor-widget elementor-widget-text-editor\" data-id=\"0ea8b65\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>de l\u2019ensemble des entreprises \u00e9tudi\u00e9es ont adopt\u00e9 une forme de mod\u00e8le de tarification bas\u00e9 sur la consommation au cours des trois derni\u00e8res ann\u00e9es<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-48ce618 e-con-full e-flex e-con e-child\" data-id=\"48ce618\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7ed83c7 elementor-widget elementor-widget-eael-progress-bar\" data-id=\"7ed83c7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-progress-bar.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"eael-progressbar-circle-container center\">\n                \n            \n                <div class=\"eael-progressbar eael-progressbar-circle\" data-layout=\"circle\" data-count=\"26\" data-duration=\"1500\">\n                    <div class=\"eael-progressbar-circle-pie\">\n                        <div class=\"eael-progressbar-circle-half-left eael-progressbar-circle-half\"><\/div>\n                        <div class=\"eael-progressbar-circle-half-right eael-progressbar-circle-half\"><\/div>\n                    <\/div>\n                    <div class=\"eael-progressbar-circle-inner\"><\/div>\n                    <div class=\"eael-progressbar-circle-inner-content\">\n                        \n                        <span class=\"eael-progressbar-count-wrap\"><span class=\"eael-progressbar-count\">0<\/span><span class=\"postfix\">%<\/span><\/span>\n                    <\/div>\n                <\/div>\n\n                \n            <\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5aaf60d e-flex e-con-boxed e-con e-child\" data-id=\"5aaf60d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-970c2d6 elementor-widget elementor-widget-text-editor\" data-id=\"970c2d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>des entreprises ont adopt\u00e9 des mod\u00e8les fond\u00e9s sur des indicateurs de valeur de consommation qui g\u00e9n\u00e8rent \u00e0 la fois des revenus r\u00e9currents et des revenus d\u2019usage<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5d7c0cb8 e-flex e-con-boxed e-con e-parent\" data-id=\"5d7c0cb8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-46032d10 e-flex e-con-boxed e-con e-child\" data-id=\"46032d10\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-3ad624c8 e-con-full e-flex e-con e-child\" data-id=\"3ad624c8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d03b059 elementor-widget elementor-widget-menu-anchor\" data-id=\"d03b059\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"action2\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-98eae9d elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"98eae9d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">02. Analyse des tendances macro\u00e9conomiques et sectorielles<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e9197a6 elementor-widget elementor-widget-text-editor\" data-id=\"e9197a6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>La r\u00e9tention alimente la croissance de l\u2019ARR<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a5b583 elementor-widget elementor-widget-text-editor\" data-id=\"7a5b583\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>L\u2019<a href=\"https:\/\/www.imf.org\/en\/Publications\/WEO\/Issues\/2023\/04\/11\/world-economic-outlook-april-2023\">environnement macro\u00e9conomique actuel<\/a> se caract\u00e9rise par une p\u00e9riode d\u2019incertitude. Alors que la pand\u00e9mie appartient d\u00e9sormais en grande partie au pass\u00e9, nous avons choisi de repartir de la base d\u2019une <a href=\"https:\/\/www.zuora.com\/fr\/resource\/how-to-nail-the-land-and-expand-model-to-drive-subscription-growth\/\">analyse ant\u00e9rieure BCG-Zuora<\/a> afin de mieux comprendre comment la nature de la croissance des entreprises a \u00e9volu\u00e9.<\/p>\n<p>Pour ce faire, nous avons r\u00e9examin\u00e9 un groupe d\u2019entreprises SaaS B2B issu de la <a href=\"https:\/\/www.zuora.com\/fr\/resource\/how-to-nail-the-land-and-expand-model-to-drive-subscription-growth\/\">pr\u00e9c\u00e9dente \u00e9tude<\/a> afin d\u2019analyser leur performance apr\u00e8s la pand\u00e9mie. Cette comparaison r\u00e9v\u00e8le une baisse de 14 % de la croissance annuelle, principalement due \u00e0 une augmentation du taux de r\u00e9siliation et \u00e0 une moindre croissance des nouveaux contrats (voir Figure 1). Ce contraste met \u00e9galement en avant le nouvel imp\u00e9ratif pour les entreprises \u00e0 revenus r\u00e9currents, en particulier les soci\u00e9t\u00e9s SaaS, de concentrer leurs efforts de croissance sur leur base de clients existants.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-43246b79 e-con-full e-flex e-con e-child\" data-id=\"43246b79\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bd3be79 elementor-widget elementor-widget-image\" data-id=\"bd3be79\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"688\" height=\"600\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/walk-up-stairs.png\" class=\"attachment-large size-large wp-image-228601\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/walk-up-stairs.png 688w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/walk-up-stairs-640x558.png 640w\" sizes=\"(max-width: 688px) 100vw, 688px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-63c0df5 elementor-widget elementor-widget-image\" data-id=\"63c0df5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"9583\" height=\"6250\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V5.jpg\" class=\"attachment-full size-full wp-image-228910\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V5.jpg 9583w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V5-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V5-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V5-768x501.jpg 768w\" sizes=\"(max-width: 9583px) 100vw, 9583px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e9ae22e elementor-widget elementor-widget-text-editor\" data-id=\"e9ae22e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 1<\/a> : Ralentissement de la croissance annuelle dans le secteur SaaS B2B en 2022 par rapport aux niveaux d\u2019avant la pand\u00e9mie. Consultez la section m\u00e9thodologie pour plus de d\u00e9tails.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-c441d73 e-grid e-con-boxed e-con e-child\" data-id=\"c441d73\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3ff6d3a elementor-widget elementor-widget-text-editor\" data-id=\"3ff6d3a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>ARR \u00e9lev\u00e9, faible d\u00e9pendance aux revenus issus de nouveaux contrats<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-bd5e665 e-grid e-con-boxed e-con e-child\" data-id=\"bd5e665\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-aa75877 elementor-widget elementor-widget-text-editor\" data-id=\"aa75877\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Nous souhaitions \u00e9galement examiner s\u2019il existe une corr\u00e9lation entre la taille de l\u2019entreprise et la nature de sa croissance. \u00c0 mesure que les entreprises poursuivent leur d\u00e9veloppement, notamment en p\u00e9riode de ralentissement, l\u2019accent mis sur la r\u00e9tention et la croissance au sein des comptes existants devient imp\u00e9ratif. Conform\u00e9ment \u00e0 <a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/fr\/resource\/how-to-nail-the-land-and-expand-model-to-drive-subscription-growth\/\">nos pr\u00e9c\u00e9dentes conclusions<\/a>, le groupe de clients affichant la plus forte croissance annuelle s\u2019appuie davantage sur la croissance issue des clients existants et d\u00e9pend moins des nouveaux contrats comme source principale de croissance du chiffre d\u2019affaires. De plus, les comptes pr\u00e9sentant le plus haut ARR affichent les taux de r\u00e9tention et d\u2019expansion les plus \u00e9lev\u00e9s et sont moins d\u00e9pendants des nouveaux contrats pour la croissance de leur chiffre d\u2019affaires (voir Figure 2).<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-726cb8c elementor-widget elementor-widget-text-editor\" data-id=\"726cb8c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Avec la compr\u00e9hension que la croissance du chiffre d\u2019affaires proviendra davantage de l\u2019expansion chez les clients existants que de l\u2019acquisition de nouveaux clients, quelles strat\u00e9gies et m\u00e9thodes une entreprise doit-elle mettre en \u0153uvre\u202f? Depuis la derni\u00e8re collaboration BCG-Zuora, qui analysait la croissance des revenus r\u00e9currents et les strat\u00e9gies de r\u00e9tention, les mod\u00e8les de tarification \u00e0 l\u2019usage ont connu un essor consid\u00e9rable. Cela s\u2019explique en grande partie par l\u2019essor de l\u2019IA g\u00e9n\u00e9rative et les nouvelles strat\u00e9gies de mon\u00e9tisation que ces fonctionnalit\u00e9s et produits vont exiger.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b5611fb e-flex e-con-boxed e-con e-parent\" data-id=\"b5611fb\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6e5c988 elementor-widget elementor-widget-image\" data-id=\"6e5c988\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"522\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth__Report_DESIGNS_Edit62-1280x835.jpg\" class=\"attachment-large size-large wp-image-233009\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth__Report_DESIGNS_Edit62-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth__Report_DESIGNS_Edit62-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth__Report_DESIGNS_Edit62-768x501.