BUS 105 — Cloud Computing and Subscription Models: Selling and Marketing SaaS Solutions to the Enterprise
Course Format: Live Online (About Formats)
Duration: 6 weeks
Date(s): Apr 28—Jun 2
Time: 7:00—9:00 pm (PT)
Refund Deadline: Apr 30
Instructor(s): Chuck DeVita
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 an 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 an SaaS model. While sales process design criteria are covered, this is not a sales training course. The focus is on selling, marketing, and customer success of SaaS solutions to large enterprises. It is not about consumer or small- to medium-business markets.
Chuck DeVita, President, Growth Process GroupChuck DeVita has nearly four decades of experience in technology sales and marketing management. He has worked with SaaS delivery models since 1999 and led the initial growth of two successful technology startups plus the turnaround of a public software company. He has led sales and marketing for B2B software and SaaS solution companies throughout the United States and Europe, and he also mentors several enterprise cloud solution startups. He received an MBA from Stanford.
Textbooks for this course:
There are no required textbooks; however, some fee-based online readings may be assigned.