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 ...

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 The cloud =_business_transformation_parallels cloud council_31.10.13 Presentation Transcript

    • 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 & Training SaaS Transformation Operations Aligned Cloud Services Business
    • 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-sell Manage Keep or Lose Moments Now or Never Moments A Acquire Buy Activate Make or Break Moments
    • 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 • 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
    • 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 www.flickr.com/photos/horacio/3781750