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Interactive B2B Selling - Final Sales Presentation - Vishwas Sankhe

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A sales presentation that focuses on selling Steam as a platform to Blizzard Activision for their games. Done as a part of my Interactive B2B Selling course.
Template Designed by - Anirudh Srivastava (Classmate - Seneca Marketing Management)
To connect with Anirudh - http://brandsbyanirudh.com/

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Interactive B2B Selling - Final Sales Presentation - Vishwas Sankhe

  1. 1. Presentation by: Vishwas Sankhe Presentation designed by: Anirudh Srivastava Presented to: Melanie Ching - Sales pitch for Blizzard ActivisionApril 2018 Sales presentation MKM804-MMS 2/8/2019 Sales Presentation - Steam 1
  2. 2. Table of contents 2/8/2019 Sales Presentation - Steam 2 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  3. 3. By collaborating with Steam, Blizzard can effectively sustain World of Warcraft in the long run while offering its gamers with optimum technical support. Executive Summary Based on the current e-sports market and the number of increasing MMORPGS especially the ones that are free to play, Blizzards subscription base for its key offering – World of Warcraft, is dying and is projected to go down to 4.46 million* by 2023 vs. a 5.19 million that it is today. In spite of continuously updating content and releasing patches Blizzards MMORPG and RPG offerings aren’t doing well with the gaming community due to increasing bugs and delayed timeframes to fix them. Besides all of this, BlizzCon which is a key entertainment offering and ties everything together hasn’t been gathering attention either. By strategically associating with Steam in a cross-platform collaboration Blizzard can have access to Steams 17.16 million wide gamer database across the globe while also leveraging Steam analytics and their reports to solve their bugs/reports in a seamless fashion whereas, Steam workshop can help BlizzCon gather more consumer generated content to create the buzz which Blizzard needs. We at Steam feel that this integration can surely change the landscape of E-sports with Steams technical capabilities and Blizzards rich content and experience this collaboration can deliver the gamers with an experience like never before. With that said, we’re eager to start on this project as early as possible to deliver this big surprise for gamers with BlizzCon. 2/8/2019 Sales Presentation - Steam 3 *Source – https://goo.gl/agcZMY
  4. 4. Table of contents 2/8/2019 Sales Presentation - Steam 4 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  5. 5. Russia China USA Canada Turkey Poland Brazil UK Greece France A gaming platform with a global presence, multiple offerings and a vast gamer database – Steam is the future of E-sports. 2/8/2019 Sales Presentation - Steam 5 About Steam Total Games – 19996 (and counting) Total Players – 17.16 Million Market Share – 75% Owned By – Valve Game Genres – 10 Game Types – Free to play, Pay to Play *Source –http://store.steampowered.com/stats
  6. 6. Table of contents 2/8/2019 Sales Presentation - Steam 6 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  7. 7. Type Submitted in the last 24 hours Average Solving Time Refund Requests 86,248 54.35 mins to 3.95 hours Account Security and Recovery 29,746 2.41 hours to 2.13 days Purchase and Billing 2,477 3.23 hours to 14.67 hours Game and Technical Support 2,312 6.07 hours to 1.25 days This data indicates Steams efficiency in terms of technical support and solving queries and bugs. 2/8/2019 Sales Presentation - Steam 7 Additional Services Other Tracking Data Includes Hardware tracking Software tracking Games downloaded Most popular games This data helps game companies understand compatibility with systems and genres in demand in depth. Steams technical back-end services enables it to effectively solve any glitches in the least amount of time while tracking important data for future game development. *Source –http://store.steampowered.com/stats
  8. 8. Table of contents 2/8/2019 Sales Presentation - Steam 8 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  9. 9. Subscriber base: Currently 5.19 million i.e. projected to go down by 4.43 million Technical glitches: Average response time to a query/ticket raised is between 24-48 hours BlizzCon: While BlizzCon is still popular it lacks its older appeal and the strong association it had with the gamers 2/8/2019 Sales Presentation - Steam 9 Blizzards Problem Blizzard is currently facing issues in terms of increasing their subscriber base, solving technical glitches and engaging their audience to create a buzz about BlizzCon.
