Crossing the chasm marketing and selling high-tech products to mainstream customers
Tech Vest Web Selling Workshop 5 12 09
description
Transcript of Tech Vest Web Selling Workshop 5 12 09
TechVest
E-Selling WorkshopE-Selling WorkshopMay 2009May 2009
TechVest
TechVest
Corporate Success Corporate Success FoundationsFoundations
StrategyStrategyServicesServices
MarketingMarketingWorkshopWorkshop
StrategicStrategicAuditAudit
ManagersManagersWorkshopWorkshop
SellingSellingProcessProcess
SellingSellingWorkshopWorkshop
TechVestTechVestPrincipals +Principals +AffiliatesAffiliates
TechVestTechVestVenturesVentures
Long TermLong TermInvestmentInvestment
ExecutiveExecutiveServicesServices
CEOCEOWorkshopWorkshop
TechVest
•Legacy SystemsLegacy Systems•Parallel Web Systems and e-Parallel Web Systems and e-
SalesSales• Incremental e-Selling Incremental e-Selling
TechnologiesTechnologies• Incremental Advertising Incremental Advertising
CampaignsCampaigns•Project ManagementProject Management•BudgetingBudgeting•TimelinesTimelines•ActionAction
E-SellingTopicsE-SellingTopics
TechVest
Legacy System
Web Sales Module
Web Catalog
Accounting / Audit
Data Import
Data Export
Customer DBMS
Phone Sales
ACTIONS:
• Manual Data Mining• Phone Sales Seminar
E-SellingSystem (if any)
Web CatalogShopping Cart
Logfile Stats• provenance• destination• stickiness
Customization• data export• personalization
Manual Export
E-Mail E-Blasts
System Event Alerts
• E-Sales Seminar
Incremental Web Selling
• Constant Contact• Organic SEO keywords• Paid SEO adwords
100 Partner Sites• Resellers• Synergy Affiliate links & commissions• Promoters• Specials
100 Feeder Sites• Internal Linked• Auction, eBay
Social Networking• Facebook, Linked In …• Twitter• Blog Site(s)• Digg
• Incremental $20kBudget
Incremental Advertising/P
R
Strategic Audit
Market Strategy
Sales Strategy
E-Mail Marketing
Google StrategyMessage Strategy
Budget StrategyTiming Strategy
Ad Strategy AdwordsAd Tactical Plan
Financial ROI Plan
• 4-month Project Mgr.• Incremental $100k Budget
E-System ExtensionsE-System Extensions
TechVest
ACTIONS
Added Disciplines• Manual Data Mining• Phone Sales Seminar• E-Sales Seminar
Incremental $20k Budget• 2-month Project Mgr.• 100 Feeder Sites• 100 Partner Sites
Incremental $100k Budget• 4-month Project Mgr.• Outsource Development• Internet Advertising
Incremental $400k Budget• Full System Development• 12-month Project Mgr.
New E-SellingSystem & Process
OBJECTIVELeverage all systems with internet selling
for a trusted environment
state-of-the-art Web-selling solution that
supports the way the Company sells -
direct, indirect and online
ITSalespeople
PartnersCustomers
ROI
RESULTWeb-based Selling
ChannelOptimal IT and EIS
E-Selling SystemE-Selling System
TechVest
ACTIONS
Added Disciplines• Manual Data Mining• Phone Sales Seminar• E-Sales Seminar
Incremental $20k Budget• 2-month Project Mgr.• 100 Feeder Sites• 100 Partner Sites
Incremental $100k Budget• 4-month Project Mgr.• Outsource Development• Internet Advertising
Incremental $400k Budget• Full System Development• 12-month Project Mgr.
New E-SellingSystem & Process
OBJECTIVELeverage all systems with internet selling
state-of-the-art Web-selling solution that
supports the way the Company sells -
direct, indirect and online
ITEmployeesPartners
CustomersROI
RESULTWeb-based Selling
ChannelOptimal IT and EIS
E-Selling E-Selling TransformationTransformation
TechVest
TechVest
ClarifyServices
ClarifyProduct
ClarifyPosition
IdeasImagesValueAdded
DivideFocus Multiply
PricingPolicy
GrowthExecution
AbilityAdded
“P2P”ProfitMining
ClarifyExecution
Add
Supply Strategy – Supply Strategy – Quantitative Profit MiningQuantitative Profit Mining
TechVest
E-Sales Success Building E-Sales Success Building BlocksBlocks
SalesForce
Training
TeleSalesForce
ExecutiveSalesForce
DirectSalesForce
Ideas&
Plans
TeleSales
Systems
CustomerTargeting
MarketingSystems
CustomerAccess
CompellingSales
Success
Performance
CompetitiveUncertainty
TechVest
Corporate Success Corporate Success FoundationsFoundations
Leadership ExecutionRefinement ProductionIdeas
&Planning
MarketingAccess
$$$Sales
Process
StrategyAccess
$$$StrategyProcess
Success
Performance
StrategicUncertainty
TechVest
Corporate Success Corporate Success FoundationsFoundations
TechVest
Sales Funnel ClustersSales Funnel Clusters
Prospects
Database ResearchTelesales Call or WebPositive e-FeedbackPhone ConversationinPerson Extensions
Positive FeedbackGroup Presentation
Positive Feedback
First Proposal OutNegotiation
Verbal AgreementContract Out
Contract AgreementOrder Forecast
Build to Inventory
Order BookingProduct Shipment
Acceptance A/R
Cash CollectionWarranty Reserve
End Warranty
Customers
0 30 60 90 120 150 180 210 240 270 300 330 360 390
X
Y
Z
LeadGeneration