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BUS 105 — Cloud Computing: Selling and Marketing SaaS and Mobile Solutions to the Enterprise

Quarter: Spring
Day(s): Wednesdays
Time: 7:00—9:00 pm
Date(s): Apr 27—Jun 1
Duration: 6 weeks
Drop By
Drop Deadline: May 10
Unit(s): 1 Units
Tuition: $345
Format: On-campus course
Limit: Limit 55
Status: Open
This course will focus on the critical success factors in selling and marketing cloud computing applications, also called Software as a Service (SaaS), to large enterprises. The growth of mobile access to enterprise cloud solutions and the metrics for SaaS and mobile apps will be presented. We will examine customer acquisition and retention issues, best practices in sales processes and marketing programs, sales compensation, channel issues, and pricing models. We will cover the challenge of transitioning from an on-premise solution to a SaaS solution provider. Financial implications of various market entry models will be explained. Students will learn from market leaders how SaaS practices are evolving. Software industry executives will present their experiences in growing sales with SaaS solutions. Students will have the opportunity to explore SaaS sales and marketing alternatives with the instructor, visiting executives, and each other. Key elements of this highly interactive course will include SaaS value propositions and pricing models, sales and marketing approaches, financial metrics, and the role of services in the SaaS model.

Chuck DeVita, President, Growth Process Group

Chuck DeVita has more than thirty-five years of experience in technology sales and marketing management. He has worked with SaaS delivery models since 1999 and has led the initial growth of two successful technology startups and 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. DeVita is a frequent speaker at industry and venture forums on emerging-company sales and marketing issues. He received an MBA from Stanford.

Textbooks for this course:

No required textbooks