Value Migration: The future for Hosters lies in moving up the value chain into Hosted business applications and services to avoid low-end commoditization. What is your strategy to successfully sell, service and support these high value/high touch hosted business services?
24. Value Migration: 5 Key Trends:
1 Massive disruptive change
2 Everything is moving to the web
3 Customers want to enjoy the benefits
4 They want services not infrastructure
5 HSP -> BSP
29. Start with the Buyer’s Journey
Search
Refer Find
Support How do you Qualify
differentiate
at each point of the
customer’s journey? Try
Up-sell
Manage Buy
Activate
30. Helping your customers move
their business to the cloud
Value Migration
www.flickr.com/photos/julishannon/2233750434
31. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
39. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
42. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
46. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
47. Channels to Market
Direct & Partners Enterprise
Online & Partners Midmarket
Online Channel
Telesales SOHO & SMB
Partners
52. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
58. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?
71. Value Migration: 5 Killer Questions:
1 What is your Business Strategy?
2 What is your Value Proposition?
3 What are your Channels to Market?
4 What is your Message & Positioning?
5 How are you going to get there?