SoftwareCEO - Software University
SoftwareCEO has created a special
3-part, online seminar series on the subject of
software-as-a-service (SaaS):
SaaS Seminar 1: Doing Your Homework
Tuesday, October 17, 2006
SaaS Seminar 2: Sales, Marketing, Pricing and Legal Implications
Thursday, October 26, 2006
SaaS Seminar 3: Impact on Operation, Finance, and M&
Thursday, November 2, 2006
Or, buy all 3 seminar CDs *plus* SoftwareCEO's SaaS Special Report as a bundle and reap huge savings:
Interested?
Listen now to a four
minute audio clip of one Q&A session, and learn how Razorsight motivates and compensates their sales force, and how
Jamcracker and Plexus use success-based pricing to sell software.
Who should attend?
CEO, CFO, VP Sales, VP Marketing, Operations, Business strategists, R&D/Services
What's it about?
In this series, we bring together 10 leaders in the SaaS industry that provide you a comprehensive view of the SaaS business model,
and help you decide:
- Is SaaS right for my business... and can it be profitable?
- When is the right time to move to SaaS?
- How to create a business model tailored for SaaS?
- Looking forward: How to prepare for growth and M&A?
Experts on hand include:
And to ensure you're getting the level of information you need — and all of your questions are answered — each seminar
will be a full 2 hours with loads of Q&A time.
What will the class cover?
In SaaS Seminar One: Doing Your Homework,
SaaS strategy experts and business owners will answer the following questions:
- What is SaaS and why is it important?
- What makes it different?
- What's the impact to a business?
- How does it impact the ROI model?
- What's driving SaaS in the industry?
- What are the pros and cons of SaaS?
- What opportunities have been created with SaaS?
- What market research should be done in preparation of your business plan?
- What questions should be answered before making a decision to move to SaaS?
- When is SaaS NOT for you?
- Why isn't my SaaS business model working as I expected?
In SaaS Seminar Two: Sales, Marketing, Pricing and Legal Implications,
we bring together SaaS business
owners, and SaaS sales, pricing, and legal experts to address:
- How SaaS impacts the sales and marketing models
- How to compensate your sales team
- What customer objections you need to be prepared for — and how to address them
- How to avoid cannibalizing your existing product base
- How to shift existing customers from a traditional offering to a SaaS offering
- Gain an understanding of pricing approaches to a SaaS-only offering and a mixed traditional/SaaS offering
- How to address data protection, security, and ensure uptime
- Legal aspects of a SaaS business: Components of a Service Level Agreement
Finally, we wrap up our series with SaaS Seminar Three: Impact on Operation, Finance, and M&A where
SaaS business owners
and SaaS finance, M&A, and operations experts discuss:
- Infrastructure - Outsource or DIY?
- How to ensure you meet your SLA
- Changing your R&D and product release model to suit SaaS
- Customer service and support — Why it's more important than ever
- Preparing for growth
- ROI and billing models
- Making sure you account for all upfront costs
- SaaS and M&A: Pros and cons of the SaaS model from the M&A perspective
- How to manage buyer perceptions
How do you know if you need this class?
It doesn't matter whether you've been in the SaaS business for years, are relatively new to the SaaS business, or if you're on the
fence trying to figure out if SaaS is for your company.
About the instructors
Don Best, Vice President Marketing and Strategy, Jamcracker
As Jamcracker’s vice president of marketing and strategy, Don Best is responsible for the conceptualization and daily operation of the Jamcracker Service Delivery Network (JSDN); as well as overseeing the direction of all product marketing, public relations, industry analyst communications, marketing programs, lead generation and market research endeavors.
Most recently, Don was a member of the Strategic Marketing team at SAP, where he developed and executed strategic initiatives in support of market opportunities in the SaaS and SMB markets.
Since 1999, Don has been developing strategy and overseeing marketing for software as a Service companies including Survey.com, BI/DW and Postini. Don holds a Bachelor of Science degree in Management Science from the University of California at Davis.
