Sales Strategy

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Information about Sales Strategy

Published on July 6, 2008

Author: kktv

Source: slideshare.net

EXECUTING EFFECTIVE SALES & DISTRIBUTION STRATEGIES A TripleTree/SIIA SaaS Webcast October 12, 2004 CEO / CFO PARTICIPANTS:

Introducing the SaaS Webcast Series Fred Hoch , Vice President, Software Programs, SIIA About SIIA and SIIA’s SaaS Industry Initiative Four-part SaaS Webcast Series, Co-sponsored with TripleTree TODAY: “Executing Effective Sales and Distribution Strategies” October 21: “Alternatives of Capital Formation” (Hummer Winblad and IBM) November 11: “Dramatic Development are Changing the Value of Firms with SaaS Model” December 9: “ROI: Is a SaaS Model More Cost Effective than a Traditional Software License?”

Fred Hoch , Vice President, Software Programs, SIIA

About SIIA and SIIA’s SaaS Industry Initiative

Four-part SaaS Webcast Series, Co-sponsored with TripleTree

TODAY: “Executing Effective Sales and Distribution Strategies”

October 21: “Alternatives of Capital Formation” (Hummer Winblad and IBM)

November 11: “Dramatic Development are Changing the Value of Firms with SaaS Model”

December 9: “ROI: Is a SaaS Model More Cost Effective than a Traditional Software License?”

Participants & Objectives Moderated by: Kevin Green, Managing Partner , TripleTree SaaS Participants: Mike Doyle , Chairman & CEO, Bob Jurkowski , CEO, Tony Guarascio , CFO, Objectives: Explore differences & similarities of go-to-market sales & distribution strategies of emerging SaaS firms Learn from C-level experiences on the opportunities & challenges

Moderated by:

Kevin Green, Managing Partner , TripleTree

SaaS Participants:

Mike Doyle , Chairman & CEO,

Bob Jurkowski , CEO,

Tony Guarascio , CFO,

Objectives:

Explore differences & similarities of go-to-market sales & distribution strategies of emerging SaaS firms

Learn from C-level experiences on the opportunities & challenges

TripleTree Overview & SaaS Experiences Kevin Green , Managing Partner, TripleTree About Us Provide M&A, growth capital, & strategic advisory services to technology, healthcare & business services sectors SaaS Experiences Early advocates of SaaS sector through research Extensive database of over 300+ SaaS firms & interactions with emerging players & VCs in the sector Hands-on, financial advisory experience with SaaS firms Middle-market investment banking firm leveraging in-depth industry research, operating backgrounds & extensive transactional experience SOFTWARE AS A SERVICE Changing the Paradigm in the Software Industry 2003 OUTSOURCING UPDATE 2 nd GENERATION ASPs APPLICATION SERVICE PROVIDERS (ASPs)

Kevin Green , Managing Partner, TripleTree

About Us

Provide M&A, growth capital, & strategic advisory services to technology, healthcare & business services sectors

SaaS Experiences

Early advocates of SaaS sector through research

Extensive database of over 300+ SaaS firms & interactions with emerging players & VCs in the sector

Hands-on, financial advisory experience with SaaS firms

Framework for Today’s Discussion Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

About Salesnet Presented by Michael Doyle, Chairman and CEO Next generation, award-winning, patent-pending on-demand CRM Improves efficiency, effectiveness, and profitability of sales teams Pioneer of software-as-a-service First commercial product in 2000 Private, Boston-based                    

Presented by

Michael Doyle,

Chairman and CEO

Next generation, award-winning, patent-pending on-demand CRM

Improves efficiency, effectiveness, and profitability of sales teams

Pioneer of software-as-a-service

First commercial product in 2000

Private, Boston-based

Salesnet Guided Performance Selling (GPS): Salesnet’s CRM Vision for Sales Strategy: Deliver CRM solutions that drive the fastest ROI in the industry for companies seeking to improve sales performance Guide Sales Best-Practices Prompt user, capture results From anywhere, anytime Track Performance On-demand sales results Integrated customer behaviors 2. 3. “… a masterful process/ workflow design tool.” – Paul Greenberg, best selling CRM Author Delivered by software, configuration and administration “-as-a-service” 1. Define a Blueprint for Sales Success Branded, pre-configured, or custom Using patent-pending workflow