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-303a67c elementor-widget elementor-widget-text-editor\" data-id=\"303a67c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 2<\/a> : Les comptes g\u00e9n\u00e9rant plus de 500 millions de dollars d\u2019ARR pr\u00e9sentent des taux d\u2019expansion plus \u00e9lev\u00e9s et sont moins d\u00e9pendants des nouveaux contrats comme source de croissance du chiffre d\u2019affaires<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-e573fcc e-flex e-con-boxed e-con e-parent\" data-id=\"e573fcc\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-25f4f9f e-flex e-con-boxed e-con e-child\" data-id=\"25f4f9f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-21324bc e-con-full e-flex e-con e-child\" data-id=\"21324bc\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1e33712 elementor-widget elementor-widget-text-editor\" data-id=\"1e33712\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les mod\u00e8les de consommation gagnent en valeur et en pertinence, en raison de l\u2019essor de l\u2019IA g\u00e9n\u00e9rative<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6d0b61b elementor-widget elementor-widget-text-editor\" data-id=\"6d0b61b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>L\u2019IA g\u00e9n\u00e9rative acc\u00e9l\u00e8re l\u2019adoption des mod\u00e8les de tarification bas\u00e9s sur la consommation pour trois raisons :<\/p>\n<ul>\n<li>Les offres num\u00e9riques reposant sur des mod\u00e8les d\u2019IA g\u00e9n\u00e9rative, tels que Chat GPT, pr\u00e9sentent des co\u00fbts marginaux qui \u00e9voluent avec l\u2019usage bien plus fortement que de nombreuses autres offres num\u00e9riques, comme les logiciels et les donn\u00e9es (par exemple, la quantit\u00e9 de texte saisie dans une interface d\u2019IA conversationnelle).<\/li>\n<li>L\u2019IA g\u00e9n\u00e9rative pourrait acc\u00e9l\u00e9rer la transition vers des mod\u00e8les de consommation, car l\u2019automatisation qu\u2019elle permet peut r\u00e9duire le nombre d\u2019utilisateurs humains interagissant avec un produit donn\u00e9\u202f; les mod\u00e8les de tarification par utilisateur ne sont alors plus aussi adapt\u00e9s pour capter la valeur de ces outils.<\/li>\n<li>Les clients envisageant des solutions d\u2019IA g\u00e9n\u00e9rative privil\u00e9gient \u00e9galement la tarification \u00e0 l\u2019usage selon les enqu\u00eates de march\u00e9 r\u00e9centes (voir Figure 3).<\/li>\n<\/ul>\n<p>Pour mieux comprendre la nature de cette \u00e9volution, nous allons d\u00e9sormais nous concentrer sur l\u2019analyse des tendances en mati\u00e8re de tarification \u00e0 l\u2019usage \u00e0 l\u2019\u00e9chelle de l\u2019\u00e9conomie de l\u2019abonnement.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-ecdc373 e-con-full e-flex e-con e-child\" data-id=\"ecdc373\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-81bd900 elementor-widget elementor-widget-image\" data-id=\"81bd900\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"385\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/consumption-model-bubbles-1280x616.png\" class=\"attachment-large size-large wp-image-228625\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/consumption-model-bubbles-1280x616.png 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/consumption-model-bubbles-640x308.png 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/consumption-model-bubbles-768x370.png 768w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/consumption-model-bubbles.png 1494w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72ebd03 elementor-widget elementor-widget-image\" data-id=\"72ebd03\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"522\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V57-1280x835.jpg\" class=\"attachment-large size-large wp-image-228934\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V57-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V57-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V57-768x501.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-df48665 elementor-widget elementor-widget-text-editor\" data-id=\"df48665\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #fff; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 3<\/a> : Une enqu\u00eate BCG r\u00e9v\u00e8le que les mod\u00e8les commerciaux devraient \u00e9voluer en faveur de mod\u00e8les bas\u00e9s sur l\u2019usage ou le partage de valeur\/revenus pour les services d\u2019IA g\u00e9n\u00e9rative<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-960e454 e-flex e-con-boxed e-con e-parent\" data-id=\"960e454\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-a153662 e-flex e-con-boxed e-con e-child\" data-id=\"a153662\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fc4b67a elementor-widget elementor-widget-menu-anchor\" data-id=\"fc4b67a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"action3\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d07379c elementor-widget elementor-widget-heading\" data-id=\"d07379c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">03. Analyse des tendances de la consommation<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-779852a elementor-widget elementor-widget-text-editor\" data-id=\"779852a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>D\u00e9finitions<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0b5e6b9 elementor-widget elementor-widget-text-editor\" data-id=\"0b5e6b9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Avant d\u2019entreprendre cette recherche, nous avions observ\u00e9 que le soutien d\u2019une combinaison de mod\u00e8les d\u2019abonnement et de consommation peut favoriser la r\u00e9tention et l\u2019expansion des revenus. De plus, nous affirmons que les revenus de consommation peuvent \u00eatre \u00e0 la fois li\u00e9s \u00e0 l\u2019usage et de nature r\u00e9currente. Pour tester ces hypoth\u00e8ses, nous nous appuyons sur quatre concepts cl\u00e9s dans notre analyse des donn\u00e9es. Il s\u2019agit de :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-814efff e-flex e-con-boxed e-con e-child\" data-id=\"814efff\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-7299661 e-flex e-con-boxed e-con e-child\" data-id=\"7299661\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2805197 e-flex e-con-boxed e-con e-child\" data-id=\"2805197\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c29118a elementor-widget elementor-widget-text-editor\" data-id=\"c29118a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Indicateur de valeur de la consommation :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3cdd7c5 elementor-widget elementor-widget-text-editor\" data-id=\"3cdd7c5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>La caract\u00e9ristique la plus importante d\u2019un mod\u00e8le de tarification bas\u00e9 sur la consommation est que toute la logique tarifaire repose sur un <strong>indicateur de valeur de la consommation<\/strong> clair et mesurable. Couramment appel\u00e9 unit\u00e9 de mesure ou unit\u00e9 de consommation, l\u2019indicateur de valeur de la consommation permet de quantifier la quantit\u00e9 de service utilis\u00e9e par un client, et donc de d\u00e9terminer le montant factur\u00e9 pour cette utilisation. Un \u00e9l\u00e9ment cl\u00e9 de notre analyse consiste \u00e0 distinguer l\u2019indicateur de valeur de la consommation des indicateurs de valeur non li\u00e9s \u00e0 la consommation (postes, licences) qui influent \u00e9galement sur le prix pay\u00e9 par le client.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-fa56e79 e-flex e-con-boxed e-con e-child\" data-id=\"fa56e79\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-8852b13 e-flex e-con-boxed e-con e-child\" data-id=\"8852b13\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-32711e8 e-flex e-con-boxed e-con e-child\" data-id=\"32711e8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-84c9307 elementor-widget elementor-widget-text-editor\" data-id=\"84c9307\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Revenus li\u00e9s \u00e0 l\u2019usage :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9c4cc05 elementor-widget elementor-widget-text-editor\" data-id=\"9c4cc05\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Nous avons choisi le terme <strong>usage<\/strong> pour l\u2019aligner avec la d\u00e9finition du produit Zuora Billing : il s\u2019agit des revenus factur\u00e9s a posteriori, bas\u00e9s sur la quantit\u00e9 de consommation transmise au moteur de tarification de Zuora Billing.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5fe94df e-flex e-con-boxed e-con e-child\" data-id=\"5fe94df\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-70ddbca e-flex e-con-boxed e-con e-child\" data-id=\"70ddbca\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-793782a e-flex e-con-boxed e-con e-child\" data-id=\"793782a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d034b7b elementor-widget elementor-widget-text-editor\" data-id=\"d034b7b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Revenus r\u00e9currents :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d5fff4f elementor-widget elementor-widget-text-editor\" data-id=\"d5fff4f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Nous avons choisi le terme <strong>r\u00e9current<\/strong> pour l\u2019aligner avec la d\u00e9finition du produit Zuora Billing, \u00e0 savoir tout revenu factur\u00e9 \u00e0 l\u2019avance pour un montant identique de fa\u00e7on r\u00e9guli\u00e8re.