SVPMA Workshop - Pricing, Business Models, and What Are Things Worth with Rich Mironov, CMO, Enthiosys April 25, 2009

Organization: SVPMA - Silicon Valley Product Management Association
Topic: Pricing, Business Models, and What Are Things Worth: How to make money in difficult times
Speaker: Rich Mironov, Chief Marketing Officer, Enthiosys
Date: Saturday, April 25th, 2009
Time: 8:30am - 12noon
Location: Network Meeting Center at the TechMart - 5201 Great America Parkway, Santa Clara
Cost: If registering by Thursday, April 23rd, $25 for SVPMA Members, $40 for Non-SVPMA Members. Add $10 more if registering after Thursday, April 23rd.
More info: http://www.svpma.org/workshops.html

Agenda timeframe:
8:30am - Networking/Continental Breakfast served
9:00am - Workshop
12noon - Wrap-up/Networking

Presentation:

This half-day workshop covers the essentials of pricing, business models and profit engines: how we make money from our products, and how we can make more. We’ll focus on less on specific prices (how much is it) than on matching prices to customer-perceived value and on pricing units (per seat, per photo, per share of stock sold). We’ll also talk about getting value from later product releases, where customers see value in Release 3 and 4 and 5 and 6.

This will be a fun, interactive morning. Team exercises will include pricing a never-before-shipped service for a hot-hot (but imaginary) tech startup and ideas on pricing product management consulting services.

Take-aways:
• Understand pricing as part of the overall product strategy mix
• Hands-on team exercise pricing an entirely new product
• Strategic model for finding and capturing long-term value
• Ideas for disruptive pricing units
• Appreciation for sales reps faced with conflicting, complex pricing models

Speaker:

Rich is CMO at Enthiosys, a software product strategist, and veteran of four high-tech startups. At Enthiosys, he consults with clients on agile product management, pricing/business models, roadmapping and PM organizational structures. He also writes extensively about product management and the realities of technology companies.

Rich has been working with Silicon Valley technology companies since 1981 including running product management teams at Tandem Computers and Sybase. He's been a product/marketing executive at four Silicon Valley startups: Wayfarer Communications, iPass, Slam Dunk Networks and AirMagnet. Rich has also held interim VP Product Management roles at several startups.

Rich is the author of “The Art of Product Management” and the popular “Product Bytes” newsletter on technology product strategy. He serves on the faculty of the Executive Development Center at the University of California Berkeley’s Haas School of Business and the board of the Silicon Valley Product Management Association (SVPMA). Rich has an M.B.A. from Stanford University and a B.S. degree in physics from Yale University (with a thesis on dinosaur extinction theories).

SVPMA Workshop Series:

The Silicon Valley Product Management Association (SVPMA) was founded to address the needs of Product Managers, Product Marketing Managers and other professionals working within the Product Management field.

The goal of the SVPMA Workshop Series is to provide our members hands-on, interactive product management training delivered by leading consulting and professional services companies, lecturers and trainers.

Official Website: http://www.svpma.org/meetings.html