The world has changed?
A journey into the unknown
the

Problem
Disruptive change
www.flickr.com/photos/mwichary/3690887427
You feel like this?
OLD THINKING
X
NEW TECHNOLOGY
=
FAIL
Disruptive thinking
Overcoming barriers to change
the

Solution
think
dif erent

f
Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND Thinking
AND Thinking

www.flickr.com/photos/thelastminute/4754410169
AND thinking

www.flickr.com/photos/koffiemetkoek/238250538
What is your Transformation Strategy?
Transformation strategy

www.flickr.com/photos/12023825@N04/2898021822
Accelerating Time to Revenue
Time to Market
•
•
•
•
•
•
•
•
•

Business/Offer strategy
Value proposition
Marketing Plan
Pr...
Customer Adoption
is the New ROI
Target early adopters

Think outside the box
Accelerating Customer Adoption of Cloud Services
Influencer/Adopter Programs
Influence Generation: Capture the hearts and
...
Capture their imaginations
www.flickr.com/photos/camdiluv/5788194542
Thinking at 3 Time Horizons

Horizon 3
12 - 36 months
Horizon 2
6 - 12 months
Horizon 1
0 - 6 months
Get it right
www.flickr.com/photos/winemegup/3641912321
Get it wrong

www.flickr.com/photos/roome/3390682853
Vendors Users
vs

Sellers

vs

Buyers

Easy to sell
Easy to support

Easy to buy
Easy to use & support

USER-ability

vs

...
1

Mindset Shift

2

Barriers to Adoption

3

Accelerators to Adoption
Future focus
Divergent rates of change

by Scott Brinker http://chiefmartec.com
You can’t teach an old dog new tricks
Keep it simple

www.flickr.com/photos/xrrr/2321685873
Customer use scenarios

www.flickr.com/photos/toniblay/52445415
Align Business Value with Buyer Personas

Source: IBM Institute for Business Value analysis, 2012
Agile
Adaptive
Anticipate change
Adapt and adjust
Transformational change
1

Mindset Shift

2

Barriers to Adoption

3

Accelerators to Adoption
www.flickr.com/photos/shovellingson/5145823878

Information security
Unlocking human potential
Cloud adoption maturity
Build a better mouse trap

www.flickr.com/photos/clementlivolsi/4596430458
“If I had asked people what
they wanted, they would
have said faster horses.”

- Henry Ford
1863 - 1947
Clarity of vision
Where are you on the curve?
Where are you on the curve - ahead or behind, which is the essence of strategy.
Behind:
If you...
Disruptive Opportunity Matrix
New

Extend

White
Space

Defend

Extend

Products
Current

Current

Customers

New

Source:...
1

Mindset Shift

2

Barriers to Adoption

3

Accelerators to Adoption
Create a GTM Plan
GTM / Sales Acceleration Business Plan
New levels of business value

www.flickr.com/photos/sundazed/2976653570
Create a tipping point
Educate
Inspire
Customer Touchpoint Mapping

source: adapted from socialmarketingforum
Thinking at 3 Time Horizons
Business Transformation
Business
Drivers

Executive

Management

Operations
Operational
Needs
...
Cloud Success Factors:
1.
2.
3.
4.
5.
6.
7.

The Cloud is here to stay
Best way to reach the beach is to ride the wave
Ali...
Get it right
www.flickr.com/photos/winemegup/3641912321
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website:...
Business Transformation: 3 Keys to Leveraging Digital Disruption
Business Transformation: 3 Keys to Leveraging Digital Disruption
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Business Transformation: 3 Keys to Leveraging Digital Disruption

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Disruption proceeds transformation. Digital disruption proceeds Digital transformation. Business transformation will follow digital transformation. Two major trends to consider: the rise of the Corporate Consumer and the emergence of the Social Enterprise, which will create enormous opportunities for some and existential threats for others.

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Business Transformation: 3 Keys to Leveraging Digital Disruption

