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Strategies and Tools to Help you Cross-sell and Up-sell

Strategies and Tools to Help you Cross-sell and Up-sell. Bill Vlandis Wendy Smith Clayton Moulynox. Oct ’08 North Shore, OAHU. Aug ’09 Sydney. Feb ’08 Stevens Pass, Washington. Oct ’06 Panaitan Island, Indonesia. Why are we here. Why are we here. The Fisherman.

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Strategies and Tools to Help you Cross-sell and Up-sell

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  1. Strategies and Tools to Help you Cross-sell and Up-sell Bill Vlandis Wendy Smith Clayton Moulynox

  2. Oct ’08 North Shore, OAHU Aug ’09 Sydney Feb ’08 Stevens Pass, Washington Oct ’06 Panaitan Island, Indonesia

  3. Why are we here

  4. Why are we here

  5. The Fisherman

  6. Some Rules of Marketing 40 – 40 - 20 (Freeman F. Gosden) It costs 5 times more to sell to a new customer than to an existing customer “Rescuing defected customerscosts 100 times morethan keeping existingcustomers. ... because current customers are 10 times easier to sellthannewcustomers.” (www.marketingprofs.com) If you get the right message to the right person at the right time they will engage

  7. Fishing where the fish are? Office (32%) Win Server & WESS (30%) SQL Server (12%) Exchange Server (9%) Other – 19 categories (15%) Chart: Microsoft SMB Breadth Revenue FY09, % by products

  8. Fishing where the fish are? Office (32%) Win Server & WESS (30%) SQL Server (12%) Exchange Server (9%) Other – 19 categories (15%) Chart: Microsoft SMB Breadth Revenue FY09, % by products

  9. Using analysis for contact strategy PRIORITY 1 All highlighted PRIORITY 2 All non highlighted

  10. Taking the message to market Upgrade The Desktop Office No Better Time Virtualisation & Management The Value of VL Business Insights LOB Apps Business Servers Web Platform Comms & Collaboration Business Ready Security

  11. Helping you generate demand Messaging and Value Props Insert image Insert image Customer Emails and Images Banner Ads , HTML, Flyers Insert image Insert image Sales Cards & Telesales Scripts partner.microsoft.com/australia

  12. Wendy SmithCustomer Opportunity Insights Tool

  13. Customer Insights Tool (CIT)

  14. Demonstration

  15. How do I get access to the Customer Insights Tool? Be part of the Top VAR initiative Transact a minimum $10k Open Contact your PAM Contact me: wesmith@microsoft.com ? Please come and talk to me or your PAM if you are keen to be involved in the Top VAR initiative

  16. Clayton MoulynoxGeneral Manager, Evolve IT

  17. Voice of the Partner • Focus on business engagement, not technical engagement. • Leverage resources available to us through the MPN. • Active within the partner community. Clayton Moulynox, General Manager, Evolve IT Australia Established 1993 20 staff across VIC and WA Moved from break-fix to “MSP”

  18. Using Customer Insights Tool • Is: • A resource you can leverage • A tool to add to your sales toolkit • Evolve IT has adopted the CIT as: • A driver for account management planning. • A tool for identifying targeted marketing prospects. • Is NOT: • A silver bullet • Going to sell for you

  19. CIT: Account Management Planning We all do Key Account Management Plans – Don’t we? Gives us foresight & predictability in to the next logical opportunity. Proactively bringing the opps to the client gives them confidence that you’re thinking about their business. Allows you to uncover latent opps = better chance of winning! Real Life Example: A Victorian sporting body...

  20. CIT: (very) Targeted Marketing We generally perform targeted marketing, not broad reach. CIT filters can identify clients to include in very targeted marketing campaign. E.g. “Breadth Commercial -> Lower Mid-Market ->Office upgrade opp”. Try and coincide these with Microsoft Customer Campaigns. TOPVar Marketing Playbooks...

  21. Summary • A tool to leverage, not an answer to selling • Integrate in to your sales/marketing processes • Customer Insights Tool adds value by: • Saving you time • Helps drive positive customer conversations • Uncovers latent sales opportunities which help you win

  22. Download your Customer Insights Opportunity Tool emailwesmith@microsoft.com or go to the Partner Portal for more information link Leverage the marketing materials on the Partner Marketing Centre Here Next steps

  23. Attend the Marketing Workshop and you could win... Up-selling and Cross-selling to Small and Mid-size customers Workshop Thursday at 4:00pm-5:40pm $5000 in marketing funds for your business ... or a new Lenovo S10e

  24. SMB Specific Sessions Thursday 3rd September

  25. SMB Specific Sessions Friday 4th September

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