The document discusses pricing and licensing strategies for software vendors in a changing landscape. It covers why customers buy, trends impacting vendors, and elements of pricing models. Key points include:
- Customers buy based on how offerings meet their needs, are good value, and have acceptable risk. Virtualization and cloud trends impact how vendors track usage and package offerings.
- Emerging models like subscriptions are rising as perpetual licenses decline. Commoditization increases competition. Vendors must focus on delivery flexibility and simple, value-based pricing.
- Effective pricing models focus on overall value, charge based on value created, and set price levels accordingly. They include packaging structure, discounting framework, and value metrics
In this presentation Fusebill CEO Steve Adams discusses how to evaluate price models as opposed to price points, review churn and its impacts, what to consider when selecting a price strategy and review some of the most popular strategies for subscription based businesses .
Achieving Dialogue In The Age Of The Omni-Channel CustomerG3 Communications
"Blast" marketing strategies of the past are no longer sufficient to engage today's customers and foster loyalty. Typical campaign response rates have plummeted while customer opt-out rates have ascended, limiting your ability to converse with even your most valuable customers. New automated dialogue strategies can help retailers create a seamless experience across all channels and engage with each of their customers as individuals, connecting every customer communication - outbound, inbound, marketing, sales or service - into an ongoing dialogue where customer insight and understanding forms the basis for each and every interaction.
Increasing The ROI On Next Gen Store SystemsIncreasing The ROI On Next Gen St...G3 Communications
More than 75% of retailers are planning to replace their POS hardware in less than 4 years, according to Boston Retail Partners 12th Annual POS Benchmark Survey.
Register today for this webinar to access more of the survey results and as well as learn how you can better manage the technology procurement process in a way that not only makes your life simpler but could help reduce acquisition costs.
Key points include:
- Investment priorities of retailers around store systems;
- Adoption plans for mobile solutions;
- A simpler hardware procurement process;
- Key steps to managing costs.
The most successful retailers are those who are embracing change by continuously offering customers a more compelling shopping experience through new store types, new products and better value. To effectively deliver this enhanced value, retailers must implement strategies that increase efficiency and reduce costs in the sourcing of products.
In this presentation Fusebill CEO Steve Adams discusses how to evaluate price models as opposed to price points, review churn and its impacts, what to consider when selecting a price strategy and review some of the most popular strategies for subscription based businesses .
Achieving Dialogue In The Age Of The Omni-Channel CustomerG3 Communications
"Blast" marketing strategies of the past are no longer sufficient to engage today's customers and foster loyalty. Typical campaign response rates have plummeted while customer opt-out rates have ascended, limiting your ability to converse with even your most valuable customers. New automated dialogue strategies can help retailers create a seamless experience across all channels and engage with each of their customers as individuals, connecting every customer communication - outbound, inbound, marketing, sales or service - into an ongoing dialogue where customer insight and understanding forms the basis for each and every interaction.
Increasing The ROI On Next Gen Store SystemsIncreasing The ROI On Next Gen St...G3 Communications
More than 75% of retailers are planning to replace their POS hardware in less than 4 years, according to Boston Retail Partners 12th Annual POS Benchmark Survey.
Register today for this webinar to access more of the survey results and as well as learn how you can better manage the technology procurement process in a way that not only makes your life simpler but could help reduce acquisition costs.
Key points include:
- Investment priorities of retailers around store systems;
- Adoption plans for mobile solutions;
- A simpler hardware procurement process;
- Key steps to managing costs.
The most successful retailers are those who are embracing change by continuously offering customers a more compelling shopping experience through new store types, new products and better value. To effectively deliver this enhanced value, retailers must implement strategies that increase efficiency and reduce costs in the sourcing of products.
How to gain online credibility with new media and the internet.Shared at the recent Asian Financial Planners Seminar. More information at http://LouisaChan.com
90% of all cancers can be eliminated & science agrees.wagweb007
WE BELIEVE 90% OF ALL CANCERS CAN BE ELIMINATED through environment & lifestyle choices alone, and science agrees.
