1. THE POWER OF THE CLOUD TO HELP
DELIVER SALES TEAM EFFICIENCY
David Mackey, LeadMaster CRM CEO

2. WHAT IS CLOUD COMPUTING?
“Cloud computing is computation, software, data access and storage services
that do not require end-user knowledge of the physical location and
configuration of the system that delivers the services”.
Wikipedia
Cloud computing is a general term for anything that involves delivering
hosted services over the Internet.These services are broadly divided into
three categories: Infrastructure-as-a-Service (IaaS), Platform-as-a-Service
(PaaS) and Software-as-a-Service (SaaS).The name cloud computing was
inspired by the cloud symbol that's often used to represent the Internet
in flowcharts and diagrams. www.techtarget.com
Cloud computing is accessing software applications from the web, via any
browser rather than from your local server via a proprietary user interface
(screen).
LeadMaster

3. DO I ALREADY USE THE CLOUD?

4. SERVICE CHARACTERISTICS…
Service-oriented:
The cloud is a natural home for service-oriented applications, which
need a way to easily scale as services get incorporated into other
applications.
Utility-based:
Users only pay for the services they use, either by subscription or
transaction-based models.
Shared Resources:
By enabling IT resources to be consolidated, multiple users share
common infrastructure, allowing costs to be more effectively managed
without sacrificing the security of each user’s data.

5. SERVICE CHARACTERISTICS
Incremental Scalability:
Cloud environments allow users to access additional compute resources
on-demand in response to increased application loads.
Agility:
As a shared resource, the cloud provides flexible, automated
management to distribute the computing resources among the cloud’s
users.
Reliability and fault-tolerance:
Cloud environments take advantage of the built-in redundancy of the
large numbers of servers that make them up by enabling high levels of
availability and reliability for applications that can take advantage of this.

6. SERVICE CHARACTERISTICS…
SLA-driven:
Clouds are managed dynamically based on service-level agreements that
define policies like delivery parameters, costs and other factors.
APIs:
Because clouds virtualise resources as a service they must have an
application programming interface (API) to support industry standard
integration.

7. USER CHARACTERISTICS
Scale rapidly “Versionless” software
Deploy quickly Access server resources
on demand
Deliver rich experiences
via simple browser Data stored in the cloud
Services on the cloud
Generate efficiencies
Access via web-browser
Save Costs
Broad network access
Avoid capital expenditure Accessible anywhere
Avoid server maintenance Low cost software
No VPN’s Advanced security
Receive real time updates technologies

8. CLOUD MODELS
Software as a Service (SaaS):
Access providers application over a network (Internet).
Platform as a Service (PaaS):
Deploy customer created applications to a public cloud, computing
platform is provided as a service, supplies tools and development
environment, customer interacts with platform through API
Infrastructure as Service (IaaS):
Rent, storage network capacity and other fundamental computing
resources.
Hardware as a Service (HaaS):
Reduce cost, less failure and crashes.

9. DEPLOYMENT MODELS
Private cloud:
Enterprise owned or leased
Managed by organisation.
High level of control.
Public model:
Sold to the public, mega scale industries
Owned and managed by third party
Cost effective and no wasted resources.
Hybrid Cloud:
Composition of two or more clouds i.e composition of private and
public cloud

10. WHAT CAN I DO IN THE CLOUD?
Email
Fax
Banking
Accounting
Backup
Websites
Database
Electronic Direct Mail
Project Management
Snail Mail
Storage of document online
Voicemail
Sales Force Automation
Marketing Automation
Analytics
….

11. WHY SHOULD BUSINESS CONSIDER
CLOUD-COMPUTING?
Cloud computing has matured from buzzword to mainstream
dynamic infrastructure used today by several organisations
,Although, many technology experts have differing views about what it means to the
IT landscape and what cloud computing can do for business
However, Gartner, Forrester agree this new model offers significant advantages for fast
paced startups, SMB and large organisations.

