Selection of the Proper Revenue and Pricing Model for SaaS
Ojala, A. (2014). Selection of the Proper Revenue and Pricing Model for SaaS. In J. Guerrero (Ed.), Proceedings of IEEE CloudCom 2014 : 6th IEEE International Conference on Cloud Computing Technology and Science (pp. 863-868). IEEE. doi:10.1109/CloudCom.2014.27
© 2014 IEEE. This is an author's accepted version of an article whose final and definitive form has been published by IEEE.
Recent research on software revenue and pricing models has revealed important ways in which firms can benefit from software renting. However, it is still unclear how SaaS providers select a proper revenue and pricing model to make their services attractive for customers. Based on 32 interviews with software professionals from four case firms, this study reveals how different factors impacted on the selection of a revenue and pricing model. It can be concluded that customers’ needs were the main driving force to the selection of the most appropriate pricing and revenue model in the market.