0
The world has changed?
www.flickr.com/photos/maestropastelero/258000448How are you going to developyour Cloud business?
“Should I Buy or Build?”www.flickr.com/photos/seatbelt67/502255276
Build vs Buy
Build vs Buy
Build your own platformwww.flickr.com/photos/limjoeypics/5576384558
Whitelabel someone else’s platform
Cloud Strategy?www.flickr.com/photos/tpf/3760071072
Agility1Utility2A strategy that delivers…
The killer question?www.flickr.com/photos/coreytempleton/3935005227
What is the problemfor which you are thesolution?
Questions:The Customer:1.What do your customers value the most?2.Why?3.How will you deliver it to them?Your Business:1.Whe...
No Killer answers
Door to the futurewww.flickr.com/photos/maurymccown/1614878016
Focus on the Business Opportunity
You feel like this?
19A higher level perspective
Value Migration
Success: Accelerating Adoption of Lync services33 Myths of Scale2Time to Market1
Time to Marketwww.flickr.com/photos/georges/390274922
Time to Marketwww.flickr.com/photos/kevandotorg/5837174879
Time to Market
1. Support2. Service3. Training4. GTM strategy5. Marketing6. Sales7. Customer satisfaction8. End 2 End Customer Experience...
1. Building a technical solution to the problemWhat you did think about
Changewww.flickr.com/photos/90585146@N08/8222922317
www.flickr.com/photos/daniele_sartori/2371157397Whitelabel Model
Whitelabel Model
Selected Lync Whitelabel Partners:
Time to Market ≠ Time to RevenueTime to Revenue = Time to AdoptionConclusion #1
Time to Market isNecessary butnot sufficientConclusion #2
CustomerAdoptionWhat is the critical factor?
3 Myths of Scale2Time to Market13 Success: Accelerating Adoption of Lync services
#1. Learn the business firstwww.flickr.com/photos/dugspr/4546083147
Avoid linear thinkingwww.flickr.com/photos/alphageek/116975715
www.flickr.com/photos/atomicity/14570249Minimize complexity
Strategic directionMaximize agility
www.flickr.com/photos/29456235@N04/3665618772#2. Scale kills business agility
Business agility
Adapting to change
Responding to change
Reacting to change
“The rate of change inbusiness today really putsyou at a disadvantage ifyou make long-terminvestments in anything.”- a cus...
www.flickr.com/photos/tomwachtel/8483561666#3. Scale is a competitive advantage
Build a compelling valueproposition and they will comewww.flickr.com/photos/tomwachtel/8483607472
…your path to profitability?www.flickr.com/photos/ktb/103625316
Build: cost per seatThe Myth of ScaleTimeCostBuy: cost per seatBuildBuy
Build: cost per seatThe Myth of ScaleTimeCostBuy: cost per seatBuildBuildBuy BuyBuy
Conventional thinkingwww.flickr.com/photos/1suisse/3504595493
Get ahead of the herdwww.flickr.com/photos/pirateparrot/3176580968
Quality of ServiceCustomer SatisfactionCustomer Experience
www.flickr.com/photos/sundazed/2976653570Where is the value?
3 Myths of Scale2Time to Market13 Success: Accelerating Adoption of Lync services
“If I had asked people whatthey wanted, they wouldhave said faster horses.”- Henry Ford- 1863 - 1947
Guide them to the right solutionwww.flickr.com/photos/pursuethepassion/3822008906
Show them the best way forward
Show them a better futurewww.flickr.com/photos/sziszo/2632802003
Be their CloudSolutions Architecthttp://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
areThe DIFFERENCE
Misperception
Co-Create Brainstorm, learn, create, produceShare, contribute, improve, make decisionsTalk, chat, exchange information and...
64“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”- Jack Welchwww.flick...
www.flickr.com/photos/sergei24/306212854External speed of change
Internal speed of changewww.flickr.com/photos/14degrees/440515255
67Eliminating barriers to success
Binary thinking
the Business firstBuildKey messageBuildthe Platform
1stBuyBuild2ndTakeaway
1. Agility and Utility3 benefits of whitelabeling2. Service as a Service3. Predictability & Certainty
One more thing
Milk
Cow
EnterpriseCOLLABORATIONEnablementWhat business are you in?
www.flickr.com/photos/horacio/3781750David R EdniePresident & CEOSalesChannel EuropePh: +33 676 60 09 25 (FRA)Email: david...
Whitelabeling to Win
Whitelabeling to Win
Whitelabeling to Win
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Whitelabeling to Win

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Break out of the old and outdated business logic of "Build it and they will come"? The world has moved on and now there are new and previously unavailable ways to get to market faster using Buy Strategies. Whitelabeling to Win looks at three of the key decision points to consider when making the Build vs Buy judgment call. Are you going to make the smart Build vs Buy decision?

