Thomas Jensen is a leading SaaS monetization expert and practitioner in Silicon Valley, who currently heads pricing strategy at Workday, one of the world’s biggest cloud-native software companies with annual revenue approaching $4B. Previously, he held leading roles in software pricing, licensing, and customer experience at VMware, EMC, Brocade and Sun Microsystems.

Thomas also acts as a trusted advisor on pricing to several startups and pre-IPO software companies. He is a native of Juelsminde, Denmark, and holds BS and MS degrees in International Business Administration and Consumer Marketing from Aarhus University.

In this session, Thomas will share key lessons from his extensive career in technology monetization, and discuss what startups can learn from the most successful companies in the industry. In the age of cloud and SaaS, investors place higher value on sound monetization strategy built around customer lifetime value. Thomas will cover how to approach the definition of a pricing model, how setting prices is art and science, plus the common pitfalls to avoid.