Unfortunately, most people don't know it.
So, we provide the education that can help you prevent, cope with, and beat cancer through diet, lifestyle and other immune-boosting approaches.
Vanaf nu kan iedereen met een magnetron en behulp van de Hot Pot zijn of haar eigen glazen sieraad maken die past bij elke gelegenheid.
meer informatie over de Hot Pot en overige materialen bekijk onze website www.atelierhetaanzicht.nl
To help you detect and resolve potential problems in your installation project, you can perform several types of validation before you run the installation on a target system. The types of validation discussed in this white paper include:
• Build warnings and errors
• Internal Consistency Evaluator (ICE) validation
• Update and patch validation
Addressing these types of design-time validation errors will help
you avoid errors. This white paper also shows you how InstallShield® helps you with design-time validation.
Yes, email marketing still works even in the age of social media. And it works best with these tips so you you building relationships instead of push others away.
More tips at www.LousiaChan.com or check out my other presentations here.
Image used from Pixabay.
A presentation on what MRO customers are looking for in 2009. Includes demongraphics on how a company can judge has efficient and effective they are at buying MRO materials
Ariba Commerce Summit 2012: Growing Your B2B BusinessSAP Ariba
Smart companies are leveraging online commerce channels and networks to
improve performance and accelerate sales. They are finding new business,
converting it into revenue, and enhancing customer relationships for
sustainable future growth. Learn how two leading companies are using the
Ariba Discovery service to find business and reduce sales cycles, increase
revenues, and dramatically improve their valued customer relationships in
this session.
This webinar covers the fundamentals of Value Pricing so that participants can:
Understand the relationship of pricing with the other elements of the marketing mix.
Achieve the value you deserve through optimal pricing strategies that maximize profits.
Ensure that marketing is more proactive to optimize value for new products and maintaining value over different life cycles.
Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...Flexera
Context is Critical to IT and an Accurate CMDB is Vital to Context
A near-real time accurate CMDB is an important requirement but a major challenge for modern IT organizations. Bad and missing data can significantly impact the business and result in business impacting service outages, increased business risk and exposure to security threats.
ServiceNow provides the essential management and big picture visibility that is crucial to an effective CMDB. And Flexera | RISC Networks provides detailed discovery data, context and analysis to push into your ServiceNow instance, making the picture of the current state accurate and contextually relevant.
10 Tips to Optimize, Automate, and Govern your Hybrid IT EnvironmentFlexera
Join our webinar for 10 tips to help you manage your hybrid environment, erase waste from your IT spend and reallocate spend to critical initiatives – enhancing your bottom line and accelerating your company.
Using Automated Policies for SaaS Governance and ComplianceFlexera
Learn to use automated SaaS policies to enforce governance and compliance, including unsanctioned spend alerts, detecting suspicious user activity, onboarding and offboarding, and detecting inactive user accounts.
The Practical Approach for End-to-End SaaS ManagementFlexera
Watch this webinar and get the answers to help you learn to effectively manage software-as-a-service. Learn to optimize SaaS spend, manage multiple vendors and their pricing models, and right-size contracts with detailed usage and cost data.
7 Things You Need to Know for Your Cloud-First StrategyFlexera
One of your top priorities is implementing a cloud-first strategy. Learn to make the shift as efficiently and cost-effectively as possible. Watch this webinar and learn the best practices for cloud migration, optimization, governance and automation.
The Role of In-House & External Counsel in Managing Open Source SoftwareFlexera
Amy Chun, Partner at Knobbe Martens and Marty Mellican, VP & Associate General Counsel at Flexera discuss the role of in-house counsel to better manage any potential legal risks that might be inherent with OSS use.
Addressing Open Source Risks During M&A: A Legal ViewFlexera
Amy Chun, Partner at Knobbe Martens and Marty Mellican, VP & Associate General Counsel at Flexera discuss why a carefully planned audit of open source should be part of every due diligence effort.
