Date post: | 20-Aug-2015 |
Category: |
Technology |
Upload: | csbcommunity |
View: | 638 times |
Download: | 1 times |
Intro and Agenda
• Quick Market Update• IT Channel Transformation• Defining Your CSB Business Model• Differentiating Your CSB Business• Scaling Your CSB Business (Profitably)• “Lean” Customer Acquisition• Ensuring Business Alignment• Resources, Questions & Comments
IT Channel Transformation
In-HouseIT Staff
OPEX SAVINGS
VAR/Agent MSP CSB
Business Model Attributes:
Efficient Product Sales Engine
Provides Break-Fix Support
Earns Margin & Commissions
One-Time Revenue Recurring Revenue (Premise) Recurring Revenue (Cloud)
Sells Products & Services Remotely Manages IT Manages the Cloud
Business Model Attributes:
Sells the Value of Services
Manages On-Premise IT
Earns Margin on MSP Services
Business Model Attributes:
Sells the Value of Solutions
Adds Value to Commodity Cloud
Earns Margin on Blended Service
CAPEX SAVINGS
Outsourced IT Staff
Outsourced IT Staff
Differentiating Your CSB Business
• 277,713 channel partners globally*– 244,905 VARs– 20,981 MSPs– 11,827 Cloud Hosters
• What is your business model?• What are your core competencies?• What are your target markets?• What are your cloud solutions?
– Hosted Apps & Services– Managed & Professional Services– Business Outcomes
* Data Compiled by AMI Partners
Defining Your CSB Business Model
Enterprise
Mid-Market
SMB Market
Cloud Service Broker
Reseller
Integrator
Hoster
Aggregator
Mobility & BYOD
VirtualInfrastructure
Business Continuity
Collaboration & UC
SaaS-basedBusiness
Apps
HybridIT
InformationSecurity
Cloud Services
Target Markets
Business Strategy
CSB Growth
Plan
Cloud SolutionsPortfolio
Sales &Marketing
Metrics
Managed &Professional Services
Scaling Your CSB Business (Profitably)
• Average Deal Value • OTR Value• MRR Value• GM Value
• Cost of Acquisition• Sales Expenses• Marketing Expenses• Ratio to Deal Value
• Deal Volume• Deals/Month• Close Rate• Cycle Time
• Funnel Metrics• Lead Volume• Cost/Lead• Conversion Rate
Measure the Metrics That Matter
“LEAN” Customer Acquisition
Cloud Services Contract Value
Months to Recover Customer Acquisition Cost
Wasted Profits
Recu
rrin
g Re
venu
e
Customer Acquisition Cost Comparison
Lean Breakeven
Traditional Breakeven
Lean Sales & Marketing
Traditional Sales & Marketing
“LEAN” Customer Acquisition
NotTargeted
HighlyTargeted
OutboundMarketing
Outside Sales
Inbound Marketing
Inside Sales
Sales-Driven Customer AcquisitionExpensive Customer
Acquisition Cost
Low CustomerAcquisition Cost
Audience
Audience
Marketing-Driven Customer Acquisition
Awareness Consideration Decision Purchase
Lean Sales & Marketing
Traditional Sales & Marketing
What is Inbound Marketing?
LeadsWebsiteContent
SEO
Site Conversion
Rate
LeadNurturing
SocialMedia
Many Disciplines
WorkingTogether
To Produce Quality Leads
An Inbound Marketing Engine
LeadsWebsiteContent
SEO
Site Conversion
Rate
LeadNurturing
SocialMedia
FuelsYour
Funnel
And Drives
Growth!
Fueling Your Sales Funnel
Website Visitors
Customers
Inbound Marketing:
Converts Website Visitors into Suspects
Converts Suspects into Prospects
Converts Prospects into Sales Opportunities
Top of FunnelSuspects
Middle of FunnelProspects
Bottom of FunnelOpportunities
Generates Traffic to Your Website
Perform Research
Establish Buying Criteria
Select a Vendor Solution
Realize a Problem or Need
The Buyer’s Journey:
Rele
vant
Con
tent
Nurturing Cam
paigns
More Satisfied Buyers
Scalable Customer Acquisition
Ensuring Business AlignmentGrowth Plan
Cost of customer acquisition?
Monthly deal volume?
Average deal value?
Average deal size?
Deal Economics
Create a ScalableBusiness Model
Funnel Metrics
Execute AgainstThat Model
Resources For Attendees
CSB Business Modeling Tools (Give me your business card – I will email today)
– Business Growth Modeling Tool
– Portfolio Planning Modeling Tool
– Funnel Metrics Modeling Tool
FREE Inbound Marketing Assessment– Visit www.csbexcellence.com
CSBcommunity.com Online Resource Center– Visit www.csbcommunity.com