12. BUSINESS REASONS: WHY CLOUD?
Software as a Subscription:
users avoid buying software
Reduces software maintenance:
By keeping the software in the ‘cloud’ users can reduce the amount of
maintenance on their computers.
Increased reliability:
The cloud runs on system that re extremely reliable and provide form of
redundancy.

13. BUSINESS REASONS: WHY CLOUD?
Increased Scalability:
Storage
Server capacity
Cost reduction:
No CapEx
Equipment, operating systems, maintenance, help desk, sys admin, backup,VPN,
network monitoring, disk spaces …..
Keep current with computing trends:
Competitors are using Cloud services to create advantage in the market

14. BUSINESS REASONS: WHY CLOUD?
Portability/accessibility:
Anywhere, anytime access
Efficient use of computer resources:
Pay as you go

15. BUSINESS REASONS: WHY CLOUD?
Versionless software:
Continual upgrades
New features released seamlessly

16. BUSINESS REASONS: WHY CLOUD?
Proven web-service integration:
cloud computing technology is much easier and quicker to integrate with
your enterprise application.
World-class service delivery:
Cloud computing infrastructures offer much greater scalability, complete
disaster recovery and impressive uptime numbers.
No hardware or software to install:
A 100% cloud computing infrastructure. The technology is simple.

17. BUSINESS REASONS: WHY CLOUD?
Faster and lower-risk deployment.
You can get up and running in a fraction of the time with a cloud
computing infrastructure. No more waiting months or years and
spending millions of dollars before anyone gets to log into your new
solution.
Support for deep customisation.
Common misconception that that cloud computing technology is
difficult or impossible to customise extensively.
Often, cloud-computing not only allows customisation and
configuration, it preserves all those customisation even during
upgrades. Cloud-computing is ideal for application development to
support your organisation’s evolving needs.

18. BUSINESS REASONS: WHY CLOUD?
Empowered business users:
Cloud computing technology allows on the fly, point and click
customisation and report generation for business users.
Automatic upgrades that don’t impact IT resources.
Cloud-computing infrastructures put an end to a huge IT dilemma, when
upgrading, your customisation and integrations are automatically
preserved.
Pre-build, pre-integrated apps for cloud computing technology.
There are hundred of applications built for cloud computing
infrastructure.

19. SUMMARY – WHY CLOUD?
Extremely cost efficient
Device and location independence
Scalability
Unlimited storage capacity
Flexibility
Reduces software maintenance
Increase data reliability
Agility
Improved document format compatibility
Empowers the business users

20. DISADVANTAGES
Require a constant internet connection
Doesn’t work well with low speed connection
Data security (confidentiality)
Provider agreement
Data loss (accident)
Network architecture

21. RISKS
Regulatory compliance:
Privacy
Confidentiality
Data Recovery:
Logging and support

22. MANAGING YOUR SALES PEOPLE -
USING THE POWER OF THE CLOUD
“70% of all B2B leads receive NO follow-up”
Gartner Group

23. Average number of leads NOT ever followed up by
sales.
Gartner Group

24. WHY?
Laziness?
Insufficient time?
No need?
Don’t want to?
Don’t have to?
Too many leads as it is?

25. OR IS IT BECAUSE….
Unaware the leads were even there
Unable to access them
How do I find them?
I thought someone else was following them up
There is too many, how do I know which ones are worth
my time
….

26. ANNUAL REVIEW FOR SALES &
MARKETING MANAGERS
Sales
“Increase sales revenue by 20%”
“Decrease headcount by 15%”
Marketing
“Increase the number of new leads”
“Decrease marketing spend”

27. ABERDEEN RESEARCH RESULTS
41% Av. revenue increase per sales person
24% Shorter sales cycle duration
300% Increase in lead conversion rate
27% Higher customer retention rate
23% Lower sales and marketing cost
2% Higher profit margins
Aberdeen Research; annual sales optimisation survey; 2007-2010

28. WHAT IS SALES OPTIMISATION?
People
Hiring policy
Knowledge
Access to data
Process
Structured sales processes
Lead Nurturing
Technology
Sales Force Automation
Marketing Automation
Sales Analytics
Marketing Analytics

