SaaS University Workshops

Right Pricing Your SaaS System: Beyond the Basics Advanced Workshop
 

Price: $745.00, Early Bird Price: $545.00 (When Combined with SaaS U Attendance) Package Price: $1340
 

Time: This workshop runs from 8:30 AM to 4:30 PM including breaks and complimentary lunch

Location: Sheraton National, Arlington, VA

Find Out More - Click here for more information or to order this Workshop Only.

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 $595 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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SaaS Channel Management and Development Workshop
 

Price: $795.00, Early Bird Price: $595.00 When Combined with SaaS U Attendance) Package Price: $1390
 

Time: This workshop runs from 8:30 AM to 4:30 PM including breaks and complimentary lunch

Location: Sheraton National, Arlington, VA
 

Download Complete Workshop Agenda
 

Overview
 

• 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 seminar ever on defining, creating, recruiting and managing a world-class SaaS channel program!
 

Who Should Attend?

This course is perfect 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.
 

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. In addition, you get the Chanimal Master Channel Plan of Action showing all the steps to create, recruit and build an effective SaaS channel (detailed enough an intern can follow it).
 

Agenda

• Channel Management Defined (level-set entire group)
• Phase One – Defining (or re-defining) Your Channel Program
• Phase One – Program Setup (deliverables)
• Phase Two – Recruiting a Channel (strategy)
• Phase Two – Recruiting Tactics
• Phase Three – Enablement (initiating sales)
• Channel Management – Ongoing motivation
• Refining Your Program – Putting It All Together
   

About Your "Professor"

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 50 start-ups with SaaS products).

Mr. Finch is a former VP of Sales and Marketing with TAC (now called MarketStar), a VP at Goldmine Software, VP at Harcourt, Sr. VP at Motorola, and VP at GE, and CEO of Chanimal.com. 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 of 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, Channel Advocate, Newsweek, etc.
 

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Charting Your Course to SaaS
 

Making the Right Choices for Your SaaS Product
 

Price: $695.00, Early Bird Price: $495.00 (When Combined with SaaS U Attendance) Package Price: $1290
 

Time: This workshop runs from 8:30 AM to 4:30 PM including breaks and complimentary lunch

Location: Sheraton National, Arlington, VA

Overview

SaaS is a disruptive force in the software industry – presenting many challenges to new entrants and not much in the way of “best practices” or information that can be easily applied across the board. It is not a “one-size-fits-all” business and there are more options available everyday. How do you make the right technical and business choices for your offering?

• How do you select a good feature set?
• What do I need to operate the business side of a service successfully?
• What skills do we need to have or bring in?
• What technical choices are critical to make now?
• What technologies or services can I leverage and what are the trade-offs?
• What are the critical steps in the process of releasing a product?
   

These and more are good examples of the kind of issues and questions that we will cover in this day-long seminar and workshop. Participants will hear industry best practices, get their questions answered, and work on approaches specific to their needs.
 

Who Should Attend?

This workshop and seminar is important for anyone considering a SaaS product, in the process of developing a product or offering a product that hasn’t reached its potential, including: Entrepreneurs, CXO’s, product managers and key executives in startups, vendors moving to SaaS or existing SaaS companies.
 

Course Outline

Content for this course has been developed from work with clients in the field, presentations, and the extensive industry experience of both presenters. The workshop is designed to be interactive and dynamic with both seminar and hands-on working sessions. It brings together both the business and technical sides of a SaaS operation in a way that is understandable and unifies the two strategically. The price of the workshop is $750 per person and includes copies of all materials and a CD of presentations given. Early bird and group discounts are available. Points we will cover include:
 

Overview - How is a SaaS Product and Business “Different”?

