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Stephen Allott (Chairman, NED) - Rules & Tools For Scaling Software Sales

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This video for this talk from Business of Software Conference Europe 2018 will be published here soon: http://businessofsoftware.org/2016/07/all-talks-from-business-of-software-conferences-in-one-place-saas-software-talks/

Growing sales organisations regularly comes top of the issues for successful entrepreneurs. If you’re not a sales professional, it’s a forbidding, but crucial, area to master. Stephen is not a sales professional but has built substantial global organisations doing digital sales, subscription sales, inside sales and direct enterprise sales. How do you scale a sales team effectively?

SaaS has changed the way the sales function operates. Subscription sales of SaaS products have different dynamics to enterprise sales and the mix of digital, inside and direct sales have changed. Stephen will highlight the key success factors for SaaS sales, the tools that effective sales professionals use and how to use them to maximum effect.

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Stephen Allott (Chairman, NED) - Rules & Tools For Scaling Software Sales

  1. 1. Scaling Software Sales Stephen Allott How To Succeed: Rules & Rools @allottstephen #BoS2018
  2. 2. Trinity College, Cambridge Xerox Sun Microsystems (1st lawyer hired outside the US) McKinsey strategy Tech and corporate finance Micromuse President, CFO and main board director. NASDAQ: MUSE Cambridge University Computer Laboratory Trinamo Red Gate Software UK Crown Rep SME 12 chairman & NED roles
  3. 3. OEM STRATEGY 1. Dell big: what’s the growth plan and rep deployment? 2. Huawei growth plan and location of manager? 3. Decide on plans for Lenovo, Intel and Cray MONT VENTOUX
  4. 4. 1 142 83 39 19 63 1995 1996 1997 1998 1999 2000 2001 MICROMUSE TURNOVER £m
  5. 5. 7 88 362 597 921 1261 1688 2012 2013 2014 2015 2016 2017 2018 G-CLOUD DIGITAL MARKETPLACE SALES £m projection
  6. 6. Headcount (profile, location, roles) Markets to target (vertical, geo, size) Sales Territory design Lead gen tactics Sales process design Competitor playbooks Targets and comp plans Forecasting Technology systems Division Goals Product Goals Organisation Goals Functional Goals SCALING SOFTWARE SALES PLANNING TOOLING SELLING HOW TO SUCCEED
  7. 7. Forecast DIGITAL SALES INSIDE SALES FIELD SALES
  8. 8. Forecast TOPIC DIGITAL INSIDE FIELD HEADS / HIRING / ORG STRUCTURE FOCUS MARKETS TERRITORIES LEAD GEN SALES PROCESS COMPETITION TARGETS / COMP PLAN DESIGN FORECASTING SYSTEMS/ KAIZEN / SALES MANAGERS
  9. 9. Forecast TOPIC DIGITAL INSIDE FIELD HEADS / HIRING / ORG STRUCTURE FOCUS MARKETS TERRITORIES LEAD GEN SALES PROCESS COMPETITION TARGETS / COMP PLAN DESIGN FORECASTING SYSTEMS/ KAIZEN / SALES MANAGERS
  10. 10. Scaling Software Sales Stephen Allott How To Succeed: Rules & Rools @allottstephen #BoS2018

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