Doing Deals in a Downturn • Corum Group
Packaging and Pricing: Always Important to SaaS Success... Critical Now • Software Pricing Partners

Packaging and Pricing: Always Important to SaaS Success... Critical Now

When: Monday, April 27th - 8:00 am - 12:00 pm
Presenter: Jim Geisman, Principal and Founder, Software Pricing Partners, Inc.
Registration: Available only to Full Conference Attendees. $349 before April 3rd, $399 after April 3rd.

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Successful software companies align their packaging and pricing with value and make sure that value is clear to customers. In the SaaS world, where sales cycles must be short and Sales involvement is often limited, effective packaging and pricing is even more important. And, in today’s economic environment, it can be critical to success.

This half-day workshop shows how a SaaS company can make the best use of the various pricing levers available. Attendees will broaden their knowledge of the fundamentals and learn tactics that can be particularly effective in today's economy.

Workshop content covers both the fundamentals of pricing and how they apply specifically to the SaaS delivery model and cloud computing. Workshop content will also address the challenges presented by today's economy.

Some of the topics that will be covered include:

• A five-step methodology for setting prices
• Choosing pricing metrics that link to value delivered
• Value-creating SaaS product packaging
• Comparing payment streams using product-equivalence pricing
• SaaS pricing and cloud computing

Who should attend:
Executives who make or influence decisions about pricing, packaging and licensing ranging from CxOs to pricing specialists, product managers and marketing managers.

Doing Deals in a Downturn

When: Monday, April 27th - 1:00 pm - 5:00 pm
Presenter: Ward Carter, President, Corum Group
Registration: Full Conference Attendee: Free • Non-Full Conference Attendee: $199.00

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Given the current worldwide economic turmoil, many firms have been forced to rethink their exit options. We’ll examine the dynamics of the current M&A market for software and IT companies, and how both strategic and financial buyers have adjusted their models for acquisition of smaller software firms.  We’ll also examine trends in the M&A market, valuation metrics, evolving deal structures, and how you as a seller can position for maximum value.  This workkshop will cover:
• The impact of recession on software M&A
• Lessons we learned from the dot.com meltdown
• Why you may want to consider an exit now
• Which sectors are hot, and not
• Why smaller company M&A is still strong
• What strategic buyers look for in a deal
• Why you can’t ignore financial buyers
• Why IPO freeze should matter to you
• What recent transactions tell us
• Where valuations are headed
• How deal structure is changing  
• Why SaaS is still an attractive model
• Why you must look globally in an M&A search
• What you can do now to survive the downturn and build value

We’ll also look at proper preparation for an exit, and the things you can do to attract an acquirer and successfully manage the challenges of due diligence. Learn how experts approach valuation discussions, and how to negotiate the best deal for your shareholders and employees.  M&A is by far the most likely exit for most companies, and an event you can prepare for long in advance to assure a positive outcome when the timing is optimum.

Who Should Attend:
• Software Executives, shareholders or investors looking to maximize value through a strategic MA transaction
• Larger technology companies looking to do acquisitions or divestitures
• Software CEOs  curious about what their company might be worth in the current environment
• Firms that have witnessed consolidations in their sector and are looking to better understand their options

This is a must-attend session for anyone serious about taking advantage of today's M&A market or building a software or IT company for an eventual M&A exit.

This is a special mini session of Corum’s widely acclaimed one day Selling Up, Selling Out conference (normally $495.00). That conference is the most attended executive educational symposium in history for software and IT companies; since 1990 over half a trillion dollars in deal value has been realized by attendees! You will learn how to position, prepare, value, negotiate and execute an M&A transaction for maximum value, and how to weave through the SOX due diligence minefield and not be one of the many M&A casualties. A valuable reference book of the presentation materials will also be provided.