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SaaS Sales Acceleration_2.0

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SaaS, On demand, Sales Acceleration,

SaaS, On demand, Sales Acceleration,

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Transcript

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