SalesChannel
                                                       Europe




©2009 SalesChannel Europe. All rights reser...
SalesChannel
                                                       Europe




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




                ©2009 Sales...
Change or pay the price
The Game
The Game
Game Changer

Customers              The Economy




            Online Services
Game Changer +
Financial Crisis =
OPPORTUNITY
                 8
adaptive behavior
(organizations + individuals)
Find 3 Take Aways
Rethink your business

                   11
Rethink your business environment
Rethink your Go-To-Market Strategy
Rethink your Value Proposition
Rethink your Channels to Market
Rethink the opportunity
Traditional Backup Solutions are dead
Help! Where do I start?
Top 5 online
Business Drivers   1
#1. Computing in the cloud



   Anywhere
                         Anytime
Any device
-> Become a society of Data creators
-> The new office
-> Work has become highly collaborative
#2. Laptops become disposable
Yes, laptops are disposable
#3. NetBooks take off
#4. Applications move to Mobile Devices
#5. iPhone = Mobile computing
#4. iPhone = Web + Applications
Implications for
online Backup      2
A downpour of Data
Deluge of Data
Drowning in Data
Drowning in a sea of Data
Navigating in a sea of Data
Data creation
Data disposal in Venice
Data Management
Data recovery
Data Management
Advanced Data
 Management
Data Center
Where’s my data?
I’m all backed up
Go-To-Market Strategy
                        3
You need a map
… and Go-To-Market tools
Channels to Market


  Direct & Partners   Enterprise




  Online & Channel    Midmarket



    Online Model      SOHO & ...
Channels to Market




        Direct   In-Direct   Online
        Sales      Sales     Sales

                     51
Channels to Market




           Integrated Sales Machine


                       52
Target different customers
  with different channels
Helping customers find what they want
Cross channel
 integration
5 Key Challenges to
Online Sales Acceleration   4
#1. Driving traffic to your website
#2. Standing out from the crowd
#3. Capturing their attention
#4. Removing barriers to sale




                                60
#5. Doing all this on a limited budget
How to get people
want to buy         5   62
Excite and motivate
customers to buy
Capture their Hearts and Minds
Understand who your customers are
Create Value Propositions that are
 simple, meaningful and relevant
Shake people out of
their complacency
Motivate them to take action….
Everything is
Under Control
5 Days’ Backup
Take them here
Get them to push this
STOP
  don’t let this
happen to you or
 your business
Help people think
about the future
Misperception
Help them to see their better future
The Solution
Total security
SalesChannel
                                                                           Europe
Total reliability




     ...
Total availability
Total data protection
World-class references
SalesChannel
                                                                        Europe




Immediate activation


   ...
So they can focus on their business
Gain work/life balance
Enjoy the benefits of life
…without a worry in the world
Excite and Energise people
with new possibilities
No risk and no worry
Demonstrate financial value
How do people buy online?   6
4. Mastering the 2 Moments of Truth - Online:



          1) Buy




          2) Use
The Web-centric Buying Process:


 1.    Search (What are the Options?)
 2.    Find
 3.    Self Qualify / Try (Company, Pr...
Understand your Buyer’s Personas
…then align with Buyer Personas
                                  96
97
98
Persona-Based Website




99
Messaging




100
101
102
Humanize




           103
104
105
Personalize




              106
Connecting with people
    on their terms




                         107
108
Create Community
             109
Engage

     110
Sales Process Evolved


     Demand
                             Sales            Support
    Generation
•   SEO          ...
112
Get it right
….and the rewards are unlimited
SaaS Sales
               David R Ednie
               President & CEO
               SalesChannel Europe SARL
           ...
SaaS Sales Acceleration_2.0
SaaS Sales Acceleration_2.0
SaaS Sales Acceleration_2.0
Upcoming SlideShare
Loading in...5
×

SaaS Sales Acceleration_2.0

630

Published on

SaaS, On demand, Sales Acceleration,

Published in: Business, Technology
1 Comment
0 Likes
Statistics
Notes
  • Looking great, Bookmarked as one of my favourites!
    http://www.homeimprovementfirm.com
    http://www.homeimprovementfirm.com/category/furniture
    http://www.homeimprovementfirm.com/category/modern-furniture
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Be the first to like this

No Downloads
Views
Total Views
630
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
70
Comments
1
Likes
0
Embeds 0
No embeds

