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Transformational Impact of the Cloud
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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 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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  • 1. www.flickr.com/photos/caribb/4694032267
  • 2. www.flickr.com/photos/caribb/4694032267
  • 3. Window of opportunity www.flickr.com/photos/anotherphotograph/4577306695
  • 4. Cloud of opportunity www.flickr.com/photos/anotherphotograph/4578155350
  • 5. TwoQuestions
  • 6. 1. Reality or illusion? www.flickr.com/photos/jliba/4768693879
  • 7. 2. Opportunity or threat? www.flickr.com/photos/squeakywheel/252715820
  • 8. Helping SOHO/SMB customersmove to the cloud with Office 365
  • 9. Is thisgoing to be Easy?
  • 10. Small hint!
  • 11. A typical customer
  • 12. 3 ideasfor today www.flickr.com/photos/winemegup/2714977793
  • 13. Find 3 Take Aways www.flickr.com/photos/jamesjordan/3026672665
  • 14. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  • 15. The past 15
  • 16. The presentwww.flickr.com/photos/nnova/3950714672
  • 17. The future
  • 18. The virtual world
  • 19. The Worldhas Changed
  • 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. Departure gate www.flickr.com/photos/presta/4401008231
  • 22. Old way11 April 2011 22
  • 23. New way 23
  • 24. Goal: avoid this
  • 25. 3 Drivers ofDisruptive Change
  • 26. #1. Everything is moving to the web www.flickr.com/photos/netphotography/2563348357
  • 27. #2. Adoption of SMART phones www.flickr.com/photos/csaila/3648816968
  • 28. … and tablet devices
  • 29. #3. The NOW generation
  • 30. Change =Opportunity
  • 31. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  • 32. The Gamehttp://cache.daylife.com/imageserve/00hJ6wC4t695x/610x.jpg
  • 33. The Gamehttp://www.chess-center.com/images/tournament.jpg
  • 34. Game-changerCustomers Economy Online Services www.flickr.com/photos/dweinberger/896628236
  • 35. Get it rightwww.flickr.com/photos/winemegup/3641912321
  • 36. Get it wrong www.flickr.com/photos/roome/3390682853
  • 37. You probably feel...
  • 38. …you should feel like this www.flickr.com/photos/darkpatator/395215642
  • 39. …or this
  • 40. Social media is a game-changer
  • 41. 1 The world has changed2 The cloud is a game-changer3 Change before you have to
  • 42. Self-hypnosis www.flickr.com/photos/fusionpanda/822788491
  • 43. Improvingour Capacity To Change
  • 44. thinkdif erently f
  • 45. A fresh perspective 45
  • 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. No.1 barrier to success www.flickr.com/photos/myklroventine/480909595
  • 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. Evidence-based Marketing www.flickr.com/photos/lwr/28246829
  • 50. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  • 51. The hard way
  • 52. AND thinking
  • 53. Change their point of view www.flickr.com/photos/miikka_skaffari/4632166297
  • 54. Child-like thinking www.flickr.com/photos/toekneesan/3847444842
  • 55. “I am the worlds worstsalesman, therefore Imust make it easy forcustomers to buy.” F. W. Woolworth April 13, 1852 – April 8, 1919
  • 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. Why is Customer Experience critical?Retention 50% SalesHow do you create a great Customer Experience?
  • 58. Internal speed of change www.flickr.com/photos/14degrees/440515255
  • 59. Key Take Away www.flickr.com/photos/jamesjordan/3026672665
  • 60. Change before youhave to change
  • 61. Capture the Office 365 opportunity You/Your company + + www.flickr.com/photos/xrrr/2478140383
  • 62. Get it rightwww.flickr.com/photos/winemegup/3641912321
  • 63. IMDM & PBDM Summit, Bellevue, WA, USA. 28th & 29th March 2011 www.flickr.com/photos/horacio/3781750
  • 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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