The world has changed?
A journey into the unknown
the

Problem
OLD THINKING
X

NEW TECHNOLOGY
=
FAIL
Eliminating barriers to change

6
You should feel like this!
the

Solution
think
dif erent

f
Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND Thinking
AND thinking

www.flickr.com/photos/koffiemetkoek/238250538
Cloud Adoption Success Factors - Internal
Business
Strategy

Product &
Development
Sales &
Marketing
Support
Services
& Tr...
Cloud Adoption Success Factors - External
7 Challenges
Facing

Service Providers
#1. Anticipating change

17
#2. Responding to change

18
#3. Internal Alignment
#4. Listening to customers
#5. Standing out from the crowd
#6. Overcoming barriers to market entry

www.flickr.com/photos/myklroventine/480909595
Put the customer at the
center of your solar system
GTM and Sales Acceleration Plan
Sales Channel Strategy
Start with the Buyer’s Journey
Multiplier
Moments

Search
Refer

B
Base

Find

Support

Qualify

Differentiate
Try

Up-sel...
Customer Touchpoint Mapping

source: adapted from socialmarketingforum
SalesChannel Europe ©2013 All rights reserved
#7. Executing consistently

www.flickr.com/photos/good_day/38181398
Get it wrong

www.flickr.com/photos/roome/3390682853
think
dif erent
f
OLD THINKING
X

NEW TECHNOLOGY
=
FAIL
GTM / Sales Acceleration Business Growth Process
Go-To-Market Alignment
• Market data & analysis
• Target segment sizing
•...
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:...
The cloud =_business_transformation_parallels cloud council_31.10.13
The cloud =_business_transformation_parallels cloud council_31.10.13
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The cloud =_business_transformation_parallels cloud council_31.10.13

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Digital disruption will create enormous opportunities for Business Transformation. Are you ready for change? Here are 7 key challenges that I see facing Telcos and Service Providers as they take their Cloud Services offers to market.

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The cloud =_business_transformation_parallels cloud council_31.10.13

  1. 1. The world has changed?
  2. 2. A journey into the unknown
  3. 3. the Problem
  4. 4. OLD THINKING X NEW TECHNOLOGY = FAIL
  5. 5. Eliminating barriers to change 6
  6. 6. You should feel like this!
  7. 7. the Solution
  8. 8. think dif erent f
  9. 9. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  10. 10. The hard way
  11. 11. AND Thinking
  12. 12. AND thinking www.flickr.com/photos/koffiemetkoek/238250538
  13. 13. Cloud Adoption Success Factors - Internal Business Strategy Product & Development Sales & Marketing Support Services & Training SaaS Transformation Operations Aligned Cloud Services Business
  14. 14. Cloud Adoption Success Factors - External
  15. 15. 7 Challenges Facing Service Providers
  16. 16. #1. Anticipating change 17
  17. 17. #2. Responding to change 18
  18. 18. #3. Internal Alignment
  19. 19. #4. Listening to customers
  20. 20. #5. Standing out from the crowd
  21. 21. #6. Overcoming barriers to market entry www.flickr.com/photos/myklroventine/480909595
  22. 22. Put the customer at the center of your solar system
  23. 23. GTM and Sales Acceleration Plan
  24. 24. Sales Channel Strategy
  25. 25. Start with the Buyer’s Journey Multiplier Moments Search Refer B Base Find Support Qualify Differentiate Try Up-sell Manage Keep or Lose Moments Now or Never Moments A Acquire Buy Activate Make or Break Moments
  26. 26. Customer Touchpoint Mapping source: adapted from socialmarketingforum SalesChannel Europe ©2013 All rights reserved
  27. 27. #7. Executing consistently www.flickr.com/photos/good_day/38181398
  28. 28. Get it wrong www.flickr.com/photos/roome/3390682853
  29. 29. think dif erent f
  30. 30. OLD THINKING X NEW TECHNOLOGY = FAIL
  31. 31. GTM / Sales Acceleration Business Growth Process Go-To-Market Alignment • Market data & analysis • Target segment sizing • Areas of business opportunity Marketing • Market Opportunity • Value Innovation • Positioning & Messaging • Demand Generation Programs Strategy • Target Market definition • Target Market Segmentation • 6 Reasons Why? • Key business challenges facing Target Customers • Compelling Value Propositions • Offer Definitions • High level Messaging • Customer touchpoints Organisation • Roles & Responsibilities • Structure • Processes • Systems • Virtual teams • Action oriented • Collaborative • Trial and Error • Do it, Test it, Change it • Culture of agility Sales • Blue Ocean Value Canvas • Digital Media Strategy • Marketing Collateral Measure & Adjust • Sales Organisation • Sales Channel Strategy • Sales Skills Development • Sales Motivation • Sales Toolkit Support • Support Processes • Support Channels • Support Skills Development • Service Culture SalesChannel Europe ©2013 All rights reserved Measure & Adjust • Direct Sales • Retail Sales • Telesales - INBOUND • Telesales - OUTBOUND • Partners/Resellers • Recommenders/Influencers • Online channel • Online • Telephone support • Support partners
  32. 32. Get it right www.flickr.com/photos/winemegup/3641912321
  33. 33. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com www.flickr.com/photos/horacio/3781750
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