Download - SaaS Business_Acceleration_2.0
Threat or Opportunity?
www.flickr.com/photos/squeakywheel/252715820
3
The past
The present
www.flickr.com/photos/nnova/3950714672
The future
The world has changed
=
It’s all about leading….
Change or pay the price
The Game
http://cache.daylife.com/imageserve/00hJ6wC4t695x/610x.jpg
Learning the Game
www.chess-center.com/images/tournament.jpg
A new Business Model
www.flickr.com/photos/vipulmathur/3349943732
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
www.flickr.com/photos/oriol_gascon/2172565951
Entrepreneurial mindset
Child-like thinking
www.flickr.com/photos/toekneesan/3847444842
Find 3 Take Aways
www.flickr.com/photos/jamesjordan/3026672665
1)
2)
3)
Threat -> Opportunity
Actionable Ideas -> More Sales
Change -> Tipping Point
Rethink your business
www.flickr.com/photos/cverdier/4402868869
Rethink your business environment
Rethink your Go-To-Market Strategy
www.flickr.com/photos/paulwa/1347238103
Rethink your Value Proposition
www.flickr.com/photos/kanaka/2395419030
Rethink your Channels to Market
www.flickr.com/photos/pesik/3238713620
Traditional On-premises Software is dead
26
Anticipate change
27
Anticipate the future
28
Listen to your customers
Help! Where do I start?
www.flickr.com/photos/darkpatator/395215642
Avoid common mistakes
www.flickr.com/photos/editor/4629870282
A toolkit of actionable ideas
Top Business Challenges 1
33
Everything is moving to the web
www.flickr.com/photos/netphotography/2563348357
Pay as you go
www.flickr.com/photos/97373666@N00/3391285074
User ability vs Usability
Target tomorrow’s Buyers
www.flickr.com/photos/mloesjeenzo/2057469530
-> 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
www.flickr.com/photos/patrickgage/3674121590
> The new office
www.flickr.com/photos/thepartycow/293300542
> Continuous collaboration
www.flickr.com/photos/adactio/3519486915
2. Laptops become disposable
www.flickr.com/photos/daviddmuir/2911090707
Yes, laptops are disposable
www.flickr.com/photos/ndm007/171398958
3. NetBooks and Tablets take off
www.flickr.com/photos/laughingsquid/2322814575
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
www.flickr.com/photos/yanivg/418470817
Understand their needs
Create simple Value Propositions
www.flickr.com/photos/xrrr/2321685873
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
63
Get the mix right
Target different customers
using different channels
www.flickr.com/photos/sevenmorris/3293665585
Helping customers find what they want
www.flickr.com/photos/bitemytongue/3214974813
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
www.flickr.com/photos/emdot/9282408
#4. Removing barriers to sale
www.flickr.com/photos/adambowie/3366793986
> Easy to navigate Website
www.flickr.com/photos/ndm007/2351988944
SPAM: (R = 0)
74
Triplicate of choice
Persona-Based Website
www.flickr.com/photos/campru/4356304693
Triplicate of choice
77
Connecting with people
on their terms
#5. Try, Buy, Activate, Use
and Recommend to others
www.flickr.com/photos/tim_d/1225415733
Implications forSaaS Solution Resellers 5
Common Misperceptions
#1. Where’s my data?
#2. Value migration
www.flickr.com/photos/julishannon/2233750434
#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
www.flickr.com/photos/mtsofan/3618271222
-> Show them they way forward
> Business Consulting Services
www.galwaymediation.ie/uploads/images/iStock_000002738475Small.jpg
#5. Help customers see their better future
www.flickr.com/photos/sundazed/2976653570
-> Lead them into the new digital age
www.flickr.com/photos/myklroventine/480909595
-> Overcome the barriers to entry
www.flickr.com/photos/katerha/4765332898
-> Define their business requirements
www.flickr.com/photos/katerha/4953529831
-> Create the IT Services they need
#6. Mastering the Buyer’s journey
www.flickr.com/photos/mtsofan/3239757376
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….
www.flickr.com/photos/27048731@N03/3423502421
They will buy….
….the rewards could be unlimited
www.flickr.com/photos/isadocafe/2058393364
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
