SaaS Business_Acceleration_2.0

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<ul><li><p>Threat or Opportunity?</p><p>www.flickr.com/photos/squeakywheel/252715820</p></li><li><p>3The past</p></li><li><p>The present</p><p>www.flickr.com/photos/nnova/3950714672</p></li><li><p>The future</p></li><li><p>The world has changed</p><p>=</p></li><li><p>Its all about leading.</p></li><li><p>Change or pay the price</p></li><li><p>The Game</p><p>http://cache.daylife.com/imageserve/00hJ6wC4t695x/610x.jpg </p></li><li><p>Learning the Game</p><p>www.chess-center.com/images/tournament.jpg</p></li><li><p>A new Business Model</p><p>www.flickr.com/photos/vipulmathur/3349943732</p></li><li><p>A Game Changer</p><p>Customers The Economy</p><p>SaaS Web Serviceswww.flickr.com/photos/dweinberger/896628236</p></li><li><p>Game Changer +</p><p>Financial Crisis =</p></li><li><p>Large Upfront Costs [CapEx]</p><p>Manageable Recurring Costs [OpEx]</p><p>Hosted Services Value Proposition</p><p>Pay for it because theCustomer realizes value</p><p>Use it becauseyou OWN it</p><p>Risk ManagementTrial, Evaluation, Usage, </p><p>Learn from experience of other users</p><p>Reduced Time to Use[Free delivery]</p><p>Deployment</p></li><li><p>adaptive behavior(organizations + individuals)</p></li><li><p>Change your thinking</p><p>www.flickr.com/photos/oriol_gascon/2172565951</p></li><li><p>Entrepreneurial mindset</p></li><li><p>Child-like thinking</p><p>www.flickr.com/photos/toekneesan/3847444842</p></li><li><p>Find 3 Take Aways</p><p>www.flickr.com/photos/jamesjordan/3026672665</p><p>1)</p><p>2)</p><p>3)</p><p>Threat -&gt; Opportunity</p><p>Actionable Ideas -&gt; More Sales</p><p>Change -&gt; Tipping Point</p></li><li><p>Rethink your business</p></li><li><p>www.flickr.com/photos/cverdier/4402868869</p><p>Rethink your business environment</p></li><li><p>Rethink your Go-To-Market Strategy</p><p>www.flickr.com/photos/paulwa/1347238103</p></li><li><p>Rethink your Value Proposition</p><p>www.flickr.com/photos/kanaka/2395419030</p></li><li><p>Rethink your Channels to Market</p><p>www.flickr.com/photos/pesik/3238713620</p></li><li><p>Traditional On-premises Software is dead</p></li><li><p>26</p><p>Anticipate change</p></li><li><p>27</p><p>Anticipate the future</p></li><li><p>28</p><p>Listen to your customers</p></li><li><p>Help! Where do I start?</p><p>www.flickr.com/photos/darkpatator/395215642</p></li><li><p>Avoid common mistakes</p><p>www.flickr.com/photos/editor/4629870282</p></li><li><p>A toolkit of actionable ideas</p></li><li><p>Top Business Challenges 1</p></li><li><p>33</p><p>Everything is moving to the web</p><p>www.flickr.com/photos/netphotography/2563348357</p></li><li><p>Pay as you go</p><p>www.flickr.com/photos/97373666@N00/3391285074</p></li><li><p>User ability vs Usability</p></li><li><p>Target tomorrows Buyers</p><p>www.flickr.com/photos/mloesjeenzo/2057469530</p></li><li><p>-&gt; Target tomorrows users</p></li><li><p>-&gt; with social media</p></li><li><p>Top 5 SaaSBusiness Drivers 2</p></li><li><p>1. Mobile lifestyle</p><p>Anywhere</p><p>Anytime</p><p>Any devicewww.flickr.com/photos/adders/2974906840</p></li><li><p>Day</p></li><li><p>Night</p></li><li><p>&gt; Mobile computing</p><p>www.flickr.com/photos/patrickgage/3674121590</p></li><li><p>&gt; The new office</p><p>www.flickr.com/photos/thepartycow/293300542</p></li><li><p>&gt; Continuous collaboration </p><p>www.flickr.com/photos/adactio/3519486915</p></li><li><p>2. Laptops become disposable</p><p>www.flickr.com/photos/daviddmuir/2911090707</p></li><li><p>Yes, laptops are disposable</p><p>www.flickr.com/photos/ndm007/171398958</p></li><li><p>3. NetBooks and Tablets take off</p></li><li><p>www.flickr.com/photos/laughingsquid/2322814575</p><p>4. Applications interoperate with Mobile Devices</p></li><li><p>5. Smart mobility = SaaS applications</p></li><li><p>Smart mobility = Web + Applications</p></li><li><p>Go-To-Market Strategy 3</p></li><li><p>Go-To-Market tools</p></li><li><p>Understand who your