This document summarizes a workshop on SaaS and digital media marketing delivered by Sriram Reddy. It covers differences between SaaS, PaaS, cloud computing and utility computing models. It also discusses digital media marketing strategies, including push and pull models. Key topics covered include SaaS pricing models and licensing, the importance of strategy, accountability, innovation, ethics and their relation to SaaS marketing.
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Learn how to market software as a service. This deck fundamentals of growth, how to define growth, leverage growth, and setting marketing goals. Slides from a class taught by Christopher O'Donnell of Hubspot. To learn more from the experts, visit http://intelligent.ly/learn
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Product is becoming the customer acquisition, retention and expansion channel. As the product becomes the experience channel, companies with a customer-centric approach are starting to adopt product-led-growth strategy.
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Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
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Developing a go-to-market strategy is an essential step for any successful business, in order to bring together all the key areas that define the public face of their company (such as its marketing strategy, sales procedures, distribution methods, and so forth).
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Fill out the template on the next page with ideas related to your Go to Market Strategy.
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In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
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Digital Marketing Ideas for your small business, check this ppt and find here , how to increase online traffic, how to create brand awareness, complete digital marketing plan for your business, digital marketing strategy, seo techniques, social media marketing.
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Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Developing a go-to-market strategy is an essential step for any successful business, in order to bring together all the key areas that define the public face of their company (such as its marketing strategy, sales procedures, distribution methods, and so forth).
A Go to Market Strategy is a strategic plan that organizations use to outline how they will bring a new product, service, or business model to market. This strategy is created with the intention of attaining competitive advantage in the industry by improving the overall product experience of the customer (e.g., reasonable price, high quality materials, etc.). While creating an enticing value proposition is a commonly used strategic plan of organizations, the Go to Market Strategy is unique in that it specifically highlights how the company will use internal and external resources to differentiate and establish itself to succeed in a new market segment or geography.
Fill out the template on the next page with ideas related to your Go to Market Strategy.
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
How to think about your new business go to market strategy?
In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
Digital marketing plan - Digital marketing strategy for businessGaurav Tripathi
Digital Marketing Ideas for your small business, check this ppt and find here , how to increase online traffic, how to create brand awareness, complete digital marketing plan for your business, digital marketing strategy, seo techniques, social media marketing.
visit here www.clciktrends.com
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Vereinfachen Sie die Bewertung von chronischen Wunden, sowie deren Dokumentation — und nehmen Sie sich wieder mehr Zeit für Ihre Patienten.
+WoundDesk kümmert sich um den Rest.
http://wounddesk.com
Dieser Fotostandard für die (ambulante) Dokumentation (chronischer) Wunden wurde 2012 im Rahmen der Arbeit des ZIM-NEMO-Netzwerks TECLA (Technische Pflegeassistenzsysteme) an der Hochschule Harz erarbeitet.
Mobilität und Lebensqualität – Herausforderungen bei der Versorgung von Menschen mit chronischen Wunden
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2. Covering…
• SaaS, PaaS, Cloud, Grid, Utility computing
• SaaS & Digital media marketing models
• SaaS & Digital media marketing strategy
• SaaS & Pricing models
• SaaS & Accountability in marketing
• SaaS & Innovation in marketing
• SaaS & Ethics in marketing
3. SaaS vs PaaS vs Cloud vs Grid vs
Utility-Computing
Utility-Computing: Packaging computing
resource/s on a metered service.
Grid: Centralized/Distributed, On Demand
and Scalable integrated computing power
as a service.
Cloud: Scalable integrated system as a
service hosted on a grid.
4. SaaS vs PaaS vs Cloud vs Grid vs
Utility-Computing
SaaS: A methodology to provide an On
Demand software system with an ability to
monitor its resources usage on a specified
unit.
PaaS: A methodology On Demand software
platform with an ability to integrate with
other softwares and have an ability to
monitor its resources usage on specified
units.
