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Transcript of Sales Strategy
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 1
EXECUTING EFFECTIVE SALES & DISTRIBUTION STRATEGIES
A TripleTree/SIIA SaaS Webcast
October 12, 2004
CEO / CFO PARTICIPANTS:
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 2
Introducing the SaaS Webcast Series
Fred Hoch, Vice President, Software Programs, SIIA
About SIIA and SIIA’s SaaS Industry Initiative
Four-part SaaS Webcast Series, Co-sponsored with TripleTree
• TODAY: “Executing Effective Sales and Distribution Strategies”
• October 21: “Alternatives of Capital Formation” (Hummer Winblad and IBM)
• November 11: “Dramatic Development are Changing the Value of Firms with SaaS Model”
• December 9: “ROI: Is a SaaS Model More Cost Effective than a Traditional Software License?”
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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Participants & Objectives
• Moderated by: Kevin Green, Managing Partner, TripleTree
• SaaS Participants: Mike Doyle, Chairman & CEO, Bob Jurkowski, CEO, Tony Guarascio, CFO,
• Objectives: Explore differences & similarities of go-to-market sales & distribution
strategies of emerging SaaS firms
Learn from C-level experiences on the opportunities & challenges
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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TripleTree Overview & SaaS Experiences
Kevin Green, Managing Partner, TripleTree
About Us
Provide M&A, growth capital, & strategic advisory services to technology, healthcare & business services sectors
SaaS Experiences
Early advocates of SaaS sector through research
Extensive database of over 300+ SaaS firms & interactions with emerging players & VCs in the sector
Hands-on, financial advisory experience with SaaS firms
Middle-market investment banking firm leveraging in-depth industry research, operating backgrounds & extensive
transactional experience
SOFTWARE AS A SERVICEChanging theParadigm in the Software Industry
SOFTWARE AS A SERVICEChanging theParadigm in the Software Industry
2003 OUTSOURCINGUPDATE
2003 OUTSOURCINGUPDATE
2nd GENERATIONASPs
2nd GENERATIONASPs
APPLICATIONSERVICEPROVIDERS (ASPs)
APPLICATIONSERVICEPROVIDERS (ASPs)
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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Framework for Today’s Discussion
Go-to-marketApproaches & Channel
DevelopmentSelling Value Proposition & Overcoming Challenges
Sales Strategy &
Organization Alignment After-sale
Customer Support
FULL
LIFECYCLE
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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About Salesnet
Presented by Michael Doyle,Chairman and CEO
• Next generation, award-winning, patent-pending on-demand CRM
• Improves efficiency, effectiveness, and profitability of sales teams
• Pioneer of software-as-a-service
• First commercial product in 2000
• Private, Boston-based
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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SalesnetGuided Performance Selling (GPS): Salesnet’s CRM Vision for Sales
• Strategy: Deliver CRM solutions that drive the fastest ROI in the industry for companies seeking to improve sales performance
Guide Sales Best-Practices
• Prompt user, capture results
• From anywhere, anytimeTrack Performance
• On-demand sales results
• Integrated customer behaviors
2.2.2.2.
3.3.3.3.
1.1.1.1. Define a Blueprint for Sales Success
• Branded, pre-configured, or custom
• Using patent-pending workflow
“…a masterful process/ workflow design tool.” – Paul Greenberg, best selling CRM Author
Delivered by software, configuration and
administration “-as-a-service”
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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SalesnetEasy to Acquire, Implement, & Own
Salesnet Express$15/user/month
Salesnet Standard$65/user/month
Salesnet Extended$99/user/month
Small Company Needs• Process• Small Team Selling• Contacts & Reporting
Midsize Company Needs+ Large Team Selling+ Mobility+ Advanced Configurability+ Advanced Reporting
Enterprise Company Needs+ Integration/Web Services+ Dashboards & Analytics+ Globalization+ Industry Verticals
< 10 Users
10 - 100 Users
> 100 Users
Key Capabilities Product Recommended User Size
Customers Include:Customers Include:
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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SalesnetThree Pronged Distribution
• Direct Sales into higher mid-market and enterprise sector verticals
• First-to-market On-Demand Reseller Program CRM Resellers Branded Methodology Vendors Rapidly Growing
• OEM/Private Label product drives adoption other industry segments
enterprises
mid-market
smallbusiness
Salesnet Distribution
OEM VerticalPartners
Direct Sales
Reseller
“Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.”-- Frank Visgatis, co-founder
“Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.”-- Frank Visgatis, co-founder
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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About Intacct
Presented by Robert Jurkowski, CEO
Enabling Dynamic Enterprises with ERP On
DemandFor Distributed Enterprises
For ISVsFor Outsourcers
Founded 1999
Headquartered in Los Gatos, CA
Multi-tenant Software-as-Service model
Servicing over 1800 companies
Only IBM ERP On Demand partner
IBM servers and Oracle database
IBM e-business on demand platform
Data secured at hardened IBM Global Data centers
Open source technologies
Investors include Goldman Sachs, Deloitte & Touche, Hummer Winblad, JK&B Capital
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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Freedom and power for the Dynamic Enterprise is Realized
Intacct ERP On Demand becomes a Central Hub
On Demand benefits optimize Business Practices
Intacct Enables the Dynamic Enterprise
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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OutsourcerOutsourcers can offer clients an ERP outsourcing service to become their client’s virtual CFO with anytime/anywhere access.
