0
The world has changed?
3“It is not the strongestof the species thatsurvive, nor the mostintelligent, but ratherthe one mostadaptable to change.”-...
4“Digital Darwinismis the evolution ofconsumer behaviourwhen society andtechnology evolvefaster than yourability to adapt....
www.flickr.com/photos/maestropastelero/258000448How are you going to developyour Cloud business?
www.flickr.com/photos/winemegup/3641912321Get it right
www.flickr.com/photos/roome/3390682853Get it wrong
You feel like this?
10A higher level perspective
CLOUDSaaSDeliveryService
CLOUD =CUSTOMER
13“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”- Jack Welchwww.flick...
www.flickr.com/photos/sergei24/306212854External speed of change
Internal speed of changewww.flickr.com/photos/14degrees/440515255
Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
Commoditization
Commoditization
Race to the bottomwww.flickr.com/photos/carquestguy/4335716783
SalesChannel Europe ©2013 All rights reserved 21The Buying Process
SearchFindQualifyTryBuyActivateManageUp-sellCross-sellSupportReferStart with the Buyer’s JourneyDifferentiate AAcquireBBase
23Eliminating barriers to sale
Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
Standing out from the crowd
www.flickr.com/photos/29233640@N07/5131195458Differentiation
www.flickr.com/photos/heraldpost/3817195392Differentiation
Opportunity platformwww.flickr.com/photos/36182550@N08/3347465868
SalesChannel Europe ©2013 All rights reservedYour CloudServices29Basic Product/Service:• Technology• Price performance• Pr...
areThe DIFFERENCE
“If I had asked people whatthey wanted, they wouldhave said faster horses.”- Henry Ford- 1854 - 2014
SalesChannel Europe ©2013 All rights reservedGuide them to the right solutionwww.flickr.com/photos/pursuethepassion/382200...
SalesChannel Europe ©2013 All rights reservedShow them the best way forward
SalesChannel Europe ©2013 All rights reservedShow them a better futurewww.flickr.com/photos/sziszo/2632802003
SalesChannel Europe ©2013 All rights reservedBe their cloud architecthttp://ad009cdnb.archdaily.net/wp-content/uploads/201...
Trusted AdvisorBecome a…
A journey into the unknownwww.flickr.com/photos/mtsofan/3618271222
Show customershow to get therewww.flickr.com/photos/19779889@N00/4098873568
The journey is neverstraight forwardwww.flickr.com/photos/dotpolka/3710843358
There will beobstacles aheadwww.flickr.com/photos/executionsinfo/2115921367
Get it rightwww.flickr.com/photos/winemegup/3641912321David R EdniePresident & CEOSalesChannel EuropePh: +33 676 60 09 25 ...
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:
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 of "Partner Roadmap"

  1. 1. The world has changed?
  2. 2. 3“It is not the strongestof the species thatsurvive, nor the mostintelligent, but ratherthe one mostadaptable to change.”- Charles Darwin1809 - 1882
  3. 3. 4“Digital Darwinismis the evolution ofconsumer behaviourwhen society andtechnology evolvefaster than yourability to adapt.”- Brian Solis _
  4. 4. www.flickr.com/photos/maestropastelero/258000448How are you going to developyour Cloud business?
  5. 5. www.flickr.com/photos/winemegup/3641912321Get it right
  6. 6. www.flickr.com/photos/roome/3390682853Get it wrong
  7. 7. You feel like this?
  8. 8. 10A higher level perspective
  9. 9. CLOUDSaaSDeliveryService
  10. 10. CLOUD =CUSTOMER
  11. 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. 12. www.flickr.com/photos/sergei24/306212854External speed of change
  13. 13. Internal speed of changewww.flickr.com/photos/14degrees/440515255
  14. 14. Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
  15. 15. Commoditization
  16. 16. Commoditization
  17. 17. Race to the bottomwww.flickr.com/photos/carquestguy/4335716783
  18. 18. SalesChannel Europe ©2013 All rights reserved 21The Buying Process
  19. 19. SearchFindQualifyTryBuyActivateManageUp-sellCross-sellSupportReferStart with the Buyer’s JourneyDifferentiate AAcquireBBase
  20. 20. 23Eliminating barriers to sale
  21. 21. Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
  22. 22. Standing out from the crowd
  23. 23. www.flickr.com/photos/29233640@N07/5131195458Differentiation
  24. 24. www.flickr.com/photos/heraldpost/3817195392Differentiation
  25. 25. Opportunity platformwww.flickr.com/photos/36182550@N08/3347465868
  26. 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. 27. areThe DIFFERENCE
  28. 28. “If I had asked people whatthey wanted, they wouldhave said faster horses.”- Henry Ford- 1854 - 2014
  29. 29. SalesChannel Europe ©2013 All rights reservedGuide them to the right solutionwww.flickr.com/photos/pursuethepassion/3822008906
  30. 30. SalesChannel Europe ©2013 All rights reservedShow them the best way forward
  31. 31. SalesChannel Europe ©2013 All rights reservedShow them a better futurewww.flickr.com/photos/sziszo/2632802003
  32. 32. SalesChannel Europe ©2013 All rights reservedBe their cloud architecthttp://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
  33. 33. Trusted AdvisorBecome a…
  34. 34. A journey into the unknownwww.flickr.com/photos/mtsofan/3618271222
  35. 35. Show customershow to get therewww.flickr.com/photos/19779889@N00/4098873568
  36. 36. The journey is neverstraight forwardwww.flickr.com/photos/dotpolka/3710843358
  37. 37. There will beobstacles aheadwww.flickr.com/photos/executionsinfo/2115921367
  38. 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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