Factors used in the selection of packaged software in small businesses: views of owners and managers
Information and Management
Bundling Information Goods: Pricing, Profits, and Efficiency
Management Science
Nonlinear Pricing of Information Goods
Management Science
Software Licensing Models: What's Out There?
IT Professional
Software as a Service: Implications for Investment in Software Development
HICSS '07 Proceedings of the 40th Annual Hawaii International Conference on System Sciences
Consumers Prefer Bundled Add-Ins
Journal of Management Information Systems
Software Preannouncements and Their Impact on Customers' Perceptions and Vendor Reputation
Journal of Management Information Systems
An economic model to compare the profitability of pay-per-use and fixed-fee licensing
Information and Software Technology
Software Product Management and Pricing: Key Success Factors for Software Organizations
Software Product Management and Pricing: Key Success Factors for Software Organizations
SaaS 100 Success Secrets - How companies successfully buy, manage, host and deliver software as a service - SaaS
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Software as a Service has become a dominant IT news topic over the last few years. Especially in these current recession times, adopting SaaS solutions is increasingly becoming the more favourable alternative for customers rather than investing on brand new on-premise software or outsourcing. This fact has inevitably stimulated the birth of numerous SaaS vendors. Unfortunately, many small-to-medium vendors have emerged only to disappear again from the market. A lack of maturity in their pricing strategy often becomes part of the reason. This paper presents the 'Pricing Strategy Guideline FrameworkPSGF' that assists SaaS vendors with a guideline to ensure that all the fundamental pricing elements are included in their pricing strategy. The PSGF describes five different layers that need to be taken to price software: value creation, price structure, price and value communication, price policy, and price level. The PSGF can be of particularly great use for the start-up vendors that tend to have less experience in pricing their SaaS solutions. There have been no SaaS pricing frameworks available in the SaaS research area, such as the PSGF developed in this research. The PSGF is evaluated in a case study at a Dutch SaaS vendor in the Finance sector.