Big Idea - Beating Recession

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Big Idea - Beating Recession

  1. 1. Big Idea CUSTOMER EXPERIENCE Its not what you sell but how you sell it. The how is the key to provide experience to your customers and build a strong relationship with them that will results in sustainable growth. For example: • RYZ Wear (http://www.ryzwear.com/) • Build a Bear • Starbucks
  2. 2. Opportunity Turbulent Economy - RECESSION • Sale Slump • Tight Cash flow • Desire to sustain and accelerate the growth
  3. 3. Solution Integrated Multi-channel go-to-market Strategy • Increase Market share • Reduce cost of Sales Profitably ride out the recession and build capabilities to capitalize the market as economy stabilize.
  4. 4. Sale Transaction Cost $ 1600 1400 1200 Cost per transaction ($) 1000 800 600 400 200 0 Field Salesforce Value Added Reseller Distributors Telesale Internet
  5. 5. Lead Qualification Negotiation Delivery Service Generation Field Sales force VAR Distributors Telesales Internet Salespeople spend 30 – 40% of their time in generating new leads! Introducing new channels may save you 30% - 40% on your cost of sales
  6. 6. Lead Qualification Negotiation Delivery Service Generation Field Sales force VAR Distributors Telesales Internet Partners and Distributors can help you increase the market coverage Using partner network will reduce your sales cycle and cost transaction cost by 20 – 40%
  7. 7. Integrated multi-channel go-to-market strategy will help you to: 1. Increase market share 2. Reduce cost of sale
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