Partnering for Change
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Partnering for Change

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Change is hard. Working with a strong partner to lead the way to change certainly helps.

Change is hard. Working with a strong partner to lead the way to change certainly helps.

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  • 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. SalesChannel Europe ©2013 All rights reservedwww.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. Driving theWhat is
  • 16. www.flickr.com/photos/gsfc/5958581666The Post-PC Era
  • 17. The Post-PC Era
  • 18. BYODwww.flickr.com/photos/betchaboy/5508595958
  • 19. CorporateConsumersConnectedCustomers12
  • 20. Agility1Utility2
  • 21. Tools and resources to growyour Cloud Business
  • 22. www.flickr.com/photos/cc511/1975196563What do tomorrow’s connectedcustomers look like?
  • 23. Product or Services focus -> Solutions focus3The Sales Cycle -> The Buyer’s Journey2Partner Enablement1
  • 24. 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