IT Go to market transformation - Playing a new ball game

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How the current IT changes are impacting go to market and what new business opportunities are rising from this transformation.

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IT Go to market transformation - Playing a new ball game

  1. 1. Playing aNew Ball GameIT Go-to-Market TransformationDate : June 6th, 2012Laurent.Glaenzer@Lemon-Operations.com 1
  2. 2. We recruit your partnersWe manage them for youorWe train you to do it In 2012, the partners we have recruited will bring €80M to our Clients 2
  3. 3. Start anywhere Win everywhere 15 Client Executives across EMEA +extended local resources3
  4. 4. 4
  5. 5. http://www.erpsoftware360.com5
  6. 6. Transformation approximate $3 335K COST to Business K K K K K $3 K 00 M 00 00 00 50 85 Servers $1 $5 $7 $3 $3 $1 Operational Staff $798K Storage Network K K K K 2K K $4 K 62 45 05 35 35 4 $7 $1 $1 $1 $1 $1 Power/ Traditional Server Cooling Small Stand-Alone Data Center Space Cloud Based Server Services Budget Cloud Data Center 1 000 Servers 1 000 Servers within 100 000 servers Source Wikibon 6
  7. 7. Transformation Social Networks Email users 2007 2008 2009 2010 2011 7
  8. 8. Transformation 8
  9. 9. Transformation Tablets 16 Billions Mobile Internet Devices in 2013 SmartPhones Laptop Desktop 2007 2008 2009 2010 2011 9
  10. 10. Transformation 10
  11. 11. Transformation 11
  12. 12. Transformation Yesterday Tomorrow Telecom Telecom Telecom Telecom IT Vendors IT Vendors Operators Vendors Operators Vendors HW Phones Cabling Internet Devices & Applications Software Lines Switches Distributors Distri Phones Agencies Distri Distri Resellers Resellers Phones Agencies Resellers Resellers SI Purchase Telecom Fonctional Users CXO/MD DSI D Achats D Telecom 12
  13. 13. 13
  14. 14. Channel does notcreate the businessBusiness creates the channel 14
  15. 15. Companies in France 1,6M Companies excl. Individual Cies1 588 000 96 800 <10 employees 10-99 employees 100-249 employees 250-499 employees >1000 employees 15
  16. 16. Distribution map Existing Channels Corporate 120 000 Cies System New Integrators Large Channels Software Consulting Integrators Companies 1 800 000 Cies Telecom Services IT/Apps Value Consultants Added Vertical Channel Resellers (Consultants, subcon- tractors, providers) Technology Functional Commercial Application Stores IT Consumer Consumer Specialist Electronic Goods Stores Retailers Store Consumer Application Stores Consumer 16
  17. 17. Social Channel 17

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