Right Pricing Your SaaS System: Beyond the Basics Advanced Workshop
Price: $599, SaaS Applications University Attendance/Workshop Combined Package Price: $1,298 (You save $300!)
Time: This workshop runs from 8:30 AM to 4:30 PM including breaks and complimentary lunch
Location: Austin, TX, March 1st, Austin Marriott South
Overview
This full-day workshop is intended for executives who make or influence decisions about software pricing, packaging and licensing. People who can benefit the most range from CxOs to pricing specialists, product managers, and marketing managers. Attendees will broaden their knowledge of the fundamentals and learn tactics that can be particularly effective in today's economy.
This workshop covers software and SaaS pricing, with an emphasis on SaaS pricing. The workshop will be led by Jim Geisman, a founder and principal of Software Pricing Partners. Jim is a acknowledged expert in the software pricing field. His firm has helped numerous emerging and established software companies solve some of the thorniest pricing problems, including how to transition to the on-demand SaaS pricing model. With clients ranging from multinational Fortune 500s and multi-billion dollar Japanese trading companies to early stage ventures, Software Pricing Partners has significant experience spanning software, computer hardware, and related services.
The content is practical and down-to-earth, drawn from consulting engagements and industry sources. The materials are constantly refreshed to address the changes in the competitive environment and the challenges presented by today's economy. The workshop runs from 8:30 AM to 4:30 PM including breaks and lunch. The price of the workshop is $599 per attendee which includes a copy of the presentation materials. Group discounts are available. (Use the registration button below.)
Some of the topics we expect to cover include:
Software Pricing Basics
- A five-step methodology for setting prices
- Choosing pricing metrics that link to value delivered
- How packaging can create a strategic advantage
- Decreasing uncertainty when setting new-product prices
- Why pricing simplicity beats precision
SaaS Pricing
- Triangulating into the correct price level
- Creating and pricing a value-driven product line
- How to compare SaaS with other pricing models
- Revenue forecasting in a SaaS World
- SaaS pricing and cloud computing
Special Topics (Subject to change)
- Pricing to improve company valuation
- Linking pricing with product development
- Setting limits on discounts
- Preparing for the recovery
Note: This workshop can be delivered as an on-site workshop for both training and gaining clarity on pricing issues. If you feel your company is wasting too much time talking about pricing or fixing pricing problems, an on-site workshop might help. A customized 1/2-day or 1-day workshop can give a team the insights, tips and tools they need to do a better job of pricing and remove the barriers that stand in the way of growth. Contact us for more information.
About Your "Professor"
The SaaS pricing workshop will be led by Jim Geisman, a founder and principal of Software Pricing Partners. Jim is an acknowledged expert in the software pricing field. He has helped numerous emerging and established software companies solve some of the thorniest pricing problems, including how to transition to the on-demand SaaS pricing model. With clients ranging from multinational Fortune 500s and multi-billion dollar Japanese trading companies to early stage ventures, Software Pricing Partners has significant experience spanning software, computer hardware, and related services.
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How to Build a Successful SaaS Reseller Channel
Price: $599, SaaS University Attendance/Workshop Combined Package Price: $1,098 (You save $300)
Time: This workshop runs from 8:00 AM to 4:30PM including breaks and complimentary lunch.
Discounts are offered (only $299 for each additional employee from the same company). Includes up to five hours per company of free virtual phone consulting and help (scheduled as needed within the following 90 days) to implement your new ideas and program when you return home (worth more than the entire course)! You will typically re-coop the cost for this workshop multiple times by hiring just one additional productive reseller (or re-booting an existing one). Companies have gone on to recruit hundreds and even thousands of successful partners (who have generated millions in revenue) after learning these invaluable lessons--taught at once in a single day!
Location: Austin, TX, Marriott Austin South
Should You Attend This Workshop?
- Are you trying to create a SaaS reseller program?
- Already have one, but it is not working as well as expected?
- Don’t know what reseller partners value in a partner program?
- Wish you understood how to recruit the best partners?
- Need to know how to jumpstart and maximize partner sales once they come on board?
Then you need to attend the SoftLetter SaaS Channel Management Seminar, the most comprehensive full-day channel workshop ever on defining, creating, recruiting and managing a world-class SaaS channel program!
This Course is Perfect For...
This course is ideal for anyone that needs to understand the channel and/or build and manage it, including: new or existing CEO’s, Presidents, GM’s, Managing Directors, and all Managers of sales, marketing, channel management, account management, or business development. Great if you are new to the channel, new to SaaS, or are a seasoned pro looking for new ideas.
