Building_a_Successful_SaaS_Business

SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/myklroventine/480909743

SalesChannel Europe ©2010 All rights reserved

The world has changed

SalesChannel Europe ©2010 All rights reserved 3

Everything is moving to the web


Externally focused thinking

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Destination postcard

Identify barriers to entry

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Wishing for change

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Change your thinking

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Child-like thinking

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AND thinking

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AND thinking

5 Key Sales & Marketing Priorities:

Packaging & Pricing

2

Customer Experience

3

Sales Processes

4

5 Organizational Readiness

Messaging & Positioning

1



Target tomorrow’s customers


15

Buyer Personas

Target different buyer personas


Humanize

Persona-Based Website


Understand your Buyer’s Personas


Packaging & Pricing

2

Customer Experience

3

Sales Processes

4



1


Target specific customer groups

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Create simple

Value Propositions

Example of Low Price

Provider



Packaging & Pricing

2

Customer Experience

3

Sales Processes

4



1


Put your customer at the

centre of everything you do

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Focusing all your efforts on how they think

Web-

Centric

Web-

Agnostic

Self-Guided Online Sales

Chats Online

to Close Deal

Qualifies Online but

Calls to Close

Qualifies Online but

takes Face2Face to Close

Never looks at web-site, wants

face-2-face meeting

Uses Web Site to find

Contact Information

Visits web-site briefly, then

calls to Qualify

A Spectrum of Buyer Behavior


Easy to buy

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Remove barriers to sale

Choice preference

A

C B

Triplicate of choice

A

C

X %

Y %

B

Triplicate of choice

Consistency

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Adaptability

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Packaging & Pricing

2

Customer Experience

3

Sales Processes

4



1

Motivate them to take action….


Everything is

under control?

Channels to Market

SOHO & SMB Online Channel

Telesales Partners

Midmarket Online & Partners

Enterprise Direct & Partners

43

Direct Sales

In-Direct Sales

Online Sales

Channels to Market

44

Integrated Sales Machine

Channels to Market

Being Found/Findable


Standing out from the crowd

Capture their attention

48

Connecting with people

on their terms


Packaging & Pricing

2

Customer Experience

3

Sales Processes

4



1


Get everyone moving

in the same direction


Collective focus


Help them to see their better future

Help! Where do I start?

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This is too hard!


Together we can do more

+ +

Enjoy the benefits of life


Next up: What? and How?


David R Ednie President & CEO

SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)

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