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... vous estimez que : Les prévisionnels de vente sont imprécis Le volume du pipeline ne sécurise pas vos objectifs Le tau...
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Inscrivez vous à notre session d’1H00 Sophie VEYRENC [email_address] 06 22 23 44 81
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2010/04/08 - Optimisation des cycles de vente - Club Alliances IBM

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Comment optimiser les processus et cycles de vente pour les éditeurs de Solutions Saas.

Publié dans : Business
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2010/04/08 - Optimisation des cycles de vente - Club Alliances IBM

  1. 1. Si...
  2. 2. ... vous estimez que : Les prévisionnels de vente sont imprécis Le volume du pipeline ne sécurise pas vos objectifs Le taux de (ré)abonnement est trop faible Trop d’opportunités en cours sont en attente et “glissent” Les cycles de vente sont in(dé)finis
  3. 3. Ou si...
  4. 4. Les clients “n’ont pas le temps”, “nous trouvent trop chers”, “ne justifient pas l’investissement temps et budget” ou “reportent leur décision” “ Je ne sais pas quand et comment bien positionner la “démo”” “ Je perds le contrôle de l’opportunité en fin de cycle” “ L’ Informatique a cassé le projet en prétextant des questions de sécurité” “ Nous n’avons pas obtenu le consensus du Comité de Direction” “ Je ne sais pas quand et comment (dis)qualifier une mauvaise affaire” “ Je n’arrive pas à détecter assez d’opportunités” ... vous détectez les symptômes suivants :
  5. 5. Alors nous pouvons vous aider.
  6. 6. ... à travers un parcours en quatre étapes : Vous êtes curieux ? Rejoignez notre session “échanges et information” (1 heure) Vous êtes intéressé ? Suivez une session de sensibilisation (3 heures) Vous voulez appliquer ? Suivez un cursus de “ Formation-Action” (8 x 1 jour modulable) Vous voulez approfondir ? Faites-vous accompagner par un expert (individualisé)
  7. 7. ... dans le cadre du Club Alliances : Loïc Simon [email_address] - +33 (0) 6 76 75 40 71 Global Business Partner – IBM FRANCE 17 avenue de l'Europe - 92275 Bois-Colombes Cedex Tél IBM : +33 (0) 1 58 75 50 06 http://www.cluballiances.com/ http://www.linkedin.com/in/loicsimonibmhttp://www.twitter.com/cluballiances Editeurs, intégrateurs et sociétés de services rejoignent le Club Alliances pour atteindre un ou plusieurs objectifs Business liés au SaaS ou au BPaaS : - Développer des  partenariats et alliances  avec d'autres entreprises qui adressent le même marché. - Partager  expériences et bonnes pratiques  dans le domaine du  SaaS  et du BPaaS. - Mutualiser  des ressources et des  moyens marketing  innovants pour développer les Ventes.   - Profiter de  plateformes IaaS  [Infrastructure as a Service] et  PaaS  [Plateforme as a Service],  "powered by IBM"  pour développer, mettre en oeuvre et délivrer des applications SaaS. - Accéder à des experts métier et à des experts de la  migration vers le SaaS   et le Cloud. - Exploiter un  partenariat avec IBM  et le Club Alliances pour gagner en  visibilité et/ou en  crédibilité.
  8. 8. Sophie Veyrenc Spécialiste “terrain” depuis plus de 10 ans de vente de prestations à forte valeur ajoutée, Sophie apporte son savoir faire aux éditeurs. « Je commercialise depuis 4 ans des offres métiers (ERP/PLM) exclusivement en mode SaaS auprès des PMI et suis quotidiennement confrontée à l’urgence de l’efficacité commerciale, pour le client comme pour nous. » Jean-Marc Bellot Victor Boissel Jean-Marc a occupé pendant plus de 20 ans des fonctions vente et marketing dans les industries de technologie. Il passa près de 10 ans chez Business Objects, notamment en tant que responsable régional pour l’Europe du Sud. En 3 ans, la contribution de ce territoire passa de 0 à près de 10% du chiffre d’affaires mondial de l’éditeur. Depuis 2003, il accompagne des jeunes pousses, dont des éditeurs SaaS dans l’amélioration de la performance commerciale à travers la mise en place de processus. Depuis 2003, Victor accompagne des sociétés dans leur développement. Leur point commun ? Les contraintes : complexité du cycle de vente, ressources limitées, technicité de l’offre. Ainsi, ses clients l’utilisent pour concevoir et implémenter un processus de vente qui s’applique opérationnellement à leur environnement. Selon Victor, l’efficacité, notamment commerciale, repose sur une idée : « L’intelligence est en danger dans les cerveaux, elle doit être placée dans les outils et les processus.  » ... avec l’accompagnement de trois experts du Club Alliances:
  9. 9. Vous avez envie d’en savoir plus ?
  10. 10. Inscrivez vous à notre session d’1H00 Sophie VEYRENC [email_address] 06 22 23 44 81

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