About Your Instructor
This exciting course is lead by Ted Finch, aka Chanimal (short for Channel Animal), one of the top channel experts in the entire high-tech industry, having launched over 500 products into the channel for over 200 vendors (including Microsoft, HP, Adobe, Corel, Intel, Aldus, Epson, AOL, WordPerfect, Novel, Autodesk, Citrix, IBM, Sony, Disney, Mitsubishi, Lotus, DCA, Netscape, plus over 75 start-ups or re-boots with desktop, consumer, enterprise and SaaS products).
Mr. Finch is the former VP of Sales and Marketing with TAC (from 13 to over 4,000 people--now called MarketStar), VP at Goldmine Software, VP at Harcourt ($4 billion), Sr. VP at Motorola ($33 billion), VP at GE ($130 billion), and CEO of Chanimal.com (helps 7 to 16 companies at a time). In addition, he helped form Red Storm Entertainment with Tom Clancy, and led the marketing team that published Netscape Navigator, the #1 best-selling software in the world at the time.
Mr. Finch sits on the board of advisors for several high-tech start-ups, on the Channel Advisory Council, has spoken at dozens of industry conferences and has been quoted by over 100 publications including PC Magazine, Retail Week, Computer Reseller News, Entrepreneur Magazine, Channel Advocate, Newsweek, & Fortune.
Course Outline
This is not another theoretical, boring monolog on channel management. Instead, it is a practical, hands-on and comprehensive training course showing you exactly how to create a world-class channel program (from scratch, or by refining an existing program) – the same kind of program utilized by many of the world’s most successful channel companies. Your instructor has a dynamic presentation style (he is not boring), with lots of hands on involvement and dozens of practical examples throughout.
All attendees will get a workbook, plus a CD containing templates, agreements, and samples of everything covered, including the Channel Plan of Action.
Following are the major topics:
- Channel Management Defined
- Phase One - Defining (or re-defining) a Channel Program
- Phase One - Program Setup (deliverables)
- Lunch (complimentary as part of the workshop)
- Phase Two - Recruiting a Channel (strategy and tactics)
- Phase Three - Enablement (initiating sales)
- Channel Management - Ongoing motivation
- Refining Your Program - Putting it All Together
Download this PDF for complete details
Don't Wait
This is one of the most comprehensive one day channel course ever offered and you will learn more information that will help you build a successful SaaS channel in one day than you could get from years of trying to do it on your own--it is the ultimate Channel Boot-Camp.
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Revenue Growth Best Practices Workshop for SaaS and Cloud Companies
Price: $499.00 SaaS Applications University Attendance/Workshop Combined Package Price: $1,198 (You save $300!)
Time: This workshop runs from 8:00 AM to 1:30 PM and includes breakfast.
Location: Austin, TX, March 1st, Austin Marriott South
Overview
Experience Explosive Revenue Growth with Proven Approach
If you are a Software or Cloud-Computing company and want to experience explosive revenue growth you should attend our 5 hour Revenue Acceleration Workshop. This Workshop is designed for executives who are looking for a proven and capital efficient way to consistently grow their revenue without costly marketing and sales experimentation. First, we will discuss business drivers with the Cloud Computing business model. Next, we will discuss revenue growth best practices. Finally we will introduce you to our proven method for explosive revenue growth and how it can be implemented with your company today.
Business Drivers for Cloud Computing
Here are some of the important business drivers that every Chief Executive wants to master with the Cloud Computing business model:
- Buyers are in Charge and Want It Their Way
- Buyers Trust the Voice of Peers and Customers
- Achieve High Velocity and High Volume Sales
- Marketing’s Role to Drive Demand Creation
- Need to Manage Cash Flow in a Subscription-Based World
- Need to Reduce the Cost of Sales – CAC ratio
- Need to Reduce Sales Cycles - Land and Expand
- Customers Expect Quick Time to Benefit
Revenue Growth Best Practices for SaaS and Cloud Computing Companies
We have developed a set of Revenue Growth Best Practices that we have already implemented with many Cloud Computing companies.
Apply these best practices to your company today.
