![Page 1: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/1.jpg)
Frictionless Sales: Selling to Generation Cloud
Treb Ryan
![Page 2: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/2.jpg)
Generation Cloud = New Expectations
Limitless Resources
Sharing & Collaboration
Mobile and BYOD
Immediate Availability
Ubiquitous Access
![Page 3: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/3.jpg)
But sales hasn’t evolved since the mainframe
![Page 4: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/4.jpg)
Until the Last Few Years
2000 2004 2005 2007 2008 2009 2010
1 year contracts
Monthly Commitments
Hourly Commitments
![Page 5: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/5.jpg)
Elements of a Frictionless Sale The 3 NoCo’s
![Page 6: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/6.jpg)
No Contact
People who use the cloud like to buy in the cloud
No contact
![Page 7: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/7.jpg)
No Contact
Hourly Billing is a simple proposition. Customers will continue to use a service they like.
No contract
![Page 8: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/8.jpg)
No Contact
Your core value proposition should be simple. Complexity should be grown into.
No complexity
![Page 9: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/9.jpg)
Benefits of a Frictionless Buy
![Page 10: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/10.jpg)
Frictionless Ops Benefits
Pay for What you Need
Savings over Time
Improve Operations
![Page 11: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/11.jpg)
Pay for What you Need: Burstability – Every Day
Almost every application has a sine wave of usage
By modifying the available capacity throughout the day you can reduce costs by as much as 40%
![Page 12: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/12.jpg)
Pay for What you Need: Don’t Pay Until You Start
Traditional Sales Buy Date
Frictionless Sales Buy and Launch Date are the
Same
6 months of deprecation alone can kill the cost on a project
![Page 13: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/13.jpg)
Save over Time Immediately Take Price Breaks
Your Costs go Down Immediately at Prices Go Down!
![Page 14: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/14.jpg)
Better Operations DevOps needs frictionless Operations
DevOps has the potential to transform IT the way that Agile has transformed development, but it and Agile methodology needs a frictionless infrasctructure.
![Page 15: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/15.jpg)
Benefits of a Frictionless Sale
![Page 16: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/16.jpg)
Low Price = Low Risk
Hourly Price
20¢ $1752
YYYY Yearly Price
![Page 17: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/17.jpg)
Fast Decisions
28 Jan
Change Your Sales Cycle to Days not Months
![Page 18: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/18.jpg)
Easy Up Sells = Fast Growth
Spin Up Compute Resource
Measure Usage
Usage Increasing?
With frictionless sales – flow charts can spend money
![Page 19: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/19.jpg)
Reduced Competition = Price Stability
The Thirteen Scariest Things in IT – The End of the Quarter eWeek Magazine
Existing customers put far less pressure on pricing than new business
![Page 20: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/20.jpg)
20 27 January 2014
The Power of Measurement
• Direct Cost • Immediate
Feedback • Focus on
MarkeAng • Metrics over
Sales • ProbabiliAes • Customer
AcquisiAon Cost RaAo
Site Visitors 12000 Signup Per Visitor (1/150) 80 % Active per Signup (33%) 25 12 month avg. revenue ($1000 per month avg.) $12,000 GM% 60% Gross Profit Per Active Customer $7,200 Brand Mktg. Per Visitor $4.00 Direct Mktg. Per Visitor $5.00 Sales Cost Per Visitor $2.00 Visitor Acquisition Cost $11 Customer Acquisition Cost $4950 CAC Ratio .69
Sample CAC RaAo
![Page 21: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/21.jpg)
21 27 January 2014
Tealium Takes Those Metrics to the Next Level • MulA-‐Vendor Tag Mgt.
• Dev,QA, Prod • End to End • Full ReporAng • GamificaAon
Tealium has improved tracking of buyers by over 50%
![Page 22: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/22.jpg)
Sales + Contracts: Still Absolutely Necessary
Up-sell complex items
Exchange Discounts for commitments
Create long-term relationships
Lock-in pricing
![Page 23: Digital Velocity 2014: "Leveraging Technology to Create 'Frictionless Sales'"](https://reader034.vdocuments.us/reader034/viewer/2022042714/54bdd4c24a7959842d8b45d5/html5/thumbnails/23.jpg)
To experience a fricAonless sale, visit: hVp://www.dimensiondata.com/cloud