What's New

Recent Presentations

We recently did a webinar with Primary Intelligence entitled It's Not About How Much You Pay which discussed pricing from the customer's perspective. Because pricing can be such a painful experience for those involved, it is easy to forget that pricing may cause customer pain as well. The presentation was meant to help anyone involved with pricing more easily understand and deal with customer perceptions of pricing. A lot of cusztomer insights about pricing can be gleaned from win / loss analysis (which is what Primary Intelligence does). A recording of the webinar and the deck can be found here.

At the SaaS University Conference in November 2012, we presented Crossing the Finish Line - Doing "Big Deals" in a SaaS World. The presentation describes what SaaS ISVs can do to be prepared when a high-profile customers want to talk about standardizing on your software and may want to install it behind their firewall. The presentation helps ISVs be prepared with an appropriate discount schedule, the right package of product and services, and terms that are responsive to your customer needs -- and your own. This presentation describes how to more effectively price, package and negotiate the big B2B SaaS deal so you can do the deal faster and more profitably. The presentation is here.

We recently presented a webinar with Servoy entitled Clear Pricing for a Cloudy Future. The webinar provided ways to think more clearly about Cloud-based application pricing decisions and provided an overview of some of the pricing issues facing ISVs in an era where different licensing, payment and application delivery methods are in use. We discuss a pricing model we have found useful, how SaaS, subscription and perpetual licenses are related, how freemium can be used effectively, and how it affects an ISVs economics. The presentation provided guidance about getting paid fairly for the value your applications deliver so you have a better chance of commercial success. Listen to recorded webinar or download a PDF of the webinar. Answers to attendee questions are posted here.

Other articles about SaaS can be found on the Disruptive Licensing content page.

Conferences and Workshops

More frequently, manufacturers of industrial goods are developing software to extend or enhance their product offerings but are often unable to realize much of the value their software IP creates. We will be presenting an all-day workshop at the upcoming Spring Conference of the Professional Pricing Society. The workshop is described here. You can learn more about the conference here.

The SIIA (Software and Information Industry Association) willl be doing their annual All About the Cloud Conference once again in San Francisco. We will be doing a workshop the morning of 7 May. You can sign up for the conference and workshop here or sign up here for the workshop only.

SoftLetter hosts SaaS University in cities around the US. This session of SaaS University will be held in Seattle, WA from 21 to 23 May. You can sign up for the conference and workshop here or sign up here only for the workshop on 23 May.

Pricing Skills

The Professional Pricing Society is offering an online course entitled How to Plan, Price and Deliver a Software-as-a-Service Offering. The materials gives an overview of what it takes to "get into" SaaS. Details are here >>>

One of the most popular articles on this website is A Pricing Primer. It has been recently updated and can be seen here.