Here are my notes from the “Frictionless Sales” presentation by Treb Ryan at Digital Velocity Tealium User Conference 2014, San Diego, CA
dimension data
Generation Cloud = New Expectations
- Immediate availability
- Ubiquitous Access
- Limitless Resources
- Sharing and Collaboration
- Mobile and BYOD
Sales hasn’t evolved since the mainframe until the last few years
- salesforce (1 year contracts)
- softlayer (monthly commitments)
- constant contact (monthly commitments)
- amazon web services (hourly commitments)
1:1 correlation to rapid increase in sales
Elements of a Frictionless Sale – The 3 NoCo’s
- No contact – People who use the cloud like to buy in the cloud (Don’t want to have to talk to someone to be able to purchase something. If you force them to talk to a rep, they will just move on.)
- No contract – Hourly billing is a simple proposition. Customers will continue to a service they like.
- No complexity – Your core value proposition should be simple. Complexity should be grown into.
Frictionless Ops Benefits
- Paying for What you Need
- Almost every application has a sine wave of usage. By modifying the available capacity throughout the day you can reduce costs by as much as 40%.
- Don’t Pay Until You Start
- Save over time – Immediately Take Price Breaks. Your Costs go Down Immediately as Prices Go Down!
- Better Operations – DevOps needs frictionless Operations
- DevOps has the potential to transform IT the way that Agile has transformed development, but IT and Agile methodology needs a frictionless infrastructure
Low Price = Low Risk
- $.20/hourly = $1752/yr
Fast Decisions – Change your sales cycle to Days not Months
Easy Up Sells = Fast Growth
- With frictionless sales – flow charts can spend money
Reduced competition = price stability
- The Thirteen Scariest Things in IT – The End of the Quarter
- Existing customers put far less pressure on pricing than new business
The Power of Measurement
- Direct Cost
- Immediate Feedback
- Focus on Marketing
- Metrics over sales
- Probabilities
- Customer Acquisition Cost Ratio
Tealium takes those metrics to the next level
- Mutli-Vendor Tag Management
- Dev, QA, Prod
- End to End
- Full Reporting
- Gamification
Sales + Contracts: Still Absolutely NEcessary
- Up-sell complex items
- Lock-in pricing
- Exchange Discounts for commitment
- Create long-term relationships
To experience a frictionless sale, visit: http://www.dimensiondata.com/cloud
What do YOU think? Let me know...