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SaaS Sales Acceleration 2.0 for online backup sold via the online channel
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©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: [email protected]: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.com