29. WHAT IF..?
You could increase sales by 5%, 10% or even 20% without
increasing headcount?

30. PIPELINE METRICS – AN EXAMPLE
Number of new leads per month 100
Lead to win conversion 10%
Average sales order value $25,000
Average sales cycle duration 120 days
100 leads = 10 sales = $250,000 per month = $4M per
year

31. SALES OPTIMISATION
Improve conversion by 20%
(close 12 leads from every 100 instead of 10)
How?
Simply follow up more than 30% of all the leads!
If 30% follow up now = 100% of current result then
36% follow up = 20% more x 10% conversion x ……
Follow up 36 leads from every 100 instead of 30 …
How?
Track EVERY lead automatically and use technology to tell you
(without asking) which leads are NOT being attended to.
How?

32. TECHNOLOGY & PROCESS
Automate Sales & Marketing with software technology
Sales Force Automation
Marketing Automation
Business Intelligence Dashboards
Exception Reporting
Lead Nurturing
Pipeline Metrics
Use the Cloud (SaaS)
Do it quickly (days)
Cost effectively (less than mobile phone)
Easily (no need for IT depart, servers, VPN etc)
Fast user adoption
Quick to configure and customise (it’s a web browser!)

33. ADVANTAGES OF USING CLOUD SALES
CRM
Real-time data integration
Business Intelligence Reporting
Mobile accessibility
Ease of use
Easy to customise
Fast and cheap implementation
Buy online
Support included
All future upgrades included
See the results this quarter!

34. YOUR SALES TEAM
No loss of data if sales staff leave
Information can be shared between sales staff regardless of their location
Sales Comments are preserved forever
Single version of the “truth”
Workflow Automation allows you to track leads on the fly
Web based allows Managers to manage dispersed sales team
Multi language
Multi currency
Combined marketing automation
Rich data connections
Web Services API to link to other applications

35. YOUR SALES TEAM…
Enable remote collaboration.
No more excel sheets and tricky calculations.
Forecast your sales by using consistent metrics.
Have confidence in an accurate pipeline with your colleagues.
Better understanding of your sales team, their strengths and weaknesses.
Enable managers to identify problems and solutions with their sales force.
More efficient separation of sales territories
Develop campaigns with your marketing department and increase their
chances to reach customers.
Sales Force Automation
Increase revenue drastically

36. SUMMARY…
Sales & Marketing have increasing targets each year with
less resources.
If you can measure it you can manage it
Cloud Computing puts world class sophisticated software
technology within reach of anyone who can afford a few
dollars per month.
Cloud Computing is a mainstream multi billion $ global
trend that is growing at 30% p.a. in Asia
Cloud Computing allows non IT staff the power to adopt
technology needed by their staff quickly and easily and
with very fast user adoption

37. SUMMARY: USE THE CLOUD!
The Cloud is now mainstream. – it is now an accepted
business option.
The Cloud is here to stay.
The SaaS market reached $13.1 billion in revenue in 2009, and IDC
expects it will grow to $40.5 billion by 2014 at a compound annual
growth rate (CAGR) of 25.3%
Asia Pacific has 2x the global growth rate for SaaS
delivered Sales CRM (approx 30% year on year)
Take advantage of the plethora of tools available via SaaS
and make the decision within the Sales & Marketing
department!
One application. One pipeline. One
company

38. SAAS SUGGESTIONS
Sales CRM www.leadmaster.asia
Sales Analytics www.cloud9anlaytics.com
Marketing Automation www.marketo.com
Lead Scoring www.eloqua.com
ICT Expo 13-16 April, Hong Kong
CeBIT 2011 30 May – 2 Jun, Sydney

39. THE POWER OF THE CLOUD TO HELP
DELIVER SALES TEAM EFFIENCY
Question & Answer
David Mackey, LeadMaster CRM CEO
www.leadmaster.asia
www.leadmaster.com.au