Transcription
Directions EMEA
Packaging, Pricing and PositioningYour Cloud Solutionshttp://neuralimpact.ca/Directions2017
Sharka ChobotAbout SharkaSharka’s contact info Chief Transformation Officer, Neural Impact 30 year marketing executive (Simply Acctg (Sage),Pivotal CRM, ATI Technologies, Epicor ERP/Vantage Point)(604) 987-4275Sharka@neuralimpact.ca Professor Marketing & Behavioral Science Advisor to Microsoft Partners and ISVs aroundthe globe Creator: CRM Product Categorywww.neuralimpact.ca
Partner Selling ChallengesHigh Cost of SellingLong Sales CycleLow Lead to Close ConversionLow Win RatesDelayed Projects
TraditionalSelling
Marketing is the new salesMarketingMarketingSales57%Sales
Changing Buyer Expectations
UncertaintyRiskDependency83% of respondents to the AccentureTechnology Vision 2016 survey agreedthat “Trust is the cornerstoneof the digital economy”TRUST Confident Decision
Shift to packagedofferingshttps://abakion.com/#pricing
skywalker/en us/PDFs/SAP CP Pricing September 2017.pdf
Average Revenue Mix for a Cloud MSPIP15%10%IPManaged ServicesHosting20%Project/Professional5%Source: Cloud MSP research by AMI Partners, Inc. N 5050%Resale
Partners are rapidly adopting cloud focusedbusiness models8%MDC Research, Microsoft Cloud Profitability Scenarios, May 2015Offer project services only15%Offer project and managed services48%Offer project services, managedservices and IP
The IP Staircase – Offering DifferentiationFull Vertical SolutionOwn Repeatable IPCurrent Offering StackTurnkey functionalinfrastructurePackagedextensionsDynamics 365Labeled bundlesPOTENTIAL ISV PARTNERINGCOMPLEXITY/COSTFull ific Function
Time and MaterialsTraditional Proposalshttp://www.consultingcloud.org
Think Proposal
One fixedoutoftheboxpriceisnotanoption!!!What are you leaving on the table because of “one size fits all” pricing/packaging?38%56%Psychological reactant31%13%13%6%01%-19%20%-40% 40%Estimated Revenue missed due to “One Size Fits All” Pricing/PackagingSource: Flexera Software online poll Saas ISVs, April 2011Other
Shift from time & materials to packaged solutionsTime &MaterialsCustomerPerceived Customer RiskLength of Decision MakingTime to DeployHighLowPackagedSolutions“Out of the Box”InternalCost of SellingLength of Sales CycleLabour IntensityMarginsHigh
Core differentiation?ModernWorkplaceBusiness as/Apps andInfrastructureData and erage
Pricing models1234PerpetualLicenseConsumption – Usagebased on criteria,pay as you goTiered – Scalable, paybased on levels criteriaFreemium – Capacity,feature, time, use case
Plan and pricingCenter StageMost PopularLite edition 29/MOPerfect forStandard edition 99/MOIdeal for growingPremium edition 159Designed for/MO
p-cloud-pricing-microsoft-dynamics/
https://www.greenrope.com/dynamics-alternative?cmp GDynamics&utm source bing&utm medium cpc&utm campaign TPP%20%20Dynamics%20US&utm term %2Bdynamics%20%2Bpricing&utm content Dynamics%20-%20Pricing
http://www.o365financials.com/for-business/pricing
SpringboardRetrieved June 2016 http://springboard.cloud2020.co.uk/
Customer NicheEx: What are your segments?Retrieved May 2016
Retrieved June 2017 http://bindtuning.com/bundles
Persona packaging & pricingAzure Remoteapp PricingWhat is theJOB yourProduct isbeing hiredto do?BasicStandardPremiumPremium plusTask ngineerIdeal useLightweight LOBapplications(e.g., data entry,expense reporting)ProductivityApplications(e.g., Office)Productivity apps withlarge data files (e.g.Excel with macros)Design or heavycompute apps(e.g. MATLAB)Storage(per user)50 GB50 GB50 GB50 GB 10 15 20 25Target userStarting price(per user/month)
What is PowerMap?If you’re looking for a more visual representation of recordsin your Microsoft Dynamics CRM system, PowerMap will beyour new best friend. PowerMap lets user choose an entityin CRM, choose a view, and plots all of the individualrecords from that view on one map. Users can map morethan one entity, and more than one view at a time, and canalso save their PowerMap preferences, including mapconfigurations, zoom levels and views Supports any entity with an address field Click on a pin on a map, and a summary of therecord will display Open a record directly from the map, by clicking on thename of the record in the summary viewRetrieved May 2016 http://www.powerobjects.com/powerpacks/powermap/ Copyright Power ObjectsAdd Ons
Vertical Value add Free Forever Applet
Call me!
Source: Retrieved Mary 2016, Copyright of each respective owner. https://azure.microsoft.com/en-us/marketplace/
Drive Conversion
Scarcity & Loss Pricing ApproachUse code: ForeverMeExpires: August 31, 2016
Free Trial – Limited Time
Cloud Industry Services StrategyBusiness CaseSelection ServicesEnablement ServicesIndustry BenchmarkingOptimization Services
Renewal906030
Lower Costs & Development TimeAzure ARM template library on Azure.comComplementary Tools Include Chef Puppet LabsAzure ARM template library on Github
Building a customer lifetime value engineDevelopa focusCreate yoursolutionIdentifythe offerExpandyour service
Try the free value proposition rka@neuralimpact.cawww.neuralimpact.ca(604) 987-4275EMOTIONAL AUDITSUMMARYTRIBAL CONNECTIONPERSONA ENGAGEMENTEMOTIONAL VISUAL STIMULATIONCURIOSITY AND NOVELTYSIMPLICITY VS COMPLEXITYPROOF OF CLAIMSTRUST AND CREDIBILITYVALUE EXCHANGE AND 0% 20% 40% 60% 80%100%
SessionHow to Increase Online Engagement and Drive ConversionBE.20Best practices in Digital Marketing Engagement - TownhallDiscussionBE.21Packaging, Pricing and Positioning Your Cloud SolutionsBE.22Berlin
One fixed out of the box price is not an option!!! Psychological reactant . Azure Remoteapp Pricing What is the JOB your Product is being hired . Azure ARM template library on Azure.com Azure ARM template library
