The Services Marketing & Metrics Handbook
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Publication date: Updated twice a year
Over 125 pages of information on services marketing and metrics
Cost: $99.99
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As the demand for traditional software products and licenses declines and the ASP and software as a service models (SAAS) grow, forward-looking software companies have found important new revenue sources in professional services, maintenance, training, and subscription-based ASP services. But software marketers have also discovered that traditional product marketing techniques and metrics are often inadequate for growing a services portfolio. This new handbook, which draws on a wealth of expert interviews and data from Softletter, helps "cross the chasm" between product and services marketing.
Check out the complete table of contents of Softletter's new Services Marketing & Metrics Handbook, along with the sample pages excerpted.
SERVICES MARKETING & METRICS HANDBOOK
Table of Contents
ASP & Subscription-Based Models
Lessons from an ASP Pioneer
The Autodesk Subscription License
ASP Services: Where Are the Marketing Dollars?
Data Points: Most Popular ASP Applications
Software by Subscription: Ten ASP Pioneers
Service Marketing: The Myth of “Annuity Revenue”
The Oracle Subscription Pricing Test
KnowledgePoint Tests Usage-Based Pricing
Checklist: Subscription-Based Services
ASP Development: A Fast Track to the Web
Maintenance & Professional Services
What’s Your Services Marketing Goal?
How to Become a Services Superstar
How to Inspire More Services Sales
How to Sell More Services
A Services Pricing Checklist Professional Services: How to Sell Trust
How to Capture More Training Dollars
How to Price Support Contracts
How to Sell Fee-Based Support
How to Make Money on Maintenance
Bringing Customers Back to Life
Why New Services Fail
Maintenance Pricing Trends Trends in Fee-Based Support
Service Marketing: The Relationship Factor
On Selling Through Associations
How to Use Testimonials on the Web
CardFile: Customer Satisfaction Measurement
On Becoming an Expert
“Exceptional Guarantees”
The Case for E-Mail Newsletters
“The Anatomy of Buzz”
How to Manage Word-of-Mouth Advertising
Special Report: Tactics for Tough Times
CardFile: Loyalty Marketing
The Art of Seminar Marketing
How to Fill More Seminar Seats
How to Become a Power Panelist
How to Pitch a Conference Speaker
How to Manage a Seminar Speaker
CardFile: Presentation Skills Development
How to Run a Post-Show Training Session
Audio Seminars: The “Talk Radio” Model
Webcasting: “A Huge Audience”
Trends: The Shift to Services Profit Metrics for Professional Services
The Economics of Enterprise Support
How to Account for Services Revenues
How to Account for Services Revenues
Eight Ways to Measure Web Support ROI
Benchmarks: Services Margins
Benchmarks: Services Contribution
Data Points: Consulting Metrics
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