About the course
This course will focus on the critical success factors in selling and marketing cloud computing applications via subscription models, also called Software as a Service (SaaS), to large enterprises. Customer acquisition and retention issues, best practices in sales processes and marketing programs, sales compensation design, channel issues, and pricing models will be explored. We will cover the challenge of transitioning from an on-premise/perpetual license solution to a SaaS/subscription model solution. The financial implications of various market entry models will be discussed. Executives from cloud computing market leaders will present their experiences in growing sales with SaaS solutions and how SaaS practices are evolving. Students will have the opportunity to explore SaaS sales and marketing alternatives with the instructor, visiting executives, and each other. Key elements of this highly interactive course will include value propositions and pricing models, sales and marketing approaches, financial metrics, and the role of services in a SaaS model. While sales process design criteria are covered, this is not a sales training course. The focus is large enterprises and is not appropriate for those primarily interested in consumer or small- to medium-business markets.
Chuck DeVita has over thirty years experience in Sales and Marketing management. He has developed regional and worldwide sales forces and has extensive international background. His expertise includes infrastructure, business intelligence, manufacturing software, supply chain, EDA, software devel...
Videos and materials
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.