Ken Boasso, Co-founder, Keychain Logic
An expert on the successful development of new technology business models, Ken Boasso is currently focused on the emerging Software-as-a-Service (SaaS) market and is a member of the ISV Transformation Committee in the Software & Information Industry Association’s SaaS Working Group. Treb Ryan (CEO and founder of OpSource, the leading enabler of SaaS) wrote, “Ken has become one of the best thinkers on where the sales aspect of SaaS is going. I would recommend anyone looking to change their sales model should talk to Ken.”
As an entrepreneurial executive in the technology sector, Ken has over 20 years experience in building highly successful sales & strategic business development teams that drive scalable growth in extremely fluid market conditions. Focusing on market development and customer satisfaction, Ken combines ingenuity and traditional analytical techniques to attain business objectives in start-up, growth, turnaround and Fortune 100 environments.
His leadership of PAIX.net's sales organization was largely responsible the company's profitable revenue growth of over 260% during the internet industry’s two-year-long nuclear winter. In MCI’s entrepreneurial heyday, he was instrumental in the development of and ultimately approved the business case supporting the company’s entry into the $30B systems integration market, leading to more than $200M in contracts within a year of launch.
Ward Carter, President, Corum Group
Ward Carter brings 20 years of experience successfully managing software companies to Corum. His first field positions included hardware and application software sales for the Burroughs Corporation (later Unisys). Later, as a vice president of a Wall Street investment firm and a principal in a regional venture firm, Ward raised capital for ventures in computer hardware, software, and biotechnology.
As manager of operations for a Seattle-based archival data storage and retrieval software company, he attracted venture capital and arranging the eventual acquisition of the company by a larger competitor. Ward was retained to assist in the transition and helped manage the combined companies to substantial increases in market share before leaving to form his own company.
As president of InfoMatrix, and later Discovery Sales + Marketing, Ward provided hands-on sales and marketing consulting support to executives of emerging software companies. Ward built a clientele that spanned the country and included several international clients. Most of his clients needed capital to fund growth, which led Ward to again seek funding options that included a merger or acquisition by a larger partner. This led to a working relationship with Corum, which he joined in early 1997. Ward graduated from Seattle University with a BA in Business.
Jim Geisman, President, Marketshare
Jim is an acknowledged expert in software pricing and negotiations using value-based techniques. His firm, MarketShare is the creator of the only resource on the web devoted to software pricing. He has more than 20 years experience in the business-to-business software world where intricate pricing schemes, complex deal structures, and strong pressures for discounts are the order of the day.
Jim has written extensively on software pricing in the trade press and has consulted internationally on issues of software pricing and deal structuring. He is a frequent speaker at seminars and trade conferences.
Jim serves on the boards or as advisor to several small companies and is active in the MIT Enterprise Forum of Cambridge where he has chaired the Start-Up Clinic and been a Board member. He is on the board of the Professional Pricing Society. He holds BS and MSEE degrees from Tufts University and an MBA from Harvard Business School.
Jim’s firm MarketShare Inc. is a business development consultancy that ocuses on value-driven pricing, discount containment, and value-focused selling. MarketShare clients sell computer-based technology products. Clients range from early stage companies to Fortune 500.
MarketShare engagements help clients increase revenues and accelerate cashflow by developing or applying innovative pricing, sales, or marketing programs. The company was founded in 1982. More than $3 billion worth of computer products have been priced using information and techniques developed by MarketShare, Inc.
Henry W. (Hank) Jones, III, Law Office of Henry W. Jones, III and Intersect Technology Consulting
Hank is a 24-year veteran of the high tech industry who has served on the senior management teams of numerous vendors in blended roles, combining legal, business development, product, project, and technology leadership. Hank has managed and delivered product development, technology development, licensing, sales, marketing, intellectual property, and other areas, working both in diverse teams and as a project leader, both for four multi-billion revenue global corporations (i.e., U.S. Robotics, 3Com, Accenture, and Andersen) and for young growth firms (i.e., publicly traded vendors Ashton-Tate and QMS, and nascent groups in multi-city service firms).
