Computer Science, Prifysgol Cymru Aberystwyth University of Wales
CS48110 (1995-96 session)
Professional Studies II
Brief Description
This module is concerned with marketing, in its broadest
sense, in the software industry. It covers the techniques used by
the industry to identify and characterise its potential customers
and the products and services that they require and the ways in
which a software company sets about positioning itself in the
market place. It also covers the procurement process, from the
point of view both of the procurer and the supplier, and the
nature of contracts for the supply of both packaged and bespoke
software.
Aims, Objectives, Syllabus, Booklist
Further Details
- Number of lectures
- 20
- Number of seminars/tutorials
- 4
- Number of practicals
- 0
- Coordinator
- Dr. Fred Long
- Other staff involved
- To include lecturers from industry
- Pre-requisites
- None
- Co-requisites
- None
- Incompatibilities
- Only available to students registered for Masters in
Software Engineering
- Assessment
- Assessed coursework - 100%
- Timing
- This module is offered only in Semester 1
Aims
The aims of this module are to ensure that students
understand the central role that commercial issues play in the
software industry and to familiarise students with practical
aspects of sales, marketing and procurement. The emphasis
throughout is on company-to-company relationships rather than on
company-to-consumer ones.
Objectives
On successful completion of this module, students should be
able to participate in:
-
the production of invitations to tender for the supply of
software and the evaluation of tenders received;
-
the production of proposals in response to an invitation
to tender;
-
contract negotiations;
-
planning of industry sector surveys and marketing
initiatives.
They will also understand the legal and economic
framework in which public procurement takes place and be
familiar with the evolution of defence procurement
strategies.
Syllabus
-
Marketing of software - 5 Lectures
-
Estimating the size of a market: sources of data. The
marketing mix: retail marketing v. company-to-company marketing;
marketing of goods v. marketing of services. The effects of
business cycles with respect to sales of capital goods. Market
positioning.
-
The tendering process for bespoke
software - 4 Lectures
-
Invitations to tender; the tender list; preparation of
proposals; evaluation of proposals. Costing and pricing.
Single tender situations.
-
Public
procurement - 6 Lectures
-
The legal framework; the EC directives. Procurement
models used by various public bodies. The problems encountered
with large public software procurements. The Downey Report and
its successors; the reports of the National Audit Office. The
NATO model. Experimental models. The CCTA. Total Procurement
Model.
-
Contracts - 5 Lectures
-
Fixed price, firm price, maximum price, cost plus, and
target cost incentive fee. Appropriate situations for each type
of contract. Substantive contents of contracts for hardware and
software procurement and maintenance.
Booklist
There are no books that cover anything more than a small
proportion of the material. Copies of relevant reports and
other special material not easily available will be placed in
the library.
Version 4.1
Syllabus
John Hunt Departmental Advisor
jjh@aber.ac.uk
Dept of Computer Science, UW Aberystwyth (disclaimer)