  1. 1. The world has changed?
  2. 2. A journey into the unknown
  3. 3. the Problem
  4. 4. Disruptive change www.flickr.com/photos/mwichary/3690887427
  5. 5. You feel like this?
  6. 6. OLD THINKING X NEW TECHNOLOGY = FAIL
  7. 7. Disruptive thinking
  8. 8. Overcoming barriers to change
  9. 9. the Solution
  10. 10. think dif erent f
  11. 11. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  12. 12. The hard way
  13. 13. AND Thinking
  14. 14. AND Thinking www.flickr.com/photos/thelastminute/4754410169
  15. 15. AND thinking www.flickr.com/photos/koffiemetkoek/238250538
  16. 16. What is your Transformation Strategy?
  17. 17. Transformation strategy www.flickr.com/photos/12023825@N04/2898021822
  18. 18. Accelerating Time to Revenue Time to Market • • • • • • • • • Business/Offer strategy Value proposition Marketing Plan Pricing and positioning Communications campaigns Training sales channels Sales incentives Customer promotions Ready for first customers Time to Revenue • • • • • • • • • Customer Demand generation and incubation programs Adoption Thought Leader/Influencer seeding programs Getting talked about, creating a tipping point Simple to purchase, easy to try before buy Sales channels trained, enabled and activated On-boarding innovators and early adopters Creating a remarkable customer experience Building buzz: recommendations & referrals Maintaining buzz: staying connected to tribe
  19. 19. Customer Adoption is the New ROI
  20. 20. Target early adopters Think outside the box
  21. 21. Accelerating Customer Adoption of Cloud Services Influencer/Adopter Programs Influence Generation: Capture the hearts and minds of Tech savvy early adopters, opinion leaders and influencers Early Adopter Market Channel Partners GTM Strategy & Business Plan Channel readiness & activation Demand Generation Mainstream Market DANGER - CHASM! A Build the buzz!!!! B • • • • • • • Build sales channels Create capacity to service demand Create a tipping point Technology Innovators 2% Distributors Retailers Resellers VARs Service Providers System Integrators Consulting Partners Visionaries Pragmatists Conservatives Sceptics 14% 34% 34% 16% PERCENTAGE OF POPULATION Technology Vendors TIME
  22. 22. Capture their imaginations www.flickr.com/photos/camdiluv/5788194542
  23. 23. Thinking at 3 Time Horizons Horizon 3 12 - 36 months Horizon 2 6 - 12 months Horizon 1 0 - 6 months
  24. 24. Get it right www.flickr.com/photos/winemegup/3641912321
  25. 25. Get it wrong www.flickr.com/photos/roome/3390682853
  26. 26. Vendors Users vs Sellers vs Buyers Easy to sell Easy to support Easy to buy Easy to use & support USER-ability vs USE-ability
  27. 27. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  28. 28. Future focus
  29. 29. Divergent rates of change by Scott Brinker http://chiefmartec.com
  30. 30. You can’t teach an old dog new tricks
  31. 31. Keep it simple www.flickr.com/photos/xrrr/2321685873
  32. 32. Customer use scenarios www.flickr.com/photos/toniblay/52445415
  33. 33. Align Business Value with Buyer Personas Source: IBM Institute for Business Value analysis, 2012
  34. 34. Agile
  35. 35. Adaptive
  36. 36. Anticipate change
  37. 37. Adapt and adjust
  38. 38. Transformational change
  39. 39. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  40. 40. www.flickr.com/photos/shovellingson/5145823878 Information security Unlocking human potential
  41. 41. Cloud adoption maturity
  42. 42. Build a better mouse trap www.flickr.com/photos/clementlivolsi/4596430458
  43. 43. “If I had asked people what they wanted, they would have said faster horses.” - Henry Ford 1863 - 1947
  44. 44. Clarity of vision
  45. 45. Where are you on the curve? Where are you on the curve - ahead or behind, which is the essence of strategy. Behind: If you are behind the curve and chasing the market then you have ceded a great deal of control and you must have the ability to execute and be very agile in execution. Your bets are defined. Your strategic posture is reactive and defensive. Ahead: If you are ahead of the curve you are trying to drive the market, which requires a very different agility there you require a set of controlled bets in execution with the ability to constantly probe the frontier and execute on success. Here you are reacting to yourself and your direction instead of where others have been.
  46. 46. Disruptive Opportunity Matrix New Extend White Space Defend Extend Products Current Current Customers New Source: Create Marketplace Disruption by Adam Hartung, Pearson Education, Inc. 2009
  47. 47. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  48. 48. Create a GTM Plan
  49. 49. GTM / Sales Acceleration Business Plan
  50. 50. New levels of business value www.flickr.com/photos/sundazed/2976653570
  51. 51. Create a tipping point
  52. 52. Educate
  53. 53. Inspire
  54. 54. Customer Touchpoint Mapping source: adapted from socialmarketingforum
  55. 55. Thinking at 3 Time Horizons Business Transformation Business Drivers Executive Management Operations Operational Needs Thinking Time Horizon Drivers of change Operational Excellence Organisation Value Cost Price
  56. 56. Cloud Success Factors: 1. 2. 3. 4. 5. 6. 7. The Cloud is here to stay Best way to reach the beach is to ride the wave Align your sales actions with customer adoption Use the Cloud to create a collaborative workplace Leverage ease of use and ease of installation Put power and control in the hands of your people Leverage the transformational impact of co-creation, innovation and competitive advantage
  57. 57. Get it right www.flickr.com/photos/winemegup/3641912321
  58. 58. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com www.flickr.com/photos/horacio/3781750
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