Moving To The Cloud Means Business Transformation

The world has changed

Questions?

Two

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1. Reality or illusion?

2. Opportunity or threat?

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going to be

Is this

Easy?

Small hint!

Game-Changer

The Game

Game Changer

SaaS-Suite

Customers Economy

SaaS/Online Services

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Software as a Service (SaaS) is a software distribution model in which applications are hosted by a vendor or service provider and made available to customers over a network, typically the Internet.

What is SaaS?

driving What is

#1. The Post-PC area

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#2. Consumerisation of IT

SaaS = IT transformation

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Get it right

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Get it wrong

Always room for more

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You feel like this?

Help! Where do I start?

erent f

dif think

“Every battle is won_ before it is fought.”

Sun Tzu 544 - 496 BC

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A fresh perspective

Strategic questions

What is the

If SaaS is the ANSWER

QUESTION?

What is the problem

for which you are

the SOLUTION?

SaaS Success Factors 3

The End2End Customer Experience 2

The Buyer’s Journey 1

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

Start with the Buyer’s Journey

Differentiate

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

Differentiate

Now or Never

Moments

Make or Break

Moments

Multiplier

Moments

Keep or Lose

Moments

Start with the Buyer’s Journey

A Acquire

B Base

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Eliminating barriers to success

Sales Centric thinking

Customer Experience

The E2E

WHAT

HOW and

Understand how they decide

Buyer Personas

Target different buyer personas

MIT Experiment

“I am the world's worst salesman, therefore I must make it easy for customers to buy.”

F. W. Woolworth

April 13, 1852 – April 8, 1919

Customer Experience Map

Phases

WOW

Enjoyable

Functional

Uneventful

Missed it

Never Again

Feelings

“I Love it”

“I like it”

“Works for me”

“OK”

“I Don’t Like it”

“I hate it”

Memory

High

Mid

Low

None

Mid

High

Impact on Loyalty

Share with Many

Share with few

Neutral

Decrease

66% decrease

100% Loss

Change your thinking

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The hard way

AND thinking

Child-like thinking

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Create simple

Value Propositions

Social media

Josh Bernoff & Charlene Li

Josh Bernoff & Ted Schadler

Tipping the Funnel

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Avoid ‘Hole-in-one’ thinking

Saas Success Factors = Cloud Adoption


SaaS Success Factors


1. Remember the Cloud = business model transformation

2. Get an Executive Sponsor

3. Use key monthly business metrics: CMRR, Churn and Cash flow

4. Measure Customer Acquisition Costs (CAC) and Customer Life

Time Value (CLTV)

5. Separate ‘Hunters’ from ‘Farmers’

6. Focus your business Development efforts on Business Service

Channels

7. Savvy Online Marketing is a core competence

8. Stay local. Local relationships/global solutions

9. The most important part of SaaS isn’t ‘Software’, it’s ‘Service’.

10.Evangelise, evangelise, evangelise

SaaS Success Factors: Do’s


1. Don’t think that this will be easy

2. Don’t think of SaaS as just an other new product

3. Don’t think customers are ready and waiting for your SaaS offers

4. Don’t have an “attach strategy”

5. Don’t make symmetric GTM investments

6. Don’t think everyone in your company will “walk the talk”

Resulting in: Organisational issues, excessive time to execute, FUD

7. Don’t expect everyone to be able to move to the new world

8. Don’t keep the same motivation and compensation metrics

9. Don’t believe in certainty or practice “hole-in-one” thinking

10.Don’t forget that SaaS is a journey. Are you prepared to cross the

desert?

SaaS Success Factors: Don'ts


Operations

Product &

Development

Business

Strategy

Sales &

Marketing

Support

Services

& Training

Aligned SaaS

Business

SaaS Transfo

rmatio

n



SaaS Mindset

Old Paradigm New Paradigm

Be rational Be passionate

Be cautious Lead, don’t follow

Aim to satisfy Aim to surprise

Be practical Be unreasonable

Innovate when necessary Innovate incessantly

Get it mostly right Sweat the details

Think like an engineer and

feel like an accountant

Think like an engineer and

feel like an artist


Past

Software Service

Future


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Cloud Business Reports


Cloud Adoption Advisor


Major Cloud wins


Cloud Jobs

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New Competitors

enter the market


Taxi Driver


1. 7 KSFs Self-Scoring Matrix

1. Visioning Exercise: What will success look like in 2014

2. Identify key Enablers & Barriers to SaaS Success

SaaS Acceleration Workshop Outputs


4. What is our Offer? Value Proposition

5. Who do we sell to and how do we Generate Demand?

6. Sales Acceleration Action Plan

SaaS Acceleration Workshop Outputs

success Takes time

Failure comes early


Drive Execution Through Program Management

Process Definition

Program/ Project Definition Governance

Get it right

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Get it right

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David R Ednie President & CEO

SalesChannel Europe Ph: +33 676 60 09 25 (FRA)

Email: [email protected] Website: www.saleschannel-europe.com

SaaS-Suite

Moving To The Cloud Means Business Transformation

Business

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