fullscreen background
Skip to main content

Spring Quarter

Spring Registration Now Open
Most Classes Begin Apr 03
shopping cart icon0


« Back to Professional & Personal Development

BUS 105 — Cloud Computing: Sell and Market Enterprise Subscription Model SaaS and AI Solutions

Quarter: Spring
Day(s): Wednesdays
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
Unit: 1
Tuition: $530
Instructor(s): Chuck DeVita
Limit: 75
Class Recording Available: Yes
Status: Open
DOWNLOAD THE SYLLABUS » (subject to change)
Live Online(About Formats)
7:00—9:00 pm (PT)
Apr 19—May 24
6 weeks
Refund Date
Apr 21
1 Unit
Chuck DeVita
DOWNLOAD THE SYLLABUS » (subject to change)
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.

President, Growth Process Group

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.

Textbooks for this course:

There are no required textbooks; however, some fee-based online readings may be assigned.