Selling and Marketing Software as a Service to the Enterprise

(BUS 105)

This course will focus on the critical success factors in selling and marketing Software as a Service (SaaS) to large Enterprises. We will examine current sales processes and marketing programs, plus sales compensation, channel issues, and pricing models for companies that sell SaaS solutions to enterprises. Students will learn how these practices are evolving and hear projections on best practices for market leaders. Software industry executives will present their experiences in entering markets and growing sales with SaaS solutions. Comparisons to license and appliancedelivery models will be explored. Students will have the opportunity to explore SaaS sales and marketing alternatives with the instructor, visiting executives, and the rest of the class. Key elements of this highly interactive course will include: SaaS value propositions and pricing models, SaaS sales and marketing approaches, the role of services in an SaaS model, and more.

Chuck DeVita, President, Growth Process Group

Chuck DeVita received an MBA from Stanford and a BSEE from Santa Clara University. He has more than thirty-five years’ experience in technology sales and marketing management. Chuck has worked with SaaS delivery models since 1999. He led the initial growth of two successful technology startups and the turnaround of a public software company. He has served as interim vice president of sales and marketing for business-tobusiness software and SaaS solution providers in the US and Europe and now helps technology companies raise capital, acquire customers, and grow revenues.