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Software Monetization, Change and Insanity

The classic definition of insanity is doing the same thing and expecting different results. What REALLY drove us crazy was doing the...

Software Monetization: Microsoft's New License Metric

For years, Microsoft has done enterprise licensing for some of their products on a per-device basis (versus per-user for desktop...

Software Pricing Strategy: Learn From Other Industries

An ad for a 24 pages/minute laser printer priced at $55 caught my eye the other day. It made me...

Pricing Process and GM's Software Recall

eneral Motors recently recalled 474,000 vehicles, many of which are being returned to dealers so they can “recalibrate the software”....

SaaS Revenue Strategies: Top Ten Growth Strategies

One of my favorite presentations from the 2014 SIIA conference was by Nick Mehta (@nrmehta) on the turning your revenue funnel into...

Why Pricing Models Often Miss the Boat

hese days, it seems like most software companies are focused on their pricing model because they are unhappy with their...

Sources of Pricing Pressure

If you haven’t heard of Sandhill.com or the Sandhill Group, you have now. Sandhill.com is a site dedicated to providing...

Climbing Through Your SaaS Sales Attic

A few years ago I needed something from my parent’s house, and my Dad told me I could find it...

Negotiating Like a SaaS Pro

Concessions are a sticky business and at the end of a negotiation, when the close is ever-so-close, it’s easy to...

Combating the Nibble

The Nibble is a negotiation tactic used in many cultures around the world. Just when you think you have a...

Look to the Basics to Accelerate Sales

Many executives wonder why sales aren’t coming as fast or as easily as they should – despite their best efforts...

Questions to Ask Before Offering Customers More Choices

Remember when enterprise software companies would only deliver applications on-premise and got paid via a large amount up-front and SaaS...

Getting the Most from Your Product Packaging?

One of the most powerful tools in a pricing model is product packaging. When packaging is done correctly, functionality and...

7 Ways to Increase Fall Sales

The pace of business usually picks up as the Fall buying season begins – making it a perfect time to...

Why Trust is Crucial When Selling SaaS Solutions

ow many times have you or a sales colleague wondered “Why is this deal taking so long to close?” There...

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