SaaS Sales Acceleration 2.0

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SaaS Sales Acceleration 2.0 for online backup sold via the online channel

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SaaS Sales Acceleration 2.0

  1. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  2. SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  3. SalesChannel The world has changed Europe ©2009 SalesChannel Europe. All rights reserved
  4. Change or pay the price
  5. The Game
  6. The Game
  7. Game Changer Customers The Economy Online Services
  8. Game Changer + Financial Crisis = OPPORTUNITY 8
  9. adaptive behavior (organizations + individuals)
  10. Find 3 Take Aways
  11. Rethink your business 11
  12. Rethink your business environment
  13. Rethink your Go-To-Market Strategy
  14. Rethink your Value Proposition
  15. Rethink your Channels to Market
  16. Rethink the opportunity
  17. Traditional Backup Solutions are dead
  18. Help! Where do I start?
  19. Top 5 online Business Drivers 1
  20. #1. Computing in the cloud Anywhere Anytime Any device
  21. -> Become a society of Data creators
  22. -> The new office
  23. -> Work has become highly collaborative
  24. #2. Laptops become disposable
  25. Yes, laptops are disposable
  26. #3. NetBooks take off
  27. #4. Applications move to Mobile Devices
  28. #5. iPhone = Mobile computing
  29. #4. iPhone = Web + Applications
  30. Implications for online Backup 2
  31. A downpour of Data
  32. Deluge of Data
  33. Drowning in Data
  34. Drowning in a sea of Data
  35. Navigating in a sea of Data
  36. Data creation
  37. Data disposal in Venice
  38. Data Management
  39. Data recovery
  40. Data Management
  41. Advanced Data Management
  42. Data Center
  43. Where’s my data?
  44. I’m all backed up
  45. Go-To-Market Strategy 3
  46. You need a map
  47. … and Go-To-Market tools
  48. Channels to Market Direct & Partners Enterprise Online & Channel Midmarket Online Model SOHO & SMB
  49. Channels to Market Direct In-Direct Online Sales Sales Sales 51
  50. Channels to Market Integrated Sales Machine 52
  51. Target different customers with different channels
  52. Helping customers find what they want
  53. Cross channel integration
  54. 5 Key Challenges to Online Sales Acceleration 4
  55. #1. Driving traffic to your website
  56. #2. Standing out from the crowd
  57. #3. Capturing their attention
  58. #4. Removing barriers to sale 60
  59. #5. Doing all this on a limited budget
  60. How to get people want to buy 5 62
  61. Excite and motivate customers to buy
  62. Capture their Hearts and Minds
  63. Understand who your customers are
  64. Create Value Propositions that are simple, meaningful and relevant
  65. Shake people out of their complacency
  66. Motivate them to take action….
  67. Everything is Under Control
  68. 5 Days’ Backup
  69. Take them here
  70. Get them to push this
  71. STOP don’t let this happen to you or your business
  72. Help people think about the future
  73. Misperception
  74. Help them to see their better future
  75. The Solution
  76. Total security
  77. SalesChannel Europe Total reliability ©2009 SalesChannel Europe. All rights reserved
  78. Total availability
  79. Total data protection
  80. World-class references
  81. SalesChannel Europe Immediate activation ©2009 SalesChannel Europe. All rights reserved
  82. So they can focus on their business
  83. Gain work/life balance
  84. Enjoy the benefits of life
  85. …without a worry in the world
  86. Excite and Energise people with new possibilities
  87. No risk and no worry
  88. Demonstrate financial value
  89. How do people buy online? 6
  90. 4. Mastering the 2 Moments of Truth - Online: 1) Buy 2) Use
  91. 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
  92. Understand your Buyer’s Personas
  93. …then align with Buyer Personas 96
  94. 97
  95. 98
  96. Persona-Based Website 99
  97. Messaging 100
  98. 101
  99. 102
  100. Humanize 103
  101. 104
  102. 105
  103. Personalize 106
  104. Connecting with people on their terms 107
  105. 108
  106. Create Community 109
  107. Engage 110
  108. 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
  109. 112
  110. Get it right
  111. ….and the rewards are unlimited
  112. 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

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