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Pendapat Pendapat Antaretnik Pada Mahasiswa UGM Yogyakarta

A digital white paper presenting the need for a different methodology to sell a SaaS solution in the enterprise.
by

yoga puradiredja

on 23 October 2014

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Transcript of Pendapat Pendapat Antaretnik Pada Mahasiswa UGM Yogyakarta

Case Study
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Rene Birthday
S
_ _ _ _ _ _ _ _ _ _
a
s
e
m
e
d
JIVE
Understanding the Problem
Case Study:
Kelompok 10
Komunikasi Lintas Budaya
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
BCOV
PERPETUAL SW LICENSE MODEL
HOSTED (SAAS) SW LICENSE
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
profit
s 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?
?
Tools
Content
Organization
Methodology
Hire, Train, Compensate and
organize in a flat Structure
Trust, Provoke & Consult
Leverage Social Media
Make it Engaging & Fresh
In the Enterprise
How
sales
Skills
Expert in Engaging, Story Telling & Online Selling
Penelitian ini terdiri dari 150 Mahasiswa yang meliputi mahasiswa Jawa Tengah, Batak, dan Bugis-Makasar yang masing-masing 50 Mahasiswa.
Annual M&S
Annual M&S
SW License +
1st year M&S
Don't forget to call your Mom!
Help me!
T
H
N
A
K
Y
O
U
P
R
E
Z
I
Why
What
How
Gap is too big to close with traditional SaaS sales.
Year 1
Year 2
Year 3
Risk with SaaS is way higher
Perpetual
SaaS
Pendapat-Pendapat Antaretnik Pada Mahasiswa UGM Yogyakarta
Metode Penelitian
Data dan Analisi
Responden dari setiap kategori diminta untuk menyebutkan ciri-ciri yang mereka anggap khas, baik untuk etnik sendiri (ingroup) maupun untuk dua group lain (outgroup).
Pendapat-pendapat Mahasiswa Batak
Pendapat-pendapat Mahasiswa Jawa Tengah
Pendapat-pendapat Mahasiswa Bugis-Makasar
Korelasi Antara Pendapat Ingroup Dengan Pendapat Outgroup Menurut Daftar Ciri
Jarak Sosial Terhadap Outgroup-outgroup
Any Questions for our presentation ??
Full transcript