BUS 105 — Cloud Computing: Sell and Market Enterprise Subscription Model SaaS and AI Solutions
Course Format: Live Online (About Formats)
Duration: 6 weeks
Date(s): Apr 19—May 24
Time: 7:00—9:00 pm (PT)
Refund Deadline: Apr 21
Instructor(s): Chuck DeVita
Class Recording Available: Yes
Live Online(About Formats)
7:00—9:00 pm (PT)
Apr 19—May 24
This course will focus on the strategic success factors for selling and marketing cloud computing and AI applications with subscription business models to large enterprises. Customer acquisition and retention issues, best practices in sales processes and marketing programs, sales compensation design, and pricing models will be explored. We will cover the challenges of transitioning from a perpetual license solution to a 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 their companies. Students will have the opportunity to explore SaaS/subscription sales and marketing alternatives with the instructor and visiting executives. Key elements of this highly interactive course will include the process for developing value propositions and pricing models, sales and marketing approaches, financial metrics, and the role of customer success and services in subscription business models.
This course focuses on the enterprise market, and while sales process design criteria are covered, this is not a sales training course, and it does not cover selling and marketing to consumer or small- to medium-business markets. Prior experience in the technology industry is helpful since the course moves quickly.
Chuck DeVita has 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 enterprise SaaS solution companies throughout the US and Europe. He is a mentor/coach for Alchemist Accelerator, ASTIA, and StartUpNV. He received an MBA from Stanford.
President, Growth Process Group
Textbooks for this course:
There are no required textbooks; however, some fee-based online readings may be assigned.