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Software Pricing: Best Practices in Pricing, Monetization... - (Scott Miller)

Software Pricing: Best Practices in Pricing, Monetization... - (Scott Miller)


Software Pricing: Best Practices in Pricing, Monetization, and Offer Design

In a fast-paced digital transformation era, software can often seem overwhelmingly complex to price and monetize. As a result, many organizations can default to guesswork around willingness-to-pay or even apply suboptimal cost-plus pricing approaches. Enter a need for best practices in value-based software pricing.

Whether your organization is B2C (business-to-consumer), B2B (business-to-business), or B2G (business-to-government), this PPS online pricing course will ensure participants from any sized organization and industry can improve and optimize their software pricing, monetization, and offer design practices using proven best-in-class approaches alongside leading-edge value-based pricing tools.

This course will focus heavily on the Offer Design process within the Software Pricing FrameworkTM: from defining the strategy, to price-value analysis, to packaging and metrics, to pricing SaaS, to price model stress testing. We will also discuss deal pricing and price-to-win analysis tools for software request-for-proposal (RFP) bid scenarios.

By the end of this course, your level of expertise and confidence around software pricing capabilities will be dramatically improved. Armed with best-in-class approaches to software pricing using the right frameworks, the right tools, and right packaging approaches – you will be able to drive material improvements to revenue and profitability across your company’s software portfolio.

This course is designed based on the following topics:

    • Software 101: Introduction
      • Overview of software trends and innovations
      • Review of software revenue models
      • Your journey to software pricing excellence
      • Introduction to the Software Pricing FrameworkTM
    • Module 1: Value-Based Pricing
      • Articulating the software value proposition (and differentiation)
      • Assessing segmentation strategies
      • Application of four (4) price-value tools
      • Overview of software pricing case studies
    • Module 2: Pricing Software-as-a-Service (SaaS)
      • SaaS overview and the SaaS value proposition
      • Pricing SaaS for new and migrating clients
      • Pricing hosted managed in a complex B2B / B2G environment
    • Module 3: Packaging & Metrics
      • Introduction to the Software Offer Design Canvas
      • Software revenue models, packaging types, and metric types
      • Applying subscription pricing with B2B software contracts
      • Bundling
      • Pricing tiers (volume discounts & good-better-best)
      • Tactics:
        • Software adoption tactics
        • Mix optimization (cross-elasticity)
      • Financial views and price stress testing your models
    • Module 4: Software Deal Pricing (incl. RFPs = Request-for-Proposals)
      • Software deal processes: Large RFPs vs. Quote-to-Cash
      • Review Three (3) types of RFPs
      • Applying Price-to-Win analysis based on RFP type

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