0
SalesChannel
                                                            Europe




 SaaS Business
Acceleration 2.0
     ©...
SalesChannel
                                                       Europe




©2009 SalesChannel Europe. All rights reser...
SalesChannel
The world has changed                                                 Europe




            = SaaS
         ...
It’s all about leading….                                           SalesChannel
                                          ...
Change or pay the price
The Game
Learning the Game
A new Business Model
A Game Changer

Customers              The Economy




            Online Services
Game Changer +
Financial Crisis =
OPPORTUNITY
                 10
adaptive behavior
(organizations + individuals)
Find 3 Take Aways
Rethink your business

                   13
Rethink your business environment
Rethink your Go-To-Market Strategy
Rethink your Value Proposition
Rethink your Channels to Market
Rethink the opportunity
Traditional Enterprise Software is dead
Help! Where do I start?
A toolkit of actionable ideas
Top 7 Business Challenges
                            1
1. Speed of Change
2. Increasing complexity

24
3. Everything is moving to the web




25
4. New Value Propositions
5. Pay as you go
6. User ability vs Usability
7. Targeting tomorrow’s Buyers
Top 5 SaaS
Business Drivers   2
1. Computing in the cloud



     Anywhere
                            Anytime
 Any device
> Mobile computing
> The new office
> Continuous collaboration
2. Laptops become disposable
-> set up and configuration effort
3. NetBooks take off
4. Applications interoperate with Mobile Devices
-> Online personal branding
5. SmartPhone = Mobile computing
Smart mobility = SaaS applications
Smart mobility = Web + Applications
Go-To-Market Strategy
                        3
You need a map
Go-To-Market tools
Understand who our customers are
Understand their needs
Create highly targeted
 Value Propositions
1 2 3
         Channels
        to Market
1. GTM Direct
2. GTM Partners (Indirect)
3. GTM Online channel
Channels to Market


  Direct & Partners   Enterprise




  Online & Partners   Midmarket



   Online Channel     SOHO & ...
Channels to Market




        Direct   In-Direct   Online
        Sales      Sales     Sales

                     53
Channels to Market




           Integrated Sales Machine


                       54
Get the mix right




55
Target different customers
 using different channels
Helping customers find what they want
Top 5 GTM Direct
Business Challenges   4
#1. Resistance to change (SaaS)
#2. Articulating the Value Proposition
#3. Recommendation Marketing
#4. Sales force remuneration
#5. Cost of sale

63
Top 5 GTM Partners (Indirect)
Business Challenges             5
#1. Partner profiling

65
#2. Partner Value Proposition
#3. Continuous training and support
#4. Completing the puzzle
#5. Partner motivation
Go-To-Market Model by Market Segmentation

  Provider       Channel             Channel            Business Markets
      ...
SaaS GTM through Business Partners

 • Partner Strategy
    –   Skills
    –   Expertise
    –   Market presence: Industry...
SaaS GTM through Business Partners

 • Partner Value Proposition
    – Business Value to ISV
    – Business Value to Partn...
SaaS GTM through Business Partners
 • Partner On-Ramp
    –   Joint sales calls
    –   Joint proposals
    –   Target ear...
SaaS GTM KSFs for Business Partnering
 • KSF 1: Create a “Partner Culture”
    – Share information, knowledge, experience ...
Top 5 GTM Online
Business Challenges   6
#1. Driving traffic to your website
> Being Found/Findable
#2. Standing out from the crowd
#3. Capturing their attention
> Relevant and engaging
#4. Removing barriers to sale
> Easy to navigate Website
#5. Try & Buy
#5. Try, Buy, Activate & Use
Implications for
SaaS Service Providers   7
Misperception
Help customers see their better future
Customers want simplicity

88
….and they want choice
SalesChannel
                                                                       Europe




They want to use it right a...
They expect immediate benefits
Reduced training and support costs
93
94
Total security
SalesChannel
                                                                           Europe
Total reliability




     ...
World-class references
….and gain work/life balance
Enjoy the benefits of life
….without a worry in the world
If you get it right….
the rewards could be unlimited
David R Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Blog: http...
SaaS Business Acceleration 2.0
SaaS Business Acceleration 2.0
Upcoming SlideShare
Loading in...5
×

SaaS Business Acceleration 2.0

1,295

Published on

Build a Go-To-Market Model that aligns channels to market with your target customers buying preferences

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

No Downloads
Views
Total Views
1,295
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
102
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Transcript of "SaaS Business Acceleration 2.0"