Strategy: Deliver CRM solutions that drive the fastest ROI in the industry for companies seeking to improve sales performance

Guide Sales Best-Practices

Prompt user, capture results

From anywhere, anytime

Track Performance

On-demand sales results

Integrated customer behaviors

Define a Blueprint for Sales Success

Branded, pre-configured, or custom

Using patent-pending workflow

Salesnet Easy to Acquire, Implement, & Own Salesnet Express $15/user/month Salesnet Standard $65/user/month Salesnet Extended $99/user/month Small Company Needs Process Small Team Selling Contacts & Reporting Midsize Company Needs + Large Team Selling + Mobility + Advanced Configurability + Advanced Reporting Enterprise Company Needs + Integration/Web Services + Dashboards & Analytics + Globalization + Industry Verticals < 10 Users 10 - 100 Users > 100 Users Key Capabilities Product Recommended User Size Customers Include:

Small Company Needs

Process

Small Team Selling

Contacts & Reporting

Salesnet Three Pronged Distribution Direct Sales into higher mid-market and enterprise sector verticals First-to-market On-Demand Reseller Program CRM Resellers Branded Methodology Vendors Rapidly Growing OEM/Private Label product drives adoption other industry segments enterprises mid-market small business Salesnet Distribution OEM Vertical Partners Direct Sales Reseller “ Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.” -- Frank Visgatis, co-founder

Direct Sales into higher mid-market and enterprise sector verticals

First-to-market On-Demand Reseller Program

CRM Resellers

Branded Methodology Vendors

Rapidly Growing

OEM/Private Label product drives adoption other industry segments

About Intacct Presented by Robert Jurkowski, CEO Enabling Dynamic Enterprises with ERP On Demand For Distributed Enterprises For ISVs For Outsourcers Founded 1999 Headquartered in Los Gatos, CA Multi-tenant Software-as-Service model Servicing over 1800 companies Only IBM ERP On Demand partner IBM servers and Oracle database IBM e-business on demand platform Data secured at hardened IBM Global Data centers Open source technologies Investors include Goldman Sachs, Deloitte & Touche, Hummer Winblad, JK&B Capital

Founded 1999

Headquartered in Los Gatos, CA

Multi-tenant Software-as-Service model

Servicing over 1800 companies

Only IBM ERP On Demand partner

IBM servers and Oracle database

IBM e-business on demand platform

Data secured at hardened IBM Global Data centers

Open source technologies

Investors include Goldman Sachs, Deloitte & Touche, Hummer Winblad, JK&B Capital

Intacct Enables the Dynamic Enterprise Freedom and power for the Dynamic Enterprise is Realized Intacct ERP On Demand becomes a Central Hub On Demand benefits optimize Business Practices

Intacct Markets & Pricing Optimizes business models and practices for the following segments: Outsourcer Outsourcers can offer clients an ERP outsourcing service to become their client’s virtual CFO with anytime/anywhere access. Starting at $8,000 Annual Fee $55/User ISV ISVs can offer customers a complete software solution by integrating an ERP back end to their proprietary vertical solutions. Starting at $70,000 Annual Fee $55/User Direct Direct companies can realize the power of becoming a dynamic enterprise by leveraging On Demand and focusing on their core competencies. Starting at $15,000 Annual Fee $55/User

About HSS Presented by Tony Guarascio, CFO Founded 1994 Headquartered in Hamden, CT Off-the-shelf software with recurring, 3- 5 year contracts Servicing over 600 customers Financial position 24% revenue CAGR 1998 – 2004 47% EBITDA CAGR 1998 - 2004 EBITDA margins ~ 23% & growing Incremental margins 40% - 50% 2004 Best in KLAS, Healthcare Informatics Top 100, Deloitte & Touche FAST 50 Award Health Care Regulatory Compliance & Medical Claims Reimbursement Management For Providers For Health Plans For IT Vendors For HIM Consultants

