SaaS University Workshops in Seattle, WA

Right Pricing Your SaaS System: Beyond the Basics Advanced Workshop
 

Register for SaaS University
 

Price: $599, Save $200 with Group Discount and Early Registration Before April 15th
 

Time: This workshop runs from 8:30 AM to 1:00 PM including coffe breaks

Location: Seattle, WA, May 23rd, Embassy Suite Hotel, Bellevue, WA

Overview

Realizing higher revenues and profitability from your B2B SaaS/Cloud software offerings means getting your pricing "right enough". This half-day workshop will help you do just that – while helping you avoid some of the more serious pricing traps.

You will learn how best to apply pricing fundamentals to your B2B offering -- regardless of how it is hosted, licensed or how you charge for it. The workshop covers the must-know pricing fundamentals and includes practical (and proven) strategies and tactics than can improve the success of your software-based offering. The content is practical and down-to-earth, drawn from consulting engagements and industry sources. It is also constantly refreshed to reflect changes in the industry and the economic environment. The main topics to be covered include:

• Price versus Pricing – Setting a price is important but is only one part of pricing.

•  Why use a pricing model – Pricing systematically can shorten sales cycles, increase profitability and increase customer satisfaction.

• Price structure vs. pricing details – Setting your price structure first helps you deal with the details of pricing – the price levels.

• Find the right way to charge for your product –Choosing a metric that scales with the value you deliver makes it easier for you to sell and your customers to buy.

• Create a strategic advantage with packaging – Offering customers the right number and types of product packages can help you leave less money on the table and make customer acquisition and upsell easier.

• Triangulating into the correct price level – You can set price levels more confidently when you understand the economic value you deliver to your customers.

We will address many of the common pricing challenges software companies face. In addition to the workshop, the registration fee also includes a 1-hour personal consultation where you can discuss your own pricing challenges privately.

To keep the workshop as interactive as possible, workshop size is limited to 15. The workshop runs from 8:30 AM to 1:00 PM. The attendance fee of $595 includes a copy of the workshop materials and the one-hour personal consultation. Group discounts are also available.

The workshop is led by Jim Geisman, Founder and Principal of Software Pricing Partners, Inc. located in Newton, Massachusetts. The firm helps its B2B technology clients realize greater value from the products they sell and the people that sell them. Software Pricing Partners has worked with clients around the world since its start in 1982. The firm's sharp focus on software and related products is reflected at www.softwarepricing.com.

Jim is a member of the Board of Advisors of the Professional Pricing Society and Co-chair of the SaaS Cluster of the Mass Technology Leadership Council. He is a frequent presenter at various high-tech conferences and industry gatherings. He holds degrees in Electrical Engineering from Tufts and an MBA from Harvard.

Register for SaaS University

How to Build a Successful SaaS Reseller Channel

First time ever: Become a Certified Channel Manager. Workshopcost includes training, e-learning re-training & review, test and  certification! All for less than the cost for certification alone.
 

Register for SaaS University
 

Price: $599, Save $200 with Group Discount and Early Registration Before May 15th
 

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: Seattle, WA, May 23rd, Embassy Suite Hotel, Bellevue, WA

Why 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 a former VP of Sales and Marketing with TAC (now called MarketStar), a VP at Goldmine Software, VP at Harcourt, Sr. VP at Motorola, 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 AOL and 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 hasbeen quoted by over 100 publications including PC Magazine, Retail Week, Computer Reseller News, Entrepreneur Magazine, Channel Advocate, Newsweek, and Fortune.

Course Outline

This is one of the most comprehensive one day channel courses ever offered. Be prepared for a high-speed, fire hydrant delivery, with a density of information that will make your head spin. Fortunately, the workbook contains every slide and has lines for copious notes—so bring a full ink pen! All attendees will get a workbook, plus a CD containing templates, agreements, and samples of everything covered, including the Channel Plan of Action.

You will sit with one of the industry’s top channel masters and learn more information that will help you build a successful SaaS channel in one day than you could get from years of trying it yourself—it is the ultimate Channel Boot-Camp.

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 the PDF of the Course Description
 

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.
 

Register for SaaS University 

Revenue Growth Best Practices Workshop for SaaS and Cloud Companies

Register for SaaS University
 

Price: $399, Save an $100 with Group Discounts
 

Time: This workshop runs from 8:00 AM to 2:00 PM and includes breakfast.