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5ef3b8b e-flex e-con-boxed e-con e-child\" data-id=\"5ef3b8b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-f37e15f e-flex e-con-boxed e-con e-child\" data-id=\"f37e15f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-78e16fa e-flex e-con-boxed e-con e-child\" data-id=\"78e16fa\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-09cebb0 elementor-widget elementor-widget-text-editor\" data-id=\"09cebb0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Revenus g\u00e9n\u00e9r\u00e9s par la consommation :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-efa3e53 elementor-widget elementor-widget-text-editor\" data-id=\"efa3e53\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Tout <strong>revenu<\/strong> g\u00e9n\u00e9r\u00e9 en fonction de la quantit\u00e9 d\u2019un indicateur de valeur de consommation d\u00e9fini, que le client paie \u00e0 l\u2019avance pour une consommation pr\u00e9vue ou apr\u00e8s que la consommation a eu lieu.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-a8c22c2 e-flex e-con-boxed e-con e-child\" data-id=\"a8c22c2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-166bc91 elementor-widget elementor-widget-text-editor\" data-id=\"166bc91\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Comme le montrent les donn\u00e9es des r\u00e9sultats suivants, les entreprises qui tirent parti de ces deux formes de revenus de consommation \u2014 ce que nous appellerons des <strong>entreprises \u00e0 revenus de consommation \u201chybrides\u201d<\/strong> \u2014 obtiennent effectivement de meilleurs r\u00e9sultats que celles qui ne le font pas.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b7e30f2 e-flex e-con-boxed e-con e-parent\" data-id=\"b7e30f2\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-38bc278 e-flex e-con-boxed e-con e-child\" data-id=\"38bc278\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2b9fe6a e-con-full e-flex e-con e-child\" data-id=\"2b9fe6a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3ef1048 elementor-widget elementor-widget-text-editor\" data-id=\"3ef1048\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CONSTAT CL\u00c9 1<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ae1d0b elementor-widget elementor-widget-text-editor\" data-id=\"6ae1d0b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les revenus li\u00e9s \u00e0 la consommation sont en hausse<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-555d92e e-con-full e-flex e-con e-child\" data-id=\"555d92e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-bad73cb e-flex e-con-boxed e-con e-child\" data-id=\"bad73cb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-bf11bd1 e-con-full e-flex e-con e-child\" data-id=\"bf11bd1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0d3b410 elementor-widget elementor-widget-text-editor\" data-id=\"0d3b410\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Si les mod\u00e8les de tarification bas\u00e9s sur la consommation ne sont certes pas nouveaux sur le march\u00e9, nos r\u00e9sultats montrent toutefois une \u00e9volution significative dans la nature de ces mod\u00e8les.<\/p>\n<p>En analysant plus de 1 000 entreprises utilisant Zuora Billing, nous avons d\u2019abord isol\u00e9 tous les clients g\u00e9n\u00e9rant un volume significatif de revenus \u00e0 partir de mod\u00e8les de facturation \u00e0 l\u2019usage (voir la m\u00e9thodologie pour plus de d\u00e9tails).<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5ecd86a e-con-full e-flex e-con e-child\" data-id=\"5ecd86a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a37a79e elementor-widget elementor-widget-text-editor\" data-id=\"a37a79e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Ce groupe d\u2019entreprises repr\u00e9sente 46 % de l\u2019ensemble des soci\u00e9t\u00e9s observ\u00e9es. Il est \u00e0 noter que ce ratio est rest\u00e9 relativement stable au cours des trois derni\u00e8res ann\u00e9es (voir Figure 4).<\/p>\n<p>L\u2019analyse devient plus int\u00e9ressante lorsque nous avons examin\u00e9 les revenus r\u00e9currents de ces entreprises.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-8affbfa e-flex e-con-boxed e-con e-child\" data-id=\"8affbfa\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2db31b8 elementor-widget elementor-widget-image\" data-id=\"2db31b8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"522\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V53-1280x835.jpg\" class=\"attachment-large size-large wp-image-228918\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V53-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V53-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V53-768x501.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c780fc3 elementor-widget elementor-widget-text-editor\" data-id=\"c780fc3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 4<\/a> : Pr\u00e8s de la moiti\u00e9 des entreprises \u00e9tudi\u00e9es ont mis en place une forme de consommation au cours des 3 derni\u00e8res ann\u00e9es<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-83fb7bf e-flex e-con-boxed e-con e-child\" data-id=\"83fb7bf\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-fd404ba e-con-full e-flex e-con e-child\" data-id=\"fd404ba\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-38380b6 elementor-widget elementor-widget-text-editor\" data-id=\"38380b6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les barres <span style=\"color: #2129C2; font-weight: bold\">bleu fonc\u00e9<\/span> de la Figure 4 repr\u00e9sentent les entreprises qui, en plus de g\u00e9n\u00e9rer un volume significatif de revenus li\u00e9s \u00e0 l\u2019usage, ont \u00e9galement \u00e9t\u00e9 identifi\u00e9es comme disposant de revenus r\u00e9currents fond\u00e9s sur un indicateur de valeur de consommation (voir la m\u00e9thodologie pour plus de d\u00e9tails). Nous avons observ\u00e9 une augmentation rapide de ce groupe \u201chybride\u201d en proportion de notre \u00e9chantillon global, passant de 9 % \u00e0 26 % entre 2020 et 2022. En r\u00e9alit\u00e9, la majorit\u00e9 des entreprises utilisant la consommation en 2022 adoptaient un mod\u00e8le hybride de revenus li\u00e9s \u00e0 la consommation, alors que seulement ~1 % utilisaient un mod\u00e8le purement bas\u00e9 sur l\u2019usage.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-d6ebdf2 e-con-full e-flex e-con e-child\" data-id=\"d6ebdf2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bb1f7ea elementor-widget elementor-widget-text-editor\" data-id=\"bb1f7ea\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Cette tendance r\u00e9v\u00e9l\u00e9e par notre analyse s\u2019inscrit dans la logique d\u2019autres recherches men\u00e9es par BCG sur le sujet des mod\u00e8les de consommation. Dans une enqu\u00eate r\u00e9alis\u00e9e par BCG, les acheteurs IT ont indiqu\u00e9 qu\u2019ils s\u2019attendaient \u00e0 consacrer un budget plus important aux logiciels utilisant des mod\u00e8les de tarification \u00e0 l\u2019usage ou hybrides, comparativement \u00e0 l\u2019abonnement (voir Figure 5). La tendance identifi\u00e9e \u00e0 la Figure 4 pourrait en partie s\u2019expliquer par l\u2019adaptation des entreprises \u00e0 l\u2019\u00e9volution des attentes des acheteurs IT, telle que mesur\u00e9e dans cette \u00e9tude.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b07e069 e-flex e-con-boxed e-con e-child\" data-id=\"b07e069\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ace8c5a elementor-widget elementor-widget-image\" data-id=\"ace8c5a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"522\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V55-1280x835.jpg\" class=\"attachment-large size-large wp-image-228926\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V55-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V55-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V55-768x501.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b98b03 elementor-widget elementor-widget-text-editor\" data-id=\"7b98b03\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 5<\/a> : Une enqu\u00eate BCG r\u00e9v\u00e8le que les acheteurs IT s\u2019attendent \u00e0 faire \u00e9voluer leurs mod\u00e8les de d\u00e9penses, passant de l\u2019abonnement \u00e0 des mod\u00e8les bas\u00e9s sur la consommation et des mod\u00e8les hybrides<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-72b34d4 e-flex e-con-boxed e-con e-child\" data-id=\"72b34d4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-8740ef1 e-con-full e-flex e-con e-child\" data-id=\"8740ef1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-610b812 elementor-widget elementor-widget-text-editor\" data-id=\"610b812\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CONSTAT CL\u00c9 2<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-996538f elementor-widget elementor-widget-text-editor\" data-id=\"996538f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Pour surperformer, adoptez un m\u00e9lange de mod\u00e8les de consommation<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-d2eefc4 e-con-full e-flex e-con e-child\" data-id=\"d2eefc4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-f330485 e-flex e-con-boxed e-con e-child\" data-id=\"f330485\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-ee44bd0 e-con-full e-flex e-con e-child\" data-id=\"ee44bd0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6cf34fb elementor-widget elementor-widget-text-editor\" data-id=\"6cf34fb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Constater que les mod\u00e8les hybrides de consommation sont en hausse est une chose, mais ces entreprises enregistrent-elles r\u00e9ellement une surperformance qui justifie une telle popularit\u00e9\u202f? Nos donn\u00e9es semblent indiquer que c\u2019est pr\u00e9cis\u00e9ment le cas.