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BUS 105 — Cloud Computing: Selling and Marketing Enterprise Subscription Model SaaS and AI Solutions

Quarter: Fall
Day(s): Wednesdays
Course Format: Live Online (About Formats)
Duration: 6 weeks
Date(s): Oct 12—Nov 16
Time: 7:00—9:00 pm (PT)
Refund Deadline: Oct 14
Unit: 1
Tuition: $535
Instructor(s): Chuck DeVita
Limit: 75
Class Recording Available: Yes
Status: Registration opens Aug 22, 8:30 am (PT)
 
DOWNLOAD THE SYLLABUS » (subject to change)
Fall
Live Online(About Formats)
Wednesdays
7:00—9:00 pm (PT)
Date(s)
Oct 12—Nov 16
6 weeks
Refund Date
Oct 14
1 Unit
Fees
$535
Instructor(s):
Chuck DeVita
Limit
75
Recording
Yes
Registration opens Aug 22, 8:30 am (PT)
DOWNLOAD THE SYLLABUS » (subject to change)
This course will focus on the strategic success factors for selling and marketing cloud computing and AI applications vvia 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 an on-premise/perpetual license solution to a SaaS or AI/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 value propositions and pricing models, sales and marketing approaches, financial metrics, and the role of 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
President, Growth Process Group

Chuck 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.