Having Trouble Managing All Your Cloud Services? We Know!Flexera
Most businesses have at least 3 or more cloud services, and it’s hard enough to control spend for just one. That’s why Flexera acquired RightScale, the leading multi-cloud management provider. With cloud services making up 20% of most IT budgets, the spend optimization stakes are high. This year’s Rightscale State Of The Cloud report shows that up to 35% of cloud services spend may be wasted.
View these slides to see how RightScale Optima helps you find that 35% and act on it.
Webinar: Maximizing the ROI of IT by Simplifying Technology ComplexityFlexera
View this webinar with Forrester analyst Charlie Betz and Forrester consultant Stephen Odell, as they present the detailed findings of their study. After the webinar, you will have a better understanding of the benefits of Flexera Data Platform.
Webinar: What's New In FlexNet Manager Suite 2018 R1Flexera
Learn about the new features in FlexNet Manager Suite for Enterprises 2018, which brings new capabilities to extend Flexera's leadership in Software Asset Management.
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...Flexera
There’s no second chance to make a first impression! Are your software upgrades making a good impression on your customers? Are your software delivery processes fast, scalable, and secure?
Join Forrester Principal Analyst David Johnson, Akamai and Flexera as they discuss what modern electronic software delivery processes should look like in this rapidly growing IoT world.
Fast!
No one likes to wait. Learn how a robust software delivery solution gets software and updates out to customers – without the wait.
Scalable!
File sizes and cadence of updates are faster than ever. Intelligent devices defy conventional software distribution models. Hear what you can do to keep up.
Secure!
Security has many aspects – where do you focus? Discover how to deliver your software in a secure way and only to those entitled to receive it.
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709Flexera
Join Microsoft's Iris Fang and Nick Moseley, Technical Solutions Professionals, for an overview of the new business-friendly features coming in the Windows 10 Update 1709. Whether you have already migrated to Windows 10 and are planning for the upgrade, or preparing to migrate from Windows 7 to The Fall Creators update, this webinar will review what enterprises can expect in the new release.
Don’t Let Hackers Breach Your Data: Shutting Your Risk Window on Apache Struts2Flexera
Cyber-criminals target these known vulnerabilities in both commercial and open source software. Many organizations are either unaware of what’s in their software or take too long to patch their systems. These gaps lead to ignorance of known vulnerabilities and/or a lack of efficient processes to apply critical patches quickly.
Watch this webinar on understanding these gaps, closing the risk window and reducing your risk of a breach. Find out how vulnerable code can be easy to discover and patch.
Announcing the availability of the largest and most comprehensive repository of technology asset data on the planet. Current and constantly curated. Available on the software industry’s first open platform for this data. It’s about time.
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...Flexera
Join UpperEdge and Flexera in this webinar to learn the importance of getting more proactive control of your SAP relationship to drive predictable outcomes and increased value.
Keeping a Lid on Costs for Cloud Infrastructure and SaaS ApplicationsFlexera
Join us for this webinar as we discuss the spend management risks associated with cloud services and some of the strategies organizations can use to keep a lid on these costs using Software Asset Management processes and tools. We’ll use Amazon Web Services and Microsoft Office 365 as specific examples of cloud infrastructure services and SaaS applications, respectively, that can be managed for better cost efficiency.
Do You Manage Software? Understanding Your Role in Cybersecurity DefenseFlexera
Organizations are under constant attack by hackers targeting applications used by the business. The University of Maryland recently quantified the near-constant rate of attacks on computers with Internet access to every 39 seconds. The best defense requires a holistic approach and collaboration of different teams in a concerted effort to reduce the attack surface for hackers. In this webinar we will discuss the roles and the impact that activities, not always associated with security, have in reducing risk. Whether you are an asset manager, a desktop or datacenter manager, or an IT security professional, your role has a significant impact on your organizations ability to reduce the risk of cyber-attack.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Essentials of Automations: The Art of Triggers and Actions in FMESafe Software
In this second installment of our Essentials of Automations webinar series, we’ll explore the landscape of triggers and actions, guiding you through the nuances of authoring and adapting workspaces for seamless automations. Gain an understanding of the full spectrum of triggers and actions available in FME, empowering you to enhance your workspaces for efficient automation.
