THE POWER OF THE CLOUD TO HELP DELIVER SALES TEAM EFFICIENCY David Mackey, LeadMaster CRM CEO
WHAT IS CLOUD COMPUTING?“Cloud computing is computation, software, data access and storage servicesthat do not require end-user knowledge of the physical location andconfiguration of the system that delivers the services”. Wikipedia Cloud computing is a general term for anything that involves delivering hosted services over the Internet.These services are broadly divided into three categories: Infrastructure-as-a-Service (IaaS), Platform-as-a-Service (PaaS) and Software-as-a-Service (SaaS).The name cloud computing was inspired by the cloud symbol thats often used to represent the Internet in flowcharts and diagrams. www.techtarget.com Cloud computing is accessing software applications from the web, via any browser rather than from your local server via a proprietary user interface (screen). LeadMaster
DO I ALREADY USE THE CLOUD?
SERVICE CHARACTERISTICS… Service-oriented: The cloud is a natural home for service-oriented applications, which need a way to easily scale as services get incorporated into other applications. Utility-based: Users only pay for the services they use, either by subscription or transaction-based models. Shared Resources: By enabling IT resources to be consolidated, multiple users share common infrastructure, allowing costs to be more effectively managed without sacrificing the security of each user’s data.
SERVICE CHARACTERISTICS Incremental Scalability: Cloud environments allow users to access additional compute resources on-demand in response to increased application loads. Agility: As a shared resource, the cloud provides flexible, automated management to distribute the computing resources among the cloud’s users. Reliability and fault-tolerance: Cloud environments take advantage of the built-in redundancy of the large numbers of servers that make them up by enabling high levels of availability and reliability for applications that can take advantage of this.
SERVICE CHARACTERISTICS… SLA-driven: Clouds are managed dynamically based on service-level agreements that define policies like delivery parameters, costs and other factors. APIs: Because clouds virtualise resources as a service they must have an application programming interface (API) to support industry standard integration.
USER CHARACTERISTICS Scale rapidly “Versionless” software Deploy quickly Access server resources on demand Deliver rich experiences via simple browser Data stored in the cloud Services on the cloud Generate efficiencies Access via web-browser Save Costs Broad network access Avoid capital expenditure Accessible anywhere Avoid server maintenance Low cost software No VPN’s Advanced security Receive real time updates technologies
CLOUD MODELS Software as a Service (SaaS): Access providers application over a network (Internet). Platform as a Service (PaaS): Deploy customer created applications to a public cloud, computing platform is provided as a service, supplies tools and development environment, customer interacts with platform through API Infrastructure as Service (IaaS): Rent, storage network capacity and other fundamental computing resources. Hardware as a Service (HaaS): Reduce cost, less failure and crashes.
DEPLOYMENT MODELS Private cloud: Enterprise owned or leased Managed by organisation. High level of control. Public model: Sold to the public, mega scale industries Owned and managed by third party Cost effective and no wasted resources. Hybrid Cloud: Composition of two or more clouds i.e composition of private and public cloud
WHAT CAN I DO IN THE CLOUD? Email Fax Banking Accounting Backup Websites Database Electronic Direct Mail Project Management Snail Mail Storage of document online Voicemail Sales Force Automation Marketing Automation Analytics ….
WHY SHOULD BUSINESS CONSIDERCLOUD-COMPUTING? Cloud computing has matured from buzzword to mainstream dynamic infrastructure used today by several organisations ,Although, many technology experts have differing views about what it means to the IT landscape and what cloud computing can do for business However, Gartner, Forrester agree this new model offers significant advantages for fast paced startups, SMB and large organisations.
BUSINESS REASONS: WHY CLOUD? Software as a Subscription: users avoid buying software Reduces software maintenance: By keeping the software in the ‘cloud’ users can reduce the amount of maintenance on their computers. Increased reliability: The cloud runs on system that re extremely reliable and provide form of redundancy.
BUSINESS REASONS: WHY CLOUD? Increased Scalability: Storage Server capacity Cost reduction: No CapEx Equipment, operating systems, maintenance, help desk, sys admin, backup,VPN, network monitoring, disk spaces ….. Keep current with computing trends: Competitors are using Cloud services to create advantage in the market
BUSINESS REASONS: WHY CLOUD? Portability/accessibility: Anywhere, anytime access Efficient use of computer resources: Pay as you go
BUSINESS REASONS: WHY CLOUD? Versionless software: Continual upgrades New features released seamlessly
BUSINESS REASONS: WHY CLOUD? Proven web-service integration: cloud computing technology is much easier and quicker to integrate with your enterprise application. World-class service delivery: Cloud computing infrastructures offer much greater scalability, complete disaster recovery and impressive uptime numbers. No hardware or software to install: A 100% cloud computing infrastructure. The technology is simple.
BUSINESS REASONS: WHY CLOUD? Faster and lower-risk deployment. You can get up and running in a fraction of the time with a cloud computing infrastructure. No more waiting months or years and spending millions of dollars before anyone gets to log into your new solution. Support for deep customisation. Common misconception that that cloud computing technology is difficult or impossible to customise extensively. Often, cloud-computing not only allows customisation and configuration, it preserves all those customisation even during upgrades. Cloud-computing is ideal for application development to support your organisation’s evolving needs.
BUSINESS REASONS: WHY CLOUD? Empowered business users: Cloud computing technology allows on the fly, point and click customisation and report generation for business users. Automatic upgrades that don’t impact IT resources. Cloud-computing infrastructures put an end to a huge IT dilemma, when upgrading, your customisation and integrations are automatically preserved. Pre-build, pre-integrated apps for cloud computing technology. There are hundred of applications built for cloud computing infrastructure.
