saas business_acceleration_2.0

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  • Threat or Opportunity?

    www.flickr.com/photos/squeakywheel/252715820

  • 3The past

  • The present

    www.flickr.com/photos/nnova/3950714672

  • The future

  • The world has changed

    =

  • Its 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 tomorrows Buyers

    www.flickr.com/photos/mloesjeenzo/2057469530

  • -> Target tomorrows 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. Wheres 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 Buyers journey

    www.flickr.com/photos/mtsofan/3239757376

  • The Buyers 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: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com