No notes for slide

SaaS Sales Acceleration_2.0

  1. 1. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  2. 2. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  3. 3. SalesChannel The world has changed Europe ©2009 SalesChannel Europe. All rights reserved
  4. 4. Change or pay the price
  5. 5. The Game
  6. 6. The Game
  7. 7. Game Changer Customers The Economy Online Services
  8. 8. Game Changer + Financial Crisis = OPPORTUNITY 8
  9. 9. adaptive behavior (organizations + individuals)
  10. 10. Find 3 Take Aways
  11. 11. Rethink your business 11
  12. 12. Rethink your business environment
  13. 13. Rethink your Go-To-Market Strategy
  14. 14. Rethink your Value Proposition
  15. 15. Rethink your Channels to Market
  16. 16. Rethink the opportunity
  17. 17. Traditional Backup Solutions are dead
  18. 18. Help! Where do I start?
  19. 19. Top 5 online Business Drivers 1
  20. 20. #1. Computing in the cloud Anywhere Anytime Any device
  21. 21. -> Become a society of Data creators
  22. 22. -> The new office
  23. 23. -> Work has become highly collaborative
  24. 24. #2. Laptops become disposable
  25. 25. Yes, laptops are disposable
  26. 26. #3. NetBooks take off
  27. 27. #4. Applications move to Mobile Devices
  28. 28. #5. iPhone = Mobile computing
  29. 29. #4. iPhone = Web + Applications
  30. 30. Implications for online Backup 2
  31. 31. A downpour of Data
  32. 32. Deluge of Data
  33. 33. Drowning in Data
  34. 34. Drowning in a sea of Data
  35. 35. Navigating in a sea of Data
  36. 36. Data creation
  37. 37. Data disposal in Venice
  38. 38. Data Management
  39. 39. Data recovery
  40. 40. Data Management
  41. 41. Advanced Data Management
  42. 42. Data Center
  43. 43. Where’s my data?
  44. 44. I’m all backed up
  45. 45. Go-To-Market Strategy 3
  46. 46. You need a map
  47. 47. … and Go-To-Market tools
  48. 48. Channels to Market Direct & Partners Enterprise Online & Channel Midmarket Online Model SOHO & SMB
  49. 49. Channels to Market Direct In-Direct Online Sales Sales Sales 51
  50. 50. Channels to Market Integrated Sales Machine 52
  51. 51. Target different customers with different channels
  52. 52. Helping customers find what they want
  53. 53. Cross channel integration
  54. 54. 5 Key Challenges to Online Sales Acceleration 4
  55. 55. #1. Driving traffic to your website
  56. 56. #2. Standing out from the crowd
  57. 57. #3. Capturing their attention
  58. 58. #4. Removing barriers to sale 60
  59. 59. #5. Doing all this on a limited budget
  60. 60. How to get people want to buy 5 62
  61. 61. Excite and motivate customers to buy
  62. 62. Capture their Hearts and Minds
  63. 63. Understand who your customers are
  64. 64. Create Value Propositions that are simple, meaningful and relevant
  65. 65. Shake people out of their complacency
  66. 66. Motivate them to take action….
  67. 67. Everything is Under Control
  68. 68. 5 Days’ Backup
  69. 69. Take them here
  70. 70. Get them to push this
  71. 71. STOP don’t let this happen to you or your business
  72. 72. Help people think about the future
  73. 73. Misperception
  74. 74. Help them to see their better future
  75. 75. The Solution
  76. 76. Total security
  77. 77. SalesChannel Europe Total reliability ©2009 SalesChannel Europe. All rights reserved
  78. 78. Total availability
  79. 79. Total data protection
  80. 80. World-class references
  81. 81. SalesChannel Europe Immediate activation ©2009 SalesChannel Europe. All rights reserved
  82. 82. So they can focus on their business
  83. 83. Gain work/life balance
  84. 84. Enjoy the benefits of life
  85. 85. …without a worry in the world
  86. 86. Excite and Energise people with new possibilities
  87. 87. No risk and no worry
  88. 88. Demonstrate financial value
  89. 89. How do people buy online? 6
  90. 90. 4. Mastering the 2 Moments of Truth - Online: 1) Buy 2) Use
  91. 91. The Web-centric Buying Process: 1. Search (What are the Options?) 2. Find 3. Self Qualify / Try (Company, Product, Price) Multiple Interactions, Web, Phone, Chat, etc. 4. Make the buying decision 5. Buy 6. Activate 7. Self-Manage 8. Self-Support 9. Self-Upsell / Cross-Sell 10. Interact with others 11. Refer and promote
  92. 92. Understand your Buyer’s Personas
  93. 93. …then align with Buyer Personas 96
  94. 94. 97
  95. 95. 98
  96. 96. Persona-Based Website 99
  97. 97. Messaging 100
  98. 98. 101
  99. 99. 102
  100. 100. Humanize 103
  101. 101. 104
  102. 102. 105
  103. 103. Personalize 106
  104. 104. Connecting with people on their terms 107
  105. 105. 108
  106. 106. Create Community 109
  107. 107. Engage 110
  108. 108. Sales Process Evolved Demand Sales Support Generation • SEO • Web Site • Web Site • SEM • Chat • Chat • Google • Phone • Phone • Landing Pages • Service • Knowledgebase • Forums Web-Centric User Experience 111
  109. 109. 112
  110. 110. Get it right
  111. 111. ….and the rewards are unlimited
  112. 112. SaaS Sales David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Acceleration Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.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.

×