BUS 105 — Cloud Computing and Subscription Models: Selling and Marketing SaaS and Mobile Solutions to the Enterprise
Course Format: On-campus course
Duration: 6 weeks
Date(s): Oct 10—Nov 14
Time: 7:00—9:00 pm
Drop Deadline: Oct 23
Instructor(s): Chuck DeVita
Oct 10—Nov 14
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. The impact of mobile access on enterprise cloud solutions and the metrics for SaaS and mobile apps will be presented. 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 an SaaS solution/subscription model provider. 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 an SaaS model.
Chuck DeVita, President, Growth Process GroupChuck DeVita has more than thirty-five years of experience in technology sales and marketing management. He has worked with SaaS delivery models since 1999 and has led the initial growth of two successful technology startups and the turnaround of a public software company. He has also led sales and marketing for B2B software and SaaS solution companies throughout the United States and Europe. DeVita is a frequent speaker at industry and venture forums on cloud computing sales and marketing issues. He received an MBA from Stanford.
Textbooks for this course:
There are no required textbooks; however, some fee-based online readings may be assigned.