Loading…

Flash Player 9 (or above) is needed to view presentations.
We have detected that you do not have it on your computer. To install it, go here.

Like this presentation? Why not share!

oDesk Sales Growth - Case Study

on

  • 4,727 views

This case study was prepared for the Mercato Sales Summit in Salt Lake City on February 5, 2010. The presentation describes oDesk's rapid sales growth and several tips that might be helpful for ...

This case study was prepared for the Mercato Sales Summit in Salt Lake City on February 5, 2010. The presentation describes oDesk's rapid sales growth and several tips that might be helpful for increasing sales at your company.

Statistics

Views

Total Views
4,727
Views on SlideShare
4,693
Embed Views
34

Actions

Likes
9
Downloads
111
Comments
1

6 Embeds 34

https://www.linkedin.com 10
http://www.slideshare.net 8
http://www.linkedin.com 7
http://www.lmodules.com 4
https://twitter.com 4
https://jujo00obo2o234ungd3t8qjfcjrs3o6k-a-sites-opensocial.googleusercontent.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
  • 99edsk.com -OutSource your Next IT project.

    Using this service you can find the suitable freelancer or an IT company around the globe to work on your freelancing project. Service Buyers can find the experienced & skilled professionals to do their projects with either full time or a part time resource.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

oDesk Sales Growth - Case Study oDesk Sales Growth - Case Study Presentation Transcript

  • Brian Goler www.odesk.com [email_address] Mercato Sales Summit February 2010
  • What is oDesk?
    • oDesk is the marketplace for online work teams with the best business model for both buyers and providers
      • For buyers: Guaranteed work
        • Every hour billed is an hour worked
      • For providers: Guaranteed payment
        • Every hour worked is an hour paid
    • Background
    • 28 Employees, 80 remote oDesk consultants
    • HQ in Menlo Park, CA
    • Funded by Benchmark, DAG, Globespan, & Sigma; raised $29MM to date ($15MM in the bank)
    • Started in 2002
    • Where are we today?
    • Over 450,000 tested and rated knowledge workers representing hundreds of technical disciplines & skills
    • Both individual freelancers and development companies from 150+ countries
    • Buyers post both Time-Based assignments and Fixed Price Jobs
    • Buyers pay for verified hours worked or for milestones delivered
    • Avg. time to hire is < 4 days; Avg. # candidates per job is > 20
    Over $121MM in gross services performed….
  • Demo “ oDesk is a great way to make it feel like an employee who is across an ocean is working inside your local office” Guaranteed Work = Guaranteed Payment Activity Logging shows keyboard and mouse events in each screen shot interval See work as it is being done Unprecedented Real-time access and collaboration with team Pay only for verified work done
  • Rapid and accelerating growth
    • +450% over last 2 years
    • YoY marketing spend +30% 2007 - 2009
    Hours Worked by Week 10/06 – Eliminated sales team of 4
    • Online acquisition marketing
      • Paid search
      • SEO
      • Retargeting
    • Word-of-Mouth
      • Social media & promotions
      • Viral features
      • Referral programs
    • Partnerships / Third-party integrations
    How do we acquire Buyers? Sales Force
  • Direct (WOM) channels driving growth
    • BSUs by Channel
    0 12/09 11/09 10/09 03/09 02/09 01/09 12/08 11/08 10/08 09/08 Other Ref. Sites CPC Organic Direct 06/09 07/09 08/09 09/09 04/09 05/09
  • 5 Tips to Sell More
  • 1. Make your product easy to buy
    • Turn-offs
      • Long-term contracts
      • Up-front payments
      • Complexity
    • Turn-ons
      • Free trials
      • Easy-to-use, self-service options
      • Insight
  • 2. Price it right Hours Worked by Week 11/06 – Fees reduced to 10% Initial Pricing ~30% of Hourly Total Charge 5/05 – Fees reduced to 23%
  • 3. Leverage your extended community
    • Who?
      • Users, partners, investors, team members, other influencers
    • How?
      • Referral and affiliate programs
      • Social applications and social marketing
      • Platform extensions (APIs)
    Create positive experiences that people want to talk about and give them tools to do it
  • 4. Harvest demand before generating it Events SEM Viral Features & SMM SEO Referral Program PR Affiliate Program Radio Email Direct Sales Higher Lower Intent Products and services are increasingly bought and not sold Lower Higher CPA
  • 5. Take care of existing customers NPS 1/1/10 7/1/09 1/1/09 7/1/08 1/1/08 7/1/07 1/1/07 # Promoters - # Detractors # Responses NPS = Score 9 or 10 = Promoter 7 or 8 = Passive 0 to 6 = Detractor Where… “ It's like winning the lottery on your birthday.” “ It sure would be helpful to have 24-7 chat service when I have problems.” “ I wish you offered Paypal. I almost didn't try your service. But otherwise I like the experience..”
  • Thank you!
    • Questions?
    • More questions? [email_address]
    • Want to try oDesk? Visit www.odesk.com