NZ Software Association PO Box 100274 North Shore Mail Centre Auckland 0745 New Zealand Contact for the pricing workshops:

Steve Corbett Email: info@nzsa.org.nz Quote: Effective pricing strategies and the process to implement them will be one of the most critical factors for creating shareholder value in SaaS companies. Phil Norman Chairman Xero Thanks to our major sponsors

Thanks to our supporters

SaaS and Enterprise Software Pricing –

The pricing workshop for software executives. This workshop covers the delivery and pricing models for B2B enterprise software, including on-premise and as a service. The major focus will be how to apply software pricing principles to the Software as a Service (SaaS) model.

About the workshops The workshop is customised for the New Zealand market and is led by Jim Geisman the founder and principal of Software Pricing Partners, a leading presenter of software pricing workshops in the USA. The workshop goes beyond pricing basics and using a series of examples and group exercises to show how pricing applies to the SaaS delivery model. The workshop also includes new materials that address the challenges in today's economy.

Workshop content

Introduction The SaaS model, economics and trends. Financial issues associated with launching and growing a SaaS

company.

SaaS Pricing & Packaging Setting prices systematically. Choosing pricing metrics that link to value delivered Creating value with product packaging. Decreasing uncertainty when setting new-product prices Comparing payment streams using product-equivalence pricing. Forecasting revenues in a SaaS world.

Special Topics SaaS pricing and cloud computing. Importance of value proposition. Expanded role of packaging. Why pricing simplicity beats precision Treating discount dollars as investments.

About the presenter Jim is an acknowledged expert in the software pricing field. He has helped numerous emerging and established software companies solve some of the thorniest pricing problems, including how to transition to the on-demand SaaS pricing model. With clients ranging from multinational Fortune 500s and multi-billion dollar Japanese trading companies to early stage ventures, Software Pricing Partners has significant experience spanning software, computer hardware, and related services.

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Who should come? The workshop is intended for executives who make or influence decisions about software pricing, packaging and licensing. People who benefit the most range from CxOs to pricing specialists, product managers, and marketing managers.

Attendees will come away with new knowledge of the fundamentals and learn pricing tactics that can be effective in today's economy. Note: the workshops are limited to 20 participants per workshop in order to provide in-depth training to each participant. Each participant will have the opportunity to submit key questions on pricing prior to the workshops which will be covered at the workshop.

Where and When? IBM, Auckland 23

rd & 24

th November 2009

82 Wyndam St IBM, Wellington 26

th November 2009

Majestic Centre, 100 Willis St Note: each workshop runs from 8:30 AM to 4:30 PM including breaks and lunch.

Price

Non NZSA members $1250 +GST ($1406) NZSA corporate & $995 +GST ($1119) affiliated members Note: includes copy of materials.

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