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