Moving To The Cloud Means Business Transformation
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Transcript of Moving To The Cloud Means Business Transformation
The world has changed
Questions?
Two
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1. Reality or illusion?
2. Opportunity or threat?
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going to be
Is this
Easy?
Small hint!
Game-Changer
The Game
The Game
Game Changer
SaaS-Suite
Customers Economy
SaaS/Online Services
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Software as a Service (SaaS) is a software distribution model in which applications are hosted by a vendor or service provider and made available to customers over a network, typically the Internet.
What is SaaS?
driving What is
#1. The Post-PC area
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#2. Consumerisation of IT
SaaS = IT transformation
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Get it right
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Get it wrong
Always room for more
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You feel like this?
Help! Where do I start?
erent f
dif think
“Every battle is won_ before it is fought.”
Sun Tzu 544 - 496 BC
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A fresh perspective
Strategic questions
What is the
If SaaS is the ANSWER
QUESTION?
What is the problem
for which you are
the SOLUTION?
SaaS Success Factors 3
The End2End Customer Experience 2
The Buyer’s Journey 1
Search
Find
Qualify
Try
Buy
Activate
Manage
Up-sell
Support
Refer
Start with the Buyer’s Journey
Differentiate
Search
Find
Qualify
Try
Buy
Activate
Manage
Up-sell
Support
Refer
Differentiate
Now or Never
Moments
Make or Break
Moments
Multiplier
Moments
Keep or Lose
Moments
Start with the Buyer’s Journey
A Acquire
B Base
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Eliminating barriers to success
SaaS Success Factors 3
The End2End Customer Experience 2
The Buyer’s Journey 1
Sales Centric thinking
Customer Experience
The E2E
WHAT
HOW and
Understand how they decide
Buyer Personas
Target different buyer personas
MIT Experiment
“I am the world's worst salesman, therefore I must make it easy for customers to buy.”
F. W. Woolworth
April 13, 1852 – April 8, 1919
Customer Experience Map
Phases
WOW
Enjoyable
Functional
Uneventful
Missed it
Never Again
Feelings
“I Love it”
“I like it”
“Works for me”
“OK”
“I Don’t Like it”
“I hate it”
Memory
High
Mid
Low
None
Mid
High
Impact on Loyalty
Share with Many
Share with few
Neutral
Decrease
66% decrease
100% Loss
Change your thinking
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The hard way
AND thinking
Child-like thinking
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Create simple
Value Propositions
Social media
Josh Bernoff & Charlene Li
Josh Bernoff & Ted Schadler
Tipping the Funnel
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Avoid ‘Hole-in-one’ thinking
SaaS Success Factors 3
The End2End Customer Experience 2
The Buyer’s Journey 1
Saas Success Factors = Cloud Adoption
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SaaS Success Factors
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1. Remember the Cloud = business model transformation
2. Get an Executive Sponsor
3. Use key monthly business metrics: CMRR, Churn and Cash flow
4. Measure Customer Acquisition Costs (CAC) and Customer Life
Time Value (CLTV)
5. Separate ‘Hunters’ from ‘Farmers’
6. Focus your business Development efforts on Business Service
Channels
7. Savvy Online Marketing is a core competence
8. Stay local. Local relationships/global solutions
9. The most important part of SaaS isn’t ‘Software’, it’s ‘Service’.
10.Evangelise, evangelise, evangelise
SaaS Success Factors: Do’s
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1. Don’t think that this will be easy
2. Don’t think of SaaS as just an other new product
3. Don’t think customers are ready and waiting for your SaaS offers
4. Don’t have an “attach strategy”
5. Don’t make symmetric GTM investments
6. Don’t think everyone in your company will “walk the talk”
Resulting in: Organisational issues, excessive time to execute, FUD
7. Don’t expect everyone to be able to move to the new world
8. Don’t keep the same motivation and compensation metrics
9. Don’t believe in certainty or practice “hole-in-one” thinking
10.Don’t forget that SaaS is a journey. Are you prepared to cross the
desert?
SaaS Success Factors: Don'ts
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Operations
Product &
Development
Business
Strategy
Sales &
Marketing
Support
Services
& Training
Aligned SaaS
Business
SaaS Transfo
rmatio
n
SaaS Success Factors
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SaaS Mindset
Old Paradigm New Paradigm
Be rational Be passionate
Be cautious Lead, don’t follow
Aim to satisfy Aim to surprise
Be practical Be unreasonable
Innovate when necessary Innovate incessantly
Get it mostly right Sweat the details
Think like an engineer and
feel like an accountant
Think like an engineer and
feel like an artist
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Past
Software Service
Future
SaaS Success Factors
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Cloud adoption
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Cloud Business Reports
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Cloud Adoption Advisor
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Major Cloud wins
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Cloud Jobs
65
New Competitors
enter the market
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Taxi Driver
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1. 7 KSFs Self-Scoring Matrix
1. Visioning Exercise: What will success look like in 2014
2. Identify key Enablers & Barriers to SaaS Success
SaaS Acceleration Workshop Outputs
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4. What is our Offer? Value Proposition
5. Who do we sell to and how do we Generate Demand?
6. Sales Acceleration Action Plan
SaaS Acceleration Workshop Outputs
success Takes time
Failure comes early
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Drive Execution Through Program Management
Process Definition
Program/ Project Definition Governance
Get it right
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Get it right
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David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA)
Email: [email protected] Website: www.saleschannel-europe.com
SaaS-Suite