| dc.contributor.author | Tyrväinen, Pasi | |
| dc.contributor.author | Selin, Joona | |
| dc.contributor.editor | Regnell, Björn | |
| dc.contributor.editor | van de Weerd, Inge | |
| dc.contributor.editor | De Troye, Olga | |
| dc.date.accessioned | 2012-01-18T05:54:19Z | |
| dc.date.available | 2012-01-18T05:54:19Z | |
| dc.date.issued | 2011 | |
| dc.identifier.citation | Tyrväinen, P., & Selin, J. (2011). How to Sell SaaS: A Model for Main Factors of Marketing and Selling Software-as-a-Service. In B. Regnell, I. van de Weerd, & O. De Troye (Eds.), <i>Software Business, Second International Conference, ICSOB 2011, Brussels, Belgium, June 8-10, 2011, Proceedings</i> (pp. 2-16). Springer-Verlag. Lecture Notes in Business Information Processing, LNBIP, Vol 80, Part 2. <a href="https://doi.org/10.1007/978-3-642-21544-5_2" target="_blank">https://doi.org/10.1007/978-3-642-21544-5_2</a> | |
| dc.identifier.isbn | 978-3-642-21543-8 | |
| dc.identifier.other | CONVID_20967247 | |
| dc.identifier.other | TUTKAID_48747 | |
| dc.identifier.uri | https://jyx.jyu.fi/handle/123456789/37216 | |
| dc.description.abstract | Software-as-a-Service providers have been growing fast while the
contemporary research literature has neglected analysis of their business-critical
marketing and sales processes. In this paper we collect the key factors
characterizing how to market and sell SaaS to business customers into an eight
dimensional model. We also use an explorative multi-case study to observe six
SaaS providers and validate the model. The interviewed providers emphasized
use of the Internet for marketing communication while personal direct sale was
the dominating sales approach. Customer acquisition cost was the key
performance indicator for marketing and sales while customer lifetime value
and churn were the KPIs in customer relationship management. | |
| dc.format.extent | 189 | |
| dc.language.iso | eng | |
| dc.publisher | Springer-Verlag | |
| dc.relation.ispartof | Software Business, Second International Conference, ICSOB 2011, Brussels, Belgium, June 8-10, 2011, Proceedings | |
| dc.relation.ispartofseries | Lecture Notes in Business Information Processing, LNBIP | |
| dc.relation.uri | http://www.springerlink.com/content/r81k74081q03j732/fulltext.pdf | |
| dc.subject.other | Myynin ja markkinoinnin mallit | |
| dc.subject.other | pilviohjelmistot | |
| dc.subject.other | SaaS | |
| dc.subject.other | suorituskykyindikaattorit | |
| dc.subject.other | KPI | |
| dc.subject.other | Sales and marketing models | |
| dc.subject.other | Software-as-a-Service | |
| dc.subject.other | key performance indicators | |
| dc.title | How to Sell SaaS: A Model for Main Factors of Marketing and Selling Software-as-a-Service | |
| dc.type | conferenceObject | |
| dc.identifier.urn | URN:NBN:fi:jyu-201201171034 | |
| dc.contributor.laitos | Tietojenkäsittelytieteiden laitos | fi |
| dc.contributor.laitos | Department of Computer Science and Information Systems | en |
| dc.contributor.oppiaine | Tietoyhteiskunta, viestintä ja liiketoiminta | fi |
| dc.type.uri | http://purl.org/eprint/type/ConferencePaper | |
| dc.date.updated | 2012-01-17T04:30:05Z | |
| dc.relation.isbn | 978-3-642-21543-8 | |
| dc.type.coar | http://purl.org/coar/resource_type/c_5794 | |
| dc.description.reviewstatus | peerReviewed | |
| dc.format.pagerange | 2-16 | |
| dc.type.version | acceptedVersion | |
| dc.rights.copyright | © Springer-Verlag Berlin Heidelberg 2011. This is an electronic final draft version of an article whose final and definitive form has been published in the conference publication "Software Business" by Springer. | |
| dc.rights.accesslevel | openAccess | fi |
| dc.relation.conference | ICSOB 2011, Brussels, Belgium, June 8-10, 2011 | |
| dc.subject.yso | liiketoimintamallit | |
| dc.subject.yso | ohjelmistoliiketoiminta | |
| jyx.subject.uri | http://www.yso.fi/onto/yso/p21761 | |
| jyx.subject.uri | http://www.yso.fi/onto/yso/p21307 | |
| dc.relation.doi | 10.1007/978-3-642-21544-5_2 | |
| dc.type.okm | A4 | |