<\/p>\n<p>Pour les grandes comme les petites entreprises, celles utilisant des mod\u00e8les hybrides de consommation ont surperform\u00e9 toutes les autres entreprises de l\u2019\u00e9tude en mati\u00e8re de croissance annuelle de l\u2019ARR.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-da34d3f e-con-full e-flex e-con e-child\" data-id=\"da34d3f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-06e8116 elementor-widget elementor-widget-text-editor\" data-id=\"06e8116\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Pour les entreprises dont l\u2019ARR est inf\u00e9rieur \u00e0 100\u202fM$, les soci\u00e9t\u00e9s \u00e0 mod\u00e8le de consommation hybride ont connu une croissance 8\u202f% plus rapide en moyenne (voir Figure 6). Cela s\u2019explique principalement par la r\u00e9tention et l\u2019expansion aupr\u00e8s des clients existants. Pour les entreprises dont l\u2019ARR est sup\u00e9rieur \u00e0 100\u202fM$, les soci\u00e9t\u00e9s \u00e0 mod\u00e8le de consommation hybride ont enregistr\u00e9 une croissance 13\u202f% plus rapide en moyenne (voir Figure 6). Cette performance est principalement due \u00e0 l\u2019acquisition de nouveaux clients et \u00e0 l\u2019expansion aupr\u00e8s de la client\u00e8le existante.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-3be9dbd e-flex e-con-boxed e-con e-child\" data-id=\"3be9dbd\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ae9db20 elementor-widget elementor-widget-image\" data-id=\"ae9db20\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"522\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V56-1280x835.jpg\" class=\"attachment-large size-large wp-image-228930\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V56-1280x835.jpg 1280w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V56-640x417.jpg 640w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/BX-762_Subscribed-Institute-x-Boston-Consulting-Group-What-drives-growth_Report_DESIGNS_V56-768x501.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1ca99b1 elementor-widget elementor-widget-text-editor\" data-id=\"1ca99b1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">Figure 6<\/a> : Les mod\u00e8les de consommation g\u00e9n\u00e8rent une croissance annuelle sup\u00e9rieure, quelle que soit la taille de l\u2019entreprise<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5ae7bf6 e-flex e-con-boxed e-con e-parent\" data-id=\"5ae7bf6\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-ee5e7ab e-flex e-con-boxed e-con e-child\" data-id=\"ee5e7ab\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-31a52c8 elementor-widget elementor-widget-menu-anchor\" data-id=\"31a52c8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"action4\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-068f956 elementor-widget elementor-widget-heading\" data-id=\"068f956\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">04. Recommandations BCG sur le mod\u00e8le de tarification bas\u00e9 sur la consommation<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-81d15e0 elementor-widget elementor-widget-text-editor\" data-id=\"81d15e0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>\u00c0 mesure que les entreprises gagnent en maturit\u00e9 dans leurs capacit\u00e9s de tarification et construisent une infrastructure technique adapt\u00e9e, beaucoup choisissent d\u2019optimiser leurs mod\u00e8les de facturation en personnalisant davantage les sch\u00e9mas tarifaires afin de mieux refl\u00e9ter la valeur d\u00e9livr\u00e9e et r\u00e9pondre \u00e0 des besoins clients sp\u00e9cifiques. Dans le m\u00eame temps, elles doivent investir dans des strat\u00e9gies qui garantissent la pr\u00e9visibilit\u00e9 n\u00e9cessaire \u00e0 l\u2019entreprise. Nombreuses sont celles qui constatent que les mod\u00e8les de tarification bas\u00e9s sur la consommation offrent une solution optimale pour atteindre ces objectifs.<\/p>\n<p>Selon l\u2019exp\u00e9rience de BCG, la mise en place d\u2019un mod\u00e8le de tarification bas\u00e9 sur la consommation peut offrir les avantages suivants\u202f:<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b620ff6 e-flex e-con-boxed e-con e-child\" data-id=\"b620ff6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-c894a1f e-flex e-con-boxed e-con e-child\" data-id=\"c894a1f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-a32139b e-flex e-con-boxed e-con e-child\" data-id=\"a32139b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-50f6247 elementor-widget elementor-widget-text-editor\" data-id=\"50f6247\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Flux de revenus pr\u00e9visibles :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-28f83db elementor-widget elementor-widget-text-editor\" data-id=\"28f83db\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Bien que les mod\u00e8les de tarification bas\u00e9s sur la consommation soient g\u00e9n\u00e9ralement associ\u00e9s \u00e0 des co\u00fbts variables d\u00e9pendant de l\u2019utilisation r\u00e9elle, les entreprises peuvent <a href=\"https:\/\/www.zuora.com\/2023\/08\/01\/strategies-for-top-performing-consumption-businesses\/\" style=\"color: #000; text-decoration: underline\">introduire de la pr\u00e9visibilit\u00e9<\/a> en associant un engagement pr\u00e9alable aux habitudes de d\u00e9penses du client. Comme le montre la Figure 6, ces mod\u00e8les hybrides de consommation peuvent g\u00e9n\u00e9rer une croissance annuelle sup\u00e9rieure, quelle que soit la taille de l\u2019entreprise. Cette approche est souvent appel\u00e9e \u00ab\u202fusage engag\u00e9\u202f\u00bb ou \u00ab\u202fconsommation pr\u00e9pay\u00e9e\u202f\u00bb. Par exemple, les clients de Snowflake ou d\u2019AWS peuvent s\u2019engager \u00e0 une certaine capacit\u00e9 pour b\u00e9n\u00e9ficier d\u2019une remise suppl\u00e9mentaire ou opter pour le mod\u00e8le \u00e0 la consommation avec le tarif catalogue.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-d9ba814 e-flex e-con-boxed e-con e-child\" data-id=\"d9ba814\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-1674f1c e-flex e-con-boxed e-con e-child\" data-id=\"1674f1c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-07f1839 e-flex e-con-boxed e-con e-child\" data-id=\"07f1839\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-65bbcce elementor-widget elementor-widget-text-editor\" data-id=\"65bbcce\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Approche centr\u00e9e sur le client :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-41f7344 elementor-widget elementor-widget-text-editor\" data-id=\"41f7344\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Un nombre croissant de consommateurs et d\u2019entreprises ont exp\u00e9riment\u00e9 la tarification et la facturation bas\u00e9es sur la consommation \u2014 et ils en demandent davantage. Comme l\u2019illustre la <a href=\"https:\/\/docs.google.com\/document\/u\/1\/d\/1uuuO_sBygzBdSRCbi3SgJWaP95rHhffuKO7dK80h7WU\/edit?pli=1\" style=\"color: #000; text-decoration: underline\">Figure 4<\/a>, l\u2019adoption des mod\u00e8les hybrides de consommation a fortement progress\u00e9 au cours des 3 derni\u00e8res ann\u00e9es. Les consommateurs ont le sentiment que les mod\u00e8les de facturation \u00e0 l\u2019usage leur offrent une meilleure visibilit\u00e9 sur la valeur qu\u2019ils retirent de votre produit ou service. Les entreprises peuvent renforcer la fid\u00e9lit\u00e9 et favoriser la r\u00e9currence des achats en s\u2019alignant sur les besoins des clients pour d\u00e9livrer une valeur constante.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-3650d62 e-flex e-con-boxed e-con e-child\" data-id=\"3650d62\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-33369a8 e-flex e-con-boxed e-con e-child\" data-id=\"33369a8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-3e11a67 e-flex e-con-boxed e-con e-child\" data-id=\"3e11a67\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8921bd0 elementor-widget elementor-widget-text-editor\" data-id=\"8921bd0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Proposition de valeur diff\u00e9renci\u00e9e :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-134ce94 elementor-widget elementor-widget-text-editor\" data-id=\"134ce94\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Parce que les mod\u00e8les bas\u00e9s sur la consommation sont con\u00e7us pour apporter une valeur tangible aux clients, le choix du bon indicateur de valeur et <a href=\"https:\/\/www.zuora.com\/2023\/07\/27\/goldilocks-rule-of-consumption-pricing-models\/\" style=\"color: #000; text-decoration: underline\">l\u2019optimisation du niveau de tarification \u00e0 l\u2019usage<\/a> permettent \u00e0 une entreprise de se diff\u00e9rencier de ses concurrents et de construire une proposition de valeur forte.