saas business acceleration_2.0

Todays forecast:

Very sunny, thanks to the

clouds

The world has changed

=

It’s all about leading….

Change or pay the price

The Game

Learning the Game

A new Business Model

A Game Changer

Customers The Economy

Online Services

Game Changer +

Financial Crisis =

OPPORTUNITY

adaptive behavior(organizations + individuals)

Large Upfront Costs [CapEx]

Manageable Recurring

Costs [OpEx]

Hosted Services Value Proposition

Pay for it because

Customer realizes

value

Use it because you OWN it

Reduced RisksTrial, Evaluation, Usage,

Learn from experience of

Other Users

Reduced Time to

Provision

[Free delivery]

Deployment

Find 3 Take Aways

14

Rethink your business

Rethink your business environment

Rethink your Go-To-Market Strategy

Rethink your Value Proposition

Rethink your Channels to Market

Traditional Enterprise Software is dead

Rethink the opportunity

21

Anticipate the future

22

Listen to your customers

Help! Where do I start?

A toolkit of actionable ideas

Top 7 Business Challenges 1

1. Speed of Change

27

2. Increasing complexity

28

3. Everything is moving to the web

4. New Value Propositions

5. Pay as you go

6. User ability vs Usability

7. Targeting tomorrow’s Buyers

Top 5 SaaSBusiness Drivers 2

1. Computing in the cloud

Anywhere

Anytime

Any device

> Mobile computing

> The new office

> Continuous collaboration

2. Laptops become disposable

Yes, laptops are disposable

3. NetBooks take off

www.flickr.com/photos/laughingsquid/2322814575

4. Applications interoperate with Mobile Devices

-> Social media

5. Smart mobility = SaaS applications

Smart mobility = Web + Applications

Go-To-Market Strategy 3

Go-To-Market tools

Understand who your customers are

Understand their needs

Create simple and customer

specific Value Propositions

1 2 3Channels

to Market

1. GTM Direct

2. GTM Partners (Indirect)

3. GTM Online channel

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

56

Get the mix right

Target different customers

using different channels

Helping customers find what they want

Top 5 GTM Direct Business Challenges 4

#1. Resistance to change (SaaS)

#2. Articulating the Value Proposition

#3. Recommendation Marketing

#4. Recurrent revenue model

64

#5. Cost of sale

Top 5 GTM OnlineBusiness Challenges 5

#1. Driving traffic to your website

> Being Found/Findable

#2. Standing out from the crowd

#3. Capturing their attention

> Relevant and engaging

#4. Removing barriers to sale

> Easy to navigate Website

#5. Try & Buy

#5. Try, Buy, Activate & Use

Implications forSaaS Solution Resellers 6

Misperceptions

#1. Where’s my data?

#2. Value migration

#3. Is Cold Calling effective?

Typical Sales Conversion Rates

1. Cold calling:Between 1-5%

2. External Recommendation:Your company should use Rob Smith. He is a highly knowledgeable expert in your field.

44%10 X cold calling

3. Internal Recommendation:We should use Rob Smith. He is a highly knowledgeable expert in our field.

20 X cold calling

88%2 X External

recommendation

< 4%

80

Between 1-5%

> Find ways to get recommended

#4. Journey into the

unknown

> CRM Business Clinics

#5. Help customers see their better future

#6. Mastering the Buyer’s journey

If you get it right….

They will buy….

….the rewards could be unlimited

Your future is bright

David R EdniePresident & CEO

SalesChannel Europe SARLPh: +33 676 600 925

Email: [email protected]: www.saleschannel-europe.com

mailto:[email protected]