Founded 1994

Headquartered in Hamden, CT

Off-the-shelf software with recurring, 3- 5 year contracts

Servicing over 600 customers

Financial position

24% revenue CAGR 1998 – 2004

47% EBITDA CAGR 1998 - 2004

EBITDA margins ~ 23% & growing

Incremental margins 40% - 50%

2004 Best in KLAS, Healthcare Informatics Top 100, Deloitte & Touche FAST 50 Award

HSS Value Proposition HSS solutions: Improve the coding, regulatory and reimbursement processes at provider and payer organizations streamlining workflow increasing productivity ensuring the accuracy of clinical and financial information Resulting in improved financial performance Unique knowledge of provider and payer needs helps us provide tools so clients can: evaluate financial and operational performance target areas for performance improvement balance risk-assumption with profit opportunities Within the revenue cycle management process HSS represents a key component of rationalizing an end-to-end solution

HSS solutions:

Improve the coding, regulatory and reimbursement processes at provider and payer organizations

streamlining workflow

increasing productivity

ensuring the accuracy of clinical and financial information

Resulting in improved financial performance

Unique knowledge of provider and payer needs helps us provide tools so clients can:

evaluate financial and operational performance

target areas for performance improvement

balance risk-assumption with profit opportunities

Within the revenue cycle management process HSS represents a key component of rationalizing an end-to-end solution

HSS Pricing Model Software rental under 3-5 year contracts Evergreen thereafter Escalators within the contract term Pricing Hospital pricing based upon bed size and department Payer pricing based upon covered lives by line of business

Software rental under 3-5 year contracts

Evergreen thereafter

Escalators within the contract term

Pricing

Hospital pricing based upon bed size and department

Payer pricing based upon covered lives by line of business

HSS Products & Markets Products CCRM & Revenue Cycle Desktop for transaction processing Embedded - unbundled “Healthcare Knowledge” Analytical for analyzing a time series of data Knowledge Products Markets Payer Provider Channels Retail Partners

Products CCRM & Revenue Cycle

Desktop for transaction processing

Embedded - unbundled “Healthcare Knowledge”

Analytical for analyzing a time series of data

Knowledge Products

Markets

Payer

Provider

Channels

Retail

Partners

Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

Next Program Please join us Thursday, October 21, 2004 11:30 am (CT), 12:30 pm (ET), 9:30 am (PT) Alternatives of Capital Formation As a SaaS firm, should you consider venture investment or strategic investors? Guest speakers from Hummer Winblad Venture Partners and IBM, a leading global technology company

Please join us

Thursday, October 21, 2004

11:30 am (CT), 12:30 pm (ET), 9:30 am (PT)

Alternatives of Capital Formation

As a SaaS firm, should you consider venture investment or strategic investors?

Guest speakers from Hummer Winblad Venture Partners and IBM, a leading global technology company

TripleTree / SIIA Webcast Presenters & Hosts Mike Doyle, Chairman & CEO, Salesnet Bob Jurkowski, CEO, Intacct Tony Guarascio, CFO, HSS Kevin Green, Partner, TripleTree Thank You to All Participants… Fred Hoch, VP, Software Programs, SIIA Brian Klemenhagen, Senior Principal, TripleTree TripleTree LLC 7601 France Avenue South Minneapolis, MN 55435 Phone (952) 253-5300 Facsimile (952) 253-5301 www.triple-tree.com SIIA 1090 Vermont Avenue NW Washington, D.C. 20005 Phone (202) 789-4470 Facsimile (202) 289-7097 www.siia.net SalesNet 580 Harrison Avenue Boston, MA 02118 Phone (617) 350-0160 Facsimile (617) 3.50-8988 www.salesnet.com Intacct 170 Knowles Drive Los Gatos, CA 95032 Phone (408) 395-1100 Facsimile (408) 399-6665 www.intacct.com HSS 2321 Whitney Avenue Hamden, CT 06518 Phone (203) 407-3900 Facsimile (203) 407-3912 www.hssweb.com

Presenters & Hosts

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