Pick
up the paper on any given day and you’ll read about another failed product or
technology. At the same time, other technology products catch fire and become
wildly successful. What makes the difference? Typically, the root cause is not
a poorly conceived product. The culprit is simple. Those that successfully
capitalize on a new product or market inflection point have a compelling,
thought-provoking, engaging story and execute an effective go-to-market
strategy That’s it. However, very few technology companies are effectively able
to translate their product IP and features into a message that resonates with
buyers and captures the imagination of the market. Or execute a long strategy
that makes an impact in the market.
Session
1 –
How
do companies create breakaway launch and positioning strategies.
This session is
a hands-on, highly interactive workshop that gives you a practical,
step-by-step approach to developing differentiated launch and positioning
strategies and compelling stories. Robert Wright, expert on positioning and
product launch, covers the most common positioning and launch challenges facing
technology companies in today's environment to help you outline
a practical
solution to overcome them for your product, service, or solution. Through
real-world experiences, samples, exercises, and the instructor's own launch and
positioning methodology, you'll learn how to meet your sales and marketing
objectives through the application of proven launch and positioning principles
and best practices employed by the most successful companies in Silicon Valley.
This Session would focus on :
This Session would focus on :
How
to take your positioning strategy to the point of revenue, faster
12
new rules for high-impact positioning: secrets from Silicon Valley
The
key to differentiation: how to develop positioning pillars and value
propositions that work
Putting
positioning strategies into action: Tips for turning marketing messages into
sales conversations and making an impact in sales cycles
What
is the definition of Launch? What does a good Launch or go-to-market strategy
look like?
What
are the most common launch mistakes and how to avoid them
Bob
has over 20 years of experience in high technology industry and specializes in
creation of break-away strategies and unblocking critical problems to build
substantial market value.He has been at the vanguard of innovative positioning
and sales enablement strategies for the industry.Bob was the founder of
Marketing Arts,a renowned high-tech marketing consulting firm and has
successfully driven category leadership and differentiation strategies for over
100 companies.
Session
2 –
B2B
SOFTWARE/CLOUD/SaaS PRICING WORKSHOP
Developing a
pricing model requires a process and logic to get to the right price point and
right content and number of packages. If you think it is as simple as “X amount
of money per user per month” or “bronze/silver/gold” editions, this workshop
will help you see and use what you are missing.
When you develop
a “good enough” pricing model you will be able to go to market with more
confidence, get market traction faster and achieve higher levels of revenue
growth.
This special,
four-hour pricing workshop that will help you develop a pricing model that is
“good enough” to use for the next 18-24 months at least.
Topics will
include...
What pricing really
is (and it’s more than the number)
Why pricing
structure should come before pricing details
What steps to
take before coming up with “the number”
How to develop a
value proposition to improve sales results
When to use free
trials, freemium or paid pilots
Making a profit
from price sensitive customers
Moving from
domestic to global pricing
The
workshop will be led by Jim Geisman, Founder and Principal of US-based Software
Pricing Partners, Inc. The firm helps its B2B technology clients realize
greater value from the products they sell and the people that sell them.
Software Pricing Partners has worked with clients around the world since its
start in 1982. The firm's sharp focus on software and related products is
reflected at www.softwarepricing.com.
Jim is a
member of the Board of Advisors of the Professional Pricing Society and
Co-chair of the SaaS Cluster of the Mass Technology Leadership Council. He is a
frequent presenter at various high-tech conferences and industry gatherings including
SoftSummit, Softletter's SaaS University, and SaaS Summit. He holds degrees in
Electrical Engineering from Tufts and an MBA from Harvard.
Registration
fees: 1500 for Members & 2000 for Non Members
Venue:ICC
Trade Towers,A Wing MCCIA ,Ground Floor,Sumant Moolgaonkar Hall,Senapati Bapat
Road
Time:
9:00 am to 4:30 pm
Kindly send in
your registrations to Darryl at darryl@nasscom.in or 9850813443.
Warm
Regards,
Darryl Zuzarte
Associate
NASSCOM
B Wing,
5th Floor, MCCIA Trade Towers, International Convention Complex,
Senapati
Bapat Road, Pune 411016,India
T +91 20 25630415 F +91 20 25630415
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