SaaS Sales Acceleration 2.0

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

©2009 SalesChannel Europe. All rights reserved

SalesChannelEuropeThe world has changed

Change or pay the price

The Game

The Game

Game Changer

Customers The Economy

Online Services

8

Game Changer +

Financial Crisis =

OPPORTUNITY

adaptive behavior(organizations + individuals)

Find 3 Take Aways

11

Rethink your business

Rethink your business environment

Rethink your Go-To-Market Strategy

Rethink your Value Proposition

Rethink your Channels to Market

Rethink the opportunity

Traditional Backup Solutions are dead

Help! Where do I start?

Top 5 onlineBusiness Drivers 1

#1. Computing in the cloud

Anywhere

Anytime

Any device

-> Become a society of Data creators

-> The new office

-> Work has become highly collaborative

#2. Laptops become disposable

Yes, laptops are disposable

#3. NetBooks take off

#4. Applications move to Mobile Devices

#5. iPhone = Mobile computing

#4. iPhone = Web + Applications

Implications foronline Backup 2

A downpour of Data

Deluge of Data

Drowning in Data

Drowning in a sea of Data

Navigating in a sea of Data

Data creation

Data disposal in Venice

Data Management

Data recovery

Data Management

Advanced Data Management

Data Center

Where’s my data?

I’m all backed up

Go-To-Market Strategy 3

You need a map

… and Go-To-Market tools

Channels to Market

SOHO & SMBOnline Model

MidmarketOnline & Channel

EnterpriseDirect & Partners

51

Direct Sales

In-Direct Sales

Online Sales

Channels to Market

52

Integrated Sales Machine

Channels to Market

Target different customerswith different channels

Helping customers find what they want

Cross channel integration

5 Key Challenges toOnline Sales Acceleration 4

#1. Driving traffic to your website

#2. Standing out from the crowd

#3. Capturing their attention

60

#4. Removing barriers to sale

#5. Doing all this on a limited budget

62

How to get peoplewant to buy 5

Excite and motivate

customers to buy

Capture their Hearts and Minds

Understand who your customers are

Create Value Propositions that are simple, meaningful and relevant

Shake people out of

their complacency

Motivate them to take action….

Everything is

Under Control

5 Days’ Backup

Take them here

Get them to push this

STOPdon’t let this

happen to you or your business

Help people think

about the future

Misperception

Help them to see their better future

The Solution

Total security

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

Total reliability

Total availability

Total data protection

World-class references

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

Immediate activation

So they can focus on their business

Gain work/life balance

Enjoy the benefits of life

…without a worry in the world

Excite and Energise people

with new possibilities

No risk and no worry

Demonstrate financial value

How do people buy online? 6

1) Buy

2) Use

4. Mastering the 2 Moments of Truth - Online:

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

Understand your Buyer’s Personas

96

…then align with Buyer Personas

97

98

99

Persona-Based Website

100

Messaging

101

102

103

Humanize

104

105

106

Personalize

107

Connecting with people

on their terms

108

109

Create Community

110

Engage

Web-Centric User Experience

111

Sales Process Evolved

Demand Generation

• SEO• SEM• Google• Landing Pages

Sales

• Web Site• Chat• Phone• Service

Support

• Web Site• Chat• Phone• Knowledgebase• Forums

112

Get it right

….and the rewards are unlimited

SaaS Sales Acceleration

David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: david@saleschannel-europe.comBlog: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.com