Академический Документы
Профессиональный Документы
Культура Документы
XaaS Services represented 11.2% of the $237.3B of the software industry revenues for the 100 largest companies in the industry, in 2011
9 technology macrotrends fueling growth, innovation and complexity across software firms and their customers these trends are impacting licensing, pricing and delivery models across the industry
2
PwC
Customers want flexibility, predictability and interoperability in the license agreements with software vendors
Subscription License
Traditional License
On Premise
Public Cloud
3 PwC
these Emerging models exist with the Traditional model and also as Hybrid models
4 PwC
Pricing is based on your firms goals, business models and the other participants in your immediate market
Bounds
Max and Lowest Reasonable Prices
Competition
Competitive Pricing
Strategy
Business/Segment Goals and Strategy
Financials
Delivering Revenue and Profit Targets
Maximize Revenue
Price level
High
Competitors
Low
Costs
Penetrate Markets
5
PwC
6 PwC
Tools like the Price Waterfall help reduce leakages as you analyze the myriad of business models
7 PwC
Address pricing cannibalization by establishing price separation in best, better and best product lines
Pricing maturity model used to assess your position and to determine path to next level of pricing excellence
Process Organization Technology
Complete pricing platform integrating price setting, price optimization, price management, market and customer data Fully automated pricing data management
Well-defined, fully Fully integrated function integrated, and to optimize pricing standardized pricing throughout the value processes including price chain optimization Formal customer Proactive pricing strategy analytics and market and execution, defined intelligence function workflow to manage price Regular training on exceptions product value and Systematic and governed negotiation skills cross-functional coordination in pricing Well-defined but poorly integrated pricing processes Reactive pricing strategy and execution, price exceptions are managed ad hoc Limited cross-functional coordination in pricing Centralized price strategy and execution function Centralized deal management Ad hoc training on product value and negotiation skills
Price management system has been implemented Pricing optimization system integrated with price management Limited automation of pricing data management
Regularly performed standard analytics using Excel Sporadic measurement of pricing performance Regular tracking of pricing metrics focused on nonstrategic activities Limited understanding of true costs to serve Rudimentary and ad hoc analytics Limited tracking of pricing metrics Minimal opportunities to analyze meaningful data including true costs to serve
Pricing Capability
High Low
No formal or standardized processes in place Lack of clarity on pricing strategy Lack of cross-functional coordination in pricing
Business value
No centralized price strategy and execution function Decentralized deal management Minimal training on product value and negotiation skills
9 PwC
Thank you!
This publication has been prepared for general guidance on matters of interest only, and does not constitute professional advice. You should not act upon the information contained in this publication without obtaining specific professional advice. No representation or warranty (express or implied) is given as to the accuracy or completeness of the information contained in this publication, and, to the extent permitted by law, [insert legal name of the PwC firm], its members, employees and agents do not accept or assume any liability, responsibility or duty of care for any consequences of you or anyone else acting, or refraining to act, in reliance on the information contained in this publication or for any decision based on it. 2012 PricewaterhouseCoopers LLP. All rights reserved. In this document, PwC refers to PricewaterhouseCoopers LLP, which is a member firm of PricewaterhouseCoopers International Limited, each member firm of which is a separate legal entity.
10