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 ...

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 Presentation Transcript

  • 1. The world has changed?
  • 2. A journey into the unknown
  • 3. the Problem
  • 4. Disruptive change www.flickr.com/photos/mwichary/3690887427
  • 5. You feel like this?
  • 6. OLD THINKING X NEW TECHNOLOGY = FAIL
  • 7. Disruptive thinking
  • 8. Overcoming barriers to change
  • 9. the Solution
  • 10. think dif erent f
  • 11. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  • 12. The hard way
  • 13. AND Thinking
  • 14. AND Thinking www.flickr.com/photos/thelastminute/4754410169
  • 15. AND thinking www.flickr.com/photos/koffiemetkoek/238250538
  • 16. What is your Transformation Strategy?
  • 17. Transformation strategy www.flickr.com/photos/12023825@N04/2898021822
  • 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. Customer Adoption is the New ROI
  • 20. Target early adopters Think outside the box
  • 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. Capture their imaginations www.flickr.com/photos/camdiluv/5788194542
  • 23. Thinking at 3 Time Horizons Horizon 3 12 - 36 months Horizon 2 6 - 12 months Horizon 1 0 - 6 months
  • 24. Get it right www.flickr.com/photos/winemegup/3641912321
  • 25. Get it wrong www.flickr.com/photos/roome/3390682853
  • 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. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  • 28. Future focus
  • 29. Divergent rates of change by Scott Brinker http://chiefmartec.com
  • 30. You can’t teach an old dog new tricks
  • 31. Keep it simple www.flickr.com/photos/xrrr/2321685873
  • 32. Customer use scenarios www.flickr.com/photos/toniblay/52445415
  • 33. Align Business Value with Buyer Personas Source: IBM Institute for Business Value analysis, 2012
  • 34. Agile
  • 35. Adaptive
  • 36. Anticipate change
  • 37. Adapt and adjust
  • 38. Transformational change
  • 39. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  • 40. www.flickr.com/photos/shovellingson/5145823878 Information security Unlocking human potential
  • 41. Cloud adoption maturity
  • 42. Build a better mouse trap www.flickr.com/photos/clementlivolsi/4596430458
  • 43. “If I had asked people what they wanted, they would have said faster horses.” - Henry Ford 1863 - 1947
  • 44. Clarity of vision
  • 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. 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. 1 Mindset Shift 2 Barriers to Adoption 3 Accelerators to Adoption
  • 48. Create a GTM Plan
  • 49. GTM / Sales Acceleration Business Plan
  • 50. New levels of business value www.flickr.com/photos/sundazed/2976653570
  • 51. Create a tipping point
  • 52. Educate
  • 53. Inspire
  • 54. Customer Touchpoint Mapping source: adapted from socialmarketingforum
  • 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. 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. Get it right www.flickr.com/photos/winemegup/3641912321
  • 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