saas business_acceleration_2.0

Threat or Opportunity?

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3

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: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com