SaaS Business Acceleration_2.0

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SaaS Business Acceleration_2.0

  1. 1. Todays forecast: Very sunny, thanks to the clouds
  2. 2. The world has changed =
  3. 3. It’s all about leading….
  4. 4. Change or pay the price
  5. 5. The Game
  6. 6. Learning the Game
  7. 7. A new Business Model
  8. 8. A Game Changer Customers The Economy Online Services
  9. 9. Game Changer + Financial Crisis = OPPORTUNITY
  10. 10. adaptive behavior (organizations + individuals)
  11. 11. Hosted Services Value Proposition Large Upfront Costs Manageable Recurring [CapEx] Costs [OpEx] Trial, Evaluation, Usage, Reduced Risks Learn from experience of Other Users Deployment Reduced Time to Provision [Free delivery] Use it because you Pay for it because OWN it Customer realizes value
  12. 12. Find 3 Take Aways
  13. 13. Rethink your business 14
  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. Traditional Enterprise Software is dead
  19. 19. Rethink the opportunity
  20. 20. Anticipate the future 21
  21. 21. Listen to your customers 22
  22. 22. Help! Where do I start?
  23. 23. A toolkit of actionable ideas
  24. 24. Top 7 Business Challenges 1
  25. 25. 1. Speed of Change
  26. 26. 2. Increasing complexity 27
  27. 27. 3. Everything is moving to the web 28
  28. 28. 4. New Value Propositions
  29. 29. 5. Pay as you go
  30. 30. 6. User ability vs Usability
  31. 31. 7. Targeting tomorrow’s Buyers
  32. 32. Top 5 SaaS Business Drivers 2
  33. 33. 1. Computing in the cloud Anywhere Anytime Any device
  34. 34. > Mobile computing
  35. 35. > The new office
  36. 36. > Continuous collaboration
  37. 37. 2. Laptops become disposable
  38. 38. Yes, laptops are disposable
  39. 39. 3. NetBooks take off
  40. 40. 4. Applications interoperate with Mobile Devices www.flickr.com/photos/laughingsquid/2322814575
  41. 41. -> Social media
  42. 42. 5. Smart mobility = SaaS applications
  43. 43. Smart mobility = Web + Applications
  44. 44. Go-To-Market Strategy 3
  45. 45. Go-To-Market tools
  46. 46. Understand who your customers are
  47. 47. Understand their needs
  48. 48. Create simple and customer specific 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. Channels to Market Integrated Sales Machine
  54. 54. Get the mix right 56
  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. Recurrent revenue model
  62. 62. #5. Cost of sale 64
  63. 63. Top 5 GTM Online Business Challenges 5
  64. 64. #1. Driving traffic to your website
  65. 65. > Being Found/Findable
  66. 66. #2. Standing out from the crowd
  67. 67. #3. Capturing their attention
  68. 68. > Relevant and engaging
  69. 69. #4. Removing barriers to sale
  70. 70. > Easy to navigate Website
  71. 71. #5. Try & Buy
  72. 72. #5. Try, Buy, Activate & Use
  73. 73. Implications for SaaS Solution Resellers 6
  74. 74. Misperceptions
  75. 75. #1. Where’s my data?
  76. 76. #2. Value migration
  77. 77. #3. Is Cold Calling effective?
  78. 78. Typical Sales Conversion Rates 1. Cold calling: Between 1-5% < 4% Between 1-5% 2. External Recommendation: Your company should use Rob Smith. 44% He is a highly knowledgeable expert 10 X cold calling in your field. 3. Internal Recommendation: We should use Rob Smith. He is a highly knowledgeable expert in our 88% 2 X External field. recommendation 20 X cold calling 80
  79. 79. > Find ways to get recommended
  80. 80. #4. Journey into the unknown
  81. 81. #4. Show them they way forward SalesChannel Europe ©2009 All rights reserved
  82. 82. > CRM Business Clinics
  83. 83. #5. Help customers see their better future
  84. 84. #6. Mastering the Buyer’s journey
  85. 85. The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2010 All rights reserved 87
  86. 86. If you get it right….
  87. 87. They will buy….
  88. 88. ….the rewards could be unlimited
  89. 89. Your future is bright
  90. 90. David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com

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