  1. 1. SalesChannel Europe SaaS Business Acceleration 2.0 ©2009 SalesChannel Europe. All rights reserved 1
  2. 2. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  3. 3. SalesChannel The world has changed Europe = SaaS ©2009 SalesChannel Europe. All rights reserved
  4. 4. It’s all about leading…. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved 4
  5. 5. Change or pay the price
  6. 6. The Game
  7. 7. Learning the Game
  8. 8. A new Business Model
  9. 9. A Game Changer Customers The Economy Online Services
  10. 10. Game Changer + Financial Crisis = OPPORTUNITY 10
  11. 11. adaptive behavior (organizations + individuals)
  12. 12. Find 3 Take Aways
  13. 13. Rethink your business 13
  14. 14. Rethink your business environment
  15. 15. Rethink your Go-To-Market Strategy
  16. 16. Rethink your Value Proposition
  17. 17. Rethink your Channels to Market
  18. 18. Rethink the opportunity
  19. 19. Traditional Enterprise Software is dead
  20. 20. Help! Where do I start?
  21. 21. A toolkit of actionable ideas
  22. 22. Top 7 Business Challenges 1
  23. 23. 1. Speed of Change
  24. 24. 2. Increasing complexity 24
  25. 25. 3. Everything is moving to the web 25
  26. 26. 4. New Value Propositions
  27. 27. 5. Pay as you go
  28. 28. 6. User ability vs Usability
  29. 29. 7. Targeting tomorrow’s Buyers
  30. 30. Top 5 SaaS Business Drivers 2
  31. 31. 1. Computing in the cloud Anywhere Anytime Any device
  32. 32. > Mobile computing
  33. 33. > The new office
  34. 34. > Continuous collaboration
  35. 35. 2. Laptops become disposable
  36. 36. -> set up and configuration effort
  37. 37. 3. NetBooks take off
  38. 38. 4. Applications interoperate with Mobile Devices
  39. 39. -> Online personal branding
  40. 40. 5. SmartPhone = Mobile computing
  41. 41. Smart mobility = SaaS applications
  42. 42. Smart mobility = Web + Applications
  43. 43. Go-To-Market Strategy 3
  44. 44. You need a map
  45. 45. Go-To-Market tools
  46. 46. Understand who our customers are
  47. 47. Understand their needs
  48. 48. Create highly targeted Value Propositions
  49. 49. 1 2 3 Channels to Market
  50. 50. 1. GTM Direct 2. GTM Partners (Indirect) 3. GTM Online channel
  51. 51. Channels to Market Direct & Partners Enterprise Online & Partners Midmarket Online Channel SOHO & SMB
  52. 52. Channels to Market Direct In-Direct Online Sales Sales Sales 53
  53. 53. Channels to Market Integrated Sales Machine 54
  54. 54. Get the mix right 55
  55. 55. Target different customers using different channels
  56. 56. Helping customers find what they want
  57. 57. Top 5 GTM Direct Business Challenges 4
  58. 58. #1. Resistance to change (SaaS)
  59. 59. #2. Articulating the Value Proposition
  60. 60. #3. Recommendation Marketing
  61. 61. #4. Sales force remuneration
  62. 62. #5. Cost of sale 63
  63. 63. Top 5 GTM Partners (Indirect) Business Challenges 5
  64. 64. #1. Partner profiling 65
  65. 65. #2. Partner Value Proposition
  66. 66. #3. Continuous training and support
  67. 67. #4. Completing the puzzle
  68. 68. #5. Partner motivation
  69. 69. Go-To-Market Model by Market Segmentation Provider Channel Channel Business Markets Partners MNC Direct Sales ENT SaaS Partners Biz Partner Channels MM Apps SME Online Channel Consumer Channel Partners: Market Segmentation:  System Integrators  MNC: multiple Int’l sites  IT Service Providers  ENT: 250+ employees  Local ISVs  MM: 30-250 employees  VARs  SB: 2-30 employees  Resellers  Consumer
  70. 70. SaaS GTM through Business Partners • Partner Strategy – Skills – Expertise – Market presence: Industry/Sector/Segment/Geography – Existing customers for our offering? • Partner Selection – Define Target Partner Profile • Can they sell? • Can they sell our product/service? • Do they share our vision, values and desire to succeed? – Active in our target geography?
  71. 71. SaaS GTM through Business Partners • Partner Value Proposition – Business Value to ISV – Business Value to Partner – Geography • Partner Recruitment – Set fair and realistic expectations – Negotiate Partner sign-on commitments – Agree assignment of Roles and Responsibilities b/w ISV and Business Partner – Mutually agreed performance mile stones – Schedule regular and frequent Business Reviews
  72. 72. SaaS GTM through Business Partners • Partner On-Ramp – Joint sales calls – Joint proposals – Target early wins – pilot customers – Build the foundation of future business • Channel Management – Partner Manager • Relationship Manager • Sales Manager • Partner Champion – Sales Performance Reviews • Gap Analysis • Corrective actions • Agree investment, effort and resources
  73. 73. SaaS GTM KSFs for Business Partnering • KSF 1: Create a “Partner Culture” – Share information, knowledge, experience & resources – Develop and nurture – Take a mid-term view • KSF 2: Partner Selection – Partner qualification checklist • KSF 3: Partner Value Proposition • KSF 4: Partner Recruitment – Recruit Partners who can sell – Don’t recruit Partners who can’t sell • Partner On-Ramp – Invest in them – training, access to ISV’s knowledge base • Channel Management
  74. 74. Top 5 GTM Online Business Challenges 6
  75. 75. #1. Driving traffic to your website
  76. 76. > Being Found/Findable
  77. 77. #2. Standing out from the crowd
  78. 78. #3. Capturing their attention
  79. 79. > Relevant and engaging
  80. 80. #4. Removing barriers to sale
  81. 81. > Easy to navigate Website
  82. 82. #5. Try & Buy
  83. 83. #5. Try, Buy, Activate & Use
  84. 84. Implications for SaaS Service Providers 7
  85. 85. Misperception
  86. 86. Help customers see their better future
  87. 87. Customers want simplicity 88
  88. 88. ….and they want choice
  89. 89. SalesChannel Europe They want to use it right away ©2009 SalesChannel Europe. All rights reserved
  90. 90. They expect immediate benefits
  91. 91. Reduced training and support costs
  92. 92. 93
  93. 93. 94
  94. 94. Total security
  95. 95. SalesChannel Europe Total reliability ©2009 SalesChannel Europe. All rights reserved
  96. 96. World-class references
  97. 97. ….and gain work/life balance
  98. 98. Enjoy the benefits of life
  99. 99. ….without a worry in the world
  100. 100. If you get it right….
  101. 101. the rewards could be unlimited
  102. 102. David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com SaaS Business Acceleration 2.0
  1. A particular slide catching your eye?

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

×