SaaS Sales Acceleration_2.0
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Transcript of SaaS Sales Acceleration_2.0
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©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
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©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
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©2009 SalesChannel Europe. All rights reserved
SalesChannelEuropeThe world has changed
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Change or pay the price
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The Game
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The Game
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Game Changer
Customers The Economy
Online Services
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Game Changer +
Financial Crisis =
OPPORTUNITY
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adaptive behavior(organizations + individuals)
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Find 3 Take Aways
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Rethink your business
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Rethink your business environment
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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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Rethink the opportunity
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Traditional Backup Solutions are dead
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Help! Where do I start?
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Top 5 onlineBusiness Drivers 1
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#1. Computing in the cloud
Anywhere
Anytime
Any device
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-> Become a society of Data creators
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-> The new office
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-> Work has become highly collaborative
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#2. Laptops become disposable
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Yes, laptops are disposable
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#3. NetBooks take off
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#4. Applications move to Mobile Devices
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#5. iPhone = Mobile computing
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#4. iPhone = Web + Applications
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Implications foronline Backup 2
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A downpour of Data
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Deluge of Data
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Drowning in Data
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Drowning in a sea of Data
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Navigating in a sea of Data
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Data creation
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Data disposal in Venice
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Data Management
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Data recovery
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Data Management
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Advanced Data Management
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Data Center
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Where’s my data?
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I’m all backed up
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Go-To-Market Strategy 3
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You need a map
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… and Go-To-Market tools
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Channels to Market
SOHO & SMBOnline Model
MidmarketOnline & Channel
EnterpriseDirect & Partners
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Direct Sales
In-Direct Sales
Online Sales
Channels to Market
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Integrated Sales Machine
Channels to Market
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Target different customerswith different channels
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Helping customers find what they want
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Cross channel integration
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5 Key Challenges toOnline Sales Acceleration 4
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#1. Driving traffic to your website
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#2. Standing out from the crowd
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#3. Capturing their attention
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#4. Removing barriers to sale
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#5. Doing all this on a limited budget
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How to get peoplewant to buy 5
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Excite and motivate
customers to buy
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Capture their Hearts and Minds
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Understand who your customers are
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Create Value Propositions that are simple, meaningful and relevant
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Shake people out of
their complacency
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Motivate them to take action….
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Everything is
Under Control
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5 Days’ Backup
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Take them here
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Get them to push this
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STOPdon’t let this
happen to you or your business
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Help people think
about the future
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Misperception
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Help them to see their better future
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The Solution
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Total security
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©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
Total reliability
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Total availability
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Total data protection
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World-class references
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©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
Immediate activation
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So they can focus on their business
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Gain work/life balance
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Enjoy the benefits of life
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…without a worry in the world
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Excite and Energise people
with new possibilities
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No risk and no worry
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Demonstrate financial value
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How do people buy online? 6
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1) Buy
2) Use
4. Mastering the 2 Moments of Truth - Online:
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The Web-centric Buying Process:
1. Search (What are the Options?)
2. Find
3. Self Qualify / Try (Company, Product, Price)
Multiple Interactions, Web, Phone, Chat, etc.
4. Make the buying decision
5. Buy
6. Activate
7. Self-Manage
8. Self-Support
9. Self-Upsell / Cross-Sell
10. Interact with others
11. Refer and promote
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Understand your Buyer’s Personas
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…then align with Buyer Personas
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Persona-Based Website
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Messaging
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Humanize
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Personalize
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Connecting with people
on their terms
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Create Community
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Engage
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Web-Centric User Experience
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Sales Process Evolved
Demand Generation
• SEO• SEM• Google• Landing Pages
Sales
• Web Site• Chat• Phone• Service
Support
• Web Site• Chat• Phone• Knowledgebase• Forums
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Get it right
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….and the rewards are unlimited
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SaaS Sales Acceleration
David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.com