Workshops
Workshop: Down-to-Earth Pricing for the Cloud
Tuesday, May 7th - 8:30am to 12:30pm
Leader: Jim Geisman, Founder & Principal, Software Pricing Partners
No question about it: your company's products solve BIG problems. But are you getting paid fairly for the value they deliver? Does your pricing model – what you charge for, the packaging, price levels and discounts – help generate the right level of sales? If you attend this workshop you will learn how to develop or improve your pricing model to generate higher levels of revenue, more rapidly and at lower cost.
We will cover the basics of software pricing and then apply these fundamentals to remotely hosted applications. The content is practical and down-to-earth, drawn from consulting engagements and industry sources. The materials are constantly refreshed to address changes in the competitive environment and lessons learned.
This workshop is aimed at executives who make or influence decisions about B2B software pricing, packaging and licensing. People who will benefit the most are likely to be CxOs, marketing managers, product managers, and people in finance, among others. The workshop will give attendees the knowledge they need to make better decisions about their pricing model so they can increase or accelerate revenues.
Attendees of this workshop will receive a hardcopy of the presentation materials. In addition, SIIA members will receive a separate complementary 1-hour consultation.
Workshop: Mapping the Customer Journey - Capturing Value and Growing Revenues
Tuesday, May 7th - 8:30am to 12:30pm
Leader: Ken Rutsky, President, KJR Associates
You spend a lot to find and acquire customers. But most of your revenue depends on engaging them, keeping them and growing their usage. This workshop WILL HELP YOU GROW YOUR BUSINESS by giving you a powerful toolset to understand how to deliver and capture value, grow conversion rates, and increase recurring revenues. The Customer Journey Mapping Process!
CEOs, VPs of Sales and Marketing, and VPs of Customer Success should consider this workshop if trial conversion rates are lower than expected or needed; Free to paid conversion rates are not performing to plan; churn is higher than your business model predicts or can sustain, upsell is not meeting target, or you need to kick start this process now.
In this workshop, you will learn to 1) Define the customer journey for your key service offerings; 2) Understand milestones such as onboarding, first value, growth and drop-off; 3) Define success and risk indicators for each phase; and 4)Establish strategies to drive adoption. Leveraging the benchmarks and best practices learned from over 100 SaaS companies, this workshop is built on an implementation framework that is independent of technology choices. At the end of you the day you will have an initial version of your customer journey map including a definition of “first value” for your customer, a list of engagement signals to monitor on track and off track customers, and ideas for engagement campaigns to help customers progress along their journey.
