The Sales Cycle is dead, welcome to the Buyer's Journey. Selling Cloud Services means aligning with the Buyer Journey and creating compelling value propositions that will move the buyer to action. Success in sales requires anticipating and eliminating multiple barriers to sales that exist along the Buyer’s Journey. Selling services means mastering the art of ‘communicating the invisible’ and describing the benefits of your services in terms of the problems that they solve for your customers.
- 1. Leverage Microsofts positionwww.flickr.com/photos/brandondoran/5427637688
2. Office 365 is theBIG opportunity3 3. Lead the way forward www.flickr.com/photos/36182550@N08/3347465868 4. Its all about leading. SalesChannel Europe2009 SalesChannel Europe. All rights reserved 5 5. Rethink your business 6. and enable all sales channels 7. and get a handle on the key levershttp://www.flickr.com/photos/linneberg/5371017956/ 8. Find 3 Take Awayswww.flickr.com/photos/jamesjordan/3026672665 9. 3 Drivers of SalesTransformation 10. 1 Implications of Selling Cloud Services2 Implications of the Buyers Journey3 The Buyers Decision Making Process 11. 1. Product vs solution sellingwww.flickr.com/photos/kanaka/2395419030 12. Office 365 Airlift, London, UK. 12th - 14th April 2011 13. Product or solution? Or usage scenario?14www.flickr.com/photos/orinrobertjohn/114430223 14. 2. Communicate the invisible 15. 3. Use Partners to augment the customer experience 16. SOHO/SMBCustomerSyndication SOHO/SMBPartner Customer SOHO/SMBCustomer Trusted AdvisorsPartner Channel Sales Training SupportConsulting &AdviceSales Activation Eco-systemMigration Business ProcessServiceMigration 19 17. 1 Implications of Selling Cloud Services2 Implications of the Buyers Journey3 The Buyers Decision Making Process 18. 1. Selling vs Buying www.flickr.com/photos/superzelle/4608034587 19. Remember the Buyers JourneySearchReferFind SupportQualify Up-sellTry ManageBuyActivate 20. Tipping the funnelJosh Bernoff & Charlene Li Josh Bernoff & Ted Schadler 21. Influence is spreadthrough social media 22. Target tomorrows customers 23. Capture their attention 24. Eliminating barriers to success 27Office 365 Airlift, London, UK. 12th - 14th April 2011 25. AND thinking 26. AND executionOffice 365 Airlift, London, UK. 12th - 14th April 2011 www.flickr.com/photos/artwithrays/3919906312 27. Avoid Hole-in-one thinkingOffice 365 Airlift, London, UK. 12th - 14th April 2011 www.flickr.com/photos/turbotoddi/2932650574 28. Co-creation thinking 29. 2. Manage multiple touch points/multiple channels Direct & PartnersEnterprise Online & PartnersMidmarketOnline Channel TelesalesSOHO & SMB Partners 30. Go-To-Market Mapping by Solution PartnershipChannel Structure Services Providers Residential & Enterprise ProfilesCustomersOEMsTEMs T1 MNCStrategic Alliances System Integrators &ENT T2Network Integrators SI&NI /Geographic T3 SMET1 Partners PartnershipsVSPSOHO/SMBDirect Sales / BCSResidential Smaller SPs & ASPs MyCall Telephony & VideoTEMs: NIs:Service Providers Types: Customer Segmentation: Nokia Telindus Incumbents MNC: multiple Intl sites Alcatel Getronics Tier 1 Operators ENT: 500+ ext MyCall Media Sonus PABX Installers Alternate Operators: SME: 20-500 ext Siemens Local NIsTier 2/3 Retail: 10-20 ext MyCall Triple Play NortelT1 Partners: ISPs SOHO/SMB: 2 -10 ext Huawei HP VSPs, VNOs Residential Ericsson IBM Mobile Operators Secured IP Trunking & VPN IPCentrex Telephony & VideoSIs: BEA MVNO. MVNE Logica/CMGASP (W/S): ASP IPCentrex Telephony & Video T-Systems Private Label Atos/Origin Influencers: Contact Center & IVR Capgemini BEA Accenture Microsoft HP / IBM Oracle Local /Global SIs Intel Local SIs Industry Alysts Office 365 Airlift, London, UK. 12th & 14th April 2011 31. Learning preferences by Channels of Choice Never looks at Visits web-site QualifiesSelf- web-site, wants briefly, then Online but Guided face-2-facecalls to QualifyCalls toOnline meeting Close SalesWeb-Web-AgnosticCentricUses Web SiteQualifiesChatsto find Online butOnline Contacttakesto Close InformationFace2FaceDeal to Close 32. Buyers Journey orChannel of Choice? www.flickr.com/photos/1suisse/4206046108 33. Create a compelling Value PropositionProduct ServiceCustomerExperience 34. 3. Keep it simplewww.flickr.com/photos/xrrr/2321685873 35. 1 Implications of Selling Cloud Services2 Implications of the Buyers Journey3 The Buyers Decision Making Process 36. 1. B2B vs B2C. Who is the Decision Maker? www.flickr.com/photos/orangeacid/1383051245 37. Understand how they decide 38. Buyer PersonasSalesChannel Europe 2010 All rights reserved 39. Target different buyer personas 40. MIT GSM Experiment 41. 2. Channels of Choice44 42. Let them chooseOffice 365 Airlift, London, UK. 12th - 14th April 2011 43. 3. Help them to self-qualify 44. SPAM: (R = 0) Persona-Based WebsiteOffice 365 Airlift, London, UK. 12th - 14th April 2011 45. Persona-Based Website 48Office 365 Airlift, London, UK. 12th - 14th April 2011 46. 1 Implications of Selling Cloud Services2 Implications of the Buyers Journey3 The Buyers Decision Making Process 47. Key Take Away: www.flickr.com/photos/jamesjordan/3026672665 48. SalesCentric thinking The E2E CustomerExperience 49. Customer Experience Map PhasesFeelings Memory Impact on LoyaltyWOWI Love it High Share with Many EnjoyableI like it MidShare with fewFunctionalWorks for meLow NeutralUneventfulOK NoneDecrease Missed itI Dont Like it Mid66% decreaseNever AgainI hate it High100% LossOffice 365 Airlift, London, UK. 12th - 14th April 2011 50. Why is Customer Experience critical?Retention50% SalesHow do you create a great Customer Experience? 51. Innovation, new ideasand trial and errorwww.flickr.com/photos/nationaalarchief/4193508328 52. Be available for the customer55 53. Surpass their expectations www.flickr.com/photos/hadaway/237339127 54. Failure comes early successTakes time 55. Get it rightOffice 365 Airlift, London, UK. 12th - 14th April 2011 www.flickr.com/photos/winemegup/3641912321 56. Office 365 Airlift, London, UK. 12th - 14th April 2011 www.flickr.com/photos/horacio/3781750 57. Office 365 Airlift, London, UK. 12th - 14th April 2011 www.flickr.com/photos/horacio/3781750