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Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
Partner Roadmap
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Partner Roadmap

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What are the 3 key Success Factors to build a Cloud Computing business: …

What are the 3 key Success Factors to build a Cloud Computing business:
1) Partner Enablement
2) The Sales Cycle -> The Buyer's Journey
3) Product or Service focus -> Solutions Focus

Published in: Business
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Transcript

  • 1. The world has changed?
  • 2. 3“It is not the strongestof the species thatsurvive, nor the mostintelligent, but ratherthe one mostadaptable to change.”- Charles Darwin1809 - 1882
  • 3. 4“Digital Darwinismis the evolution ofconsumer behaviourwhen society andtechnology evolvefaster than yourability to adapt.”- Brian Solis _
  • 4. www.flickr.com/photos/maestropastelero/258000448How are you going to developyour Cloud business?
  • 5. www.flickr.com/photos/winemegup/3641912321Get it right
  • 6. www.flickr.com/photos/roome/3390682853Get it wrong
  • 7. You feel like this?
  • 8. 10A higher level perspective
  • 9. CLOUDSaaSDeliveryService
  • 10. CLOUD =CUSTOMER
  • 11. 13“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”- Jack Welchwww.flickr.com/photos/nathaninsandiego/3466495191
  • 12. www.flickr.com/photos/sergei24/306212854External speed of change
  • 13. Internal speed of changewww.flickr.com/photos/14degrees/440515255
  • 14. Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
  • 15. Commoditization
  • 16. Commoditization
  • 17. Race to the bottomwww.flickr.com/photos/carquestguy/4335716783
  • 18. SalesChannel Europe ©2013 All rights reserved 21The Buying Process
  • 19. SearchFindQualifyTryBuyActivateManageUp-sellCross-sellSupportReferStart with the Buyer’s JourneyDifferentiate AAcquireBBase
  • 20. 23Eliminating barriers to sale
  • 21. Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
  • 22. Standing out from the crowd
  • 23. www.flickr.com/photos/29233640@N07/5131195458Differentiation
  • 24. www.flickr.com/photos/heraldpost/3817195392Differentiation
  • 25. Opportunity platformwww.flickr.com/photos/36182550@N08/3347465868
  • 26. SalesChannel Europe ©2013 All rights reservedYour CloudServices29Basic Product/Service:• Technology• Price performance• Product qualityE2E Customer Experience:• People• Perceived value• High touch• Exceed customer expectations• Delight and astound customers12 Support Services3E2ECustomer ExperienceDifferentiation: 3 Levels of Perceived ValueBasicProduct/ServiceSupport Services:• Levels of support• Quality of service• Systems• Processes
  • 27. areThe DIFFERENCE
  • 28. “If I had asked people whatthey wanted, they wouldhave said faster horses.”- Henry Ford- 1854 - 2014
  • 29. SalesChannel Europe ©2013 All rights reservedGuide them to the right solutionwww.flickr.com/photos/pursuethepassion/3822008906
  • 30. SalesChannel Europe ©2013 All rights reservedShow them the best way forward
  • 31. SalesChannel Europe ©2013 All rights reservedShow them a better futurewww.flickr.com/photos/sziszo/2632802003
  • 32. SalesChannel Europe ©2013 All rights reservedBe their cloud architecthttp://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
  • 33. Trusted AdvisorBecome a…
  • 34. A journey into the unknownwww.flickr.com/photos/mtsofan/3618271222
  • 35. Show customershow to get therewww.flickr.com/photos/19779889@N00/4098873568
  • 36. The journey is neverstraight forwardwww.flickr.com/photos/dotpolka/3710843358
  • 37. There will beobstacles aheadwww.flickr.com/photos/executionsinfo/2115921367
  • 38. Get it rightwww.flickr.com/photos/winemegup/3641912321David R EdniePresident & CEOSalesChannel EuropePh: +33 676 60 09 25 (FRA)Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com

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