Starting at $8,000
Annual Fee
$55/User
ISVISVs can offer customers a complete software solution by integrating an ERP back end to their proprietary vertical solutions.
Starting at $70,000
Annual Fee
$55/User
DirectDirect companies can realize the power of becoming a dynamic enterprise by leveraging On Demand and focusing on their core competencies.
Starting at $15,000
Annual Fee
$55/User
Optimizes business models and practices for the following segments:
Intacct Markets & Pricing
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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About HSS
Presented by Tony Guarascio, CFO
Founded 1994
Headquartered in Hamden, CT
Off-the-shelf software with recurring, 3- 5 year contracts
Servicing over 600 customers
Financial position
24% revenue CAGR 1998 – 2004
47% EBITDA CAGR 1998 - 2004
EBITDA margins ~ 23% & growing
Incremental margins 40% - 50%
2004 Best in KLAS, Healthcare Informatics Top 100, Deloitte & Touche FAST 50 Award
Health Care Regulatory Compliance & Medical Claims Reimbursement
ManagementFor Providers
For Health PlansFor IT Vendors
For HIM Consultants
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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HSSValue Proposition
• HSS solutions: Improve the coding, regulatory and reimbursement processes at
provider and payer organizations – streamlining workflow– increasing productivity– ensuring the accuracy of clinical and financial information
Resulting in improved financial performance
• Unique knowledge of provider and payer needs helps us provide tools so clients can: evaluate financial and operational performance target areas for performance improvement balance risk-assumption with profit opportunities
• Within the revenue cycle management process HSS represents a key component of rationalizing an end-to-end solution
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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HSSPricing Model
• Software rental under 3-5 year contracts Evergreen thereafter Escalators within the contract term
• Pricing Hospital pricing based upon bed size and department Payer pricing based upon covered lives by line of
business
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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HSSProducts & Markets
• Products CCRM & Revenue Cycle Desktop for transaction processing Embedded - unbundled “Healthcare Knowledge” Analytical for analyzing a time series of data Knowledge Products
• Markets Payer Provider
• Channels Retail Partners
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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Go-to-marketApproaches & Channel
DevelopmentSelling Value Proposition & Overcoming Challenges
Sales Strategy &
Organization Alignment After-sale
Customer Support
FULL
LIFECYCLE
Key Topics with Leading SaaS Firms
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 18
Go-to-marketApproaches & Channel
DevelopmentSelling Value Proposition & Overcoming Challenges
Sales Strategy &
Organization Alignment After-sale
Customer Support
FULL
LIFECYCLE
Key Topics with Leading SaaS Firms
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 19
Go-to-marketApproaches & Channel
DevelopmentSelling Value Proposition & Overcoming Challenges
Sales Strategy &
Organization Alignment After-sale
Customer Support
FULL
LIFECYCLE
Key Topics with Leading SaaS Firms
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 20
Go-to-marketApproaches & Channel
DevelopmentSelling Value Proposition & Overcoming Challenges
Sales Strategy &
Organization Alignment After-sale
Customer Support
FULL
LIFECYCLE
Key Topics with Leading SaaS Firms
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
Page 21
Next Program
Please join us
Thursday, October 21, 200411:30 am (CT), 12:30 pm (ET), 9:30 am (PT)
Alternatives of Capital FormationAs a SaaS firm, should you consider venture
investment or strategic investors?
Guest speakers from Hummer Winblad Venture Partners and IBM, a leading global technology company
SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”
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TripleTree / SIIA Webcast
Presenters & Hosts
TripleTree LLC7601 France Avenue South
Minneapolis, MN 55435Phone (952) 253-5300
Facsimile (952) 253-5301
www.triple-tree.com
Mike Doyle, Chairman & CEO, Salesnet
Bob Jurkowski, CEO, Intacct
Tony Guarascio, CFO, HSS
Kevin Green, Partner, TripleTree
SIIA1090 Vermont Avenue NWWashington, D.C. 20005Phone (202) 789-4470
Facsimile (202) 289-7097
www.siia.net
SalesNet580 Harrison AvenueBoston, MA 02118
Phone (617) 350-0160Facsimile (617) 3.50-8988
www.salesnet.com
Intacct170 Knowles Drive
Los Gatos, CA 95032Phone (408) 395-1100
Facsimile (408) 399-6665
www.intacct.com
HSS2321 Whitney Avenue
Hamden, CT 06518Phone (203) 407-3900
Facsimile (203) 407-3912
www.hssweb.com
Thank You to All Participants…
Fred Hoch, VP, Software Programs, SIIA
Brian Klemenhagen, Senior Principal, TripleTree