customers are</p><p>www.flickr.com/photos/yanivg/418470817</p></li><li><p>Understand their needs</p></li><li><p>Create simple Value Propositions</p><p>www.flickr.com/photos/xrrr/2321685873</p></li><li><p>1 2 3Channels</p><p>to Market</p></li><li><p>Channels to Market</p><p>SOHO &amp; SMBOnline Channel</p><p>MidmarketOnline &amp; Partners</p><p>EnterpriseDirect &amp; Partners</p></li><li><p>Channels to Market</p><p>Direct Sales</p><p>In-Direct Sales</p><p>Online Sales</p></li><li><p>Channels to Market</p><p>Integrated Sales Machine</p></li><li><p>63</p><p>Get the mix right</p></li><li><p>Target different customers</p><p>using different channels</p><p>www.flickr.com/photos/sevenmorris/3293665585</p></li><li><p>Helping customers find what they want</p><p>www.flickr.com/photos/bitemytongue/3214974813</p></li><li><p>Top 5 Online ChannelBusiness Challenges 4</p></li><li><p>#1. Driving traffic to your website</p></li><li><p>&gt; Being Findable/Found</p></li><li><p>#2. Standing out from the crowd</p></li><li><p>#3. Capturing their attention</p></li><li><p>&gt; Relevant and engaging</p><p>www.flickr.com/photos/emdot/9282408</p></li><li><p>#4. Removing barriers to sale</p><p>www.flickr.com/photos/adambowie/3366793986</p></li><li><p>&gt; Easy to navigate Website </p><p>www.flickr.com/photos/ndm007/2351988944</p></li><li><p>SPAM: (R = 0)</p><p>74</p><p>Triplicate of choice</p></li><li><p>Persona-Based Website</p></li><li><p>www.flickr.com/photos/campru/4356304693</p><p>Triplicate of choice</p></li><li><p>77</p><p>Connecting with people</p><p>on their terms</p></li><li><p>#5. Try, Buy, Activate, Use </p><p>and Recommend to others</p><p>www.flickr.com/photos/tim_d/1225415733</p></li><li><p>Implications forSaaS Solution Resellers 5</p></li><li><p>Common Misperceptions</p></li><li><p>#1. Wheres my data?</p></li><li><p>#2. Value migration</p><p>www.flickr.com/photos/julishannon/2233750434</p></li><li><p>#3. Is Cold Calling effective?</p></li><li><p>Typical Sales Conversion Rates</p><p>1. Cold calling:Between 1-5%</p><p>2. External Recommendation:Your company should use XYZ. They really know what they are doing, they are highly knowledgeable and experts in their field.</p><p>44%10 X cold calling</p><p>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.</p><p>20 X cold calling</p><p>88%2 X Externalrecommendation</p><p>&lt; 4%</p><p>84</p><p>Between 1-5%</p></li><li><p>Question: How can you get</p><p>recommended?</p></li><li><p>Answer: Social media</p></li><li><p>#4. Journey into the unknown</p><p>www.flickr.com/photos/mtsofan/3618271222</p></li><li><p>-&gt; Show them they way forward</p></li><li><p>&gt; Business Consulting Services</p><p>www.galwaymediation.ie/uploads/images/iStock_000002738475Small.jpg </p></li><li><p>#5. Help customers see their better future</p><p>www.flickr.com/photos/sundazed/2976653570</p></li><li><p>-&gt; Lead them into the new digital age</p></li><li><p>www.flickr.com/photos/myklroventine/480909595</p><p>-&gt; Overcome the barriers to entry</p></li><li><p>www.flickr.com/photos/katerha/4765332898</p><p>-&gt; Define their business requirements</p></li><li><p>www.flickr.com/photos/katerha/4953529831</p><p>-&gt; Create the IT Services they need</p></li><li><p>#6. Mastering the Buyers journey</p><p>www.flickr.com/photos/mtsofan/3239757376</p></li><li><p>The Buyers Decision Process</p><p>1. Person</p><p>2. Company</p><p>3. Product</p><p>4. Price (Value)</p><p>5. Why Now?</p><p>www.saleschannel-europe.com</p></li><li><p>If you get it right. </p><p>www.flickr.com/photos/27048731@N03/3423502421</p></li><li><p>They will buy. </p></li><li><p>.the rewards could be unlimited</p><p>www.flickr.com/photos/isadocafe/2058393364</p></li><li><p>Action Plan: Start building your</p><p>SaaS future today</p></li><li><p>Your futureis bright</p></li><li><p>David R EdniePresident &amp; CEO</p><p>SalesChannel EuropePh: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)</p><p>Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com</p></li></ul>