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-9119f61 e-flex e-con-boxed e-con e-child\" data-id=\"9119f61\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-a064f24 e-flex e-con-boxed e-con e-child\" data-id=\"a064f24\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4ce2b0f e-flex e-con-boxed e-con e-child\" data-id=\"4ce2b0f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6e8dd90 elementor-widget elementor-widget-text-editor\" data-id=\"6e8dd90\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Croissance flexible et \u00e9volutive :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5763b6e elementor-widget elementor-widget-text-editor\" data-id=\"5763b6e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Comme la barri\u00e8re \u00e0 l\u2019entr\u00e9e est plus faible, les clients peuvent commencer modestement, voir le produit en action, puis d\u00e9cider, le moment venu, s\u2019ils souhaitent souscrire \u00e0 une offre plus compl\u00e8te. Lorsque la demande des clients augmente, les entreprises peuvent ajuster leurs ressources pour <a href=\"https:\/\/www.zuora.com\/2023\/08\/01\/strategies-for-top-performing-consumption-businesses\/\" style=\"color: #000; text-decoration: underline\">s\u2019adapter \u00e0 des niveaux de consommation plus \u00e9lev\u00e9s<\/a>.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-754cb68 e-flex e-con-boxed e-con e-child\" data-id=\"754cb68\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-7d6e6b8 e-flex e-con-boxed e-con e-child\" data-id=\"7d6e6b8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-38fd626 e-flex e-con-boxed e-con e-child\" data-id=\"38fd626\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-dbe2613 elementor-widget elementor-widget-text-editor\" data-id=\"dbe2613\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Visibilit\u00e9 et contr\u00f4le :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bcc9b6b elementor-widget elementor-widget-text-editor\" data-id=\"bcc9b6b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les clients appr\u00e9cient la visibilit\u00e9 en temps r\u00e9el sur leur consommation, ce qui leur permet de suivre leur progression quotidienne, d\u2019anticiper les d\u00e9passements et de consulter les frais de facturation. La possibilit\u00e9 de recevoir des notifications de seuil permet aux clients de contr\u00f4ler leurs d\u00e9penses et d\u2019accro\u00eetre leur satisfaction globale. La pr\u00e9vision de l\u2019usage offre aux entreprises la capacit\u00e9 de surveiller les comportements et d\u2019anticiper les opportunit\u00e9s d\u2019expansion aupr\u00e8s des clients \u00e0 forte consommation.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-6bc1cb6 e-flex e-con-boxed e-con e-parent\" data-id=\"6bc1cb6\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-6fb4725 e-flex e-con-boxed e-con e-child\" data-id=\"6fb4725\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-814bbfb elementor-widget elementor-widget-menu-anchor\" data-id=\"814bbfb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"action5\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-92cc5b2 elementor-widget elementor-widget-heading\" data-id=\"92cc5b2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">05. Lib\u00e9rer la croissance gr\u00e2ce \u00e0 la mon\u00e9tisation de la consommation<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5f81074 elementor-widget elementor-widget-text-editor\" data-id=\"5f81074\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les mod\u00e8les de tarification bas\u00e9s sur la consommation peuvent constituer un puissant levier de croissance, mais selon notre exp\u00e9rience, de nombreuses entreprises n\u2019en tirent pas parti en raison des risques per\u00e7us et des investissements bien r\u00e9els que cela implique. D\u00e9velopper les comp\u00e9tences n\u00e9cessaires et d\u00e9ployer ces mod\u00e8les dans les situations appropri\u00e9es est essentiel.\u00a0\u00a0<\/p>\n<p>Nous avons identifi\u00e9 trois facteurs cl\u00e9s pour d\u00e9ployer ces mod\u00e8les tarifaires de mani\u00e8re \u00e0 concr\u00e9tiser leur potentiel de croissance.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-5b10d45 e-flex e-con-boxed e-con e-child\" data-id=\"5b10d45\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a91e270 elementor-widget elementor-widget-text-editor\" data-id=\"a91e270\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CONSTAT CL\u00c9 1<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-833e1fa elementor-widget elementor-widget-text-editor\" data-id=\"833e1fa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>D\u00e9finir pr\u00e9cis\u00e9ment le \u201cquoi\u201d, le \u201cquand\u201d et le \u201ccomment\u201d de la consommation<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-35133ac e-flex e-con-boxed e-con e-child\" data-id=\"35133ac\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-e434a17 e-con-full e-flex e-con e-child\" data-id=\"e434a17\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0769fac elementor-widget elementor-widget-text-editor\" data-id=\"0769fac\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Le \u201cquoi\u201d \u2014 entreprise et produit.<\/strong> Lors du choix du mod\u00e8le tarifaire appropri\u00e9, il est essentiel de prendre en compte plusieurs dimensions\u202f:<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e27c637 elementor-widget elementor-widget-text-editor\" data-id=\"e27c637\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>La stack.<\/strong> Dans quelle mesure l\u2019ensemble de la stack technologique est-elle adapt\u00e9e \u00e0 une utilisation flexible\u202f? Pour les entreprises d\u2019infrastructure as a service (IaaS) et de platform as a service (PaaS) reposant sur une stack AWS, la flexibilit\u00e9 d\u2019usage est essentielle et les mod\u00e8les de consommation s\u2019av\u00e8rent g\u00e9n\u00e9ralement adapt\u00e9s. AWS EC2, Snowflake et Fivetran sont des exemples de trois offres technologiques diff\u00e9rentes, compl\u00e9mentaires et align\u00e9es sur une utilisation flexible.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5bf29c7 elementor-widget elementor-widget-text-editor\" data-id=\"5bf29c7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Croissance pilot\u00e9e par le produit vs. pilot\u00e9e par la force de vente.<\/strong> Les mod\u00e8les bas\u00e9s sur la consommation fonctionnent g\u00e9n\u00e9ralement bien avec la croissance pilot\u00e9e par le produit, car ils peuvent monter en puissance naturellement sans qu\u2019il soit n\u00e9cessaire de vendre un nouveau contrat. Les approches pilot\u00e9es par la force de vente sont \u00e9galement compatibles avec les mod\u00e8les de consommation, mais s\u2019adaptent souvent mieux \u00e0 des contrats d\u2019engagement ou hybrides.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10bcd29 elementor-widget elementor-widget-text-editor\" data-id=\"10bcd29\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>\u00c9conomie fixe vs. variable.<\/strong> Pour les produits dont le co\u00fbt des biens vendus (COGS) est plus pr\u00e9visible et les usages plus stables, un mod\u00e8le d\u2019abonnement r\u00e9current bas\u00e9 sur l\u2019utilisateur peut s\u2019av\u00e9rer pertinent. Pour les produits caract\u00e9ris\u00e9s par des pics de consommation et des co\u00fbts variables (par exemple, certains cas d\u2019usage de l\u2019IA g\u00e9n\u00e9rative), des mod\u00e8les bas\u00e9s sur la consommation ou les r\u00e9sultats peuvent constituer une meilleure option.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-372bb96 e-con-full e-flex e-con e-child\" data-id=\"372bb96\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f4c5a78 elementor-widget elementor-widget-image\" data-id=\"f4c5a78\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"560\" height=\"991\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/what-image-1.png\" class=\"attachment-large size-large wp-image-228690\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/what-image-1.png 560w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/what-image-1-362x640.png 362w\" sizes=\"(max-width: 560px) 100vw, 560px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-8105439 e-flex e-con-boxed e-con e-child\" data-id=\"8105439\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-56ae72e e-con-full e-flex e-con e-child\" data-id=\"56ae72e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0ae39fb elementor-widget elementor-widget-text-editor\" data-id=\"0ae39fb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Le \u201cquand\u201d \u2014 cas d\u2019usage.<\/strong> Une observation cl\u00e9 issue de notre analyse de donn\u00e9es montre que la plupart des d\u00e9ploiements de mod\u00e8les tarifaires bas\u00e9s sur la consommation impliquent une combinaison de mod\u00e8les \u00e0 l\u2019usage et r\u00e9currents. Les entreprises qui r\u00e9ussissent leur d\u00e9ploiement ciblent souvent les cas d\u2019usage les plus align\u00e9s avec les avantages et la valeur qu\u2019elles apportent. Voici quelques exemples de cas d\u2019usage pour lesquels les mod\u00e8les de consommation sont souvent plus pertinents\u202f:<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9e3f1f8 elementor-widget elementor-widget-text-editor\" data-id=\"9e3f1f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Profils de demande fluctuants (par exemple, certaines charges analytiques, Snowflake) o\u00f9 la flexibilit\u00e9 prime sur la pr\u00e9visibilit\u00e9.