The document discusses opportunities arising from changes in technology and business models. It notes that the rise of cloud computing, online services, and mobile devices has led to new value propositions and pricing models like pay-as-you-go. This represents an opportunity for organizations to rethink their business, products, marketing strategies, and channels to reach customers. Successful companies will help customers navigate this changing landscape and understand how new approaches can benefit them.

2. Todays
forecast:
Very sunny,
thanks to the
clouds

3. The world has changed
=

4. It’s all about leading….

5. Change or pay the price

6. The Game

7. Learning the Game

8. A new Business Model

9. A Game Changer
Customers The Economy
Online Services

10. Game Changer +
Financial Crisis =
OPPORTUNITY

11. adaptive behavior
(organizations + individuals)

12. Hosted Services Value Proposition
Large Upfront Costs Manageable Recurring
[CapEx] Costs [OpEx]
Trial, Evaluation, Usage,
Reduced Risks Learn from experience of
Other Users
Deployment Reduced Time to
Provision
[Free delivery]
Use it because you Pay for it because
OWN it Customer realizes
value

13. Find 3 Take Aways

14. Rethink your business
14

15. Rethink your business environment

16. Rethink your Go-To-Market Strategy

17. Rethink your Value Proposition

18. Rethink your Channels to Market

19. Traditional Enterprise Software is dead

20. Rethink the opportunity

21. Anticipate the future
21

22. Listen to your customers
22

23. Help! Where do I start?

24. A toolkit of actionable ideas

25. Top 7 Business Challenges
1

26. 1. Speed of Change

27. 2. Increasing complexity
27

28. 3. Everything is moving to the web
28

29. 4. New Value Propositions

30. 5. Pay as you go

31. 6. User ability vs Usability

32. 7. Targeting tomorrow’s Buyers

33. Top 5 SaaS
Business Drivers 2

34. 1. Computing in the cloud
Anywhere
Anytime
Any device

35. > Mobile computing

36. > The new office

37. > Continuous collaboration

38. 2. Laptops become disposable

39. Yes, laptops are disposable

40. 3. NetBooks take off

41. 4. Applications interoperate with Mobile Devices
www.flickr.com/photos/laughingsquid/2322814575

42. -> Social media

43. 5. Smart mobility = SaaS applications

44. Smart mobility = Web + Applications

46. Go-To-Market Strategy
3

47. Go-To-Market tools

48. Understand who your customers are

49. Understand their needs

50. Create simple and customer
specific Value Propositions

51. 1 2 3
Channels
to Market

52. 1. GTM Direct
2. GTM Partners (Indirect)
3. GTM Online channel

53. Channels to Market
Direct & Partners Enterprise
Online & Partners Midmarket
Online Channel SOHO & SMB

54. Channels to Market
Direct In-Direct Online
Sales Sales Sales

55. Channels to Market
Integrated Sales Machine

56. Get the mix right
56

57. Target different customers
using different channels

58. Helping customers find what they want

59. Top 5 GTM Direct
Business Challenges 4

60. #1. Resistance to change (SaaS)

61. #2. Articulating the Value Proposition

62. #3. Recommendation Marketing

63. #4. Recurrent revenue model

64. #5. Cost of sale
64

65. Top 5 GTM Online
Business Challenges 5

66. #1. Driving traffic to your website

67. > Being Found/Findable

68. #2. Standing out from the crowd

69. #3. Capturing their attention

70. > Relevant and engaging

71. #4. Removing barriers to sale

72. > Easy to navigate Website

73. #5. Try & Buy

74. #5. Try, Buy, Activate & Use

75. Implications for
SaaS Solution Resellers 6

76. Misperceptions

77. #1. Where’s my data?

78. #2. Value migration

79. #3. Is Cold Calling effective?

80. Typical Sales Conversion Rates
1. Cold calling: Between 1-5% < 4%
Between 1-5%
2. External Recommendation:
Your company should use Rob Smith. 44%
He is a highly knowledgeable expert 10 X cold calling
in your field.
3. Internal Recommendation:
We should use Rob Smith. He is a
highly knowledgeable expert in our
88%
2 X External
field. recommendation
20 X cold calling
80

81. > Find ways to get recommended

82. #4. Journey into the
unknown

83. #4. Show them they
way forward
SalesChannel Europe ©2009 All rights reserved

84. > CRM Business Clinics

85. #5. Help customers see their better future

86. #6. Mastering the Buyer’s journey

87. The Buyer’s Decision Process
1. Person
2. Company
3. Product
4. Price (Value)
5. Why Now?
SalesChannel Europe ©2010 All rights reserved 87

88. If you get it right….

89. They will buy….

90. ….the rewards could be unlimited

91. Your future
is bright

92. David R Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com