helping build saas and cloud business - delta channel s · 2017 saas business development webinar...

Helping software and services companies build

revenue faster, lowering risk and improving margins

Helping build SaaS and Cloud business

2017 SaaS and Cloud Business Development

webinar series

2017 SaaS Business Development webinar series for SaaS and Cloud Executives and Partner Management

1 – New approaches to SaaS Business Development and Planning

Key note: Delta January 25th 4pm GMT/11am EDT

2 - Prepare Your Business for 2017 with The Softletter SaaS Report

Key note: Softletter February 8th 4pm GMT/11am EDT

3 –Creating business opportunities with SaaS, hybrid IT and cloud

Key note: Matt Lovell CTO Pulsant February 22nd 4pm GMT/11am EDT

4 – Transforming your sales teams for SaaS and Cloud

Key note: SETA March 8th 4pm GMT/11am EDT

Expert

Presenters Webinar Attendee

Offers Matt Lovell

CTO Pulsant

Founded 1995

Consultants, Researchers & Trainers

Delta Offices

SaaS Partners

40

We are helping SaaS Companies grow

with expert knowledge data and tools

Delta have been providing business

development services since 1995

Today we provide a range of services

targeted at delivering fast growth in the SaaS

Cloud market.

Agenda - Transforming your sales teams for SaaS and Cloud Key note: Mark Sweetko CEO SETA Sales

Mark has over 25 years experience sales & channels management roles in EMEA & North America. He has developed & delivered breakthrough sales, channels & marketing programs & tools for at SAP and Oracle. Mark is fluent in English, Italian & French.

• Q&A session

• Webinar offers and take aways

Transforming Your Sales For SaaS and Cloud

March 8, 2017

Welcome & Introduction

Mark Sweetko

Managing Director

SETA Sales Limited

Thank you to our production team today.

Why SETA ?

SETA Sales Global Partners

Transforming Your Sales For Saas and Cloud Agenda

• Your Customer’s Changing World

• Smarter selling is Needed to Drive more Profitable Results

• Case Study: Driving a Digital Video Sales Transformation

• Profitable Sales Enablement Transformation Acceleration Initiatives

What are your Challenges around SaaS/Cloud

Sales Enablement ?

Transforming Your Sales For Saas and Cloud

Digital Sales Transformation …Opportunity & Risks

&

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Revenue

Your Customer’s World Has Changed …and so has the way they interact with Sales

Your Sales World Has Changed

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usi

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pac

t To

Cu

sto

mer

Time

Customer Expectations: Faster Time to Value

Needs Identified

Phase 2 Value

Phase n Value

Phase 1 Value

Deal is Sold

Business Impact: Example

Val

ue

/ B

usi

nes

s Im

pac

t

Time

Increase Bookings Value

Increase Pipeline Value

Win More Accounts Shorten Time to Close Opportunity

Average number of accounts won

Average value of pipeline opportunities

Average value of bookings generated

Average number of days to Close

+ 7% improvement + 3.9 K EURO per quota carrier

+ 24% improvement + 174 K Euro per quota carrier

- 15% improvement - 40 days per quota carrier

+ 29% improvement + 0.25k per quota carrier

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Sales & Customer Acquisition Cloud/SaaS Selling Motion

Story-telling: White-boarding

Compelling Sales Demo

Customer Value Map

Customer

Sales & Pre-Sales

Sales Performance Opportunities by Stakeholder

COO’s

• Increase virtual learning

• Implement more accreditation process.

• Optimize/reduce Presales Costs

• More innovation in Onboarding Boot Camp

• Lead Extended Sales team

and sales cycle.

• Improve discipline of the sales team

Sales Leadership

• Customer Retention / Churn

• Gross Margin / Profitability

• Top line Revenue growth • Driving learning culture into

corporate DNA • Coaching & Mentoring

• Lead value proposition

Sales Managers

• Create big deals

• Pipeline Build

• Sales Productivity

• Sales development

• Negotiation training with real local cases

• Lead roadmap to close plan

Current Sales Models

Engage New Digital Sales Techniques

Smarter Selling ……leading to profitable results

= +

….Smarter Digital Selling is Needed to Drive Profitable Results

Val

ue

/ B

usi

ne

ss Im

pac

t to

Sal

es

Revenue

Transform

Mind the GAP: Performance Improvement & Skills Gaps

Business Impact

Performance Improvement

Indicators

Your Priorities

Insight

Enable

Digital Sales Enablement Platform - Content

Sales Enablement Techniques Sales & Presales Enablement

• Challenger Sales

• Value Selling

• Visual Selling

• Thought Leadership

• Negotiation & Closing

• Questioning & Communicatons

• Presentation Skills

• Whiteboarding

• Discovery Skills

• Territory Planning

• Business Planning

• Virtual & F2F Coaching

New Video Tools • Production/Editing/Collaboration

• Promotion Company/Services

• Customer References

• Retention & Reinforcement

• Instruction

• E-Learning

• Gamification

• Interactive Video Technologies

• Embed Feedback, questionnaires in video

• Integrate assets, content

• Personalized Development path

Digital Sales Platform

1. Enablement Platform for:

• Assessor Tool

• Personal Sales Journey Map

• Management Analytics Dashboard

2. Sales Platform for:

1. Content, assets & tools

2. Video library

3. Customer Facing Platform for

4. Funnel Plan

5. Video Embedded Sales Prospecting

Case Study: Driving Digital Video Sales Transformation

Video Example Sales Training Promotion

Sales Person’s

View

Personal Sales Journey Map

Digital Sales Platform Personal Enablement Map

Sales Journey Progress

Organize Your Own Content:

Categories, Playlists, Tools,

Assets….

Organising Your Content

Recoding & Editing Videos

Record, Edit Videos

Live Streaming

Live Streaming

Management Analytics

Management Dashboard

Sales Team Progress

Sales Team Progress

Individual Sales Progress

Individual Sales Progress

Digital Sales Platform

1. Enablement Platform for: • Assessor Tool

• Personal Sales Journey Map

• Management Analytics Dashboard

2. Sales Platform for:

• Content, assets & tools

• Video library

3. Customer Facing Platform

4. Funnel Plan

5. Embedded Video for Sales Prospecting

Fantastic resource

Can – do Attitude !

Gary E., VP SAP

Thank You !

Mark Sweetko mark@setasales.com F: + 44 (0) 118 449 2353 M: +39 348 040 9827

Questions & Answers

Transforming your sales teams for SaaS and Cloud

Webinar Offers

Take a Test Drive !

Digital sales enablement workshop – **Special offer**

– Virtual (1.5 hours)

– Live (.5 – 1 day)

Contact: Mark Sweetko mark@setasales.com F: + 44 (0) 118 449 2353 M: +39 348 040 9827

Webinar attendees – Take aways and thank you offers

More information contact

john.miller@deltachannels.com

Or

visit

www.deltachannels.com

1 Copy of webinar presentation materials

2 Recording of webinar

3 Free SaaS Business Journey Assessor and business planning tool 14 day trial

And more at our next webinar…

Session 5 – Building a SaaS Agent Channel

Key note: March 23rd 4pm EDT