The Five Qualities Of Good Software Pricing

Air Date: Wednesday, July 16, 2008

Cost: $250

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Presented By:

Who should attend: Technology Product Management & Marketing professionals

Description:

Poorly designed software pricing can limit sales opportunities, extend sales cycles, restrict up-selling and reduce maintenance renewals. From talking to hundreds of software sourcing managers, and several leading software pricing VPs, Forrester has identified five qualities of good pricing. This teleconference will describe these qualities and why they are important to software product managers. It will present an evaluation framework that can be used to help software vendors assess their pricing and prioritize areas for improvement

To put these basic qualities into context, the teleconference will describe some technology trends that are making traditional metrics increasingly problematic for software sourcing professionals, and how product managers can deal with these trends by focusing on the most important attributes of their pricing and licensing models. It will cover the difference between Pricing and Licensing, potential conflicts between discounting guidelines and revenue recognition, and the impact of currency exchange rates.

Agenda

• The five qualities of good software pricing, and why they are important
• Technology trends and accounting constraints that affect pricing models
• An evaluation framework for pricing models
• How to improve your pricing without starting again from scratch

Vendors mentioned: Oracle, Microsoft, and SAP.

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.