ASP SIG: Value Propositions and Pricing Models



  • ...for software and hosted solutions.


    Chuck DeVita, President - Growth Process Group

    Presentation Overview

    This session will focus on developing value propositions and pricing models for enterprise software and hosted solutions.

    Key elements of this highly interactive discussion will include:

    • Is a hosted solution a business model, a delivery mechanism or a channel?
    • Differentiating Value, Price and Payment Issues
    • What is a Value Proposition & Why You Need Them
    • Who Cares about Value Propositions
    • How to Develop Value Propositions
    • Developing Pricing Dimensions & Structures
    • Increasing Your Price & Deal Size
    • Differentiating the Pricing Process from the Discounting Process
    • Hosted Solution & Software Pricing & Value Comparisons

    Speaker Profile


    Chuck DeVita

    Chuck DeVita is President of Growth Process Group,, a strategic consulting practice focused on enterprise level infrastructure and B2B applications software/internet firms. Growth Process Group provides emerging companies with consulting services to secure funding and drive initial sales results. It offers a focused customer acquisition program for early stage companies. GPG also helps established companies grow revenues through innovative sales and marketing management methods.

    Chuck has over thirty years experience in high tech Sales and Marketing management. He has developed regional, worldwide, and major account sales forces. He has extensive international sales management experience. As an officer, he led the initial growth of two successful high tech start-ups as well as the turnaround of a public software company. As a consultant, he has served as interim VP Sales & Marketing for B2B/Infrastructure software and hosted solution companies in the U.S. and Europe.

    Chuck is a frequent speaker at industry and venture forums on emerging company sales and marketing issues. He presents quarterly seminars on "Planning for Sales & Marketing in a Startup", "Getting Your First Big Customers" and "Growing Your Sales Force" at the Software Development Forum in San Jose. He has been visiting lecturer at the Stanford Graduate School of Business and a panelist at the international venture forum at the Anderson School of Business at UCLA. He has presented to the Association for Corporate Growth and the American Marketing Association. He also teaches a course on "Growing Revenues in a B2B Start Up" at Stanford University. Chuck is the program chair for the Silicon Valley Association of Startup Entrepreneurs (SVASE) VC Breakfast Series. He is a limited partner in two venture capital funds. He holds a B.S. in Engineering from Santa Clara University and an MBA from Stanford.

    Contact info: [email protected], 650-917-8010


    IBM Solution Partnership Center
    2929 Campus Drive, 2nd Floor
    San Mateo, CA 94105


    6:30-7:00pm registration/networking/refreshments
    7:00-9:00pm presentation and discussion


    $10 for non-SDForum Members
    No charge for SDForum members and students with ID
    No registration required