BUS 105 — Cloud Computing: Selling and Marketing SaaS and Mobile Solutions to the Enterprise
Spring
Wednesdays
7:00—9:00 pm
Date(s)
Apr 27—Jun 1
6 weeks
Drop By
May 10
1 Units
Fees
$345
Format
On-campus course
Limit 55
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