SpeakerBox Communications, LLC

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Last week the Technology Marketing Alliance (TMA) held one of its quarterly programs at the Tower Club with guest speaker Jim Geisman , founder and principal of Software Pricing Partners . The topic was spot-on for this group of senior marketers that each face challenges in setting and maintaining pricing models for their primarily B2B and B2G enterprise software companies. Jim addressed challenges with on-premises vs. SaaS models, typical discounting practices, productizing services and market trends, and the effects of B2C pricing on B2B companies. We covered a lot of material during the session, which was custom made for our group downsized from a typical full day workshop . Jim was gracious enough to grant permission to post his PowerPoint for our community to digest...it was a very interactive session, however, so the questions and answers provided the most value for many of us in the room. A couple of key nuggets to share: customer matches the metrics for their business (per claim, per loan, per patient, per bill, per reservation, etc.), there was likely to be a better case of profitability on both sides of the equation, and greater satisfaction overall. - Many thanks to Jim for taking the time to address our group; the feedback from the attendees was very favorable, and for those seeking additional customized strategies, his workshops would be a no-brainer! - Elizabeth Shea ( eliz2shea ) Labels: Entrepreneurs , Events , Technology Marketing Alliance

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