saas business_acceleration_2.0
DESCRIPTION
TRANSCRIPT
Threat or Opportunity?
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The past
The present
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The future
The world has changed
=
It’s all about leading….
Change or pay the price
The Game
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Learning the Game
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A new Business Model
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A Game Changer
Customers The Economy
SaaS Web Serviceswww.flickr.com/photos/dweinberger/896628236
Game Changer +
Financial Crisis =
Large Upfront Costs [CapEx]
Manageable Recurring Costs [OpEx]
Hosted Services Value Proposition
Pay for it because theCustomer realizes value
Use it becauseyou OWN it
Risk ManagementTrial, Evaluation, Usage,
Learn from experience of other users
Reduced Time to Use[Free delivery]
Deployment
adaptive behavior(organizations + individuals)
Change your thinking
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Entrepreneurial mindset
Child-like thinking
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Find 3 Take Aways
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1)
2)
3)
Threat -> Opportunity
Actionable Ideas -> More Sales
Change -> Tipping Point
Rethink your business
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Rethink your business environment
Rethink your Go-To-Market Strategy
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Rethink your Value Proposition
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Rethink your Channels to Market
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Traditional On-premises Software is dead
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Anticipate change
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Anticipate the future
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Listen to your customers
Help! Where do I start?
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Avoid common mistakes
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A toolkit of actionable ideas
Top Business Challenges 1
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Everything is moving to the web
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Pay as you go
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User ability vs Usability
Target tomorrow’s Buyers
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-> Target tomorrow’s users
-> with social media
Top 5 SaaSBusiness Drivers 2
1. Mobile lifestyle
Anywhere
Anytime
Any devicewww.flickr.com/photos/adders/2974906840
Day
Night
> Mobile computing
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> The new office
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> Continuous collaboration
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2. Laptops become disposable
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Yes, laptops are disposable
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3. NetBooks and Tablets take off
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4. Applications interoperate with Mobile Devices
5. Smart mobility = SaaS applications
Smart mobility = Web + Applications
Go-To-Market Strategy 3
Go-To-Market tools
Understand who your customers are
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Understand their needs
Create simple Value Propositions
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1 2 3Channels
to Market
Channels to Market
SOHO & SMBOnline Channel
MidmarketOnline & Partners
EnterpriseDirect & Partners
Channels to Market
Direct Sales
In-Direct Sales
Online Sales
Channels to Market
Integrated Sales Machine
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Get the mix right
Target different customers
using different channels
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Helping customers find what they want
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Top 5 Online ChannelBusiness Challenges 4
#1. Driving traffic to your website
> Being Findable/Found
#2. Standing out from the crowd
#3. Capturing their attention
> Relevant and engaging
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#4. Removing barriers to sale
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> Easy to navigate Website
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SPAM: (R = 0)
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Triplicate of choice
Persona-Based Website
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Triplicate of choice
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Connecting with people
on their terms
#5. Try, Buy, Activate, Use
and Recommend to others
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Implications forSaaS Solution Resellers 5
Common Misperceptions
#1. Where’s my data?
#2. Value migration
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#3. Is Cold Calling effective?
Typical Sales Conversion Rates
1. Cold calling:Between 1-5%
2. External Recommendation:Your company should use XYZ. They really know what they are doing, they are highly knowledgeable and experts in their field.
44%10 X cold calling
3. Internal Recommendation:We should use XYZ. I have worked with them before. They are highly knowledgeable experts in their field and they delivered a great outcome and on time.
20 X cold calling
88%2 X Externalrecommendation
< 4%
84
Between 1-5%
Question: How can you get
recommended?
Answer: Social media
#4. Journey into the unknown
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-> Show them they way forward
> Business Consulting Services
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#5. Help customers see their better future
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-> Lead them into the new digital age
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-> Overcome the barriers to entry
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-> Define their business requirements
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-> Create the IT Services they need
#6. Mastering the Buyer’s journey
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The Buyer’s Decision Process
1. Person
2. Company
3. Product
4. Price (Value)
5. Why Now?
www.saleschannel-europe.com
If you get it right….
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They will buy….
….the rewards could be unlimited
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Action Plan: Start building your
SaaS future today
Your futureis bright
David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)
Email: [email protected]: www.saleschannel-europe.com