Hank is the founder of full-day software licensing workshops delivered in San Francisco for the University of California at Berkeley’s Engineering School Extension. He worked in local government (community development) before law school and co-authored a book for the Southern Growth Policies Board. Hank has often supported the creation and commercialization of newer information technologies; his career-long "midwifery" of new products in "green field" market segments has included launching "service bureau" data processing in the early 1980's, PC application software 1983-1985, CD-ROM products and new insurance products in the late 1980's, enhanced peripherals in the early 1990's, e-commerce and client-server enterprise applications in the mid and late 1990's, and extranets, CRM software, and other new products and services in the late 1990's and early new millennium. His technology experience includes application and other software on all platforms, systems integration services, outsourcing, peripherals, data, publishing and other markets and deliverables.
His articles have been published and republished in a variety of national business and professional publications, including Linux Journal, Infoworld, WebTechniques, Microsoft Press, Software Business Online, Upgrade (SIIA), DarwinMag.com,and others.
Jeff Kaplan, Founder and Managing Director, THINKstrategies
Jeff Kaplan runs a strategic consulting firm that helps IT enterprise decision-makers with their sourcing strategies; solution providers with their marketing strategies; and venture firms with their investment strategies.
Kaplan is also the founder of the Managed Service Showplace® (www.msp-showplace.com or www.thinkmsp.com) and Software-as-a-Service (SaaS) Showplace® (www.saas-showplace.com or www.thinksaas.com) free, online directories. THINKstrategies' online directories provide an easy-to-use listing of SaaS solutions by application and MSPs by service category, and extensive information and insight about industry best practices to help organizations fully leverage the growing array of SaaS solutions and managed services.
Prior to forming THINKstrategies, Jeff served as Vice President of Marketing and Business Development at InterOPS Management Solutions, an Internet Operations Management Services Provider. Before joining InterOPS, Jeff was Director of Strategic Marketing at International Network Services (INS) and subsequently Lucent Technologies, which acquired INS. Jeff also spent thirteen (13) years as a leading industry analyst at IDC, Dataquest and META Group.
Jim McGeever, Chief Financial Officer, GM Software Business Unit, Netsuite
Jim McGeever has more than 15 years of finance and accounting experience in the high-tech industry. Leveraging his experience in working with companies through successful IPOs, he spearheads the initiatives in finance and accounting as CFO for NetSuite. Jim is an expert and frequent speaker on the software as a service (SaaS) business model and the challenges of financial management in the software industry. Before joining NetSuite, he was the controller of Clontech Laboratories, Inc., a privately held biotechnology company that was acquired by Becton Dickinson. He was also the corporate controller at Photon Dynamics, Inc., a capital equipment maker. While at Photon Dynamics, he helped the company through a successful IPO in 1994. He is a qualified chartered accountant and previously worked at Ernst & Young. He has a B.Sc. from the London School of Economics.
Treb Ryan , CEO, OpSource
Since 1996, Treb Ryan has been instrumental in defining and creating services organizations that improve the quality and reliability of the technology infrastructures businesses depend on for communications and commerce.
Prior to co-founding OpSource in 2002, Treb was President of the Americas for Metromedia Fiber Network (MFN). He was responsible for integrating the sales and delivery organizations of the company's Internet businesses-hosting, IP networking, and managed services - providing customers with an integrated network and IT infrastructure solution. Under his leadership, MFN customers included BP Amoco, JP Morgan Chase, Sony, Microsoft, and Mercedes-Benz.
Mr. Ryan joined MFN from SiteSmith, a company that he co-founded in 1999 and ultimately sold to MFN the following year in a deal valued at $1.4 billion. Prior to co-founding SiteSmith, Mr. Ryan was Vice President of Professional Services for GlobalCenter, a pioneer in the hosting and Internet services marketplace.
