break out session-oxpp-oxs13

Drive your customers to every corner of your business

Michael LangeVice 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 like this.

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

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 todo 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

The 3 bubbles of successThey 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 seemsCould it be that you want to keep your customers?!

TRUST

OX Summit 2013: OX Performance Program

Wow – what a great throw!You picked „UPSELL “

UPSELL

OX Summit 2013: OX Performance Program

„UPSELL“ – You must be a very budget oriented guyCould it be that you want to convert your prospects as

efficiently as possible?

UPSELL

OX Summit 2013: OX Performance Program

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 App Suite: You want to push your whole portfolio with its help!

RECIRCULATION

OX Summit 2013: OX Performance Program

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

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

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

- 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

Thank you for your time

&

Michael LangeVice President Performance Program

michael.lange@open-xchange.com