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A meta-strategy for mobile:

An overall comprehensive path along the strategies for content management, development and deployment of mobile applications
by

Matteo Aliffi

on 2 April 2013

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Transcript of A meta-strategy for mobile:

WHAT 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 an overall comprehensive path along the strategies for
content management, development and deployment of
mobile applications JIVE Step Two Step One Traditional Funnel is build around outdated selling process based on activity Understanding the Problem WHERE Build Around the Buyers Journey? Università degli studi di Roma
"Tor Vergata" 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. Revenue At an OpEx M&S New Deals ('11) $77,285k ($44,794k) 77 The bigger the losses Revenue At a M&S OpEx New Deals ('11) $18,836k ($9,008k) 382 Quarterly 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 Traditionally we lower CAC using inside sales and/or channels Profits on a 25,000 software license BCOV Result ($4,319) Overall Result ($50,804) ... 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 The platform selection Losses are sustained at bigger volume of clients Result What to do? 4,679 clients Large Scale! 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 matteo.aliffi@gmail.com http://wizapp.mobi Thank You for your support Tiziana,
Matteo Roma, RM Mobile Apps. 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. stores Skills Expert in Engaging, Story Telling & Online Selling Perpetual SW License Monthly SaaS Revenues B2B Deals have a High Client Acquisition Cost Solo urbane 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% 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. Risk with SaaS is way higher Perpetual http://www.futureofsalesisnow.com Grazie dell'attenzione A meta-strategy for mobile: Facoltà di Ingegneria Tesi di Laurea Magistrale in Ingegneria informatica Relatore
Prof. Ing. Giovanni Cantone Correlatore
Ing. Paolo Subiaco Laureando
Matteo Aliffi La rivoluzione del mobile Nel 2000, nel mondo 1 persona su 10 possedeva un cellulare Alla fine del 2009 la statistica è arrivata 6 persone su 10 Chiamate Sms Messaggistica
via Internet Fotografare Navigare Social network App Giochi Video The content management HOW Revenue At a M&S OpEx New Deals ('11) $18,836k ($9,008k) 382 Quarterly Result ($4,319) The development technologies Step Two Step One Traditional Funnel is build around outdated selling process based on activity Build Around the Buyers Journey? 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 Cambiare capire modo How Sales Superstar social media peer
reference SEO Skills Expert in Engaging, Story Telling & Online Selling 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 http://www.futureofsalesisnow.com di pensare
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