Articles and Presentations

Pricing Basics >>>

Materials covering the full range of issues and decisions involved in pricing business-to-business software and related services, from formulating pricing strategies and structures to setting price levels. Establishing processes that can improve the likelihood of making consistently sound decisions is also covered. The focus is on software licensed on a perpetual basis. Non-traditional licensing approaches such as Software as a Service and Subscription licensing are addressed in greater depth under Non-Traditional Licensing.

• Strategy and Structure

• Price Levels

• Pricing Process

 

Non-Traditional Licensing >>>

Materials that are focused on increasingly popular non-traditional licensing approaches, Software as a Service and Subscription licensing. Issues is covered include formulating pricing strategies and structures, chosing pricing metrics and packaging, and setting price levels.

• Software as a Service (SaaS)

• Subscription Licensing and Pricing

Price Realization >>>

Often, the prices software vendors set for their products and services are only a starting point for negotiations that determine the prices they actually get. These materials address how software vendors can better manage negotiated discounts by viewing them as investments in future business. Tactics for successful negotiations are also addressed.

• Strategic Discounting

• Negotiation Tactics

Special Audiences >>>

Materials covering the full range of price setting and price realizations, that speak more directly to Product Managers in well-established companies, key players in start-ups, and members of the investing community.

• Product Managers

• Start-Ups and Investors
  

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