5. Why do we need to know the
differences?
• Eases the development and innovation
strategy
• Gives flexibility in product offering
• Provides a new vision in marketing
strategy
• Derives better billing model with high
transparency
• Possibly changes business model
6. Methodology?
• Not as strict as a method
• Provides an idea to generate a strict
methods
• Methodology gives knowledge to develop
number of methods to attain a goal
• Methodology is nothing but theory
• Methodology evolves over the time
7. SaaS business methodology
• Human Resources
• Information &
Technology
• Marketing & Sales
• Accounts & Finance
• Operations & Support
8. Marketing or/and The best
product
• Even universe is not perfect
• Market is not stable
• If such only product exist yes we don't
need to marketing
• If market is not varying yes we don't need
marketing
• Balance is important
9. Digital Media Marketing
• What is digital
media marketing?
Simple marketing but
launchers,
launchpads and
payloads are
different
• Is this different?
Yes
10. Digital Media Marketing Models
• Push Model • Pull Model
Aim is to push digital Aim is to pull
marketing content customer your
to potential comfort zone
customer market
• Less €€€ • More €€€
11. Digital Media Marketing
Push Model - Launchers
• Email Campaigns
• Social Networks
• Group Messages
• RSS feeds
• Podcast pushes
• Slide pushes
• Video pushes
• Product Manuals
12. Digital Media Marketing Push
Model - Payloads
• Email Messages
• Network update posts
• Help messages on
groups
• Updates on RSS feeds
• Audio (Explanations and
guidelines)
• Video (Display usage)
13. Digital Media Marketing Push
Model – Launch Pads
• Mail marketing • Depends on product
provides • Depends on strategy
(ex: constant • Depends on
contacts & ec2) accountability
• Shared News threshold
Portals,Content • Depends on brand
aggregators etc management
14. Digital Media Marketing
Pull Model - Launchers
• Search Engine Marketing
(Organic)
• Affiliate Networks
• Pay Per Click (Ad- tech)
• Pay Per Leeds (Ad- tech)
• Pay Per Million
Impressions (rte)
• Search Engine
Marketing(Paid)
15. Digital Media Marketing
Pull Model - Payloads
• Website target
landing pages
• Website routing
pages
• Banner Images
• Banner Animations
• Target key words
• Leeds form
16. Digital Media Marketing Pull
Model – Launch Pads
• Website directories • Depends on budgets
• Search optimization • €€€€€€€€€€€€€€€€
• Search engine paid
search results • €€€€€€€€€€€€€€€€
• Video blogs
• Ad Networks
• Product comparison
sites
17. Pull model - Web Development
1. Web site is the primary media for digital
marketing in SaaS era
2. Search engines are one major source
3. Optimizing website for high search
ranking
4. Optimizing website for brand building
5. Optimizing website for support
6. Optimizing web site for business process
18. Pull model - Web Development
7. Optimizing for speed
8. Optimized of security
9. Optimized for costumer behavior analysis
10. Optimized for information acquisition
11. Optimized for sales
12. Optimized for legal obligations
13. Optimized for ethical obligations
19. Push Model – Social Marketing
1. High ROI since investment is low
2. Media platform are evolving
3. Opportunity to make SaaS integrated with
Social Platforms
4. Social Resource Planning
5. Constant review on social content for
brand building
20. Strategy & Business Success
• Measures • If plan is good
effectiveness of probability of
plan getting success is
• Introduces math in heigh
to life • Business success
• Strategy = Plan = Financial
ROI = Financial Accounts = Math
Accounts = Math
22. Digital Media Marketing
Strategy
• Strategy introduces accountability
• Accountability introduces responsibility
• Digital media marketing strategy introduces
1. Measuring mechanism for effectiveness of
digital media marketing
2. Adds accountability in terms of Return On
Investment (ROI)
3. Creates responsibility for an effective plan
23. Strategy in Push & Pull Models
Pull Model Push Model
1. Cost of advertising 1. Cost of media
2. Cost of media generation
development 2. Cost of strategy
3. Cost of keywords implementation
investigation
4. Cost of strategy
implementation
24. Strategy in Push & Pull Models
1. We calculate cost of traffic
2. We measure leeds count from traffic
3. We number transactions on books from leeds
4. We extract profit from transactions
5. We present profit/loss of each campaign
Who is doing all the above work and how much that
cost where it goes in my books?
