1 / 6

Telemarketing as a new sales channel for SaaS

Telemarketing as a new sales channel for SaaS. SIIA On Demand Amsterdam, Wednesday, 11 June 2008 Stefan Suttarp, CEO Axtera. Agenda. The present German/ DACH SW market - a complex system SaaS will change the sales structures in the SW market Telemarketing as a new sales channel for SaaS.

chaeli
Download Presentation

Telemarketing as a new sales channel for SaaS

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Telemarketing as a new sales channel for SaaS SIIA On Demand Amsterdam, Wednesday, 11 June 2008 Stefan Suttarp, CEO Axtera

  2. AXTERA Präsentation 2008 Agenda • The present German/ DACH SW market - a complex system • SaaS will change the sales structures in the SW market • Telemarketing as a new sales channel for SaaS

  3. Big Players: concentrate on big enterprises via KAM targeting large accounts Smaller SW providers: concentrate on indirect sales, minimum brand/ marketing power  Low rate of segmentation and no systematic market approach for the SME market Pull market: passive demand awareness, no action, only reaction The present German/DACH SW Market - a complex system direct Key Account Management / Internet TOP Independent dealers SME Small SW providers and Big Players BOTTOM sales reps VAR/ VAD SO HO indirect SO HO Internet sales Secondary dealers Foreign players Seite 3 AXTERA Präsentation 2008 Big Enterprises Large Accounts 30.08.2014

  4. SaaS will change the sales structures in the SW market direct Key Account Management / Internet Independent dealers Small SW providers and Big Players sales reps VAR/ VAD indirect Internet sales Secondary dealers Foreign players AXTERA Präsentation 2008 new value creation/ value chain by SaaS will change business models SW Providers VAR/VAD traditional market approach licence sales- comission Project-/ integration- revenues Service contract licence sales SaaS market approach • licence rent- comission • Minimized participation in value chain • Long but low volume of revenue streams licence rent

  5. Telemarketing as a new sales channel for SaaS Seite 5 AXTERA Präsentation 2008 Indirect sales channels via VAR and VAD: • Are not able for a systematic market approach – Push market • Are not interested in SaaS- solution due to lack of profit margin/ low volume projects • SW Telemarketing as a new additional sales channel closes the gap • It reduces the sales costs, especially in the lower SME-segment, despite using highly qualified IT experts. • The customer has the new SaaS product explained and sold to him directly (enabling): Telemarketing Centre acts as a consultant in the selection of the SaaS system that can best solve the customer's problem. • telemarketing reduces the time-to-market for new SaaS providers and for new modules/applications for existing SaaS products, by addressing potential customers directly. • For new market participants, telemarketing offers the possibility of penetrating a market without having to build up their own, expensive sales and support organisation.

  6. AXTERA Präsentation 2008 Thank you for your attention Please don‘ t hesitate to contact me for further information Stefan Suttarp CEO Axtera AG Hertzstr. 28 D-76275 Ettlingen Tel.: +49 7243 56159 100 stefan.suttarp@axtera.com

More Related