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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

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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