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Developing Clear Value Propositions and Pricing Models (BUS 54)
In this economy, solid value and fast payback are required to get the sale. This course will focus on developing value propositions and pricing models for products sold to businesses. The principles and methods presented here can be applied to a variety of products and solutions, and we will draw on examples from enterprise software and Software as a Service (SaaS) hosted solutions.
Classroom visits from industry executives will help students learn practical approaches for dealing with the challenge of developing value propositions. Students will have the opportunity to apply the concepts presented in the course to their own business scenarios. They will make presentations to the class for constructive feedback from both students and the instructor.
Key elements of this highly interactive course will include: defining a value proposition and understanding its importance; learning how to develop clear value propositions; understanding ROI and payback; differentiating value; developing pricing dimensions and structures; selecting approaches for discounting; and more.
Chuck DeVita
President, Growth Process Group
Chuck DeVita received an MBA from Stanford and has more than thirty-five years of experience in technology sales and marketing management, regionally and worldwide. He led the initial growth of two successful technology startups as well as the turn-around of a public software company. He has also served as interim vice president of sales and marketing for business and infrastructure software and hosted solution companies in the US and Europe. His firm, Growth Process Group, helps early to mid-stage technology companies raise capital, acquire customers, and grow revenues.
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Course Details
Tuesdays
7:00 - 8:50 pm
5 weeks
Sept 30 - Oct 28
1 unit $260
Drop by: Oct 13
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