We’ll kick things off by showcasing the most commonly used event-based triggers, introducing you to various automation workflows like manual triggers, schedules, directory watchers, and more. Plus, see how these elements play out in real scenarios.
Whether you’re tweaking your current setup or building from the ground up, this session will arm you with the tools and insights needed to transform your FME usage into a powerhouse of productivity. Join us to discover effective strategies that simplify complex processes, enhancing your productivity and transforming your data management practices with FME. Let’s turn complexity into clarity and make your workspaces work wonders!
Sudheer Mechineni, Head of Application Frameworks, Standard Chartered Bank
Discover how Standard Chartered Bank harnessed the power of Neo4j to transform complex data access challenges into a dynamic, scalable graph database solution. This keynote will cover their journey from initial adoption to deploying a fully automated, enterprise-grade causal cluster, highlighting key strategies for modelling organisational changes and ensuring robust disaster recovery. Learn how these innovations have not only enhanced Standard Chartered Bank’s data infrastructure but also positioned them as pioneers in the banking sector’s adoption of graph technology.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Threats to mobile devices are more prevalent and increasing in scope and complexity. Users of mobile devices desire to take full advantage of the features
available on those devices, but many of the features provide convenience and capability but sacrifice security. This best practices guide outlines steps the users can take to better protect personal devices and information.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
Unlocking Productivity: Leveraging the Potential of Copilot in Microsoft 365, a presentation by Christoforos Vlachos, Senior Solutions Manager – Modern Workplace, Uni Systems
Dr. Sean Tan, Head of Data Science, Changi Airport Group
Discover how Changi Airport Group (CAG) leverages graph technologies and generative AI to revolutionize their search capabilities. This session delves into the unique search needs of CAG’s diverse passengers and customers, showcasing how graph data structures enhance the accuracy and relevance of AI-generated search results, mitigating the risk of “hallucinations” and improving the overall customer journey.
Pushing the limits of ePRTC: 100ns holdover for 100 daysAdtran
At WSTS 2024, Alon Stern explored the topic of parametric holdover and explained how recent research findings can be implemented in real-world PNT networks to achieve 100 nanoseconds of accuracy for up to 100 days.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
Climate Impact of Software Testing at Nordic Testing DaysKari Kakkonen
My slides at Nordic Testing Days 6.6.2024
Climate impact / sustainability of software testing discussed on the talk. ICT and testing must carry their part of global responsibility to help with the climat warming. We can minimize the carbon footprint but we can also have a carbon handprint, a positive impact on the climate. Quality characteristics can be added with sustainability, and then measured continuously. Test environments can be used less, and in smaller scale and on demand. Test techniques can be used in optimizing or minimizing number of tests. Test automation can be used to speed up testing.