• Leaving 30 years of industry history behind
• Transitioning to a service-led model
• 10 ways to fail

Your Service is Different

• What does making the right choices mean?
• Understanding your market, product strategy, roadmap, supporting technologies, and skills needed.
• Knowing flexibility is key in SaaS

Sell the Right Product

• Map your core product and customer assumptions
• Consider test marketing plans
• Developing a go-to-market feature set

Make Strategic Development Choices

• Selecting services and platforms
• Selecting a technical architecture
• Making development and deployment choices

Operating a SaaS Business

• Understanding service-led business requirements
• Leveraging operational metrics
• Understanding end-user interaction in SaaS and product management

About Your “Professors”

Luis Aburto, CEO of Scio Consulting, is a veteran of international technology and engineering consulting for corporate and government clients in the U.S. and Latin America. Mr. Aburto is the founder of Scio Consulting, and in 2006 was responsible for focusing the direction of the company on SaaS enablement services. Luis has worked with a multitude of software companies of all sizes and across many industries, helping them make the transition to SaaS.

Mike Dunham, Principal Consultant of Scio Consulting, has over 25 years background in the development and introduction of new technology working with startups, government and the largest enterprise software companies. He has worked with Scio for five years, regularly authors articles on SaaS and the software industry and hosts a series of podcasts on SaaS best practices. Mike leads Scio’s professional services helping companies develop and bring to market new SaaS offerings.
 

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Accelerate Your SaaS Revenue Workshop
 

Price: $695.00, Early Bird Price: $495.00 (When Combined with SaaS U Attendance) Package Price: $1290
 

Time: This workshop runs from 8:00 AM to 1:00 PM and includes breakfast.

Location:  Sheraton National, Arlington, VA
 
 

Overview
 

Accelerate Your Revenue Plan with a Proven Approach
 

If you are a SaaS, software or Cloud-Computing company and want to grow your revenue predictably and profitably, you should attend our five hour Revenue Acceleration Workshop on Thursday, July 22nd at the Sheraton National Hotel in Arlington, VA.  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. People who can benefit from this workshop are Chief Executives, Marketing and Sales professionals.
 

Benefits That You Will Receive by Attending
 

When you attend this Workshop we are going to share with you how to create a Revenue Acceleration Map for your Company.  We will provide you with a step-by-step roadmap about how to achieve your revenue growth goals for your SaaS or software company and a scorecard to measure your progress along this vital journey. Once you apply this knowledge to your company you will receive the following benefits:

• You will gain visibility into future revenue several quarters out from today
• Our capital efficient approach will eliminate costly marketing and sales experimentation
• You will be able to deliver and scale qualified leads for your sales team
• Your Marketing and Sales teams will work together as one
• Demand for your solutions will lead costly sales investments
• You will effectively reach 100% of your target audience to sell them your solutions
   

Our content is drawn from advisory work that we conduct with SaaS and software companies from startup to public stages and ongoing research with hundreds of companies to understand best practices as it pertains to their go-to-market strategy and execution. Additionally we draw upon the many years of operational experience leading and growing successful SaaS and software companies.
 

Topics that we will cover include:
 

• SaaS vs. On Premise Software – understanding the differences and how they impact your go-to-market strategy
• Market Definition – define your target markets, gain awareness and reach 100% of your target audience
• Lead Generation – review all demand creation programs and achieving the right mix
• 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
• Key Metrics – volume and conversion metrics to build a predictable revenue mode
   

About Your "Professor"
 

The Workshop will be conducted by Bob Jurkowski, Cofounder and Managing Partner for On Demand Advisors, a strategic consulting firm dedicated to the success of CEOs and business leaders. For the past 25 years Robert has built and scaled 9 SaaS and software companies as an operating “hands on” leader at every stage of revenue growth from “start up” to public companies. He has served as a former public and private software company CEO and is an accomplished speaker at industry forums and events including Softletter’s SaaS University.

Robert co-founded the IBM Software as Service Partner Council and has served as a SIIA Software Division Board member. He currently chairs two Chief Executive Groups in the Bay area for the Alliance of Chief Executives. He has a Bachelor of Arts Degree in Economics from the University of Chicago.
 

Click Here for Combined Attendance Pricing Information