SaaS, On demand, Sales Acceleration,

1. SalesChannel
Europe
©2009 SalesChannel Europe. All rights reserved

2. SalesChannel
Europe
©2009 SalesChannel Europe. All rights reserved

3. SalesChannel
The world has changed Europe
©2009 SalesChannel Europe. All rights reserved

4. Change or pay the price

5. The Game

6. The Game

7. Game Changer
Customers The Economy
Online Services

8. Game Changer +
Financial Crisis =
OPPORTUNITY
8

9. adaptive behavior
(organizations + individuals)

10. Find 3 Take Aways

11. Rethink your business
11

12. Rethink your business environment

13. Rethink your Go-To-Market Strategy

14. Rethink your Value Proposition

15. Rethink your Channels to Market

16. Rethink the opportunity

17. Traditional Backup Solutions are dead

18. Help! Where do I start?

19. Top 5 online
Business Drivers 1

20. #1. Computing in the cloud
Anywhere
Anytime
Any device

21. -> Become a society of Data creators

22. -> The new office

23. -> Work has become highly collaborative

24. #2. Laptops become disposable

25. Yes, laptops are disposable

26. #3. NetBooks take off

27. #4. Applications move to Mobile Devices

28. #5. iPhone = Mobile computing

29. #4. iPhone = Web + Applications

32. Implications for
online Backup 2

33. A downpour of Data

34. Deluge of Data

35. Drowning in Data

36. Drowning in a sea of Data

37. Navigating in a sea of Data

38. Data creation

39. Data disposal in Venice

40. Data Management

41. Data recovery

42. Data Management

43. Advanced Data
Management

44. Data Center

45. Where’s my data?

46. I’m all backed up

47. Go-To-Market Strategy
3

48. You need a map

49. … and Go-To-Market tools

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

51. Channels to Market
Direct In-Direct Online
Sales Sales Sales
51

52. Channels to Market
Integrated Sales Machine
52

53. Target different customers
with different channels

54. Helping customers find what they want

55. Cross channel
integration

56. 5 Key Challenges to
Online Sales Acceleration 4

57. #1. Driving traffic to your website

58. #2. Standing out from the crowd

59. #3. Capturing their attention

60. #4. Removing barriers to sale
60

61. #5. Doing all this on a limited budget

62. How to get people
want to buy 5 62

63. Excite and motivate
customers to buy

64. Capture their Hearts and Minds

65. Understand who your customers are

66. Create Value Propositions that are
simple, meaningful and relevant

67. Shake people out of
their complacency

68. Motivate them to take action….

69. Everything is
Under Control

71. 5 Days’ Backup

72. Take them here

73. Get them to push this

74. STOP
don’t let this
happen to you or
your business

75. Help people think
about the future

76. Misperception

77. Help them to see their better future

78. The Solution

79. Total security

80. SalesChannel
Europe
Total reliability
©2009 SalesChannel Europe. All rights reserved

81. Total availability

82. Total data protection

83. World-class references

84. SalesChannel
Europe
Immediate activation
©2009 SalesChannel Europe. All rights reserved

85. So they can focus on their business

86. Gain work/life balance

87. Enjoy the benefits of life

88. …without a worry in the world

89. Excite and Energise people
with new possibilities

90. No risk and no worry

91. Demonstrate financial value

92. How do people buy online? 6

93. 4. Mastering the 2 Moments of Truth - Online:
1) Buy
2) Use

94. 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

95. Understand your Buyer’s Personas

96. …then align with Buyer Personas
96

97. 97

98. 98

99. Persona-Based Website
99

100. Messaging
100

101. 101

102. 102

103. Humanize
103

104. 104

105. 105

106. Personalize
106

107. Connecting with people
on their terms
107

108. 108

109. Create Community
109

110. Engage
110

111. Sales Process Evolved
Demand
Sales Support
Generation
• SEO • Web Site • Web Site
• SEM • Chat • Chat
• Google • Phone • Phone
• Landing Pages • Service • Knowledgebase
• Forums
Web-Centric User Experience
111

112. 112

113. Get it right

114. ….and the rewards are unlimited

115. SaaS Sales
David R Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Acceleration Email: david@saleschannel-europe.com
Blog: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com