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    Software Product Management and Pricing: Key Success Factors for Software Organizations (Paperback) By (author) Hans-Bernd Kittlaus, By (author) Peter N. Clough

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    DescriptionSoftware product management and pricing are key success factors for any organization providing software, be it a software company or an organization responsible for software in a company that belongs to a different industry. After defining the term "software product" and looking at the business and organizational sides, the core elements of software product management and pricing are discussed. Recommendations are given on how to deal with these elements depending on different types of organizations and products in order to achieve the long-term success.


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  • Full bibliographic data for Software Product Management and Pricing

    Title
    Software Product Management and Pricing
    Subtitle
    Key Success Factors for Software Organizations
    Authors and contributors
    By (author) Hans-Bernd Kittlaus, By (author) Peter N. Clough
    Physical properties
    Format: Paperback
    Number of pages: 242
    Width: 156 mm
    Height: 234 mm
    Thickness: 13 mm
    Weight: 348 g
    Language
    English
    ISBN
    ISBN 13: 9783642095702
    ISBN 10: 3642095704
    Classifications

    BIC E4L: COM
    Nielsen BookScan Product Class 3: S10.2
    B&T Book Type: NF
    LC subject heading:
    BIC subject category V2: KJQ
    LC classification: TK7887.5
    LC subject heading:
    Warengruppen-Systematik des deutschen Buchhandels: 16320
    BIC subject category V2: UMZ
    B&T General Subject: 229
    Abridged Dewey: 004
    B&T Merchandise Category: COM
    BISAC V2.8: COM039000, BUS083000
    LC subject heading:
    BISAC V2.8: COM014000
    BIC subject category V2: UKR
    LC classification: TK
    BISAC V2.8: COM051230, COM043000
    LC subject heading: ,
    BISAC V2.8: COM051000
    Ingram Subject Code: XE
    LC classification: QA76.758
    DC22: 004.6
    BIC subject category V2: UKN
    BISAC V2.8: COM067000, COM020010
    DC23: 004
    LC classification: QA75.5-76.95, HF54.5-54.56, TK5105.5-5105.9, QA76.9.C643, QA76.6-76.66, TK7887.5-7887.8
    Thema V1.0: UMZ, KJQ, UK, KJMK, UKN, UKR
    Edition statement
    1st ed. Softcover of orig. ed. 2009
    Illustrations note
    biography
    Publisher
    Springer-Verlag Berlin and Heidelberg GmbH & Co. KG
    Imprint name
    Springer-Verlag Berlin and Heidelberg GmbH & Co. K
    Publication date
    19 October 2010
    Publication City/Country
    Berlin
    Author Information
    Hans-Bernd Kittlaus: Graduate of University of Dortmund (Diplom-Informatiker). Spent 12 years with IBM, first in the Boeblingen Development Lab in technical and management positions, then as the head of EMEA (Europe, Middle East, Africa) Software Product Management for IBM's database and application development products in Stuttgart (Germany), San Jose (California, USA) and Toronto (Canada). Spent 6 years as Director with SIZ (Informatics Center of the German Savings Banks Organization). Started his own consulting company InnoTivum, Rheinbreitbach, Germany, in 2001 focussing on all strategy and management topics in relation to software, in particular the alignment of business and IT. Mr. Kittlaus has published numerous articles and the books 'Data Mining' (Addison Wesley, 1998), 'Business Process Reengineering und Produktivitatssteigerungsprogramm' (Deutscher Sparkassen Verlag, 1999) und 'Database Marketing' (Deutscher Sparkassen Verlag, 2001). He was co-author of the book 'Software-Produkt-Management' (Kittlaus/Rau/Schulz, Springer, 2004). Since 2005 he is member of the board of the German software company Sander & Doll. Peter N. Clough: Graduate of Trinity School (NYC) and Columbia University (BA in French Literature). Prior to joining IBM, two years spent on Wall Street as programmer and systems analyst. Employee of IBM since 1970, with experience in marketing and sales, finance, and business terms. Experienced in several industry sectors, especially Finance. Responsibilities have included both hardware and software marketing and sales as well as developing terms and conditions and pricing for all types of software within IBM. Influenced, participated in or managed every major IBM software terms development since 1983. Fourteen years in Europe Middle East Africa Division of IBM, split between working in US and in Paris. More recently, developed the offerings and price models for enterprise software sales in IBM's Software Group, and led or structured sales, and provided deal negotiation assistance worldwide. Currently Enterprise Software Sales Executive and Manager of SW Offerings in IBM's Software Group. In this role led, structured, or assisted in WW software sales to large customers, generally in the 50 to 500M category. Oversight of IBM software offerings worldwide and architect and author of the pricing structure for IBM's major software relationship offering, the Enterprise Software and Services Offering. Winner of multiple IBM awards including the IBM Chairman's Award in May 2000 for work done on software enterprise offerings and the Golden Circle in 2006 for sales contributions.
    Review quote
    From the reviews: "These two seasoned practitioners have masterfully distilled the essence of the software business and the art and craft of the increasingly important and challenging field of software product management. Worthwhile to any who want an appreciation of the evolving world of product management, seasoned veteran and new entrant alike." Richard Campione, Senior Vice President, Business Suite Solution Management & CRM On Demand, SAP, Germany/USA "Mr. Kittlaus and Mr. Clough have used their considerable knowledge and experience to succinctly lay out the value chain that is essential to the development of a financially healthy software company. If you want to understand how to turn software technology into a long-term profitable company this is the book to read." Paul Kaplan, Vice President, Worldwide Enterprise Software Sales, Software Group, IBM, USA "This book on Software Product Management and Pricing is the first book that treats the business of software in a systematical way. Although software products were already shipped in the seventies of the last century, there are hardly any books providing an overview of all issues a company faces when playing a role in this industry. Product management and pricing are key processes, and this book informs the reader of the essentials. It is a must-read for anyone involved in software products, be it in business or in research." Prof. Dr. Sjaak Brinkkemper, Information and Computing Sciences, Utrecht University, Netherlands "This compendium covers all facets of the software business using the advanced professionalism of the industry's global players as its standard. The authors have managed to combine professional accuracy with helpful practical examples and valuable references for further reading. Highly recommended, in particular for managers in corporate IT and software vendor organizations!" Wilhelm Gans, CTO, DSV Group (German Savings Banks Organization), Germany "A comprehensive book on best practices for software product management and pricing. It provides a deep insight into strategy and tactics of software organizations in a time of growing complexity and new challenges like Software as a Service." Udo Hertz, Director of Information Management Development, IBM Germany Research & Development, Germany "Software is big business to the largest of the information technology companies. ... Kittlaus and Clough frame their topics with considerable insight. ... written for practitioners that work with or are responsible for software product management and pricing. Kittlaus and Clough have shared their points of view in a well-structured, easy-to-read format. ... The authors added job descriptions for the software product management role and software pricing manager, which are very helpful in distinguishing these roles from others that may be or sound related." (Brian D. Goodman, ACM Computing Reviews, May, 2009)
    Back cover copy
    Software product management and pricing are key success factors for any organization providing software, be it a software company or an organization responsible for software in a company that belongs to a different industry. After defining the term "software product" and looking at the business and organizational sides, the core elements of software product management and pricing are discussed. Recommendations are given on how to deal with these elements depending on different types of organizations and products in order to achieve the long-term success.
    Table of contents
    Software Products: Terms and Characteristics.- Software as a Business.- The Elements of Software Product Management.- The Elements of Software Pricing.- Software Product Management and Pricing in the Company Structure.- Summary and Outlook.