Delivered at:: School of Software Engineering

Course type:: Compulsory course

When:: 1 year, 3, 4 module

Abstract

Besides being an engineering discipline, software development is a $300+ billion industry in which software companies strive to be a successful business. Understanding of key aspects of software business is important for building a career in software companies in both management and technology paths. This course provides mostly technology-focused students an overview of the key aspects of software companies business touching such aspects as Product Management, Marketing, Sales, Finance etc. helping them build successful careers.

Learning Objectives

Besides being an engineering discipline, software development is a $300+ billion industry and any software company is a part of it. Knowledge and skills required for managing a software company or a department within a software company significantly differs from knowledge and skills required for software engineering itself. This course provides mostly technology-focused students with an overview of the key aspects software company business.

Expected Learning Outcomes

Be able to analyze software company operations
Be able to analyze strategies of software companies
Be able to apply basic product management techniques including needs definition, roadmapping, features prioritization
Be able to identify which business models are used by a company
Know the difference between software and software-driven companies
Understand Adizes corporate lifecycle model
Understand different market research techniques: primary/secondary, exploratory/confirmatory
Understand investment concepts: types of investors, investment stages
Understand key concepts of product management for startup and established companies
Understand key concepts of software marketing including technology adoption lifecycle, positioning, buying cycle
Understand key leadership theories
Understand key methods of financial management metrics for software companies: MRR, ARR, CAC etc.
Understand key motivation theories
Understand knowledge transfer models
Understand main software sales methods: direct sales, online sales
Understand modern trends in software development: best of breed vs. integrates solution, platforms
Understand software business models: professional services, product business models
Understand team work principles
Understand typical operations challenges of software companies: cross-departmental collaboration, internal services
Understand when different sales methods should be applied

Course Contents

Introduction to the course, foundations of software business
Business models in software business
Product management for software products
Market research and software product marketing
Software products and solutions selling
Operations management for software companies
Financial management for software companies
People management and leadership for software companies
Organizational management for software company
Business strategy for software companies

Assessment Elements

Exam
Report
Quiz

Interim Assessment

2024/2025 4th module
0.4 * Exam + 0.4 * Quiz + 0.2 * Report

Bibliography

Recommended Core Bibliography

Childers, R., & Moore, G. A. (2012). Quicklet on Geoffrey A. Moore’s Crossing the Chasm: Marketing and Selling High Tech Products to Mainstream Customers : Key Terms and Definitions. [San Francisco, California?]: Hyperink - Crossing the Chasm Quicklet. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1011706

Recommended Additional Bibliography

Crawford, C. M. (2012). New products management. Slovenia, Europe: Irwin. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.38FAE087

Authors

BREDYUK KONSTANTIN NIKOLAEVICH
Butskaia Evgeniia Aleksandrovna

Master’s Programme 'System and Software Engineering'

Contacts

Software Business Management

Course Syllabus