Market Driven Products & Pricing
Overview <ul><li>Tech start ups often suffer from common problems. </li></ul><ul><li>There needs to be a shift from tactic...
Desktop Client Customers Current Products Current desktop software products
Desktop Client Customers Current Products One Price point for all customers. Current desktop software products Might have ...
Server Runtime Client SaaS - 24 hour turn on hosted  servers Customers Products Strategically alignment of software produc...
Server Runtime Client SaaS - 24 hour turn on hosted  servers Customers Products Strategically alignment of software produc...
Server Runtime Client SaaS - 24 hour turn on hosted  servers Customers Products Strategically alignment of software produc...
Server Runtime Client SaaS - 24 hour turn on hosted  servers Customers Products Strategically alignment of software produc...
Needed steps <ul><li>Set operational metrics </li></ul><ul><li>Establish a product strategy and define the products </li><...
Market Driven Products & Pricing
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Software Product move from Desktop to SaaS

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This presentation deals with the effectiveness of migrating software products from a distributed desktop to a SaaS model, in particular the effects on pricing structure.

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Software Product move from Desktop to SaaS

  1. 1. Market Driven Products & Pricing
  2. 2. Overview <ul><li>Tech start ups often suffer from common problems. </li></ul><ul><li>There needs to be a shift from tactical to strategic. </li></ul><ul><li>There also needs to be movement to take care of the less technical aspects of the products, pricing structures, product portfolio, the sales process and a product road map. </li></ul><ul><li>Start up products are rarely market driven, and not positioned in the marketplace. </li></ul><ul><li>Product Planning is at best an after thought. </li></ul><ul><li>Products that are priced to match up with the customer need to be established. </li></ul>
  3. 3. Desktop Client Customers Current Products Current desktop software products
  4. 4. Desktop Client Customers Current Products One Price point for all customers. Current desktop software products Might have problems with entry level costs of an expensive desktop client Probably have ‘extra’ value in the Software that isn’t realized
  5. 5. Server Runtime Client SaaS - 24 hour turn on hosted servers Customers Products Strategically alignment of software products SaaS - 4 hour turn on hosted servers The product line is going to have better success by creating a marketing funnel to ‘grab’ the small consultants and keep them as their business grows. The pricing can be set to provide immediate value based pricing for the small consultants. Create New Products
  6. 6. Server Runtime Client SaaS - 24 hour turn on hosted servers Customers Products Strategically alignment of software products Small budgets, costs must be tied to client’s project. They will not have spare hardware to run processes on. Large budgets, will make capital expenditures. They will have spare hardware to dedicate to processing. SaaS - 4 hour turn on hosted servers The product line is going to have better success by creating a marketing funnel to ‘grab’ the small consultants and keep them as their business grows. The pricing can be set to provide immediate value based pricing for the small consultants.
  7. 7. Server Runtime Client SaaS - 24 hour turn on hosted servers Customers Products Strategically alignment of software products Small budgets, costs must be tied to client’s project. They will not have spare hardware to run processes on. Large budgets, will make capital expenditures. They will have spare hardware to dedicate to processing. SaaS - 4 hour turn on hosted servers The product line is going to have better success by creating a marketing funnel to ‘grab’ the small consultants and keep them as their business grows. The pricing can be set to provide immediate value based pricing for the small consultants. Promote the new products to the personas
  8. 8. Server Runtime Client SaaS - 24 hour turn on hosted servers Customers Products Strategically alignment of software products Small budgets, costs must be tied to client’s project. They will not have spare hardware to run processes on. Large budgets, will make capital expenditures. They will have spare hardware to dedicate to processing. SaaS - 4 hour turn on hosted servers Up sell Up sell The product line is going to have better success by creating a marketing funnel to ‘grab’ the small consultants and keep them as their business grows. The pricing can be set to provide immediate value based pricing for the small consultants.
  9. 9. Needed steps <ul><li>Set operational metrics </li></ul><ul><li>Establish a product strategy and define the products </li></ul><ul><li>Set new pricing based on customer value not on development costs </li></ul><ul><li>Create a marketing & launch plan to support the new products </li></ul>
  10. 10. Market Driven Products & Pricing
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