EVENT

The BMA of Northern California is very excited to have CHUCK DeVITA, President of Growth Process Group to speak on the critical success factors in selling and marketing Cloud Computing applications, also called Software as a Service (SaaS) to large enterprises. The focus of this presentation will be on the critical success factors in selling and marketing Cloud Computing applications, also called Software as a Service (SaaS) to large enterprises. We will examine customer acquisition and retention issues, best practices in sales processes and marketing programs, plus sales compensation, and channel issues for companies that sell SaaS solutions to enterprises. Comparisons to license models will be explored. Key elements of this highly interactive session will include: SaaS value propositions, SaaS sales and marketing approaches, and the role of services in a SaaS model. This presentation will draw on the material that Chuck DeVita presents to executives and managers in his six session course at Stanford on the same topic.