2. Introduction
Software Pricing Partners
•Unique focus since 1987
– Pricing and business models
– Software-based offerings
– Vendor-side, B2B clients
•Practice areas
– Value-Driven Pricing
– Value-Based Selling
– Strategic Discounting
•Project results
– Enhance value from products & services
– Improve financial performance
– Increase sales effectiveness
3. This Morning
•Why “good” pricing and licensing matters
•How licensing and pricing landscape is changing
•Some things you may need to do
4. Why Customers Buy
Does what is needed
Offering
Works in my situation
Offering is good value
Competition
Preferable to known alternatives
Acceptable risk
Decision-making Economics, TCO
Perceived value
Funding available
Buying ISV is trustworthy
Painless process
Responsive
Channel Convenient
Reliable
5. Getting Customers to Buy
•License Delivery Model
– Entitlement
– Fulfillment
– Systems
– Integration
•Pricing Model
– Value metric
– Packaging and licensing
– Scheduled discounts
– List prices
– “Deal” prices
6. Getting-Paid-Fairly Processes
Deliverables Entitlement
PricePricing
Deal Fulfill
Details
Order List Prices
Entry Scheduled Discounts
Packaging & Licensing
Invoice
Value Metric
Financials
7. Pricing and License Delivery Models
Impact on Why Customers Buy g
in l iv
er
y
ric de
P o el del
D o
M M
Does what is needed
Offering
Works in my situation
Offering is good value
Competition
Preferable to known alternatives
Acceptable risk
Decision-making Economics, TCO
Perceived value
Funding available
Buying ISV is trustworthy
Painless process
Responsive
Channel Convenient
Reliable
9. Trends and Vendor Impact
Major Trends
•Web is everywhere
•Virtualization increasing
•Emerging revenue models
•Commoditization continues
10. Trends and Vendor Impact
Web Everywhere
•Web is everywhere
– More web apps
•Simple pricing
– B2C influencing B2B
•Bite-sized packaging
– Customer expectations
•Usability influences value
•Virtualization increasing •Easy to try / buy / use
•Emerging revenue models
•Commoditization continues
11. Trends and Vendor Impact
Virtualization Increasing
•Web is everywhere
•Virtualization
increasing
– Use is accelerating
– Hardware less important •App tracking harder
– Clouds-in-clouds •Hardware-based metrics harder to use
•Usage data available
•Emerging revenue models •Hosted model more popular
•Commoditization continues
12. Trends and Vendor Impact
Revenue Models
•Web is everywhere
•Virtualization increasing
•Emerging revenue models
– Perpetual under fire
•Payment options
– Subscription rising
•Pay for actual use
– Slow ramp-up
•Pricing “latency”
•Commoditization continues •Lower price points
13. Trends and Vendor Impact
Commoditization Continues
•Web is everywhere
•Virtualization increasing
•Emerging revenue models
•Commoditization continues
– Low entry cost
– Tech availability •Increased competition
– Short lifecycles •More me-too products
•Agility is critical
•Less room for error
14. Trends and Vendor Impact
Impact
Smaller chunks
Offering
On-demand, as needed
Price-focused
Competition
Even more features
Economics, TCO
Decision-making
Perceived value
More self-service
Buying
Easy to try and scale
Web is key
Channel
Less outside sales
15. Trends and Vendor Impact
Build Strong Delivery Model
Smaller chunks
Offering
On-demand, as needed
License Delivery Model Requirements
Price-focused
Competition
Even more features •Track packaging and features
•Manage multiple products
Economics, TCO
Decision-making
Perceived value
•Create and manage editions
Buying
More self-service •Multiple fulfillment models
Easy to try and scale
•Customer self-service
Web is key
Channel
Less outside sales •Ease-of-administration
•Ability to change rapidly
•Financial and billing integration
16. Trends and Vendor Impact
Build Strong Pricing Model
Smaller chunks
Offering
On-demand, as needed
Pricing Model Requirements
Price-focused
Competition
Even more features •Focus on overall “offering”
Economics, TCO
•Charge for value created
Decision-making
Perceived value
•Simple packaging
Buying
More self-service
Easy to try and scale
•Discounting framework
•Price levels in line with value
Web is key
Channel
Less outside sales •Policy-driven discounts
•Multiple payment options
17. Topics
•Why Customers Buy
•Trends and Vendor Impact
•Pricing Model
