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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Transcript

  • 1. The world has changed?
  • 2. A journey into the unknown
  • 3. the Problem
  • 4. OLD THINKING X NEW TECHNOLOGY = FAIL
  • 5. Eliminating barriers to change 6
  • 6. You should feel like this!
  • 7. the Solution
  • 8. think dif erent f
  • 9. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  • 10. The hard way
  • 11. AND Thinking
  • 12. AND thinking www.flickr.com/photos/koffiemetkoek/238250538
  • 13. Cloud Adoption Success Factors - Internal Business Strategy Product & Development Sales & Marketing Support Services & Training SaaS Transformation Operations Aligned Cloud Services Business
  • 14. Cloud Adoption Success Factors - External
  • 15. 7 Challenges Facing Service Providers
  • 16. #1. Anticipating change 17
  • 17. #2. Responding to change 18
  • 18. #3. Internal Alignment
  • 19. #4. Listening to customers
  • 20. #5. Standing out from the crowd
  • 21. #6. Overcoming barriers to market entry www.flickr.com/photos/myklroventine/480909595
  • 22. Put the customer at the center of your solar system
  • 23. GTM and Sales Acceleration Plan
  • 24. Sales Channel Strategy
  • 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. Customer Touchpoint Mapping source: adapted from socialmarketingforum SalesChannel Europe ©2013 All rights reserved
  • 27. #7. Executing consistently www.flickr.com/photos/good_day/38181398
  • 28. Get it wrong www.flickr.com/photos/roome/3390682853
  • 29. think dif erent f
  • 30. OLD THINKING X NEW TECHNOLOGY = FAIL
  • 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. Get it right www.flickr.com/photos/winemegup/3641912321
  • 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