fullscreen background
Skip to main content

Fall Quarter

Fall Catalogues
Now Available
Registration Opens Aug 20
shopping cart icon0

Courses

« Back to Professional & Personal Development

BUS 105 — Cloud Computing and Subscription Models: Selling and Marketing SaaS and Mobile Solutions to the Enterprise

Quarter: Fall
Day(s): Tuesdays
Course Format: On-campus
Duration: 6 weeks
Date(s): Oct 16—Dec 4
Time: 7:00—9:00 pm
Drop Deadline: Oct 29
Unit: 1
Tuition: $485
Instructor(s): Chuck DeVita
Limit: 70
Status: Registration opens on 08/20/2018
Please Note: This course has a different schedule than what appears in the print catalogue. The course will now meet from October 16 to December 4. There will be no class on November 20 and November 27.
Fall
On-campus
Tuesdays
7:00—9:00 pm
Date(s)
Oct 16—Dec 4
6 weeks
Drop By
Oct 29
1 Unit
Fees
$485
Instructor(s):
Chuck DeVita
Limit
70
Registration opens on 08/20/2018
Please Note: This course has a different schedule than what appears in the print catalogue. The course will now meet from October 16 to December 4. There will be no class on November 20 and November 27.
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 and perpetual license solution to a SaaS solution/subscription model. 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.

Chuck DeVita, President, Growth Process Group

Chuck 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.
DOWNLOAD THE PRELIMINARY SYLLABUS » (subject to change)