•Summary / Q&A
18. Many Pricing Models
Full custom
99 cent app
Flat rate
Freemium
Perpetual, subscription
Multi-tier packages
Per-user, per-click
CPU power
19. Many Pricing Models Elements
X
Full custom
99 cent app
Flat rate
Price Pricing
Deal
Freemium Details
List Prices
Perpetual, subscription Scheduled Discounts
Multi-tier packages Packaging & Licensing
Value Metric
Per-user, per-click
CPU power
20. Pricing Model
Price Pricing
Deal Price
Details Details
List Prices List Prices
Scheduled Discounts
Packaging & Licensing Price
Packaging & Licensing
Structure
Value Metric Value Metric
21. Developing a Pricing Model - Structure
Value Metric
Value
Metric
Focus on overall •Scale with value delivered
“offering”
•Relate to customer business
Charge for value
created •Uniform across products
•Easy to estimate
Simple packaging
•Easy to measure, monitor use
Discounting •Unambiguous
framework
Price levels in line
with value Price Pricing
Deal
Details
List Prices
Policy-driven
Scheduled Discounts
discounts
Packaging & Licensing
Multiple payment
Value Metric
options
24. Developing a Pricing Model - Structure
Licensing & Packaging
Licensing &
Packaging
Focus on overall •Make choices easy, obvious
“offering”
•“Reasonable” value steps
Charge for value •Peg to use cases, segments
created
•Smooth upgrade / upsell path
Simple packaging •Payment equivalence
Discounting
framework
Price Pricing
Deal
Price levels in line Details
List Prices
with value
Scheduled Discounts
Policy-driven
discounts Packaging & Licensing
Value Metric
Multiple payment
options
26. Developing a Pricing Model - Structure
Scheduled Discounts
Scheduled
Discounts
Focus on overall
•Standard discounts
“offering” •Qualified customers get discounts
Charge for value •Focused on customer behavior
created
•Logical
Simple packaging
Discounting
framework
Price levels in line
with value Price Pricing
Deal
Details
List Prices
Policy-driven
Scheduled Discounts
discounts
Packaging & Licensing
Multiple payment
Value Metric
options
27. Scheduled Discounts
•Introductory
– Focus on new product
•New customer
– Attract new accounts
•Bundle
– Increase transaction value
•Upgrade
– Trade-up, upsell
•Loyalty
– Reduce churn
•Segment focused
– Industry, customer type
28. Developing a Pricing Model - Details
List Prices
List
Prices
Focus on overall •Economic value delivered drives price levels
“offering”
•Competition, perception a moderating influence
Charge for value
created •Covering costs is a sanity check
•Price points, packaging, discounting must fit
Simple packaging together
Discounting
framework
Price levels in line
Price Pricing
Deal
with value Details
List Prices
Policy-driven
Scheduled Discounts
discounts
Packaging & Licensing
Multiple payment
Value Metric
options
30. Developing a Pricing Model - Details
Deal Pricing
Deal
Prices
Focus on overall •Adhoc / negotiated + scheduled
“offering”
•Couple with sales comp
Charge for value •Develop policies to standardize responses
created
•Negotiation capability and capacity
Simple packaging
Discounting
framework
Price levels in line Deal Pricing
Price
Details
with value List Prices
Policy-driven Scheduled Discounts
discounts
Packaging & Licensing
Multiple payment
Value Metric
options
33. Summary
Align Processes AND Systems
Deliverables Entitlement
PricePricing
Deal Fulfill
Details
Order List Prices
Entry Scheduled Discounts
Packaging & Licensing
Invoice
Value Metric
Financials
34. Summary
Pricing Model Must Fit Business Model
Attractive Acquire
Offering Customers
Generate
Visibility
Margin
Price
Details
Price
Finance Structure Satisfy
Growth Customers
Upsell Expand
More User Base
Improve
product
35. Summary
Common Issues
•License delivery and pricing models
– Key to success
– Influences growth rate
– Affects cash flow
•Hard to develop, change, administer
– Plan, do, improve
– A process…
…Not an event
•Friction points
– Longer sales cycle
• Aggravate discounts
– Slow / inaccurate fulfillment
• Low customer satisfaction
– Inefficient operations
• Financial impact
36. Summary
Respond to Market Trends
Smaller chunks
Offering
On-demand, as needed
Price-focused
Competition
Even more features
Economics, TCO
Decision-making
Perceived value
More self-service
Buying
Easy to try and scale
Web is key
Channel
Less outside sales