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Consumismo

Causas y consecuencias
by

Analu Ly Acurio

on 11 October 2012

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Transcript of Consumismo

Las Causas CAmbiando los valores PersonaleS b) Gratificación retrasada c) Fuerte ética de trabajo a) Recursos limitados Matrix Partners preso! Harvard Business Review How to lower the cost of enterprise sales? Rene Birthday CONSUMISMO >70% More deals 10x S _ _ _ _ _ _ _ _ _ _ a s e m e d CAC sus causas y consecuencias Autor: Victor Fong JIVE Step Two Step One Traditional Funnel is build around outdated selling process based on activity Comprendiendo el Problema El Problema: Build Around the Buyers Journey? 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. At an OpEx M&S New Deals ('11) $77,285k ($44,794k) 77 The bigger the losses 2006 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 Overall Result ($50,804) What does it mean? LET"S GOOGLE IT! PERPETUAL SW LICENSE MODEL HOSTED (SAAS) SW LICENSE ... the more you spend on M&S The more you sell.. Is this just a scaling problem? Does it become profitable when achieving a larger scale Question 2006 1) F´ácil acceso al crédito

2) PublicIdAD

3) Falta de Educación

4) Cambio en los Valores Personales 4 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? Introducción REVENUE COST Introducción guess
what? And with success 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 @ecologiaysalud.ucsur UNIVERSIDAD CIENTÍFICA DEL SUR To the attention of Gustavo Lertora Milagros Cuevas
Alexandra Luque
Ana Louise Ly
Carla Machicao Integrantes, Jueves 11 de Octubre 2012 Las Consecuencias 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 Don't forget to call your Mom! 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 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 -El consumismo aumenta la cantidad de deudas
-En consecuencia hacen que las personas no sean productivas ni útiles para la sociedad Para el individuo - Aumento del 36% de lo que debía
- Aumento de ingreso personal del 15% - Se debe seguir gastando para mantener la economía saludable
- Para crear trabajos y riqueza para los inversionistas Para la economía Gasto en exceso: El gran problema Bueno para la economía Malo para el individuo - La extracción de materia prima para la producción de bienes y servicios tienen un efecto perjudicial para el ambiente Para el medio ambiente Lluvias acidas inadecuado control de emisión de las plantas eléctricas China País que tiene el mayor grado de emisión de gases de efecto invernadero comparado con Australia, Canadá y Nueva Zelanda Estados Unidos 1. Dioxido de carbono

2. Metano

3. Oxido nitroso

4. Gases fluorados Efecto invernadero? Generan cantidad de ingresos como ....
intereses
comisiones LaS compañiaS Pre–impuestos 360% 1990 - 2003 Comisiones 250% P U B l I c D A D I Venta de productos
de consumo negocio extremadamente
competitivo estamos constantemente
bombardeados con... ¡ANUNCIOS! Inver$ión publicitaria global ahora supera el crecimiento de la economía mundial piensan que por más anuncios que tengan, su marca se destacara entre las demás. “Los consumidores son como cucarachas, les rocías una y otra vez pero quedan inmunes después de un rato”. Consecuencias? una nueva generación de consumidores con peores hábitos de consumo que sus predecesores. Quiebras de personas
< 24 años 2x en los últimos 20 años Falta de EDUCACIÓN La administración del dinero no se enseña en las escuelas. ¡NO ES UNA PRIORIDAD! The Jump$tart
Coalition realizo una encuesta a los adolescentes con preguntas básicas : El mayor puntaje fue 52 Laura Levine:
"Los niños de ahora no saben lo suficiente acerca de las finanzas personales básicas para poder manejar su dinero sabiamente” factores que conducen al consumismo los vendedores tienen que constantemente ponerse creativos para anunciar sus productos. POR EJEMPLO:
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