Drive your customers to every corner of your business
Michael Lange
Vice President Performance Program
What is the mistake in here…?!
„Drive your customers to every corner of your business.“
Potential is also about prospects!
Today`s Agenda
There is none ...
Not that there is no content for you.
But agenda slides are way to boring for an event li...
Look at what you could do in theory...
4
Business
- Align Sales & Marketing Goals
- Develop the Business Case
- Value vs. ...
Let´s throw dices!
Wow – this is complex stuff.
Let´s make it a bit more fun...
Action ML
(I will throw +/- 50 dices into the audience and get one guy on stage to
do an „official“ throw.)
I will explain...
The 3 bubbles of success
They always apply
OX Summit 2013: OX Performance Program
Wow – what a great throw!
You picked „TRUST“
TRUST
OX Summit 2013: OX Performance Program
„TRUST“ – You are pretty conservative it seems
Could it be that you want to keep your customers?!
TRUST
OX Summit 2013: OX...
Wow – what a great throw!
You picked „UPSELL “
UPSELL
OX Summit 2013: OX Performance Program
„UPSELL“ – You must be a very budget oriented guy
Could it be that you want to convert your prospects as
efficiently as po...
Wow – what a great throw!
You picked „RECIRCULATION “
RECIRCULATION
OX Summit 2013: OX Performance Program
„RECIRCULATION“ – ah, you are the one with the
broader view!
Seems to me that you see the whole business potential of
OX A...
Why did we look at these 3 critical corners of your OX
business?
Because you have to define a compelling journey you
want ...
A clear understanding of SaaS business priorities
– that are unique for every client-partner of Open-
Xchange –
fundamenta...
Why is there an „OXPP“ logo on the cube?
Guess what.
Because OXPP helps you to determine the priorities in
the world of TR...
- Throw it at somebody.
- Doesn´t matter... You will always get guidance how to optimize
your performance.
- And for detai...
Thank you for your time
&
Michael Lange
Vice President Performance Program
michael.lange@open-xchange.com
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Break out session-OXPP-OXS13

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Get detailed information on what SMBs around the globe want from service providers, based on Parallels 2013 SMB Could Insights research (including just released Euro-zone data). What are SMBs saying are service "must haves" and "delighters" for bundles, upsell, and cross-selling cloud services? We will show you how to use this information to differentiate your OX offers, and learn what OX and Parallels are doing to enhance your customer’s experience and increase monitization with Parallels Automation 5.5 and the new APS 2 capabilities. Copies of research reports will be distributed in this session – anyone attending will also recieve a free one year subscription to recently launch Parallels Access service!

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Break out session-OXPP-OXS13

  1. 1. Drive your customers to every corner of your business Michael Lange Vice President Performance Program
  2. 2. What is the mistake in here…?! „Drive your customers to every corner of your business.“ Potential is also about prospects!
  3. 3. Today`s Agenda There is none ... Not that there is no content for you. But agenda slides are way to boring for an event like this.
  4. 4. Look at what you could do in theory... 4 Business - Align Sales & Marketing Goals - Develop the Business Case - Value vs. volume model Branding & Positioning - Target segmentation - Use Cases - Product Naming & position in portfolio Packaging & Pricing - ‘Selling free’ vs. Sell-only - Positioning products within the S&M funnel - Up-selling and cross- selling/bundling opportunities Sales Process (internal) - E-Commerce Process (Reseller vs. direct from Web models) - Implementation considerations (connecting ERP/CRM systems) - Product trainingCommunications (external) - Where/how implemented on web site - Channel communication - digital marketing mix OX Summit 2013: OX Performance Program
  5. 5. Let´s throw dices! Wow – this is complex stuff. Let´s make it a bit more fun...
  6. 6. Action ML (I will throw +/- 50 dices into the audience and get one guy on stage to do an „official“ throw.) I will explain that they are currently playing around with the 3 corners of success in SaaS business – esp. in business with OX AppSuite. Just like every day – but now they are aware of it. ;) OX Summit 2013: OX Performance Program
  7. 7. The 3 bubbles of success They always apply OX Summit 2013: OX Performance Program
  8. 8. Wow – what a great throw! You picked „TRUST“ TRUST OX Summit 2013: OX Performance Program
  9. 9. „TRUST“ – You are pretty conservative it seems Could it be that you want to keep your customers?! TRUST OX Summit 2013: OX Performance Program
  10. 10. Wow – what a great throw! You picked „UPSELL “ UPSELL OX Summit 2013: OX Performance Program
  11. 11. „UPSELL“ – You must be a very budget oriented guy Could it be that you want to convert your prospects as efficiently as possible? UPSELL OX Summit 2013: OX Performance Program
  12. 12. Wow – what a great throw! You picked „RECIRCULATION “ RECIRCULATION OX Summit 2013: OX Performance Program
  13. 13. „RECIRCULATION“ – ah, you are the one with the broader view! Seems to me that you see the whole business potential of OX App Suite: You want to push your whole portfolio with its help! RECIRCULATION OX Summit 2013: OX Performance Program
  14. 14. Why did we look at these 3 critical corners of your OX business? Because you have to define a compelling journey you want your prospects and customers to experience. To make them buy. And TRUST – UPSELL – RECIRCULATION provide the value points that you have to consider in your sales & marketing strategy! OX Summit 2013: OX Performance Program
  15. 15. A clear understanding of SaaS business priorities – that are unique for every client-partner of Open- Xchange – fundamentally helps you to set up the proper Go-to- Market conception. The user journey and the respective value points. In your markets. For your target groups. To create recurring customer value. OX Summit 2013: OX Performance Program
  16. 16. Why is there an „OXPP“ logo on the cube? Guess what. Because OXPP helps you to determine the priorities in the world of TRUST-UPSELL-RECIRCULATION. And comes up with Best Practices to implement. OX Summit 2013: OX Performance Program
  17. 17. - Throw it at somebody. - Doesn´t matter... You will always get guidance how to optimize your performance. - And for details: „Call OXPP“. Now throw your dice every morning or whenever you want OX Summit 2013: OX Performance Program
  18. 18. Thank you for your time & Michael Lange Vice President Performance Program michael.lange@open-xchange.com
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