Your SlideShare is downloading. ×
0
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
120329 Open View Venture, Firas Raouf keynote presentation
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

120329 Open View Venture, Firas Raouf keynote presentation

592

Published on

Firas Raouf from Ope

Firas Raouf from Ope

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
592
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
6
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Service vs. Technology: What Should Your Cloud-based Company Deliver? Measuring, Managing and Monetizing for Success in the Cloud Mass Technology Leadership Council Breakfast Seminar March 29, 2012Proprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 2. 2A Cloud Revolution… or Evolution? • The concept of cloud computing has been around since the 1960s. • Since then, it has undergone a metamorphosis into ASP, SaaS, IaaS, and what we now holistically call cloud- based services. • Companies delivering cloud-based technology/service need to adapt to what modern consumers expect from their solutions.Proprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 3. 3So, What Do Customers Really Care About Today? It’s all about SERVICE, not technology: • Ten years ago, an ASP or SaaS company’s most important differentiator was its technology. • Today, customers care about: - Constant service availability - Their specific pain/need addressed the way they want - Reliable service onboarding and support - Exceptional user experience • Your challenge is how to deliver a service – not a technology – to resolve their specific pains and needsProprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 4. How Do the Best Cloud Companies Address Evolving 4Customer Expectations? 1. Focus sharply on a core segment A market segment is a classification of potential customers by one or more characteristics, in order to identify groups of customers, which have similar needs and demand similar products and/or services concerning the recognized qualities of these products, e.g. functionality, price, design, etc. WkipediaProprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 5. How Do the Best Cloud Companies Address Evolving 5Customer Expectations? 1. Focus sharply on a core segment • You need a segment focus to be able to deliver the right solution to the right user through the right channel • You need the right solution to achieve clear competitive differentiation • Your core segment gives you the beachhead from which you can grow into other segmentsProprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 6. How Do the Best Cloud Companies Address Evolving 6Customer Expectations? 2. Optimize distribution economics • Create a relationship between customer acquisition, onboarding, support, retention, and upsell. • Key metrics to focus on include: CAC: Total cost of ASP: Average BE: The breakeven acquiring a revenue per period, period for customer per customer recouping CAC Churn: How much CLT: Customer life LTV: Revenue revenue churns per time (inverse of generated over the period by cohort churn) life of the customerProprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 7. How Do the Best Cloud Companies Address Evolving 7Customer Expectations? 2. Optimize distribution economics – Leverage your segment focus • Segment focus creates differentiation • Differentiation leads to higher lower CAC and higher ASP • Focus on user experience leads to lower churn and higher LTVProprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 8. How Do the Best Cloud Companies Address Evolving 8Customer Expectations? 3. Leverage content marketing to lower customer acquisition costs • Content marketing allows companies to: - Communicate and engage directly with their core customer - Develop thought leadership that speaks to those customers’ common pain - Efficiently and inexpensively create brand awareness • It also creates a forum for long-term engagement with current customers, allowing companies to provide better service and improve retention.Proprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved
  • 9. How Do the Best Cloud Companies Address Evolving 9Customer Expectations? 4. Executing sales and marketing strategies around the core segment • It’s not effective or efficient to cast a wide net and try to reel in every possible customer you can catch • Your goal should be to execute sales and marketing strategies that speak directly to your core segment – and no one else.Proprietary and Confidential © 2012 OpenView Investments, LLC. All Rights Reserved

×