Velocity Marketing - Breaking Through

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Given at SaaS U in Seattle, 5/21/13

The preso misses a bit without video, but will try to add that when I have it...

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Velocity Marketing - Breaking Through

  1. 1. Velocity SaaS Go To MarketHow to Get Noticed, Get In, and WinTuesday, May 21, 2013
  2. 2. Velocity FootballTuesday, May 21, 2013
  3. 3. Velocity WinsTuesday, May 21, 2013
  4. 4. Tuesday, May 21, 2013
  5. 5. It’s All About Speeds and FeedsTuesday, May 21, 2013
  6. 6. Complex B2B Sales CyclesTuesday, May 21, 2013
  7. 7. Content is KingTuesday, May 21, 2013
  8. 8. VelocityViewpoint,Value and ExperienceTuesday, May 21, 2013
  9. 9. 57%of B2B sales cycle complete before first contact to selected vendorTuesday, May 21, 2013
  10. 10. Tuesday, May 21, 2013
  11. 11. Tuesday, May 21, 2013
  12. 12. Tuesday, May 21, 2013
  13. 13. Tuesday, May 21, 2013
  14. 14. IT CostTransparencyEnterpriseCollaborationSoftwareCloud ContentManagementVirtualization& SecurityFlash StorageSolutionsBusinessIntelligenceSolutionsEnterpriseSocialSoftwareVirtualizationSoftwareOn DemandIdentityManagementTuesday, May 21, 2013
  15. 15. 115,000 550,000 286,0005,170,000 1,230,000 2,800,000220,000 2,030,000 27,500Tuesday, May 21, 2013
  16. 16. Crowded MarketsTuesday, May 21, 2013
  17. 17. Viewpoint Sets the StageTuesday, May 21, 2013
  18. 18. Salesforce.com is theenterprise cloud computingcompany that is leading theshift to the Social EnterpriseTuesday, May 21, 2013
  19. 19. ZuoraCommerce has evolved. In the last 10 years,theres been a dramatic shift in the way bothconsumers and companies want to do business.Today, people would rather subscribe to servicesthan to buy products. Its happening everywhere.And it will have a dramatic effect on yourbusiness.Tuesday, May 21, 2013
  20. 20. Threats have changed radically fromjust a few years ago.Advanced malwarehas replaced the broad, scattershotapproach of mass-market malwaredesigned for mischief. Most of todaysattacks are targeted to get somethingvaluable.Tuesday, May 21, 2013
  21. 21. We’ve stocked our magnificent flyingmachines with everything your littleheart could want. On-demand movies?Check.Tasty bites and satisfyinglibations? Check. In-flight Wi-Fi?Check.An enjoyable ride youll actuallylook forward to? Check anddoublecheck.Tuesday, May 21, 2013
  22. 22. Compelling,AlignedViewpointCreates BreakthroughTuesday, May 21, 2013
  23. 23. Focus onValueTuesday, May 21, 2013
  24. 24. Viewpoint +Value = BreakthroughTuesday, May 21, 2013
  25. 25. IMPACTTuesday, May 21, 2013
  26. 26. IMPACT“...in the battle betweenthe bear and the alligator,the winner is determinedby the terrain...”Jim Barksdale, CEO NetscapeTuesday, May 21, 2013
  27. 27. Execute withVelocityTuesday, May 21, 2013
  28. 28. Experience Matters MostTuesday, May 21, 2013
  29. 29. DogfoodSkippyRiskCheckTuesday, May 21, 2013
  30. 30. Velocity WinsTuesday, May 21, 2013
  31. 31. www.kjrassociates.comken@kjrassociates.com@jayrutzTuesday, May 21, 2013

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