Transformational Impact of the Cloud

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The Cloud changes everything. What made you successful in the past will not make you successful in the future. The Cloud changes everything in the GTM model - the value proposition, price points and the decision maker are all different. Things have moved on, the world has change and you had better change to! The key to success: "Change before you have to change."

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Transformational Impact of the Cloud

  1. 1. www.flickr.com/photos/caribb/4694032267
  2. 2. www.flickr.com/photos/caribb/4694032267
  3. 3. Window of opportunity www.flickr.com/photos/anotherphotograph/4577306695
  4. 4. Cloud of opportunity www.flickr.com/photos/anotherphotograph/4578155350
  5. 5. TwoQuestions
  6. 6. 1. Reality or illusion? www.flickr.com/photos/jliba/4768693879
  7. 7. 2. Opportunity or threat? www.flickr.com/photos/squeakywheel/252715820
  8. 8. Helping SOHO/SMB customersmove to the cloud with Office 365
  9. 9. Is thisgoing to be Easy?
  10. 10. Small hint!
  11. 11. A typical customer
  12. 12. 3 ideasfor today www.flickr.com/photos/winemegup/2714977793
  13. 13. Find 3 Take Aways www.flickr.com/photos/jamesjordan/3026672665
  14. 14. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  15. 15. The past 15
  16. 16. The presentwww.flickr.com/photos/nnova/3950714672
  17. 17. The future
  18. 18. The virtual world
  19. 19. The Worldhas Changed
  20. 20. “It is not the strongest of thespecies that survive, nor the most intelligent, but theone most adaptable to change.” Charles Darwin 12 February 1809 – 19 April 1882
  21. 21. Departure gate www.flickr.com/photos/presta/4401008231
  22. 22. Old way11 April 2011 22
  23. 23. New way 23
  24. 24. Goal: avoid this
  25. 25. 3 Drivers ofDisruptive Change
  26. 26. #1. Everything is moving to the web www.flickr.com/photos/netphotography/2563348357
  27. 27. #2. Adoption of SMART phones www.flickr.com/photos/csaila/3648816968
  28. 28. … and tablet devices
  29. 29. #3. The NOW generation
  30. 30. Change =Opportunity
  31. 31. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  32. 32. The Gamehttp://cache.daylife.com/imageserve/00hJ6wC4t695x/610x.jpg
  33. 33. The Gamehttp://www.chess-center.com/images/tournament.jpg
  34. 34. Game-changerCustomers Economy Online Services www.flickr.com/photos/dweinberger/896628236
  35. 35. Get it rightwww.flickr.com/photos/winemegup/3641912321
  36. 36. Get it wrong www.flickr.com/photos/roome/3390682853
  37. 37. You probably feel...
  38. 38. …you should feel like this www.flickr.com/photos/darkpatator/395215642
  39. 39. …or this
  40. 40. Social media is a game-changer
  41. 41. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  42. 42. Self-hypnosis www.flickr.com/photos/fusionpanda/822788491
  43. 43. Improvingour Capacity To Change
  44. 44. thinkdif erently f
  45. 45. A fresh perspective 45
  46. 46. Start with the Buyer’s Journey Search Refer Find Support How do you Qualify differentiate at each point of the customer’s Try Up-sell journey? Manage Buy Activate
  47. 47. No.1 barrier to success www.flickr.com/photos/myklroventine/480909595
  48. 48. Fear of Change “People are not afraid of change. They fear the unknown.” - Dick Brown, CEO of EDS www.flickr.com/photos/n nova/2841741385
  49. 49. Evidence-based Marketing www.flickr.com/photos/lwr/28246829
  50. 50. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  51. 51. The hard way
  52. 52. AND thinking
  53. 53. Change their point of view www.flickr.com/photos/miikka_skaffari/4632166297
  54. 54. Child-like thinking www.flickr.com/photos/toekneesan/3847444842
  55. 55. “I am the worlds worstsalesman, therefore Imust make it easy forcustomers to buy.” F. W. Woolworth April 13, 1852 – April 8, 1919
  56. 56. Customer Experience Map Phases Feelings Memory Impact on Loyalty WOW “I Love it” High Share with Many Enjoyable “I like it” Mid Share with fewFunctional “Works for me” Low NeutralUneventful “OK” None Decrease Missed it “I Don’t Like it” Mid 66% decreaseNever Again “I hate it” High 100% Loss Office 365 Airlift, London, UK. 12th - 14th April 2011
  57. 57. Why is Customer Experience critical?Retention 50% SalesHow do you create a great Customer Experience?
  58. 58. Internal speed of change www.flickr.com/photos/14degrees/440515255
  59. 59. Key Take Away www.flickr.com/photos/jamesjordan/3026672665
  60. 60. Change before youhave to change
  61. 61. Capture the Office 365 opportunity You/Your company + + www.flickr.com/photos/xrrr/2478140383
  62. 62. Get it rightwww.flickr.com/photos/winemegup/3641912321
  63. 63. IMDM & PBDM Summit, Bellevue, WA, USA. 28th & 29th March 2011 www.flickr.com/photos/horacio/3781750
  64. 64. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com th thIMDM & PBDM Summit, Bellevue, WA, USA. 28 & 29 March 2011 www.flickr.com/photos/horacio/3781750

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