Leverage your SaaS business! OX Performance Program OX Performance Program July , Michael Lange
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1 Leverage your SaaS business! OX Performance Program
2 Open-Xchange at a glance Global traction. Local action. SaaS#growth:#Total&paid&webmail&user&base:&& #15M&in&2009&//&24M&in&2010&//&45M&in&2011&//&60M#2012& OX&value&proposi;on&focus&on&consumer#and#SMB#segments#indirectly& through&provider&partners& HQ#in&Germany,&offices&in&Nuremberg,&Hamburg,&Berlin&and&Olpe.&US& offices:&ardsley&on&hudson&ny,&san&jose&ca& Sales&Opera;ons&in&Europe,&NA,&SA&and&Asia& Global&Technology&Partnerships& 1
3 OX App Suite No need to go elsewhere Using your data and files right where you work: now that is a game changer!» Documents can be preview, viewed and modified from within App Suite» Music and pictures can be listened to and a slideshow made also with App Suite» Documents can be viewed and managed all from one interface 2
4 OX Performance Program 1. SaaS Performance!? An Introduction. 2. Delivery Model. 3. How do you benefit? 3
5 OX Performance Program 1. SaaS & Performance!? An Introduction. 4
6 One thing before we start... SaaS performance management has to be part of your inital SaaS roadmap. 5
7 SaaS potential higher if phased-in early 10& 9& 8& 7& 6& 5& 4& 3& 2& 1& 0& SaaS&U&aVer&contract&sign& SaaS&U&during&vendor& pitches& roadmap&planning& GTM&fixing& deescala;on& 6
8 OX Performance Program Profitably adopt the capabilities of the cloud-enabled OX Solutions to strategic partner objectives and market segmentation. per for mance [noun] \p"(r)-ˈfȯr-m"n(t)s\ :the fulfillment of a claim, promise, or request, (implementation); ability to perform, (efficiency) 7
9 SaaS performance!? 3 buckets of success. & Recircula;on& &&&&&&Trust& &Upsell& 8
10 OX Performance Program 2. Performance Program Delivery. 9
11 OX Performance Program - Delivery Engagement& Model& Marke;ng& Portal& Best&&&&&& Prac;ces& 3-stepengagement media & content to go business experiences 10
12 OX Performance Program Differentiate your engagement model Business ## ## U Align&Sales&&&Marke;ng&Goals&& U Develop&the&Business&Case&& U Value&vs.&volume&model&& & Branding#&#Posi@oning ## U Target&segmenta;on&& U Use&Cases&& U Product&Naming&&&posi;on&in& por`olio& Packaging#&#Pricing && && U Selling&free &vs.&selluonly&& U Posi;oning&products&within&the& S&M&funnel&& U UpUselling&and&crossUselling/ bundling&opportuni;es& & Communica@ons#(external)## U Where/how&implemented&on&web&site& U Channel&communica;on&& U digital&marke;ng&mix&& Sales#Process#(internal)# U EUCommerce&Process&(Reseller& vs.&direct&from&web&models)& U Implementa;on&considera;ons& (connec;ng&erp/crm&systems)& U Product&training& & 11
13 Exemplary Best Practice. Convert to premium users! Check)Criteria Phase6"Onboarding" Phase6"Established" Phase6"Paying" >6206activities not6used share6contacts,6 adapts not in6ox6appsuite OX6AppSuite uses6mobil6sync Upsell6Triggers used Applicable)Marketing)Channels E"Mail Phone Survey Tutorial Giveaway Converting6Users6to6Customers Yes " Yes " Yes " Onboarding6Green Established6Green Paying6Green Yes " No 26weeks No 26weeks Onboarding6Yellow Established6Yellow Paying6Yellow No 26weeks No 46weeks No 46weeks Onboarding6Red Established6Red Paying6Red No 36weeks No 56weeks No 56weeks Onboarding6Lost Established6Lost Paying6Lost 12
14 SaaS: Drive to Value! Exemplary Best Practice. Homepage& Sender& Who & Product& What & Value& Why & Make&Help&/& Support&via:& & LiveUChat&& & Phone& & available&at& all&;mes!& Product&page& Click & Click & General&product& informa;on& What& For&Whom& Why&(U.S.P.)& Call&to∾on!& Call&to∾on!& Sales&page& Purchase&page& Packages& Price& Purchase!& Call&to∾on!& 13
15 OX Performance Program 3. How do you benefit? 14
16 OX Performance Program You.... create a new revenue stream... take attention away from OTT companies... raise customer rentention... recirculate profitably to your core portfolio. 15
17 You transform customers into regular and frequent users. You monetize SaaS. The OX Performance Program guides you on that way. 16
18 Contact Michael Lange Vice President Performance Program
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