SaaS Sales Acceleration 2.0

Change or pay the price

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 & SMB

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

Total availability

Total data protection

World-class references

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, 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

Understand your Buyer’s Personas

…then align with Buyer Personas 96

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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 • Web Site • Web Site • SEM • Chat • Chat • Google • Phone • Phone • Landing Pages • Service • Knowledgebase • Forums Web-Centric User Experience 111

112

Get it right

….and the rewards are unlimited

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

SaaS Sales Acceleration 2.0

3 comments

Notes on slide 1

12 Favorites, 2 Groups & 1 Event