- Understand the Buyer – Their Preferences, and How They Rate the Pain You Are Solving and your Value Propositions
- Understand the Market Dynamics and Competitor Strategies – and how they Influence your Go-To-Market Strategy
- Focus on the Buying Process Instead of the Sales Process
- Create your Referral Engine to Drive Adoption
- Build your marketing Engine and Significant Demand
- Create the Frictionless Sale – Self-Discovery and Self-Service
- Apply Progressive bundling for Incremental Revenue
- Match Revenue to Expense to Optimize Cash Flow
- Apply Revenue Expansion Vectors Beyond Direct Sale
Proven and Capital-Efficient Method to Grow and Scale Revenue
We will also introduce you to a proven and capital-efficient method to consistently grow your revenue without costly marketing and sales experimentation. Based on building and leading successful software and cloud computing companies for three decades and advisory work with hundreds of companies, we have created the Revenue Acceleration Map which you will receive and can apply to your company immediately.
We will cover these topics in detail:
- Strategy & Revenue Alignment – create a plan to drive your revenue growth. We apply “revenue engineering” to link today’s demand generation and marketing activities to produce tomorrow’s revenue. Our financial model ties everything together
- Market Definition – define your target markets, gain brand awareness and reach 100% of your target audience
- Lead Generation – implement the optimal mix and volume of lead generation programs for your target audience
- Lead Management – capture all of your market qualified leads, score them and nurture them into sales accepted leads
- Sales Enablement – review the lead to sales process and the necessary ingredients to scale your sales force successfully
- Revenue Expansion – expand your sales distribution channels with a tried and true method
- Key Performance Metrics – volume and conversion metrics to build a predictable revenue model
About Your "Professor"
The Workshop will be conducted by Robert Jurkowski, Cofounder and Managing Partner for On Demand Advisors, a strategic consulting firm that partners with Chief Executives to help them experience explosive revenue. On Demand Advisors works with technology companies to help them develop, deliver and execute their go-to-market strategies.
For the past 25 years Robert has built and scaled 9 Cloud Computing and Software companies as an operating “hands on” leader at every stage of revenue growth from “start up” to public companies. In particular he focuses on the mastery of disruptive business models like Cloud Computing and the DNA required to win with this model.
Robert has led as CEO for private and public companies and is an accomplished speaker at Technology Industry forums and events including Softletter’s SaaS University, the SIIA On Demand conference, the Enterprise Software Investment Forum, SaaScon, the Executive Technology Forum, TieCon, the Software 500 Marketing Perspectives conference and Triple Tree SaaS conference.
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UI Design Best Practices Workshop for SaaS and Companion Mobile Apps
Price: $599, SaaS Applications University Attendance/Workshop Combined Package Price: $1,298 (You save $300!)
Time: This workshop runs from 8:00 AM to 1:30 PM and includes breakfast.
Location: Austin, TX, March 1st
If you are a Senior Executive, VP of Development or Product Manager migrating an existing on-premise application to SaaS or designing a new SaaS, you should attend our five hour SaaS UI Design Workshop.
This is the only workshop that covers the business strategies and user experience issues that are critical to success in SaaS. The principles covered in this workshop will help you to avoid costly design mistakes, accelerate your time to market, improve your ability to respond dynamically to competition, lower your total cost of development and provide you with a platform that will continue to evolve profitably and reliably over time. Most importantly it will lead to higher user productivity and greater user acceptance. For on-demand SaaS products this is a critical asset.
First we discuss SaaS-related business priorities, risk factors and strategies. Then we review the high-ROI best practice principles of SaaS Design. Finally we discuss the importance and design guidelines for companion mobile apps.
SaaS Risk Identification and Business Priorities
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Buyers are dissatisfied with the experience, functionally or time require to complete activities
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Buyers or prospects say the current application looks and feels outdated
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Prospects are purchasing competitive SaaS offers
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Support and training costs limit the viability of adding new features or expanding into new markets
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You are uncertain about which presentation layer technology they should choose
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You want to deliver software incrementally in iterative small chunks to boost speed of deployment and reduce risk
Design Principles Best Practices
Based on work over 17 years and having designed over 400 applications, Catalyst Resources has put together a library of proven best practices for SaaS design. Apply these best practices to your SaaS solution in order to achieve the highest possible ROI:
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Don't just port:
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Design for modularity
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Implement a solution that offers richness of interaction with predictable, fast simplicity
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Enable customization and branding
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Design for perceived high performance
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Develop the correct mental model and optimize for high value scenarios
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Integrate user monitoring into the application
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Build out the application to support the full customer life cycle
Companion SaaS Mobile App Guidelines
Everyone knows that they need or will need a mobile solution. Mobile user experience design is about much more than choosing HTML5 and designing for a smaller screen size. To develop a great mobile user experience that users will love and that will bind them tightly to your SaaS, you need to develop a companion mobile app with targeted, focused functionality. Our guidelines will help you get started now or plan for mobile solutions in the future.