Location:  Seattle, WA, May 23rd, Embassy Suite Hotel, Bellevue, WA

Overview 

This 6 hour interactive and intensive workshop for Chief Executives and Business Owners will share with you how to accelerate your revenue 5X, 10X and 20X. You will learn about a proven and capital efficient approach to significantly grow revenue without costly marketing and sales experimentation.

From our operational work and advisory work with hundreds of Software, Cloud and SaaS companies we will share with you how to eliminate the 10 major obstacles to explosive revenue growth, how to apply the revenue growth best practices for SaaS/Cloud companies, how to “engineer” your revenue and how to create your own Revenue Acceleration Map. Finally, we will share with you the case studies of companies that have achieved success through this approach. Join us to master this vital process for every Chief Executive. 

How to Eliminate 10 Major Obstacles to Revenue Growth

Every company, regardless of size, needs to grow revenue predictably and profitably.  In order to demonstrate leadership Chief Executives are challenged to grow their companies 20%, 30%, 50% or even 100% year-over-year top line growth.  Growing revenue well is a vital process to master.

During this workshop we will discuss how you can eliminate 10 major obstacles or questions so that you can achieve breakout revenue growth. Have you ever said?

• I lack sales qualified leads for my sales team”
• “I do not have visibility into my revenue for the next 12 months”
• “Our messages and offers are not working with our audience”
• “How do we stay engaged when our buyer is not ready to buy?”
• “Our Marketing investments are not producing tangible results”
• “We are only reaching a fraction of our target audience”
• “Our cost of sales and cost of customer acquisition is too high”
• “How do I scale a channel sales program as a SaaS/Cloud company?”
• “How do I approach new markets without expensive experimentation?”
• “How are revenue growth best practices different as a SaaS/Cloud company?” 

How to Engineer Your Revenue

During our recent polling with hundreds of SaaS/Cloud executives we have found that only one out of 25 has a comprehensive go-to-market plan to build and scale their revenue. Next, we will introduce you to a proven and capital-efficient model to consistently grow your revenue without costly marketing and sales experimentation. We with help you create your own Revenue Acceleration Map, your comprehensive plan and proven system to scale your revenue.

Our Revenue Acceleration Map addresses the following areas:

• Strategic and Revenue Model – review and optimize your SaaS/cloud model to achieve peak performance
• Revenue Engineering – 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. You will have complete traceability from marketing spend to sales outcomes
• Lead Management – capture all of your market qualified leads, score them and nurture them into sales qualified leads
• Sales Enablement – review the lead to sales process and the necessary ingredients to scale your sales force successfully and facilitate the buying process
• Revenue Expansion – expand your sales distribution channels and venture confidently into new markets or geographies because you eliminated the risk  of failure
• Key Performance Metrics – learn how to create the three funnels to “engineer your revenue” and the 6 Cs to scale and sustain your recurring revenue model. 

How to Master your SaaS/Cloud Business Model

The SaaS/Cloud business model is diametrically different than the traditional software on-premise business model. The success of your revenue growth initiatives is directly linked to and dependent on your SaaS/Cloud business model. We will contrast and compare the differences between the on-premise, hybrid and SaaS/Cloud business models and what revenue growth best practices you need to implement to master the SaaS/Cloud business model.

About Your Workshop "Professors"

On Demand Advisors is a firm dedicated to helping Software, SaaS and Cloud CEOs achieve explosive revenue growth and dominate your target markets while excelling with your business model. Our proven approach has been implemented at hundreds of software, cloud and technology companies.

Robert Jurkowski is a co-founder and has built and scaled 9 Software and Cloud companies as an operating “hands on” leader at every stage of revenue growth from “start up” to public companies. He is a former public and private software company CEO and an accomplished speaker at industry forums and events. Robert co-founded the IBM Software as Service Partner Council representing over 100 Cloud companies and has served a SIIA Software Division Board member.

Craig Remy is also a co-founder and has led private and public companies as Chief Marketing Officer (CMO) including Selectica, Intacct, Quaartz and Connected Minds. Prior to leading as CMO, Craig led a strategic branding firm working with global companies like Nike, Disney and Levi Strauss.
 

Register for SaaS University