Courses

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.