SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/myklroventine/480909743
SalesChannel Europe ©2010 All rights reserved
The world has changed
SalesChannel Europe ©2010 All rights reserved3
Everything is moving to the web
SalesChannel Europe ©2010 All rights reserved
Externally focused thinking
www.flickr.com/photos/cverdier/4402868869
Destination postcard
Identify barriers to entry
www.flickr.com/photos/myklroventine/480909595
Wishing for change
www.flickr.com/photos/superzelle/3853482206
SalesChannel Europe ©2010 All rights reserved
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
SalesChannel Europe ©2010 All rights reserved
Child-like thinking
www.flickr.com/photos/toekneesan/3847444842
AND thinking
SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/artwithrays/3919906312
AND thinking
5 Key Sales & Marketing Priorities:
Packaging & Pricing2
Customer Experience3
Sales Processes4
5 Organizational Readiness
...
Messaging & Positioning
SalesChannel Europe ©2010 All rights reserved
Target tomorrow’s customers
SalesChannel Europe ©2010 All rights reserved
15
Buyer Personas
Target different buyer personas
SalesChannel Europe ©2010 All rights reserved 18
Humanize
Persona-Based Website
SalesChannel Europe ©2010 All rights reserved
Understand your Buyer’s Personas
5 Key Sales & Marketing Priorities:
Packaging & Pricing2
Customer Experience3
Sales Processes4
5 Organizational Readiness
...
SalesChannel Europe ©2010 All rights reserved
Target specific customer groups
www.flickr.com/photos/superzelle/4608034587
SalesChannel Europe ©2010 All rights reserved
Create simple
Value Propositions
Example of Low Price
Provider
SalesChannel Europe ©2010 All rights reserved
5 Key Sales & Marketing Priorities:
Packaging & Pricing2
Customer Experience3
Sales Processes4
5 Organizational Readiness
...
SalesChannel Europe ©2010 All rights reserved
Put your customer at the
centre of everything you do
www.flickr.com/photos/n...
SalesChannel Europe ©2010 All rights reserved
Focusing all your efforts on how they think
Web-
Centric
Web-
Agnostic
Self-
Guided
Online
Sales
Chats
Online
to Close
Deal
Qualifies
Online but
Calls to
Close
Qualif...
SalesChannel Europe ©2010 All rights reserved
Easy to buy
www.flickr.com/photos/1suisse/3504595493
SalesChannel Europe ©2010 All rights reserved 33
Remove barriers to sale
Choice preference
A
C
B
Triplicate of choice
A
C
X %
Y %
B
Triplicate of choice
Consistency
www.flickr.com/photos/good_day/38181398
SalesChannel Europe ©2010 All rights reserved
Adaptability
www.flickr.com/photos/josephrobertson/2693259390
5 Key Sales & Marketing Priorities:
Packaging & Pricing2
Customer Experience3
Sales Processes4
5 Organizational Readiness
...
Motivate them to take action….
SalesChannel Europe ©2010 All rights reserved
Everything is
under control?
Channels to Market
SOHO & SMB
Online Channel
Telesales
Partners
MidmarketOnline & Partners
EnterpriseDirect & Partners
43
Direct
Sales
In-Direct
Sales
Online
Sales
Channels to Market
44
Integrated Sales Machine
Channels to Market
Being Found/Findable
SalesChannel Europe ©2010 All rights reserved
Standing out from the crowd
Capture their attention
48
Connecting with people
on their terms
5 Key Sales & Marketing Priorities:
Packaging & Pricing2
Customer Experience3
Sales Processes4
5 Organizational Readiness
...
SalesChannel Europe ©2010 All rights reserved
Get everyone moving
in the same direction
SalesChannel Europe ©2010 All rights reserved 51
Collective focus
SalesChannel Europe ©2010 All rights reserved
Help them to see their better future
Help! Where do I start?
www.flickr.com/photos/darkpatator/395215642
This is too hard!
SalesChannel Europe ©2010 All rights reserved
Together we can do more
+ +
Enjoy the benefits of life
SalesChannel Europe ©2010 All rights reserved
Next up: What? and How?
SalesChannel Europe ©2010 All rights reserved
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)...
Building_a_Successful_SaaS_Business
Building_a_Successful_SaaS_Business
Building_a_Successful_SaaS_Business
Upcoming SlideShare
Loading in...5
×

Building_a_Successful_SaaS_Business

1,216

Published on

Sales and Marketing skills are changing. In the new virtual, digital, online world a Marketing Manager -> a Community Manager. Seles and Marketing will migrate to the ultimate desired outcome = customer adoption. Community, inclusive culture and social collaboration will be critical to Sales and Marketing success in 2020.

