NEOSA Podcast

Software pricing continues to go through a major shift as more and more providers move from traditional perpetuity and annual licensing models into a newer pay-as-you go model called Software-as-a-Service (SaaS). SaaS has many benefits for both software providers and their customers. Customers benefit from a low cost of entry, easily scalable deployment, and reduced spending on infrastructure, upgrades and maintenance. Providers can quickly deploy updates, enjoy lower support costs, create "stickier" clients, and generate a continuous annuity stream. Providers that can successfully navigate the significant challenges presented by SaaS, such as changes to their business model, cash flow, and software delivery, can open new markets and gain new customers. This session will explore various software pricing models, specifically focusing on SaaS and its impact on providers. Professionals in business development, marketing and product management are encouraged to attend this event to determine if SaaS is right for their company. Our panelists represent leading software companies: SageQuest (Best of Tech Winner), Dakota Software (Best of Tech Finalist), Datacore Consulting and Workflow.com (Best of Tech Finalist).

Software pricing continues to go through a major shift as more and more providers move from traditional perpetuity and annual licensing models into a newer pay-as-you go model called Software-as-a-Service (SaaS). SaaS has many benefits for both software providers and their customers. Customers benefit from a low cost of entry, easily scalable deployment, and reduced spending on infrastructure, upgrades and maintenance. Providers can quickly deploy updates, enjoy lower support costs, create "stickier" clients, and generate a continuous annuity stream. Providers that can successfully navigate the significant challenges presented by SaaS, such as changes to their business model, cash flow, and software delivery, can open new markets and gain new customers. This session will explore various software pricing models, specifically focusing on SaaS and its impact on providers. Professionals in business development, marketing and product management are encouraged to attend this event to determine if SaaS is right for their company. Our panelists represent leading software companies: SageQuest (Best of Tech Winner), Dakota Software (Best of Tech Finalist), Datacore Consulting and Workflow.com (Best of Tech Finalist).

Our region is on the cusp of an explosion of funding sources for technology businesses. Sources of angel capital, early stage funding and VC money have been locating here and finding great companies and ideas in which to invest. But unlocking the treasure chest requires more than a bright idea and a pretty business plan. Join us for a lively session featuring three local investors that focus on tech businesses for early stage or later stage investments. Our panelists include: Mike Stubler, Managing Director of the Cleveland office of Draper Triangle Ventures, an affiliate of Draper Fisher Jurvetson, a midwest leader in seed and early stage venture Capital. Mike's experience not only includes professional investing but leadership positions in a variety of early stage tech businesses. Charles Stack, CEO of Flashline Partners; Charles is former founder and CEO of Flashline which was sold to BEA Systems; Charles has formed Flashline Partners to invest in promising, technology-based, early stage businesses in northeast Ohio. Becca Braun, COO of JumpStart; who co-founded and was the initial CEO of Supplier Insight, a company that offers supplier management services and software to corporations and government agencies and that was ultimately acquired by Ariba (Nasdaq: ARBA); Becca was also formerly VP of Kirtland Capital Partners. These entrepreneurs turned investors will share their insight into the changing environment for investing, positioning a company for investment, and working with investors.

Our region is on the cusp of an explosion of funding sources for technology businesses. Sources of angel capital, early stage funding and VC money have been locating here and finding great companies and ideas in which to invest. But unlocking the treasure chest requires more than a bright idea and a pretty business plan. Join us for a lively session featuring three local investors that focus on tech businesses for early stage or later stage investments. Our panelists include: Mike Stubler, Managing Director of the Cleveland office of Draper Triangle Ventures, an affiliate of Draper Fisher Jurvetson, a midwest leader in seed and early stage venture Capital. Mike's experience not only includes professional investing but leadership positions in a variety of early stage tech businesses. Charles Stack, CEO of Flashline Partners; Charles is former founder and CEO of Flashline which was sold to BEA Systems; Charles has formed Flashline Partners to invest in promising, technology-based, early stage businesses in northeast Ohio. Becca Braun, COO of JumpStart; who co-founded and was the initial CEO of Supplier Insight, a company that offers supplier management services and software to corporations and government agencies and that was ultimately acquired by Ariba (Nasdaq: ARBA); Becca was also formerly VP of Kirtland Capital Partners. These entrepreneurs turned investors will share their insight into the changing environment for investing, positioning a company for investment, and working with investors.

A full-time professional sales team can be the catalyst for substantial growth or a boat anchor costing you time, money and missed business opportunities. Every expanding business will inevitably face the challenge of hiring and building a dedicated sales team. Each hire is a key employee, especially so when it comes to the sales staff. Whether it's your first hire or the fiftieth, each decision is fraught with a variety of concerns: closing skills, work ethic, incentives, and more. This session will address the challenge of building and staffing an effective, high-performing sales organization that is competent and capable of finding and closing profitable sales. The session will cover: Finding competent talent within my industry or identifying complementary markets for talent Training non-sales personnel versus training a dedicated sales staff Interviewing skills to verify credentials: closer vs. poser or do you need a farmer or a hunter? Compensation, quotas and territory management Training new sales hires? Recognizing the differences between selling as the principal or owner versus as a dedicated sales executive. Articulating and establishing a repeatable sales process that doesn't depend on you. Sales management – when to add this level and how to find it

A full-time professional sales team can be the catalyst for substantial growth or a boat anchor costing you time, money and missed business opportunities. Every expanding business will inevitably face the challenge of hiring and building a dedicated sales team. Each hire is a key employee, especially so when it comes to the sales staff. Whether it's your first hire or the fiftieth, each decision is fraught with a variety of concerns: closing skills, work ethic, incentives, and more. This session will address the challenge of building and staffing an effective, high-performing sales organization that is competent and capable of finding and closing profitable sales. The session will cover: Finding competent talent within my industry or identifying complementary markets for talent Training non-sales personnel versus training a dedicated sales staff Interviewing skills to verify credentials: closer vs. poser or do you need a farmer or a hunter? Compensation, quotas and territory management Training new sales hires? Recognizing the differences between selling as the principal or owner versus as a dedicated sales executive. Articulating and establishing a repeatable sales process that doesn't depend on you. Sales management – when to add this level and how to find it

CEOs from three high growth tech companies will deliver their unique perspectives on growth challenges. From strategic planning, to funding, to finding talent in the region, these companies have overcome challenges and are successfully navigating significant growth curves. Here what it took to get these companies on a high growth path. Our panelists include: Micki Tubbs, CEO-Fit Technologies, winner of the 2008 E&Y Entrepreneur of the Year Award; Ted Rieple, Regional President-MCPc, one of the largest integrators and hardware re-sellers in the region; and Dennis Abrahams, CEO-SageQuest, winner of the 2008 NEOSA Best of Tech Award for Best Software Product. Sponsored by Dollar Bank.

CEOs from three high growth tech companies will deliver their unique perspectives on growth challenges. From strategic planning, to funding, to finding talent in the region, these companies have overcome challenges and are successfully navigating significant growth curves. Here what it took to get these companies on a high growth path. Our panelists include: Micki Tubbs, CEO-Fit Technologies, winner of the 2008 E&Y Entrepreneur of the Year Award; Ted Rieple, Regional President-MCPc, one of the largest integrators and hardware re-sellers in the region; and Dennis Abrahams, CEO-SageQuest, winner of the 2008 NEOSA Best of Tech Award for Best Software Product. Sponsored by Dollar Bank.

NEOSA Best of Tech Winner - SageQuest

NEOSA Best of Tech Winner - Summit Data Communications (audio version)