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Define the true high value mobile functionally for 80% of the targeted users
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Design mobile functionality to be "insanely valuable" for users in a mobile setting
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Design for emotion and the mobile context
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Design for sharing and collaboration
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Explore cross-device design from the very beginning across all platforms
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Validate your mobile app
About Your Professor
This workshop will be conducted by Paul Giurata, lead solution architect for Catalyst Resources. Over the last 17 years, he has worked with a wide range of clients from startups to Fortune 100, designing and delivering over 80 mission-critical SaaS applications, as well as 400+ web, desktop and mobile applications. A noted speaker and considered one of the pre-eminent UI application designers in the U.S., Paul begin his career at the Apple Multimedia Lab.
Software designed by Paul and his teams is used to manage mission-critical SaaS applications that:
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Handle over 400 million credit card accounts worldwide
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Oversee 50% of global security trades made each day
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Monitor more than 10% of the liquid fuel in the US
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Process over 17.5% of all US paychecks
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Control Biotech and FDA instrumentation for cancer detection and drug discovery
Paul holds a BS in Electrical Engineering from University of Colorado and an MBA from Santa Clara University.
Register Here
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Poking Through The Clouds: A Workshop That Builds Powerful, Sustainable, Breakthrough Positioning
Price: $599, SaaS Applications University Attendance/Workshop Combined Package Price: $1,298 (You save $300!)
Regularly priced at $799, but discounted to $599 for SaaS U attendees. In addition, attendees receive one follow-up consulting workshop (Web or phone) as well as 90 days of email coaching to help refine and implement your ideas. Course fees include workbook and online access to template documents. This total package is normally priced at $4000. Discounts available for multiple company attendees.
Time: This workshop runs from 8:00 AM to 1:30 PM including breaks and complimentary breakfast.
Location: Austin, TX, Marriott Austin South
Why Attend?
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Are you fighting for visibility in a crowded category?
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Do your customers view your solution as a vitamin and not a painkiller?
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Is sales struggling to move customers through the pipe?
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Are competitors setting the market on fire, while you are sure you have a better mousetrap?
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Is your SaaS offering on a collision course with your ISV positioning?
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Are you raising capital and not blowing them away?
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Did your PR/Ad/Marketing agency promise killer positioning but deliver the same old stuff?
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In today’s crowded market with customer driven sales cycles and information overload, breaking through and getting noticed is harder than ever. GREAT positioning has never been more important.
This workshop will unlock your hidden positioning strengths, free you from your preconceived notions and put you on the path to accelerated revenue and market success .
Using methods that have been proven to deliver results for SaaS and software providers in multiple market segments, we will rapidly develop powerful customer centric positioning. With your offerings and market challenges as our canvas, we will paint the picture of your breakthrough, market winning proposition. Together we will workshop three key topics:
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Finding uniqueness – In this session, we will explore how to map your unique capabilities to things customers care about.
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Generating positioning – Using the output from the first session, we will build both models and positioning statements to establish breakthrough positioning.
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Driving messaging- Translating positioning into powerful and concise messaging is part art, part science. We will take the mystery out of this with process, tools and coaching.
Lastly we will drive an action plan to translate your positioning into powerful, experience based go to market framework and strategy. When you leave this workshop you will be armed with the tools and skills to complete your positioning strategy when you return home, and will have a head start on getting it done.
Who Should Attend
Senior Customer Facing Executives in Sales, Marketing and Product Management, CEOs, Technical visionaries and Founders.
About Your "Professor"
Ken Rutsky is the Principal and Founder of KJR Associates, Inc,. Ken is Silicon Valley thought leader on go to market strategy and tactics, SaaS and Cloud marketing transformation, and experience marketing. Clients of KJR have included Nimsoft (Acquired by CA), Merced Systems (Acquired by NICE), FireEye, Eccentex, and a Fortune 10 Network Equipment company.
Ken has helped all of them accelerate sales and valuation through disruptive positioning and integrated go to market tactics. Ken’s 20+ years of engineering, sales and marketing prior to consulting included leading marketing for McAfee’s Network Security business, and key strategy and program roles building both the Intel Inside and the Netscape brands. Ken started his career at IBM and has held CMO roles at multiple start-up ventures, including Collation, which was acquired by IBM. When Ken is not talking, blogging or tweeting about SaaS and Cloud, he is busy refereeing, coaching and shuttling his four children to a wide variety of events!
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