I say cost of strategy
25. Digital Media Marketing
Strategy SaaS Perspective
1. Fill the knowledge gap in digital media
marketing
2. Apply both push and pull models with right
strategy
3. Manage both longterm and short term
strategies
4. Adopt SaaS pricing models and apply
transparent licensing and billing
26. Marketing & Pricing
1. Right price is important for effective
marketing
2. Pricing may not be a direct a result of
costing
3. Variable pricing can attract variety of
markets
4. One price for each market can also bring
ethics down
27. SaaS Pricing Models &
Licensing
1.Identify right computable units
(Ex- User, Transaction, Instance, Usage
Time, API key incase of PaaS)
2. Increased metering variables increases
number of marketing plans
3. More plans mean more flexibility to user
4. Dont forget to meter metering cost
29. SaaS Pricing Models &
Licensing
• Closed Pricing
1. Price per unit
2. Price per plan
3. Price per add-on
4. Price per api-key
5. Price per support unit
6. Price per support plan
30. SaaS & Innovations In
Marketing
• Marketing evolves since market evolves
over the time
• Research and development needed for
new marketing strategies
• R&D funding should be for both SaaS
product development and marketing
• SaaS business market is the fastest
growing and evolving market
31. SaaS & Accountability
• SaaS business function
integrates with each other
and its hard to develop
accountably
• Every thing looks like
software department is
accountable
• Accountability is crucial for
strategy implementation
• With out accountability
there is no responsibility
32. SaaS & Accountability
• Modular and
interoperable with in
the platform
• Single service for
each business
function
• Service bus for
message passing
• Independent &
channeled data bus
33. Cost Of Strategy
• Strategy costs time • Strategy
and money implementation
• Reduced cost of becomes error
strategy means prone with out
flexible strategies having
• Use integrated accountability
data to reduce cost • Accountability
of strategy increases
responsibility
34. SaaS & Ethics
1. Ethics are far more important to SaaS business
then normal software business
2. It is minimum requirement to be ethical to be
transparent on data handling policies and
procedures
3. It is minimum requirement to publish ethics of the
SaaS company
4. It is minimum requirement provide training on
ethics to key software and data handlers
35. SaaS & Ethics
5. It is ethical to describe the reasons for
pricing,supply and service variance over
demographies
6. It is ethical to obey the enforced supply
restrictions of residing legal boundary
7. It is ethical to obey the enforced
restrictions of operating legal boundary
36. Marketable Ethics & Ethical
Marketing in SaaS
• Since Ethics are important for SaaS
business they are highly marketable
• Having good published ethics gives
company's value over ethics and provides
vital trust needed in the SaaS market
• Also it is important to have ethical
marketing strategy over competitors
37. SaaS Ethics & Retention
• Retention is key for SaaS business since
SaaS market got rapid changes
• Cost of retention is much lower than cost
of acquisition
• It is proven having good ethics on supply
and support provides high retention ratio
• It is important to have an over look on
ethics of support personal
38. Review
• We know what exactly is SaaS
• We know how to make a methodology
• We know we need marketing no mater
what
• Digital medial marketing
• Push Model
• Pull Model
39. Review
• What is Strategy
• Strategy for digital marketing
• Pricing and marketing
• Pricing models for SaaS
• Strategy and accountability
• Cost of strategy
40. Review
• Ethics and why do SaaS business count
• Value of published ethics
• Marketable ethics
• Ethical marketing
• Finally we reviewed all
A Big Thanks :-)