  10. 10. Table of contents 2/8/2019 Sales Presentation - Steam 10 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  11. 11. 2/8/2019 Sales Presentation - Steam 11 Steams Solution Steams customized proposal for Blizzard includes tackling each of your issues head on with customized offerings, advanced back-end support and seamless integration. Steam Points Integrating special offer Points that can be earned by gamers and redeemed as Wow time This will incentivize gamers across the platform to try WoW and once in they can continue with either points or subscription Technical Support Average response time cut down by 18 hours Configuration monitoring will help stabilize patches Continuous support will seamlessly provide a glitch-free experience and help us understand conversion Workshop Integration Integrating steam workshop with Blizzcon Encourage suggestions and feedback for development Hall of fame and in- game integration of content and items developed by players to increase engagement Promotion Support Advertising across Steam free of cost Collaborating with professional WoW players to endorse the integration Lesser steam points required for WoW as a promo offer/Steam points for workshop submissions
  12. 12. Table of contents 2/8/2019 Sales Presentation - Steam 12 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  13. 13. Phase Activity Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 (And onwards) Pre-Launch Sign off and debrief with Steam and Blizzard team Pre-Launch Initial development phase with two alpha tests Pre-Launch Mid development and testing with new content Pre-Launch Steam points integration for testing along with platform integration Pre-Launch Meeting professional WoW players for the news and endorsement Pre-Launch Final testing prior to BlizzCon for last minute changes Launch Launch of the integration Post-Launch Continue tracking progress post launch to monitor effectivity 2/8/2019 Sales Presentation - Steam 13 Implementation The cross-platform integration will take place over the next 6 weeks and announced in the BlizzCon as a highlight since its an ideal platform to attract loyal and potential WoW players.
  14. 14. Table of contents 2/8/2019 Sales Presentation - Steam 14 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  15. 15. 2/8/2019 Sales Presentation - Steam 15 Steams Promise With a strategic partnership Steam promises Blizzard with relentless support with their further development in terms of games, content and technical support. • Any new updates will be implemented within 5 days of development Effective Implementation • Blizzard will have a dedicated technical team to solve any tickets raise or bugs found Dedicated Team • All updates in terms of content and new game releases will be monitored to understand reach and gamer feedback Continuous Monitoring
  16. 16. Table of contents 2/8/2019 Sales Presentation - Steam 16 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The E-sports market reinvented 11
  17. 17. Subscriber base: Increase subscriber base by 10% on a quarterly basis by steam point implementation Technical glitches: Establish fastest in category response time for bug responses and raised tickets BlizzCon: Encourage Steams existing gamer base to interact and engage for BlizzCon in order to create a buzz Profitability: Distribute WoWs profits between other Blizzard offerings for game development and gradually implement the same system across all 4 of Blizzards games 2/8/2019 Sales Presentation - Steam 17 Blizzards Returns Blizzard will gradually achieving an increase in subscribers, faster ticket clearance times while also attracting a global audience for BlizzCon thus, increasing subscriber base and creating a buzz for WoW.
  18. 18. Table of contents 2/8/2019 Sales Presentation - Steam 18 Content Page No. Executive Summary 3 About Steam 4 Additional Services 5 Blizzards Problem 6 Steams Solution 7 Implementation 8 Steams Promise 9 Blizzards Returns 10 The new era of E-sports 11
  19. 19. 2/8/2019 Sales Presentation - Steam 19 The new era of E-sports With this strategic cross-platform integration in place Steam and Blizzard together can reform the E-sports market thus, paving the way for a new era of gamers. A redefined gaming experience A new and improved World of Warcraft A BlizzCon for the gamers, by the gamers An E-sport experience that no one could’ve ever imagined

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