Role of License and Entitlement Management in Monetization
We’ve been long-time advocates for monitoring or controlling access and use of software because, to paraphrase Intel’s Andy Grove, “You...
Subscription Business Models: Quick Repackaging Tips
Software pricing and packaging are often viewed as long-term tools. So, in times when your subscription business model needs action now —...
The Case for Agile Pricing Processes
Customer acceptance of new product capabilities is higher when products are developed using agile development methodologies. One reason for this...
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
General 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 turning your revenue funnel into an...
Why Pricing Models Often Miss the Boat
These 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...
- « Previous
- 1
- 2
- 3
- 4
- Next »