SUMMARY – WHY CLOUD? Extremely cost efficient Device and location independence Scalability Unlimited storage capacity Flexibility Reduces software maintenance Increase data reliability Agility Improved document format compatibility Empowers the business users
DISADVANTAGES Require a constant internet connection Doesn’t work well with low speed connection Data security (confidentiality) Provider agreement Data loss (accident) Network architecture
RISKS Regulatory compliance: Privacy Confidentiality Data Recovery: Logging and support
MANAGING YOUR SALES PEOPLE -USING THE POWER OF THE CLOUD “70% of all B2B leads receive NO follow-up” Gartner Group
Average number of leads NOT ever followed up by sales. Gartner Group
WHY?Laziness?Insufficient time?No need?Don’t want to?Don’t have to?Too many leads as it is?
OR IS IT BECAUSE…. Unaware the leads were even there Unable to access them How do I find them? I thought someone else was following them up There is too many, how do I know which ones are worth my time ….
ANNUAL REVIEW FOR SALES &MARKETING MANAGERS Sales “Increase sales revenue by 20%” “Decrease headcount by 15%” Marketing “Increase the number of new leads” “Decrease marketing spend”
ABERDEEN RESEARCH RESULTS 41% Av. revenue increase per sales person 24% Shorter sales cycle duration300% Increase in lead conversion rate 27% Higher customer retention rate 23% Lower sales and marketing cost 2% Higher profit margins Aberdeen Research; annual sales optimisation survey; 2007-2010
WHAT IS SALES OPTIMISATION? People Hiring policy Knowledge Access to data Process Structured sales processes Lead Nurturing Technology Sales Force Automation Marketing Automation Sales Analytics Marketing Analytics
WHAT IF..? You could increase sales by 5%, 10% or even 20% without increasing headcount?
PIPELINE METRICS – AN EXAMPLE Number of new leads per month 100 Lead to win conversion 10% Average sales order value $25,000 Average sales cycle duration 120 days 100 leads = 10 sales = $250,000 per month = $4M per year
SALES OPTIMISATION Improve conversion by 20% (close 12 leads from every 100 instead of 10) How? Simply follow up more than 30% of all the leads! If 30% follow up now = 100% of current result then 36% follow up = 20% more x 10% conversion x …… Follow up 36 leads from every 100 instead of 30 … How? Track EVERY lead automatically and use technology to tell you (without asking) which leads are NOT being attended to. How?
TECHNOLOGY & PROCESSAutomate Sales & Marketing with software technology Sales Force Automation Marketing Automation Business Intelligence Dashboards Exception Reporting Lead Nurturing Pipeline MetricsUse the Cloud (SaaS) Do it quickly (days) Cost effectively (less than mobile phone) Easily (no need for IT depart, servers, VPN etc) Fast user adoption Quick to configure and customise (it’s a web browser!)
ADVANTAGES OF USING CLOUD SALESCRM Real-time data integration Business Intelligence Reporting Mobile accessibility Ease of use Easy to customise Fast and cheap implementation Buy online Support included All future upgrades included See the results this quarter!
YOUR SALES TEAM No loss of data if sales staff leave Information can be shared between sales staff regardless of their location Sales Comments are preserved forever Single version of the “truth” Workflow Automation allows you to track leads on the fly Web based allows Managers to manage dispersed sales team Multi language Multi currency Combined marketing automation Rich data connections Web Services API to link to other applications
YOUR SALES TEAM…Enable remote collaboration.No more excel sheets and tricky calculations.Forecast your sales by using consistent metrics.Have confidence in an accurate pipeline with your colleagues.Better understanding of your sales team, their strengths and weaknesses.Enable managers to identify problems and solutions with their sales force.More efficient separation of sales territoriesDevelop campaigns with your marketing department and increase theirchances to reach customers.Sales Force AutomationIncrease revenue drastically
SUMMARY… Sales & Marketing have increasing targets each year with less resources. If you can measure it you can manage it Cloud Computing puts world class sophisticated software technology within reach of anyone who can afford a few dollars per month. Cloud Computing is a mainstream multi billion $ global trend that is growing at 30% p.a. in Asia Cloud Computing allows non IT staff the power to adopt technology needed by their staff quickly and easily and with very fast user adoption
SUMMARY: USE THE CLOUD!The Cloud is now mainstream. – it is now an acceptedbusiness option.The Cloud is here to stay. The SaaS market reached $13.1 billion in revenue in 2009, and IDC expects it will grow to $40.5 billion by 2014 at a compound annual growth rate (CAGR) of 25.3%Asia Pacific has 2x the global growth rate for SaaSdelivered Sales CRM (approx 30% year on year)Take advantage of the plethora of tools available via SaaSand make the decision within the Sales & Marketingdepartment!One application. One pipeline. Onecompany
SAAS SUGGESTIONS Sales CRM www.leadmaster.asia Sales Analytics www.cloud9anlaytics.com Marketing Automation www.marketo.com Lead Scoring www.eloqua.com ICT Expo 13-16 April, Hong Kong CeBIT 2011 30 May – 2 Jun, Sydney
THE POWER OF THE CLOUD TO HELP DELIVER SALES TEAM EFFIENCY Question & Answer David Mackey, LeadMaster CRM CEO www.leadmaster.asia www.leadmaster.com.au