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Towards a SaaS Pricing Cookbook: A Multi-vocal Literature Review

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Book cover Software Business (ICSOB 2019)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 370))

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Abstract

Informed SaaS pricing decision-making requires the involvement of different business units and integrated pricing approaches. Achieving both appears to be challenging for a lot of SaaS providers, and despite its declared importance, pricing is one of the most under-managed business processes. Small and medium-sized companies do not have the resources for or the understanding of how to make informed decisions on pricing strategy and tactics. Pricing is a topic of interest in several research domains including economics, management science, digital and service marketing, and, increasingly, in software engineering. Still, the lack of integration between studies creates inconsistency in research. A comprehensive SaaS pricing body of knowledge is missing, as is a coherent action-oriented “Cookbook”. This multi-vocal literature review both brings together results from these research domains and matches practitioner expertise with academic research outcomes to promote the advancement of SaaS pricing theory and practice.

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Notes

  1. 1.

    https://1drv.ms/x/s!AplKvkJggBgQuABgBypTTEs0STz4.

  2. 2.

    https://sixteenventures.com.

  3. 3.

    https://softwarepricing.com.

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Acknowledgment

The paper was prepared within the framework of the HSE University Basic Research Program and funded by the Russian Academic Excellence Project ‘5–100’. The research was also supported by Liikesivistysrahasto (The Foundation for Economic Education, Finland) under research grant number: 14-7518.

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Authors and Affiliations

  1. HSE University, Moscow, Russian Federation

    Andrey Saltan

  2. LUT University, Lappeenranta, Finland

    Andrey Saltan & Kari Smolander

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  1. Andrey Saltan
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  2. Kari Smolander
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Correspondence to Andrey Saltan .

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Editors and Affiliations

  1. Tampere University of Technology, Pori, Finland

    Sami Hyrynsalmi

  2. University of Jyväskylä, Jyväskylä, Finland

    Mari Suoranta

  3. University of South-Eastern Norway, Bø i Telemark, Norway

    Anh Nguyen-Duc

  4. University of Jyväskylä, Jyväskylä, Finland

    Pasi Tyrväinen

  5. University of Jyväskylä, Jyväskylä, Finland

    Pekka Abrahamsson

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Saltan, A., Smolander, K. (2019). Towards a SaaS Pricing Cookbook: A Multi-vocal Literature Review. In: Hyrynsalmi, S., Suoranta, M., Nguyen-Duc, A., Tyrväinen, P., Abrahamsson, P. (eds) Software Business. ICSOB 2019. Lecture Notes in Business Information Processing, vol 370. Springer, Cham. https://doi.org/10.1007/978-3-030-33742-1_10

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  • DOI: https://doi.org/10.1007/978-3-030-33742-1_10

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