文献类型：会议论文

英文题名：How to Optimize Spending on Retention of SaaS Customers

作者：Pang, Lijuan[1]; Ren, Jiali[1]; Peng, Huijie[1]

机构：[1] Management Science and Engineering, East China University of Science and Technology, Shanghai, China

会议论文集：Proceedings of 2018 2nd IEEE Advanced Information Management, Communicates, Electronic and Automation Control Conference, IMCEC 2018

会议日期：May 25, 2018 - May 27, 2018

会议地点：Xi'an, China

语种：英文

外文关键词：Dynamic models - Computation theory - Software as a service (SaaS) - Sales

摘要：S49 as a Service (SaaS) has been a new paradigm for delivering services, which provides access to applications to end users though the internet. Customer retention is important for SaaS providers to collect long-run profit. For the aim of optimizing retention expending for customers of different service levels within computing resources constraint, we propose a dynamic model based on features of SaaS and inertia theory. In both limited and unlimited cash constraint settings, we discuss the optimal spending policies of customers who purchase different levels of servers and its corresponding retention effect. Finally, we show the influence of cash capacity constraint on optimal spending policies and profit. The results reveal that cash capacity has an impact on the path of optimal retention spending for customers of different service levels. In addition, the optimal retention spending and its profit will converge to a steady state no matter how much the cash capacity is. ? 2018 IEEE.