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Difusión Ingeniería en Prevención de Riesgos y Medioambiente - UCN Sede Coquimbo

Difusión desarrollada por Mauricio Díaz Cortés ( Noviembre 2012)

Mauricio Andrés Díaz Cortés

on 22 November 2012

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Transcript of Difusión Ingeniería en Prevención de Riesgos y Medioambiente - UCN Sede Coquimbo

Malla Curricular Traditional SaaS Model b) sustain losses for n-years c) Recoup as you pivot business a) Acquire clients @ high cost Matrix Partners preso! Harvard Business Review How to lower the cost of enterprise sales? Rene Birthday >70% More deals 10x S _ _ _ _ _ _ _ _ _ _ a s e m e d CAC to Enterprises For sales leaders who have to move from a SW license model to a SaaS model. IPRYMA Step Two Step One Traditional Funnel is build around outdated selling process based on activity Understanding the Problem Información: Build Around the Buyers Journey? Selling Due to rev-rec policies only the Annual Contract Value (ACV) in the 1st year can be recognized. Most SaaS contracts have an exit clause after 12 months, rendering Total Contract Value (TCV) worthless. Fecha creación Acreditación Duración de estudios 9 de Octubre de 2001 Agosto 2011 - Agosto 2015 5 años Duración Práctica Profesional 5 años 10 Semestres Académicos ( Incluyendo la actividad de titulación que consiste en una memoria) Final del Octavo semestre B2B Sales has a very High CAC How to manage B2B sales facing an exponential CAC. JIVE, BCOV show challenges with this model in Enterprise sales Understanding The Challenge Traditionally we lower CAC using inside sales and/or channels Profits on a 25,000 software license Thus you invest to make every interaction with your client [+], such as bringing on success managers creating a significant increase in cost in Y2 and Y3. Traditional sales approach results in Enterprise buyers requiring a similar effort to earn a significant smaller
revenue. So SaaS says for you to build a business model based on future returns. Revenue of a 25,000 SaaS license IRPYMA Egresados 97% Actualmente trabajando Is this the only way? LET"S GOOGLE IT! PERPETUAL SW LICENSE MODEL HOSTED (SAAS) SW LICENSE Is this just a scaling problem? Does it become profitable when achieving a larger scale Question 2012 * Malla sujeta a cambios i) First year revenue as a result of an enterprise wide licenses commitment. ii) Minus Marketing & Sales cost, that have a direct relationship to the revenue both in amount & time. iii) Allowing sales to build a model that shows profits at the time the investments are made. VS But future revenues are not guaranteed, you need to earn it and invest even further. What to do? SaaS causes a drop in revenues REVENUE COST Selling SaaS in the Enterprise guess
what? And with success Using Traditional Sales Methods Field Sales Team transposed on a traditional 'funnel' view Leads Leads Leads Leads Leads Leads Leads Traditional Enterprise Sales Marketing Inside Sales Build Awareness Leads Opportunities Contracts Revenues Customer Success SalesOps Expanding with SaaS Model Year one Year two Year three Year four Year five Year six Customer Success Customer Success Evaluate Options Buys it Deploys Is successful Recognize Need Step Three Remove Sales Funnel Evaluat Options Buys it Deploys it Is successful Recognizes need Finds out
about it browsing the internet
passionate people (TED)
trusted advisors
sales superstars ? Tools Content Organization Methodology Hire, Train, Compensate and
organize in a flat Structure Trust, Provoke & Consult Leverage Social Media Make it Engaging & Fresh Change the we sell! In the Enterprise way How Sales Superstar social media peer
reference SEO @IndoJacco Matrix Partners To the attention of David Skok Thank You for the inspiration David,
Jacco Campbell, CA Baseball Lessons baseball thinking is medieval ... we are asking all the wrong questions! What I see ... is an imperfect understanding where runs come from... There is an epidemic failure within the game to understand what is really happening... ...and this leads people who run teams to mis-manage their players. sales Skills Expert in Engaging, Story Telling & Online Selling Perpetual SW License Monthly SaaS Revenues B2B Deals have a High Client Acquisition Cost Annual M&S Annual M&S SW License +
1st year M&S Contacto:
Secretaria Jefatura Carrera

Tel. Contacto: (51) 209712 / Fax: (51) 209750

E-Mail: prevencionjc@ucn.cl Help me! Jive Spend on M&S Revenues Clients 2010 2011 $65M $46M 676 560 $45M $29M Diff $19M 77 $16M Year 1 cost of sales! 85% T H N A K Y O U P R E Z I Step Four Rewire your brain to not fight the cloud but to use it! We focus traditional enterprise sales here While success takes place here Gap is too big to close with traditional SaaS sales. Year 1 Year 2 Year 3 Risk with SaaS is way higher Perpetual SaaS TÍTULO PROFESIONAL
Ingeniero en Prevención de Riesgos y Medioambiente
Licenciado en Ciencias de la Ingeniería en Prevención de Riesgos Ciclo Básico Ciclo Profesional ADMISIÓN 500 ptos. mínimos ponderados
Notas enseñanza media = 30%
Prueba Lenguaje y Com = 20%
Prueba matemáticas = 40%
Prueba Ciencias = 10% Retención 94%
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