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E245 agora-week5
 

E245 agora-week5

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    E245 agora-week5 E245 agora-week5 Presentation Transcript

    • Agora
      2/1/2011
    • Customers: Lessons Learned
      Potential for alternate sales model: sell to the individual engineer then up-sell to enterprise
      Diversity of cloud service offerings
      Need to consider not just IaaS but also PaaS
      Decision chain / sales model learnings
      Low search volume for terms related to cloud comparison: missionary market
    • Our view last week: fork in the road
      Information services
      True marketplace
    • Our view this week: Agora evolution
      Complexity
      Time
      Year 1
      Year 2
      Year 3
    • Search Keywords
      Lesson Learned:
      Very little search traffic -> a “missionary” sales effort
    • Highly Competitive Keywords
      Lesson Learned:
      AdWords(paid SEM) is not going to be an efficient channel with these keywords
    • Costs for Informational Service Website
      Development
      • Source Control (Github)
      • Agile Management (PivotalTracker)
      Cost: ~$900/yr
      Billing / Payment
      • Billing (Chargify)
      • Authorize.NET(Payment Gateway)
      Cost: ~$1800/yr
      Hosting
      • Application Hosting (Heroku)
      • Domain Reg, SSL (Godaddy)
      • Privacy Policy (TrustE)
      • CDN (MaxCDN)
      Cost: ~$3700/yr
      Marketing
      • ~2000 marketing emails/day (SES)
      • Search Marketing (AdWords)
      • PR
      Cost: TBD
      Support
      • Support Forum (GetSatisfaction)
      ~$1200/yr
      Job Processing
      • Cloud (AWS EC2)
      Cost: TBD
      Total: > $7500 / yr
    • Sales process: major learnings
      Potential to target engineers, meet their needs and get built into workflow. Then up-sell across enterprise
      If you meet the needs of engineer, may be able to short-circuit this process
    • Appendix
    • Demand Creation Budget
      Lead gen: $40K
      Inside sales reps: $600K
      Tradeshows: $200K
      Total: $840K
    • A First Product: Logging/Prediction
      Server Logging
      Control Panel
      Job Started
      Spin Up New Server?
      Job Ended
      Spin down?
    • Who we talked to so far
    • Customers: Lessons Learned
    • Value Proposition: Lessons Learned
      * needs additional validation
    • Value Proposition: New Hypotheses
      * needs additional validation