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5eb76d9 elementor-widget elementor-widget-text-editor\" data-id=\"5eb76d9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Secteurs d\u2019activit\u00e9 et entreprises \u00e0 la saisonnalit\u00e9 marqu\u00e9e (par exemple, les technologies du commerce de d\u00e9tail durant les f\u00eates, les cabinets comptables lors de la p\u00e9riode fiscale).<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c475140 elementor-widget elementor-widget-text-editor\" data-id=\"c475140\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Outils d\u2019IA g\u00e9n\u00e9rative pr\u00e9sentant une consommation variable de jetons.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-be1733a e-con-full e-flex e-con e-child\" data-id=\"be1733a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bfbf25e elementor-widget elementor-widget-image\" data-id=\"bfbf25e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"688\" height=\"600\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/when-image-2.png\" class=\"attachment-large size-large wp-image-228694\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/when-image-2.png 688w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/when-image-2-640x558.png 640w\" sizes=\"(max-width: 688px) 100vw, 688px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-640d5f7 e-flex e-con-boxed e-con e-child\" data-id=\"640d5f7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-78a7110 e-con-full e-flex e-con e-child\" data-id=\"78a7110\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-baa3334 elementor-widget elementor-widget-text-editor\" data-id=\"baa3334\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Le \u201ccomment\u201d \u2014 mod\u00e8les tarifaires.<\/strong> Comme \u00e9voqu\u00e9 pr\u00e9c\u00e9demment, il existe diff\u00e9rentes d\u00e9clinaisons de mod\u00e8les bas\u00e9s sur la consommation\u202f; il ne s\u2019agit pas toujours des mod\u00e8les pay\u00e9s a posteriori ou des offres \u201cpay-as-you-go\u201d auxquelles on pense spontan\u00e9ment. Voici quelques options courantes\u202f:<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2edab1d elementor-widget elementor-widget-text-editor\" data-id=\"2edab1d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>D\u00e9passements li\u00e9s \u00e0 l\u2019usage, factur\u00e9s en suppl\u00e9ment d\u2019un abonnement de base.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-615377e elementor-widget elementor-widget-text-editor\" data-id=\"615377e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Mod\u00e8les hybrides de consommation, o\u00f9 une m\u00eame offre combine \u00e0 la fois des revenus r\u00e9currents et des revenus li\u00e9s \u00e0 l\u2019usage, en s\u2019appuyant sur des indicateurs de valeur de consommation.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d524f93 elementor-widget elementor-widget-text-editor\" data-id=\"d524f93\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Contrats d\u2019engagement de d\u00e9penses avec consommation flexible, dans lesquels le produit est consomm\u00e9 de mani\u00e8re flexible, mais le client s\u2019engage \u00e0 un montant minimum de d\u00e9penses en \u00e9change de conditions tarifaires avantageuses.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-38c3521 elementor-widget elementor-widget-text-editor\" data-id=\"38c3521\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Mod\u00e8les \u00e0 l\u2019usage \u00ab\u202fpay-as-you-go\u202f\u00bb, pay\u00e9s a posteriori, enti\u00e8rement variables, qui peuvent n\u2019occasionner aucun frais le mois o\u00f9 le client n\u2019utilise pas le produit (ce qui reste cependant rare en pratique).<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b328580 e-con-full e-flex e-con e-child\" data-id=\"b328580\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c010494 elementor-widget elementor-widget-image\" data-id=\"c010494\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"688\" height=\"600\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/how-image-3.png\" class=\"attachment-large size-large wp-image-228698\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/how-image-3.png 688w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/how-image-3-640x558.png 640w\" sizes=\"(max-width: 688px) 100vw, 688px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-74d8835 e-flex e-con-boxed e-con e-child\" data-id=\"74d8835\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-08ef59e elementor-widget elementor-widget-text-editor\" data-id=\"08ef59e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CONSTAT CL\u00c9 2<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-357e8a9 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"357e8a9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Investissez dans la cr\u00e9ation de valeur, la satisfaction de vos clients et l\u2019optimisation de l\u2019\u00e9quation prix-valeur<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-51cc6a7 e-flex e-con-boxed e-con e-child\" data-id=\"51cc6a7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-e5c9038 e-con-full e-flex e-con e-child\" data-id=\"e5c9038\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0d791f7 elementor-widget elementor-widget-text-editor\" data-id=\"0d791f7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>L\u2019une des pr\u00e9occupations l\u00e9gitimes li\u00e9es au report du paiement et \u00e0 sa d\u00e9pendance \u00e0 l\u2019usage est le risque que les clients n\u2019utilisent finalement pas autant le produit qu\u2019escompt\u00e9, ce qui peut se traduire par des revenus d\u00e9cevants. Les entreprises de la base Zuora ayant adopt\u00e9 les mod\u00e8les bas\u00e9s sur la consommation sont parvenues \u00e0 lever ces inqui\u00e9tudes en choisissant les bons mod\u00e8les pour les situations d\u00e9crites ci-dessus. Cependant, les entreprises performantes investissent \u00e9galement dans l\u2019accompagnement de leurs clients vers la cr\u00e9ation de valeur. En r\u00e9sum\u00e9, plus la captation de valeur s\u2019effectue en aval (comme dans les mod\u00e8les \u00e0 l\u2019usage), plus la cr\u00e9ation de valeur pour vos clients doit \u00eatre au c\u0153ur de vos priorit\u00e9s.\u00a0\u00a0<\/p>\n<p>Voici quelques bonnes pratiques observ\u00e9es lors de nos interventions aupr\u00e8s d\u2019entreprises performantes\u202f:<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-11c6d50 elementor-widget elementor-widget-text-editor\" data-id=\"11c6d50\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Investissez dans le succ\u00e8s client\u202f: Faites de la fonction \u201csucc\u00e8s client\u201d bien plus qu\u2019un simple support client. Adoptez une d\u00e9marche proactive pour comprendre comment les clients utilisent le produit, pourquoi certaines fonctionnalit\u00e9s ne sont pas utilis\u00e9es et quels sont les freins potentiels \u00e0 la croissance.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4f701f4 e-con-full e-flex e-con e-child\" data-id=\"4f701f4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-cb03731 elementor-widget elementor-widget-text-editor\" data-id=\"cb03731\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>S\u00e9duisez le client avant de le facturer\u202f: Dans les entreprises performantes, nous privil\u00e9gions la satisfaction du client avant la facturation. Par exemple, en offrant un quota d\u2019utilisation gratuit et suffisamment de fonctionnalit\u00e9s pour atteindre le moment \u201ca-ha\u201d et renforcer l\u2019adoption du produit.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b4287b elementor-widget elementor-widget-text-editor\" data-id=\"3b4287b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li>Alignez l\u2019\u00e9quation prix-valeur\u202f: Si les clients s\u2019inqui\u00e8tent du co\u00fbt additionnel de la consommation, ils risquent de freiner leur croissance. Dans les mod\u00e8les de consommation r\u00e9ussis, la courbe tarifaire par volume r\u00e9duit souvent le co\u00fbt marginal de la consommation suppl\u00e9mentaire, alignant ainsi le prix du volume additionnel avec une valeur marginale g\u00e9n\u00e9ralement per\u00e7ue comme plus faible.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-ff98a02 e-flex e-con-boxed e-con e-child\" data-id=\"ff98a02\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f1676c1 elementor-widget elementor-widget-text-editor\" data-id=\"f1676c1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CONSTAT CL\u00c9 3<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0c1a640 elementor-widget elementor-widget-text-editor\" data-id=\"0c1a640\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>D\u00e9veloppez les bonnes capacit\u00e9s op\u00e9rationnelles<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-aa726a7 e-flex e-con-boxed e-con e-child\" data-id=\"aa726a7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-30dbd9d e-con-full e-flex e-con e-child\" data-id=\"30dbd9d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2a88096 elementor-widget elementor-widget-text-editor\" data-id=\"2a88096\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>De nombreuses entreprises sont convaincues de la valeur des mod\u00e8les bas\u00e9s sur la consommation, mais sont frein\u00e9es par l\u2019ampleur des nouvelles comp\u00e9tences \u00e0 d\u00e9velopper pour garantir leur succ\u00e8s. La mise en \u0153uvre d\u2019un mod\u00e8le bas\u00e9 sur la consommation n\u00e9cessite des capacit\u00e9s sp\u00e9cifiques, en particulier\u202f:\u00a0<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7af3f2c elementor-widget elementor-widget-text-editor\" data-id=\"7af3f2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Infrastructure \u00e9volutive\u202f:<\/strong> L\u2019infrastructure qui sous-tend le mod\u00e8le de consommation doit permettre de g\u00e9rer efficacement des niveaux d\u2019usage variables. Elle doit pouvoir monter ou descendre en charge en fonction de la demande, afin d\u2019\u00e9viter tout probl\u00e8me de performance lors des pics d\u2019activit\u00e9.