10 keys to upsell your customer base of smbs with online marketing and web presence applications
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10 keys to upsell your customer base of smbs with online marketing and web presence applications

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Presentation by Wences Garcia of Marketgoo (http://www.marketgoo.com) at the WorldHostingEvent global. March 2013 in Rust, Germany: ...

Presentation by Wences Garcia of Marketgoo (http://www.marketgoo.com) at the WorldHostingEvent global. March 2013 in Rust, Germany:

Millions of European (and worldwide) SMBs plan to increase their spending on cloud services in the next 3 years and upselling add-ons and cross-selling business applications are key to driving growth.

Wences Garcia is the founder of MarketGoo, a internet marketing and SEO product company. In this presentation he would discuss about the key opportunities and challenges hosting and telco companies face to attack this mass market:

- What´s the size of this opportunity?
- How online marketing is perceived by SMBs
- Why educating the customer is key
- Why hosting is a commodity but online marketing is not
- How small businesses value simpler products
- When to create a consulting center?
- How to deliver a all-ecompasing marketing strategy
- and some more

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10 keys to upsell your customer base of smbs with online marketing and web presence applications 10 keys to upsell your customer base of smbs with online marketing and web presence applications Presentation Transcript

  • 10 keys to upsell your customer base of SMBs with online marketing applicationsWenceslao Garcia
  • My name is Wences• Founder and CEO of MarketGoo• Former ISP and hosting executive• At the crossroads of Online Marketing + Technology + SMBs
  • 1.SMBsmoving tothe cloud
  • They are moving• SMBs want enterprise-level computingpower, applications, and services at prices theycan afford• The applications SMBs say they are most likelyto add are search engine optimization, securityand health monitoring, and backup.
  • 2. What s thesize of thisopportunity?
  • Worldwide web presence • 19% growth (Europe)Source: Parallels SMB Cloud Insights 2013
  • 3. Howonlinemarketing isperceived bySMBs
  • Online marketing is key• You already host their website and even a website builder• Online marketing means business – SEO is the main tactic• For a small business, understanding SEO is a crucial step• SEO is a high-opportunity
  • 4. SMBs trust in you
  • Trust• They actually trust in you.• SMBs rate hosting providers very high in terms of the value they provide.• Our outbound campaigns show a great success rate when pitching the business owner
  • 5. But you have to
  • Evolution• Selling products Vs. selling solutions• Focus on benefits• Build a SMB specific strategy• Don’t think of yourself as a utility, but a value- added service provider
  • 6. Educate thecustomer
  • Educate them• SMBs will be attracted to the providers that educate them the most before and after the sale.• Content: blog post, whitepapers, newsletters, webinars, etc.• Seed the market with online reports benchmarking the website
  • 7. Products mustbe …
  • Simplify• Try before they buy• Fremium models• Non technical jargon• Gamification
  • 8. Promotion
  • Promotion• Cross-sell• Up-sell• Create bundles• Retention tool• Outbound phone campaigns = increase ARPU
  • 9. A servicecenter?
  • Service center• At some point, you may to create a place for marketers• Solutions may require a manage services center• But you may outsource that!
  • 10. WhyMarketGoois a terrificproposal
  • MarketGoo• The easiest SEO solution for SMBs to optimize a website and improve search engines rankings• Cutting-edge technology and intuitive design• Helping hundreds of SMBs to increase their web traffic• We partner with hosters and providers – Whitelabel, Multilanguage, cost-effective
  • • Thank you!• www.marketgoo.com• wences@marketgoo.com• Up-sell with Goo!• We are at booth E16