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

No Downloads
Views
Total Views
1,216
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
100
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

Building_a_Successful_SaaS_Business

  1. 1. SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/myklroventine/480909743
  2. 2. SalesChannel Europe ©2010 All rights reserved The world has changed
  3. 3. SalesChannel Europe ©2010 All rights reserved3 Everything is moving to the web
  4. 4. SalesChannel Europe ©2010 All rights reserved Externally focused thinking www.flickr.com/photos/cverdier/4402868869
  5. 5. Destination postcard
  6. 6. Identify barriers to entry www.flickr.com/photos/myklroventine/480909595
  7. 7. Wishing for change www.flickr.com/photos/superzelle/3853482206
  8. 8. SalesChannel Europe ©2010 All rights reserved Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  9. 9. SalesChannel Europe ©2010 All rights reserved Child-like thinking www.flickr.com/photos/toekneesan/3847444842
  10. 10. AND thinking
  11. 11. SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/artwithrays/3919906312 AND thinking
  12. 12. 5 Key Sales & Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
  13. 13. Messaging & Positioning
  14. 14. SalesChannel Europe ©2010 All rights reserved Target tomorrow’s customers
  15. 15. SalesChannel Europe ©2010 All rights reserved 15 Buyer Personas
  16. 16. Target different buyer personas
  17. 17. SalesChannel Europe ©2010 All rights reserved 18 Humanize
  18. 18. Persona-Based Website
  19. 19. SalesChannel Europe ©2010 All rights reserved Understand your Buyer’s Personas
  20. 20. 5 Key Sales & Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
  21. 21. SalesChannel Europe ©2010 All rights reserved Target specific customer groups www.flickr.com/photos/superzelle/4608034587
  22. 22. SalesChannel Europe ©2010 All rights reserved Create simple Value Propositions
  23. 23. Example of Low Price Provider
  24. 24. SalesChannel Europe ©2010 All rights reserved
  25. 25. 5 Key Sales & Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
  26. 26. SalesChannel Europe ©2010 All rights reserved Put your customer at the centre of everything you do www.flickr.com/photos/nnova/2841741385
  27. 27. SalesChannel Europe ©2010 All rights reserved Focusing all your efforts on how they think
  28. 28. Web- Centric Web- Agnostic Self- Guided Online Sales Chats Online to Close Deal Qualifies Online but Calls to Close Qualifies Online but takes Face2Face to Close Never looks at web-site, wants face-2-face meeting Uses Web Site to find Contact Information Visits web-site briefly, then calls to Qualify A Spectrum of Buyer Behavior
  29. 29. SalesChannel Europe ©2010 All rights reserved Easy to buy www.flickr.com/photos/1suisse/3504595493
  30. 30. SalesChannel Europe ©2010 All rights reserved 33 Remove barriers to sale
  31. 31. Choice preference
  32. 32. A C B Triplicate of choice
  33. 33. A C X % Y % B Triplicate of choice
  34. 34. Consistency www.flickr.com/photos/good_day/38181398
  35. 35. SalesChannel Europe ©2010 All rights reserved Adaptability www.flickr.com/photos/josephrobertson/2693259390
  36. 36. 5 Key Sales & Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
  37. 37. Motivate them to take action….
  38. 38. SalesChannel Europe ©2010 All rights reserved Everything is under control?
  39. 39. Channels to Market SOHO & SMB Online Channel Telesales Partners MidmarketOnline & Partners EnterpriseDirect & Partners
  40. 40. 43 Direct Sales In-Direct Sales Online Sales Channels to Market
  41. 41. 44 Integrated Sales Machine Channels to Market
  42. 42. Being Found/Findable
  43. 43. SalesChannel Europe ©2010 All rights reserved Standing out from the crowd
  44. 44. Capture their attention
  45. 45. 48 Connecting with people on their terms
  46. 46. 5 Key Sales & Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
  47. 47. SalesChannel Europe ©2010 All rights reserved Get everyone moving in the same direction
  48. 48. SalesChannel Europe ©2010 All rights reserved 51 Collective focus
  49. 49. SalesChannel Europe ©2010 All rights reserved Help them to see their better future
  50. 50. Help! Where do I start? www.flickr.com/photos/darkpatator/395215642
  51. 51. This is too hard!
  52. 52. SalesChannel Europe ©2010 All rights reserved Together we can do more + +
  53. 53. Enjoy the benefits of life
  54. 54. SalesChannel Europe ©2010 All rights reserved Next up: What? and How?
  55. 55. SalesChannel Europe ©2010 All rights reserved David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×