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-97b7158 elementor-widget elementor-widget-text-editor\" data-id=\"97b7158\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Suivi et analyse de l\u2019usage\u202f:<\/strong> Des m\u00e9canismes de suivi performants doivent \u00eatre mis en place pour surveiller et mesurer pr\u00e9cis\u00e9ment l\u2019utilisation c\u00f4t\u00e9 client. Des analyses d\u00e9taill\u00e9es des sch\u00e9mas de consommation fournissent des informations pr\u00e9cieuses pour optimiser la tarification et am\u00e9liorer l\u2019offre globale.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d622287 elementor-widget elementor-widget-text-editor\" data-id=\"d622287\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Gestion de la facturation et des revenus\u202f:<\/strong> Le syst\u00e8me de facturation doit \u00eatre capable de traiter les donn\u00e9es brutes et d\u2019\u00e9valuer pr\u00e9cis\u00e9ment les donn\u00e9es mesur\u00e9es en quasi temps r\u00e9el afin d\u2019offrir une exp\u00e9rience client optimale et d\u2019assurer la fluidit\u00e9 des op\u00e9rations financi\u00e8res.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-56b1262 e-con-full e-flex e-con e-child\" data-id=\"56b1262\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3a2ca97 elementor-widget elementor-widget-image\" data-id=\"3a2ca97\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"560\" height=\"906\" src=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/key-finding-3-image.png\" class=\"attachment-large size-large wp-image-228705\" alt=\"\" srcset=\"https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/key-finding-3-image.png 560w, https:\/\/www.zuora.com\/wp-content\/uploads\/2023\/10\/key-finding-3-image-396x640.png 396w\" sizes=\"(max-width: 560px) 100vw, 560px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-98f0694 e-flex e-con-boxed e-con e-parent\" data-id=\"98f0694\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-30b2f2a elementor-widget elementor-widget-heading\" data-id=\"30b2f2a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action1\">Conclusion<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-e6e5f89 e-grid e-con-boxed e-con e-child\" data-id=\"e6e5f89\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8c6518b elementor-widget elementor-widget-text-editor\" data-id=\"8c6518b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Cette \u00e9tude s\u2019appuie sur les pr\u00e9c\u00e9dentes conclusions du Subscribed Institute selon lesquelles une <\/span><a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/2023\/08\/01\/strategies-for-top-performing-consumption-businesses\/\"><span style=\"font-weight: 400;\">diversit\u00e9 des mod\u00e8les de mon\u00e9tisation<\/span><\/a><span style=\"font-weight: 400;\"> est fortement corr\u00e9l\u00e9e \u00e0 la performance des entreprises. Pr\u00e8s de la moiti\u00e9 des entreprises int\u00e8grent la tarification \u00e0 l\u2019usage dans ce portefeuille, les mod\u00e8les hybrides \u2014 o\u00f9 les indicateurs de valeur de consommation g\u00e9n\u00e8rent \u00e0 la fois des revenus r\u00e9currents et des revenus d\u2019usage \u2014 gagnant rapidement en popularit\u00e9.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Les donn\u00e9es montrent que ces mod\u00e8les hybrides de consommation surperforment l\u2019ensemble des autres entreprises de l\u2019Index de l\u2019\u00c9conomie de l\u2019Abonnement lorsqu\u2019ils sont d\u00e9ploy\u00e9s \u00e0 grande \u00e9chelle. Cela confirme, une fois de plus, les <\/span><a style=\"color: #000; text-decoration: underline;\" href=\"https:\/\/www.zuora.com\/2023\/07\/27\/goldilocks-rule-of-consumption-pricing-models\/\">recherches ant\u00e9rieures<\/a><span style=\"font-weight: 400;\"> du Subscribed Institute, qui r\u00e9v\u00e8lent que les entreprises les plus performantes ont tendance \u00e0 g\u00e9n\u00e9rer une part de leurs revenus \u2014 mais pas plus d\u2019un quart \u2014 \u00e0 partir de mod\u00e8les \u00e0 l\u2019usage.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a956a0 elementor-widget elementor-widget-text-editor\" data-id=\"6a956a0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Avec des tendances macro\u00e9conomiques telles que l\u2019IA g\u00e9n\u00e9rative qui acc\u00e9l\u00e8rent l\u2019int\u00e9r\u00eat pour la consommation, la n\u00e9cessit\u00e9 de soutenir des mod\u00e8les de tarification \u00e0 l\u2019usage devient un imp\u00e9ratif concurrentiel pour les entreprises souhaitant int\u00e9grer des fonctionnalit\u00e9s d\u2019IA \u00e0 leurs produits. Les entreprises doivent investir pour soutenir ces mod\u00e8les de consommation afin de garantir la meilleure exp\u00e9rience client.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Les recherches continuent d\u2019indiquer que les dirigeants avis\u00e9s chercheront \u00e0 accro\u00eetre la diversit\u00e9 de leur portefeuille de revenus. L\u2019essor des mod\u00e8les de consommation constitue la prochaine \u00e9volution de cette dynamique et soul\u00e8ve de nouveaux enjeux que les dirigeants devront prendre en compte pour leur strat\u00e9gie produit, le succ\u00e8s client et l\u2019infrastructure de facturation. La r\u00e9compense pour cette rigueur sera une activit\u00e9 plus pr\u00e9visible, des relations clients plus riches en valeur et un levier de croissance suppl\u00e9mentaire que les entreprises de l\u2019\u00e9conomie de l\u2019abonnement pourront int\u00e9grer \u00e0 leur strat\u00e9gie.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-1edf5ff e-flex e-con-boxed e-con e-child\" data-id=\"1edf5ff\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8cf1f1f elementor-fixed elementor-widget elementor-widget-button\" data-id=\"8cf1f1f\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_position&quot;:&quot;fixed&quot;}\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"#form\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-file-download\"><\/i>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">T\u00e9l\u00e9charger le rapport<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4849c67 e-flex e-con-boxed e-con e-parent\" data-id=\"4849c67\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-36cf9aa elementor-widget elementor-widget-button\" data-id=\"36cf9aa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-xl\" href=\"https:\/\/www.zuora.com\/resource\/how-consumption-models-contribute-to-business-success-methodology\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-arrow-alt-right\"><\/i>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Lire la m\u00e9thodologie<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-fbc9632 e-flex e-con-boxed e-con e-parent\" data-id=\"fbc9632\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3823d00 elementor-widget elementor-widget-menu-anchor\" data-id=\"3823d00\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"menu-anchor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-menu-anchor\" id=\"formulaire\"><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-386705d elementor-widget elementor-widget-z-marketo-form2\" data-id=\"386705d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"z-marketo-form2.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\n<div class=\"container-fluid marketo-form-container MarketoFormContainer\">\n                                    <div class=\"form-wrapper marketo-form english\"\n                 style=\"\"\n                 data-marketo_id=\"1871\"\n                 data-is_multistep=\"\"\n                 data-ty_url=\"\/wp-content\/uploads\/pdf\/BX-762_Subscribed_Institute_x_Boston_Consulting_Group-What_drives_growth__Report_e-Book_v12.pdf\"\n                 data-cid=\"CT_EB_SI_BPO_ENG_9310_Demystifying-Consumption-Based-Pricing\"\n                 data-language=\"english\"\n                 data-form-style=\"default\"\n                 data-multiple_forms=\"\"\n            >\n                <section class=\"form mkto-form \">\n\n                    <!-- FORM LOGO -->\n                    \n                    <!--\n                        Not ideal, but this is \"clean\" why to override the CSS in Marketo Forms.\n                        @link https:\/\/nation.marketo.com\/t5\/product-discussions\/what-is-the-best-approach-to-overriding-the-css-in-marketo-forms\/td-p\/327302\n                    -->\n                    \n                                        <!