• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Sales Strategy
 

Sales Strategy

on

  • 2,424 views

 

Statistics

Views

Total Views
2,424
Views on SlideShare
2,422
Embed Views
2

Actions

Likes
0
Downloads
125
Comments
0

1 Embed 2

http://www.slideshare.net 2

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…
Post Comment
Edit your comment

    Sales Strategy Sales Strategy Presentation Transcript

    • EXECUTING EFFECTIVE SALES & DISTRIBUTION STRATEGIES A TripleTree/SIIA SaaS Webcast October 12, 2004 CEO / CFO PARTICIPANTS:
    • Introducing the SaaS Webcast Series
        • Fred Hoch , Vice President, Software Programs, SIIA
        • About SIIA and SIIA’s SaaS Industry Initiative
        • Four-part SaaS Webcast Series, Co-sponsored with TripleTree
          • TODAY: “Executing Effective Sales and Distribution Strategies”
          • October 21: “Alternatives of Capital Formation” (Hummer Winblad and IBM)
          • November 11: “Dramatic Development are Changing the Value of Firms with SaaS Model”
          • December 9: “ROI: Is a SaaS Model More Cost Effective than a Traditional Software License?”
    • Participants & Objectives
      • Moderated by:
        • Kevin Green, Managing Partner , TripleTree
      • SaaS Participants:
        • Mike Doyle , Chairman & CEO,
        • Bob Jurkowski , CEO,
        • Tony Guarascio , CFO,
      • Objectives:
        • Explore differences & similarities of go-to-market sales & distribution strategies of emerging SaaS firms
        • Learn from C-level experiences on the opportunities & challenges
    • TripleTree Overview & SaaS Experiences
      • Kevin Green , Managing Partner, TripleTree
      • About Us
        • Provide M&A, growth capital, & strategic advisory services to technology, healthcare & business services sectors
      • SaaS Experiences
        • Early advocates of SaaS sector through research
        • Extensive database of over 300+ SaaS firms & interactions with emerging players & VCs in the sector
        • Hands-on, financial advisory experience with SaaS firms
      Middle-market investment banking firm leveraging in-depth industry research, operating backgrounds & extensive transactional experience SOFTWARE AS A SERVICE Changing the Paradigm in the Software Industry 2003 OUTSOURCING UPDATE 2 nd GENERATION ASPs APPLICATION SERVICE PROVIDERS (ASPs)
    • Framework for Today’s Discussion Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE
    • About Salesnet
      • Presented by
      • Michael Doyle,
      • Chairman and CEO
      • Next generation, award-winning, patent-pending on-demand CRM
      • Improves efficiency, effectiveness, and profitability of sales teams
      • Pioneer of software-as-a-service
      • First commercial product in 2000
      • Private, Boston-based
                         
