Upcoming Events

Information About Upcoming Events

Software 2008 – 29-30 April (Las Vegas, NV)

Software 2008 promises to be another premiere gathering of software industry executives -- even more so that it is combined with InterOp (and being held in Las Vegas). Attendance will top 2,000 CEOs, VPs, VCs and others. This year's keynoters include Mark Templeton (Citrix), Bob Muglia (Microsoft), Gary Griffiths (WebEx) and CK Prahalad (U. Michigan) among others. Other leaders and visionaries of the software industry will be presenting their views of the industry.

MarketShare's presentation will be on Tuesday 29 April and is entitled "How to Structure the Big Deal and Avoid Seller's Remorse". Our presentation will help companies deal with occasions when prospects ask for financial concessions well beyond standard discounts and may even ask for concessions that involve changes in how the software is licensed, such as an "all-you-can-eat" or enterprise license.

When prospects want a licensing approach far from the company norm, it is hard to negotiate based on value. If a company fails to extract fair value for their software, the result could be downstream regrets - buyer's remorse.

This session will help attendees understand and assess the value of large deals that involve uncertainty in usage - however it may be measured - and other downstream uncertainties. We will talk about tools for determining deal value that address uncertainties, how to communicate value to big-deal prospects, and what can be done in advance of big-deal discussions to improve the chances of capturing fair value without jeopardizing the deal.

A copy of the presentation will be available after the conference. If you would like one, click here to send us mail. Please include your name, company, title and company e-mail address.

More information on Software2008. Register for Software2008.

OpSource Webinar – 6 May

We will be doing a webinar on SaaS pricing sponsored by OpSource, a partner of MarketShare. Details will be forthcoming.

If you would like to be notified when the details are available, please contact us with OpSource Webinar in the subject line.

Softletter's SaaS University: Selling, Marketing, Infrastructure and Financing – 18-19 June (Waltham/Boston, MA)

Softletter's SaaS University: Selling, Marketing, Infrastructure and Financing comes to Waltham (a suburb of Boston) June 18/19. There will be more than 31 separate sessions and five tracks, including transitioning to SaaS, selling to the enterprise, SMBs, and government, building your SaaS infrastructure, financing your SaaS firm, and best practices when marketing SaaS.

Session topics include compensating your sales employees, SaaS pricing models, crossing the SaaS financial chasm and much more. Three keynotes, including Colleen Smith from Progress Software and Jeff Kaplan, THINKstrategies.

Register before May 11th and save $200. The full agenda is at: www.softletter.com/pages/market_and_selling_saas_agenda.shtml. We have arranged for a discount of $50 off the attendance fee. Just enter PRICESAVE50 into the promotion code field at the bottom of the initial sign up screen. Register at: http://www.acteva.com/booking.cfm?bevaID=153524

Software Pricing Workshop – 17-18 July (Boston, MA)

We will presenting a 2-day workshop on software pricing to be held in Boston. The workshop is being offered under the auspices of the Professional Pricing Society.

If you would like to be notified when the details are available, please contact us with Pricing Workshop in the subject line.