Sundeep Sanghavi, Chairman and Founder,
Razorsight
Mr. Sanghavi, Razorsight's founder and visionary, has over 14 years of technology and entrepreneurial experience serving in management roles at industry leaders including Cable &Wireless and Arthur Anderson. Through his years of experience, Mr. Sanghavi defined the market and innovated carrier-to-carrier software while landing major clients including AT&T, Verizon, SBC, TMobile, Williams, Allegiance, New Edge Networks and US LEC.
Prior to founding Razorsight, in his role at TEOCO, Sundeep was responsible for Product Management and Sales and Marketing which generated in excess of $18M in revenue. Since founding Razorsight, he has generated year-over-year revenue and margin growth with a hundred percent referenceable base of marquee clients, including Verizon, AT&T, Sprint, Comcast, Time Warner and recently IBM. In December 2005, Razorsight raised $10M in Series A with Sierra Ventures. Mr. Sanghavi is a Mindshare Alumni and completed his B.S. in Finance at the University of Illinois, Chicago.
Mark Symonds, President and CEO, Plexus Systems
Mark Symonds is president and CEO of Plexus Systems. He joined the Plexus team in 2001 to launch the company’s SaaS product. Since early 2001, Plexus has provided comprehensive manufacturing performance solutions through a web-hosted, on demand product called Plexus Online. Mark has helped forge the product direction, develop marketing and sales plans, develop pricing models and organize the business for growth. Plexus Online is a true multi-tenant, enterprise software solution that customers access via a standard web browser.
Mark began his career at the Boston office of Arthur Andersen & Co. (now Accenture) after earning an MBA in finance and accounting at Cornell University’s Johnson Graduate School of Management. Prior to joining Plexus, Mark co-founded and grew a software development and consulting firm in the Boston area and an e-Commerce development company in the Detroit area.
Charlie Thomas, CEO, Razorsight
Charlie Thomas joined Razorsight's board in April 2004, and became CEO in February 2005. Mr. Thomas has co-founded, grown and sold 3 companies over the last decade, and he has negotiated over $1 Billion in capital financings for his companies. He has successfully closed over 15 M&A transactions.
Prior to Razorsight, Thomas founded and grew Claris Capital, a boutique investment bank, from 2002 to 2005. Thomas co-founded an Internet Service Provider which later sold to Verio and a Professional Services firm that sold to GTCR. In 1993 Thomas founded Net2000 Communications, a broadband telecommunications carrier, and led the company as CEO for nine years from start-up to an IPO led by Goldman Sachs in March 2000 with an initial market cap over $1 billion. Net2000 grew to $150 million in revenue and over 1,000 employees before being acquired by Cavalier Telephone in 2002.
Net2000 was named to Inc. Magazine's "Inc. 500" as one of the fastest growing private companies in America in 1999 and was also named to Deloitte & Touche's Fast 500 in 1998, 1999, and 2000. Net2000 was in the Top 10 of Washington Technology's Fast 50, and Washingtonian magazine rated Net2000 as one of the Top 50 places to work. The company was featured on several national news segments including NBC, CBS, MSNBC and CNN.
Charlie Thomas has over 20 years of experience. He's held sales and marketing positions with IBM and Bell Atlantic, and serves on several corporate boards. He is author of a book "Entrepreneur: A CEO's Lessons in American Capitalism" which was published in May 2005.
SaaS Seminar 1: Doing Your Homework
Tuesday, October 17, 2006
SaaS Seminar 2: Sales, Marketing, Pricing and Legal Implications
Thursday, October 26, 2006
SaaS Seminar 3: Impact on Operation, Finance, and M&A
Thursday, November 2, 2006
Or, buy all 3 seminar CDs *plus* SoftwareCEO's SaaS
Special Report as a bundle and reap huge savings.
Purchased separately, these items cost a total of $434. The special bundle price saves you $109 off this rate.
Buy this bundle for just $325!
This product, as all SoftwareCEO products, comes with 100% satisfaction guarantee.
If you don't agree that our tips will save you as much or more money than what you paid for this product, we'll refund your money. No questions asked.
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