    • Salesnet Guided Performance Selling (GPS): Salesnet’s CRM Vision for Sales
      • Strategy: Deliver CRM solutions that drive the fastest ROI in the industry for companies seeking to improve sales performance
      • Guide Sales Best-Practices
      • Prompt user, capture results
      • From anywhere, anytime
      • Track Performance
      • On-demand sales results
      • Integrated customer behaviors
      2. 3. “… a masterful process/ workflow design tool.” – Paul Greenberg, best selling CRM Author Delivered by software, configuration and administration “-as-a-service” 1.
      • Define a Blueprint for Sales Success
      • Branded, pre-configured, or custom
      • Using patent-pending workflow
    • Salesnet Easy to Acquire, Implement, & Own Salesnet Express $15/user/month Salesnet Standard $65/user/month Salesnet Extended $99/user/month
      • Small Company Needs
      • Process
      • Small Team Selling
      • Contacts & Reporting
      Midsize Company Needs + Large Team Selling + Mobility + Advanced Configurability + Advanced Reporting Enterprise Company Needs + Integration/Web Services + Dashboards & Analytics + Globalization + Industry Verticals < 10 Users 10 - 100 Users > 100 Users Key Capabilities Product Recommended User Size Customers Include:
    • Salesnet Three Pronged Distribution
      • Direct Sales into higher mid-market and enterprise sector verticals
      • First-to-market On-Demand Reseller Program
        • CRM Resellers
        • Branded Methodology Vendors
        • Rapidly Growing
      • OEM/Private Label product drives adoption other industry segments
      enterprises mid-market small business Salesnet Distribution OEM Vertical Partners Direct Sales Reseller “ Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.” -- Frank Visgatis, co-founder
    • About Intacct Presented by Robert Jurkowski, CEO Enabling Dynamic Enterprises with ERP On Demand For Distributed Enterprises For ISVs For Outsourcers
      • Founded 1999
      • Headquartered in Los Gatos, CA
      • Multi-tenant Software-as-Service model
      • Servicing over 1800 companies
      • Only IBM ERP On Demand partner
        • IBM servers and Oracle database
        • IBM e-business on demand platform
        • Data secured at hardened IBM Global Data centers
        • Open source technologies
      • Investors include Goldman Sachs, Deloitte & Touche, Hummer Winblad, JK&B Capital
    • Intacct Enables the Dynamic Enterprise Freedom and power for the Dynamic Enterprise is Realized Intacct ERP On Demand becomes a Central Hub On Demand benefits optimize Business Practices
    • Intacct Markets & Pricing Optimizes business models and practices for the following segments: Outsourcer Outsourcers can offer clients an ERP outsourcing service to become their client’s virtual CFO with anytime/anywhere access. Starting at $8,000 Annual Fee $55/User ISV ISVs can offer customers a complete software solution by integrating an ERP back end to their proprietary vertical solutions. Starting at $70,000 Annual Fee $55/User Direct Direct companies can realize the power of becoming a dynamic enterprise by leveraging On Demand and focusing on their core competencies. Starting at $15,000 Annual Fee $55/User
    • About HSS Presented by Tony Guarascio, CFO
      • Founded 1994
      • Headquartered in Hamden, CT
      • Off-the-shelf software with recurring, 3- 5 year contracts
      • Servicing over 600 customers
      • Financial position
        • 24% revenue CAGR 1998 – 2004
        • 47% EBITDA CAGR 1998 - 2004
        • EBITDA margins ~ 23% & growing
        • Incremental margins 40% - 50%
      • 2004 Best in KLAS, Healthcare Informatics Top 100, Deloitte & Touche FAST 50 Award
      Health Care Regulatory Compliance & Medical Claims Reimbursement Management For Providers For Health Plans For IT Vendors For HIM Consultants
    • HSS Value Proposition
      • HSS solutions:
        • Improve the coding, regulatory and reimbursement processes at provider and payer organizations
            • streamlining workflow
            • increasing productivity
            • ensuring the accuracy of clinical and financial information
        • Resulting in improved financial performance
      • Unique knowledge of provider and payer needs helps us provide tools so clients can:
        • evaluate financial and operational performance
        • target areas for performance improvement
        • balance risk-assumption with profit opportunities
      • Within the revenue cycle management process HSS represents a key component of rationalizing an end-to-end solution
    • HSS Pricing Model
      • Software rental under 3-5 year contracts
        • Evergreen thereafter
        • Escalators within the contract term
      • Pricing
        • Hospital pricing based upon bed size and department
        • Payer pricing based upon covered lives by line of business
    • HSS Products & Markets
      • Products CCRM & Revenue Cycle
        • Desktop for transaction processing
        • Embedded - unbundled “Healthcare Knowledge”
        • Analytical for analyzing a time series of data
        • Knowledge Products
      • Markets
        • Payer
        • Provider
      • Channels
        • Retail
        • Partners
    • Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE
    • Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE
    • Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE
    • Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE
    • Next Program
      • Please join us
      • Thursday, October 21, 2004
      • 11:30 am (CT), 12:30 pm (ET), 9:30 am (PT)
      • Alternatives of Capital Formation
      • As a SaaS firm, should you consider venture investment or strategic investors?
      • Guest speakers from Hummer Winblad Venture Partners and IBM, a leading global technology company
    • TripleTree / SIIA Webcast
      • Presenters & Hosts
      Mike Doyle, Chairman & CEO, Salesnet Bob Jurkowski, CEO, Intacct Tony Guarascio, CFO, HSS Kevin Green, Partner, TripleTree Thank You to All Participants… Fred Hoch, VP, Software Programs, SIIA Brian Klemenhagen, Senior Principal, TripleTree TripleTree LLC 7601 France Avenue South Minneapolis, MN 55435 Phone (952) 253-5300 Facsimile (952) 253-5301 www.triple-tree.com SIIA 1090 Vermont Avenue NW Washington, D.C. 20005 Phone (202) 789-4470 Facsimile (202) 289-7097 www.siia.net SalesNet 580 Harrison Avenue Boston, MA 02118 Phone (617) 350-0160 Facsimile (617) 3.50-8988 www.salesnet.com Intacct 170 Knowles Drive Los Gatos, CA 95032 Phone (408) 395-1100 Facsimile (408) 399-6665 www.intacct.com HSS 2321 Whitney Avenue Hamden, CT 06518 Phone (203) 407-3900 Facsimile (203) 407-3912 www.hssweb.com