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What is AVID/WICOR?

A different Methodology to sell a SaaS solution in the enterprise based on lowering CAC
by

Antonio Ortiz

on 3 September 2013

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Transcript of What is AVID/WICOR?

W
I
COR

Collaboration
b) Response/edit/revision groups
c) Study groups
a) Group projects
Matrix Partners preso!
How to lower the cost of enterprise sales?
S
_ _ _ _ _ _ _ _ _ _
a
s
e
m
e
d
Writing
Develop deep
content
knowledge
Develop as readers and writers
W
ICOR:

What is AVID/
WICOR?
Writing process
Respond, revise
Edit, final draft
(prewrite to final draft)
The bigger the losses
Skilled questioning
Socratic Seminars
Quickwrites/discussions
Inquiry
JIVE, BCOV show challenges with this model in Enterprise sales
Profits on a 25,000 software license
Revenue of a 25,000 SaaS license
Inquiry
Critical-thinking activities
($4,319)
Cornell notes
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
Writing
($9,008k)
Losses are sustained at bigger volume of clients
Result
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
What to do?
4,679
clients
Large Scale!
AVID's mission
A
schoolwide approach
to curriculum and rigor
guess
what?
transposed on a traditional 'funnel' view
Leads
Leads
Leads
Leads
Leads
Leads
Leads
Leads
Some College
High School
Year one
Year two
Year three
Year four
Year five
Year six
College Degree
Post Graduate
Evaluate Options
Buys it
Deploys
Is successful
Recognize Need
Know content
specific strategies
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
habits
Behaviors
Methodology
Trust, Provoke & Consult
Leverage Social Media
Challenge
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
Critical reading
Reciprocal teaching
SQ5R (Survey, Question, Read, Record, Recite, Review, Reflect)
KWL (What I Know; What to Learn; Learned)
sales
Skills
What is AVID?
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!
Why
What
How
Tools
Binders
Graphic organizers
Year 1
Year 2
Year 3
SaaS
http://www.futureofsalesisnow.com
find out more on
AVID's mission is to close the achievement gap by preparing all students for college readiness and success in a global society.
A structured
college preparatory system
working directly with schools and districts
-apelarea la o echipă de
specialiști în domeniu
cu jutorul cărora să se forma-
lizezze sistemele și metodele
manageriale
A
direct support
structure for first generation college goers, grades 4-16
Quickwrites
Learning logs, journals
Writing Questions
Open-minded activities
WI
C
OR

d) Collaboration activities
e) Tutorials
f) Jigsaw activities
g) Read-arounds
WIC
O
R

Calendars, planners, agendas
WICO
R

Organization
Reading
"Think-alouds"
Text structure
Meeting the
Full transcript