helping build saas and cloud business - delta channel s · 2017 saas business development webinar...
TRANSCRIPT
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
&
Val
ue
/ B
usi
nes
s Im
pac
t to
Sal
es
Revenue
Your Customer’s World Has Changed …and so has the way they interact with Sales
Your Sales World Has Changed
Val
ue
/ B
usi
ne
ss Im
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
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 [email protected] F: + 44 (0) 118 449 2353 M: +39 348 040 9827
Webinar attendees – Take aways and thank you offers
More information contact
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