Presentations

Here is a series of presentations that may be of interest or use to you. Each presentation can be downloaded in PDF file format. You will need to download and install Adobe Acrobat Reader (free from Adobe) to read the file. Here is a link to Adobe.

Here are the presentation categories:

In addition to Presentations, we also have Articles & Publications and Case Histories which can be viewed at no charge. Additional materials are available for purchase at the Online Store.

Assessing Value

Understanding Product Value. Of course one of the ways to defend prices is to understand the value products deliver. Here are some tips that will help identify how to look for the value delivered by products. For a presentation that describes what to look for in finding a value price, click here.

The Internet and Pricing Traditional Products. The Internet represents a wonderful opportunity for new entrants who have nothing to lose (but their investors' money). But how should a company with existing products think about pricing to maintain/build revenues and momentum?

This presentation "What Happens When Traditional Software Pricing Meets the Web?" suggests thinking about the Internet version of existing products as a migration to a new "platform". This presentation was the first ever public web seminar on software pricing (sponsored by PictureTalk) and can be viewed by clicking here. Or download the PDF file (338KB).

Licensing Options

Controlled Access to Software. One of the common ways to have customers pay for the value software delivers is to control the use of software assets. This presentation describes Best Practices using license management. To view the presentation, click here. Or download the PDF file (338KB).

Subscription Pricing

Hot Topics in Software Pricing covers briefly some of the aspects of subscription or term license pricing. Subscription pricing is an area where we receive many questions through our Ask An Expert feature. In addition to subscription pricing this presentation addresses two other "Hot Topics": selling value and recovering from "over-discounting". To view Hot Topics in Software Pricing, click here. Or download the PDF file (106KB). See also Right Pricing: Realizing Greater Value below.

Price Structures

Pricing Overview for Venture Capitalists is a presentation made to the General Partners at a Boston-based venture firm. "VC Pricing Overview" describes how VCs can tell whether there is a pricing issue as viewed from the Board level. This presentation may be useful for sensitizing an investor to pricing issues (and complexities). To view this presentation, click here. Or download the PDF file (275 KB).

Right Pricing: Realizing Greater Value covers pricing fundamentals of pricing. "Right Pricing" is the foundation for building all pricing models (especially subscription pricing) and the basis for selling value and recovering from "over-discounting". To view this presentation, click here. Or download the PDF file (106KB).

Setting Price Levels

Pricing & Cashflow. Companies try to use pricing as a first resort instead of a last resort. If you are a senior manager in a software business, you may want to try several tactics before changing prices. Prices are the tail of a very large dog, as illustrated in the Fishbone Chart. If you translate your pricing objectives into the impact on cashflow, you will probably stay out of trouble. To view the Fishbone Chart, click here. Or download the PDF file (25KB)

The fishbone chart is described in more detail in the article entitled "Think Twice Before You Re-Price"

How to Improve Pricing and Make Pricing Decisions Less Painful. This webinar was sponsored by FeaturePlan and was targeted at prouct managers.

Negotiating Deals

Doing the Big Deals. Large transactions are always problematic. This presentation gives some guidance about how to negotiate large "deals" more effectively. This presentation covers negotiating tactics and methodology. Click here to download the PDF file (262KB)

Managing Discounts

Discount Containment/Revenue Management is described in a presentation "How Can You Do a Good Job of Pricing and Still Leave All That $$$ on the Table". To view this presentation, click here. Or download the PDF file (270KB).

There is also an executive briefing (in PDF format) on Discount Containment entitled "Exploit Hidden Source of Revenue to Increase Profitability and Decrease Cost Pressure: A Guide for Executive Management" (390KB).

Don't forget to look at Articles & Publications and Case Histories, and visit the Online Store.