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
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Partner Roadmap
- 2. The world has changed?
- 3. 3 “It is not the strongest of the species that survive, nor the most intelligent, but rather the one most adaptable to change.” - Charles Darwin 1809 - 1882
- 4. 4 “Digital Darwinism is the evolution of consumer behaviour when society and technology evolve faster than your ability to adapt.” - Brian Solis _
- 5. www.flickr.com/photos/maestropastelero/258000448 How are you going to develop your Cloud business?
- 9. You feel like this?
- 10. 10 A higher level perspective
- 12. CLOUD = CUSTOMER
- 13. 13 “When the rate of change externally is greater than the rate of change internally, you have a problem.” - Jack Welch www.flickr.com/photos/nathaninsandiego/3466495191
- 15. Internal speed of change www.flickr.com/photos/14degrees/440515255
- 17. Product or Services focus -> Solutions focus3 The Sales Cycle -> The Buyer’s Journey2 Partner Enablement1
- 18. Commoditization
- 19. Commoditization
- 20. Race to the bottom www.flickr.com/photos/carquestguy/4335716783
- 21. SalesChannel Europe ©2013 All rights reserved 21 The Buying Process
- 22. Search Find Qualify Try Buy Activate Manage Up-sell Cross-sell Support Refer Start with the Buyer’s Journey Differentiate AAcquire BBase
- 23. 23 Eliminating barriers to sale
- 24. Product or Services focus -> Solutions focus3 The Sales Cycle -> The Buyer’s Journey2 Partner Enablement1
- 25. Standing out from the crowd
- 29. SalesChannel Europe ©2013 All rights reserved Your Cloud Services 29 Basic Product/Service: • Technology • Price performance • Product quality E2E Customer Experience: • People • Perceived value • High touch • Exceed customer expectations • Delight and astound customers 1 2 Support Services 3 E2E Customer Experience Differentiation: 3 Levels of Perceived Value Basic Product/Service Support Services: • Levels of support • Quality of service • Systems • Processes
- 31. “If I had asked people what they wanted, they would have said faster horses.” - Henry Ford - 1854 - 2014
- 32. SalesChannel Europe ©2013 All rights reserved Guide them to the right solution www.flickr.com/photos/pursuethepassion/3822008906
- 33. SalesChannel Europe ©2013 All rights reserved Show them the best way forward
- 34. SalesChannel Europe ©2013 All rights reserved Show them a better future www.flickr.com/photos/sziszo/2632802003
- 35. SalesChannel Europe ©2013 All rights reserved Be their cloud architect http://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
- 37. A journey into the unknown www.flickr.com/photos/mtsofan/3618271222
- 38. Show customers how to get there www.flickr.com/photos/19779889@N00/4098873568
- 39. The journey is never straight forward www.flickr.com/photos/dotpolka/3710843358
- 40. There will be obstacles ahead www.flickr.com/photos/executionsinfo/2115921367
- 41. 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: www.saleschannel-europe.com