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dc.contributor.authorTyrväinen, Pasi
dc.contributor.authorSelin, Joona
dc.contributor.editorRegnell, Björn
dc.contributor.editorvan de Weerd, Inge
dc.contributor.editorDe Troye, Olga
dc.date.accessioned2012-01-18T05:54:19Z
dc.date.available2012-01-18T05:54:19Z
dc.date.issued2011
dc.identifier.citationTyrväinen, 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.isbn978-3-642-21543-8
dc.identifier.otherCONVID_20967247
dc.identifier.otherTUTKAID_48747
dc.identifier.urihttps://jyx.jyu.fi/handle/123456789/37216
dc.description.abstractSoftware-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.extent189
dc.language.isoeng
dc.publisherSpringer-Verlag
dc.relation.ispartofSoftware Business, Second International Conference, ICSOB 2011, Brussels, Belgium, June 8-10, 2011, Proceedings
dc.relation.ispartofseriesLecture Notes in Business Information Processing, LNBIP
dc.relation.urihttp://www.springerlink.com/content/r81k74081q03j732/fulltext.pdf
dc.subject.otherMyynin ja markkinoinnin mallit
dc.subject.otherpilviohjelmistot
dc.subject.otherSaaS
dc.subject.othersuorituskykyindikaattorit
dc.subject.otherKPI
dc.subject.otherSales and marketing models
dc.subject.otherSoftware-as-a-Service
dc.subject.otherkey performance indicators
dc.titleHow to Sell SaaS: A Model for Main Factors of Marketing and Selling Software-as-a-Service
dc.typeconferenceObject
dc.identifier.urnURN:NBN:fi:jyu-201201171034
dc.contributor.laitosTietojenkäsittelytieteiden laitosfi
dc.contributor.laitosDepartment of Computer Science and Information Systemsen
dc.contributor.oppiaineTietoyhteiskunta, viestintä ja liiketoimintafi
dc.type.urihttp://purl.org/eprint/type/ConferencePaper
dc.date.updated2012-01-17T04:30:05Z
dc.relation.isbn978-3-642-21543-8
dc.type.coarhttp://purl.org/coar/resource_type/c_5794
dc.description.reviewstatuspeerReviewed
dc.format.pagerange2-16
dc.type.versionacceptedVersion
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.accesslevelopenAccessfi
dc.relation.conferenceICSOB 2011, Brussels, Belgium, June 8-10, 2011
dc.subject.ysoliiketoimintamallit
dc.subject.ysoohjelmistoliiketoiminta
jyx.subject.urihttp://www.yso.fi/onto/yso/p21761
jyx.subject.urihttp://www.yso.fi/onto/yso/p21307
dc.relation.doi10.1007/978-3-642-21544-5_2
dc.type.okmA4


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