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Difusión Ingeniería en Prevención de Riesgos y Medioambiente - UCN Sede Coquimbo
Transcript of Difusión Ingeniería en Prevención de Riesgos y Medioambiente - UCN Sede Coquimbo
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)
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: email@example.com 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%