BRINGING ENTERPRISE SOFTWARE TO MARKET

POSITIONING, PACKAGING and PRICING SaaS, MOBILE and ENTERPRISE SOFTWARE

CREDENTIALS

§  More than 20 years of experience in successfully bringing enterprise software applications to market

§  Launched more than 40 Online, Mobile and Enterprise products to date

§  Executive leadership in Corporate and Product Marketing, Product Management, Corporate Development, Sales and Business Development

§  Providing a unique 360-degree organizational perspective

§  Deep domain expertise across Financial Services, Enterprise B2E/B2B, SaaS and Mobile markets

TESTIMONIALS

Ian Archbell, Chief Marketing Officer

I brought in Charles to help us with our pricing and packaging strategy and overall approach to delivering pricing. His ability to rapidly become familiar with our business, quickly identify inefficiencies, and to develop and recommend alternatives, was critical to the project success. I look forward to working with Charles in the near future!

Charles has the ability to keep the big picture in focus while delivering on an insane amount of short-term, immediate deliverables. He is incisive and knows how to get to the heart of a business problem and creative in his solutions. I would jump at the chance to work with Charles again.

Kate Quackenbush, VP Product Marketing

SUMMARY OF SERVICES

•  Product Positioning •  Product Packaging •  Product Pricing

•  Supporting CEOs and Senior Product Marketing and Management Executives of SaaS, Mobile and Enterprise Software Companies

•  Product Requirements •  Vendor Evaluation •  Staff Augmentation

PRODUCT POSITIONING

     

§  Answers to these critical questions: •  What are your product’s unique value propositions? •  What are your product(s) key differentiators and associated messaging? •  What are the “whole” product requirements? •  What key Partnerships and Alliances need to be established?

§  Key Deliverables: •  Complete Go-to Market Planning and Execution •  Sales Enablement Materials

•  Product collateral, presentations •  Social Media and Web-site content

•  Sales Training Services •  Competitive Review and Positioning

PRODUCT PACKAGING

     

§  Answers to these critical questions: •  Which features do your customers & prospects most highly value?

─  By market segment? •  How should I bundle my products to maximize adoption and

revenue?

§  Key Deliverables: •  Market-based assessment of the relative value of your key features •  Packaging review and recommendations •  Sales training tools

PRICING STRATEGY

     

§  Answers to these critical questions: •  How do my customers value my products? •  What is the optimum price range for my products? •  Are my products perceived as “too-expensive” or “too cheap”? •  Are my Services and Support offerings in-line with my products?

§  Key Deliverables: •  Market Opportunity and Forecasting Analysis •  Market-based assessment of your customer’s and prospect’s

“willingness to buy” and optimal price range for your products. •  Services and Support Profitability Analysis and Training •  Pricing Models and Tools

PRICING EXECUTION

     

§  Answers to these critical questions: •  How can I ensure pricing is aligned across by my organization?

(Sales, Support, Services, Marketing, Finance, Legal, Development) •  Are my products cross-sold by Services and Support teams?

§  Key Deliverables: •  Development of Pricing and Revenue Models •  Pricing and Discounting Process Review and creation •  Sales Training and support materials •  ROI Model development •  Pricing tools and Sales Training Materials

(e.g. Presentations, documentation, videos, etc.)

ADDITIONAL OFFERINGS

     

VENDOR EVALUATION •  Turnkey RFP/RFI Management •  Business & Technical Requirements •  Vendor Evaluation and Negotiations •  OEM Business Case Development

PRODUCT REQUIREMENTS & DEFINITION •  Market Requirement’s Document (MRD)

for new products or future releases •  Business Case Development for new or

OEM products •  Vendor Evaluation and Negotiation

STAFF AUGMENTATION •  Provide Acting VP/Director of Product

Marketing or Product Management •  Develop and/or execute strategic

product direction •  Hire, train and mentor marketing

resources •  Manage 3rd party vendors

ADDITIONAL TESTIMONIALS

Charles is a rare blend of marketing talent who can "speak" a number of languages simultaneously. He understands both the art and science of products and marketing. He also understands sales and how the sales team wins and loses deals. I haven't run across many people who have that degree of range. Charles is also a great colleague to work with. I recommend him highly.

Charles is a top-notch product management/product marketing person, and a pleasure to work with. One of the top guys in the industry.

Michael Diamond, Director of Sales/Alliances

Keith Gray, Director of US Sales

ADDITIONAL TESTIMONIALS

Charles is a big-picture thinker with a knack for small details, a staunch client advocate, and a straight shooter who is equally comfortable working with the executive team as well as the program manager. If you're looking for timely deliverables and a maximized ROI, then I recommend Charles Herel for the job. I've worked with Charles in the past and look forward to doing so again in the future.

   

Find Additional References at: www.linkedin.com/in/charlesherel

Charles is an experienced product professional. He excels at working through complex issues to find the best solutions. For example, he took ownership of a very complex pricing process and successfully ran it including developing training programs and materials for our sales team.

David Eads, VP Product Marketing

Brian Burke, Sr. Account Executive

THANK YOU FOR YOUR CONSIDERATION