-- FORM BODY -->\n                    <form id=\"mktoForm_1871\"\n                          data-button-text=\"\"\n                          class=\"is-noColumns                                default                                has-noBackground                                has-noFormIcons                                has-noButtonCornersChange                                has-noButtonColorChange                                has-noButtonIcon                                has-noButtonDynamicText                                has-noButtonWidthChange\"\n                    >\n                        \n                            <h3 class=\"form-title\">\n                                Download the report                            <\/h3>\n                        \n                        \n                        <!-- FORM-FIELDS -->\n                        <span data-anchor><\/span>\n                    <\/form>\n\n                    <!-- MULTI-STEP-CONTROLS -->\n                    \n                                    <\/section>\n\n                \n<section class=\"thankyou hide MarketoForm-thankYouSection\">\n\n    <div class=\"headline\">\n        <h3>Thanks for your response!<\/h3>\n        <h4>We'll get back to shortly.<\/h4>\n    <\/div>\n\n    \n    \n<\/section>\n\n\n\n            <\/div>\n            <\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-37217d07 e-flex e-con-boxed e-con e-parent\" data-id=\"37217d07\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4cc2f9bd elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"4cc2f9bd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><a href=\"#action1\">En savoir plus sur la tarification bas\u00e9e sur la consommation<\/a><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-258566ec e-con-full e-flex e-con e-child\" data-id=\"258566ec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-dc9b961 e-con-full e-flex e-con e-child\" data-id=\"dc9b961\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2da127d9 e-con-full e-flex e-con e-child\" data-id=\"2da127d9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-51dc7bf elementor-widget elementor-widget-heading\" data-id=\"51dc7bf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">GUIDE<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2ba78db4 elementor-view-stacked elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"2ba78db4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"far fa-file\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-472b79a2 e-flex e-con-boxed e-con e-child\" data-id=\"472b79a2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-102b2930 elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-heading\" data-id=\"102b2930\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/www.zuora.com\/fr\/guides\/9-benefits-of-end-to-end-revenue-automation\/\">Lancez et d\u00e9veloppez avec succ\u00e8s votre mod\u00e8le \u00e9conomique bas\u00e9 sur la consommation<\/a><\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bf9e9f3 elementor-widget elementor-widget-text-editor\" data-id=\"bf9e9f3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les mod\u00e8les de tarification bas\u00e9s sur la consommation gagnent en popularit\u00e9. Ce guide vous apportera les connaissances et les strat\u00e9gies n\u00e9cessaires pour r\u00e9ussir cette transition.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-711e2db8 e-flex e-con-boxed e-con e-child\" data-id=\"711e2db8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6fb25e6f elementor-widget elementor-widget-button\" data-id=\"6fb25e6f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.zuora.com\/fr\/guides\/ultimate-guide-to-usage-based-pricing\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">En savoir plus<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-6dadd655 e-con-full e-flex e-con e-child\" data-id=\"6dadd655\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-26fbf728 e-con-full e-flex e-con e-child\" data-id=\"26fbf728\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-95ef632 elementor-widget elementor-widget-heading\" data-id=\"95ef632\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">ARTICLE<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-874eb81 elementor-view-stacked elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"874eb81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"far fa-file\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-187acf0a e-flex e-con-boxed e-con e-child\" data-id=\"187acf0a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-32f9f46c elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-heading\" data-id=\"32f9f46c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/www.zuora.com\/resource\/revenue-automation-live-with-mgi-research\/\">Attirez et fid\u00e9lisez une client\u00e8le soucieuse de la valeur gr\u00e2ce \u00e0 la tarification bas\u00e9e sur la consommation<\/a><\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8ba81e8 elementor-widget elementor-widget-text-editor\" data-id=\"8ba81e8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Si la dynamique en faveur de la tarification bas\u00e9e sur la consommation existe depuis plusieurs ann\u00e9es, le rythme s\u2019est acc\u00e9l\u00e9r\u00e9 ces derniers mois.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-13d6e6d7 e-flex e-con-boxed e-con e-child\" data-id=\"13d6e6d7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-11347637 elementor-widget elementor-widget-button\" data-id=\"11347637\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.zuora.com\/resources\/attract-and-retain-value-conscious-customers-with-consumption-based-pricing\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Lire maintenant<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2e7f939f e-con-full e-flex e-con e-child\" data-id=\"2e7f939f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4ed6198d e-con-full e-flex e-con e-child\" data-id=\"4ed6198d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7c8f3161 elementor-widget elementor-widget-heading\" data-id=\"7c8f3161\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">ARTICLE<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-408f367f elementor-view-stacked elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"408f367f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"far fa-file\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-17d2ef05 e-flex e-con-boxed e-con e-child\" data-id=\"17d2ef05\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1bcc0c35 elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-heading\" data-id=\"1bcc0c35\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/www.zuora.com\/resources\/the-modern-business-cfo\/\">4 questions que tout directeur financier devrait se poser sur les mod\u00e8les de tarification \u00e0 l\u2019usage<\/a><\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-935e5f5 elementor-widget elementor-widget-text-editor\" data-id=\"935e5f5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Tout le monde parle aujourd\u2019hui de la tarification \u00e0 l\u2019usage. En tant que directeur financier, comment savoir si un mod\u00e8le de consommation est adapt\u00e9 \u00e0 votre entreprise \u2014 et comment assurer son succ\u00e8s\u202f?<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2ef18516 e-flex e-con-boxed e-con e-child\" data-id=\"2ef18516\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-596c0d05 elementor-widget elementor-widget-button\" data-id=\"596c0d05\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.zuora.com\/fr\/guides\/ultimate-guide-to-usage-based-pricing\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">En savoir plus<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>RAPPORT \u2014 ZUORA Comment les mod\u00e8les de consommation contribuent \u00e0 la r\u00e9ussite des entreprises D\u00e9mystifier la tarification bas\u00e9e sur la consommation Recherche men\u00e9e par le Subscribed Institute de Zuora et le Boston Consulting Group (BCG) Amy Konary, Pr\u00e9sidente, Subscribed Institute Jonathan Brown, Directeur principal, Subscribed Institute John Pineda, Directeur g\u00e9n\u00e9ral &amp; Associ\u00e9, Boston Consulting Group [&hellip;]<\/p>\n","protected":false},"author":227,"featured_media":0,"parent":0,"menu_order":0,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"content_type":[33415],"geo":[],"growth_initiatives":[],"industry":[],"persona":[],"product_line":[],"topic":[33424,33416],"class_list":["post-292263","resource","type-resource","status-publish","format-standard","hentry","content_type-rapport","topic-revenue-models-fr","topic-benchmarks-and-insights-fr"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Comment les mod\u00e8les de consommation contribuent \u00e0 la r\u00e9ussite des entreprises | Zuora<\/title>\n<meta name=\"description\" content=\"La mont\u00e9e des mod\u00e8les de tarification bas\u00e9s sur la consommation est li\u00e9e \u00e0 la r\u00e9tention et \u00e0 l\u2019expansion des revenus. Cette \u00e9tude pr\u00e9sente les meilleures pratiques et les \u00e9l\u00e9ments \u00e0 prendre en compte concernant la tarification \u00e0 l\u2019usage.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.zuora.com\/fr\/resource\/how-consumption-models-contribute-to-business-success\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Comment les mod\u00e8les de consommation contribuent \u00e0 la r\u00e9ussite des entreprises | Zuora\" \/>\n<meta property=\"og:description\" content=\"La mont\u00e9e des mod\u00e8les de tarification bas\u00e9s sur la consommation est li\u00e9e \u00e0 la r\u00e9tention et \u00e0 l\u2019expansion des revenus. 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