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Transcript of "Whitelabeling to Win"

  1. 1. The world has changed?
  2. 2. www.flickr.com/photos/maestropastelero/258000448How are you going to developyour Cloud business?
  3. 3. “Should I Buy or Build?”www.flickr.com/photos/seatbelt67/502255276
  4. 4. Build vs Buy
  5. 5. Build vs Buy
  6. 6. Build your own platformwww.flickr.com/photos/limjoeypics/5576384558
  7. 7. Whitelabel someone else’s platform
  8. 8. Cloud Strategy?www.flickr.com/photos/tpf/3760071072
  9. 9. Agility1Utility2A strategy that delivers…
  10. 10. The killer question?www.flickr.com/photos/coreytempleton/3935005227
  11. 11. What is the problemfor which you are thesolution?
  12. 12. Questions:The Customer:1.What do your customers value the most?2.Why?3.How will you deliver it to them?Your Business:1.Where is the business value for you?2.Where is the economic value?3.What will it take for you to achieve it?
  13. 13. No Killer answers
  14. 14. Door to the futurewww.flickr.com/photos/maurymccown/1614878016
  15. 15. Focus on the Business Opportunity
  16. 16. You feel like this?
  17. 17. 19A higher level perspective
  18. 18. Value Migration
  19. 19. Success: Accelerating Adoption of Lync services33 Myths of Scale2Time to Market1
  20. 20. Time to Marketwww.flickr.com/photos/georges/390274922
  21. 21. Time to Marketwww.flickr.com/photos/kevandotorg/5837174879
  22. 22. Time to Market
  23. 23. 1. Support2. Service3. Training4. GTM strategy5. Marketing6. Sales7. Customer satisfaction8. End 2 End Customer Experience9. Value proposition10. Demand generation11. Customer acquisition12. Customer take up13. Customer on-boarding14. Revenue planning15. Cost and complexityof platform upgradesWhat you didn’t think aboutBusinessissues
  24. 24. 1. Building a technical solution to the problemWhat you did think about
  25. 25. Changewww.flickr.com/photos/90585146@N08/8222922317
  26. 26. www.flickr.com/photos/daniele_sartori/2371157397Whitelabel Model
  27. 27. Whitelabel Model
  28. 28. Selected Lync Whitelabel Partners:
  29. 29. Time to Market ≠ Time to RevenueTime to Revenue = Time to AdoptionConclusion #1
  30. 30. Time to Market isNecessary butnot sufficientConclusion #2
  31. 31. CustomerAdoptionWhat is the critical factor?
  32. 32. 3 Myths of Scale2Time to Market13 Success: Accelerating Adoption of Lync services
  33. 33. #1. Learn the business firstwww.flickr.com/photos/dugspr/4546083147
  34. 34. Avoid linear thinkingwww.flickr.com/photos/alphageek/116975715
  35. 35. www.flickr.com/photos/atomicity/14570249Minimize complexity
  36. 36. Strategic directionMaximize agility
  37. 37. www.flickr.com/photos/29456235@N04/3665618772#2. Scale kills business agility
  38. 38. Business agility
  39. 39. Adapting to change
  40. 40. Responding to change
  41. 41. Reacting to change
  42. 42. “The rate of change inbusiness today really putsyou at a disadvantage ifyou make long-terminvestments in anything.”- a customerBusiness uncertainty
  43. 43. www.flickr.com/photos/tomwachtel/8483561666#3. Scale is a competitive advantage
  44. 44. Build a compelling valueproposition and they will comewww.flickr.com/photos/tomwachtel/8483607472
  45. 45. …your path to profitability?www.flickr.com/photos/ktb/103625316
  46. 46. Build: cost per seatThe Myth of ScaleTimeCostBuy: cost per seatBuildBuy
  47. 47. Build: cost per seatThe Myth of ScaleTimeCostBuy: cost per seatBuildBuildBuy BuyBuy
  48. 48. Conventional thinkingwww.flickr.com/photos/1suisse/3504595493
  49. 49. Get ahead of the herdwww.flickr.com/photos/pirateparrot/3176580968
  50. 50. Quality of ServiceCustomer SatisfactionCustomer Experience
  51. 51. www.flickr.com/photos/sundazed/2976653570Where is the value?
  52. 52. 3 Myths of Scale2Time to Market13 Success: Accelerating Adoption of Lync services
  53. 53. “If I had asked people whatthey wanted, they wouldhave said faster horses.”- Henry Ford- 1863 - 1947
  54. 54. Guide them to the right solutionwww.flickr.com/photos/pursuethepassion/3822008906
  55. 55. Show them the best way forward
  56. 56. Show them a better futurewww.flickr.com/photos/sziszo/2632802003
  57. 57. Be their CloudSolutions Architecthttp://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
  58. 58. areThe DIFFERENCE
  59. 59. Misperception
  60. 60. Co-Create Brainstorm, learn, create, produceShare, contribute, improve, make decisionsTalk, chat, exchange information and ideas• Efficiency, productivity, creativity, innovation• Effectiveness, more desired outcomes• Motivated, Engaged and Energised• Sense of satisfaction, contribution, feel valued• Maximize discretionary effort• Sense of purpose, meaning and fulfilmentConnectCommunicateCollaboratePresence, click to connect, anytime/anywhere
  61. 61. 64“When the rate ofchange externally isgreater than the rateof change internally,you have a problem.”- Jack Welchwww.flickr.com/photos/nathaninsandiego/3466495191
  62. 62. www.flickr.com/photos/sergei24/306212854External speed of change
  63. 63. Internal speed of changewww.flickr.com/photos/14degrees/440515255
  64. 64. 67Eliminating barriers to success
  65. 65. Binary thinking
  66. 66. the Business firstBuildKey messageBuildthe Platform
  67. 67. 1stBuyBuild2ndTakeaway
  68. 68. 1. Agility and Utility3 benefits of whitelabeling2. Service as a Service3. Predictability & Certainty
  69. 69. One more thing
  70. 70. Milk
  71. 71. Cow
  72. 72. EnterpriseCOLLABORATIONEnablementWhat business are you in?
  73. 73. www.flickr.com/photos/horacio/3781750David R EdniePresident & CEOSalesChannel EuropePh: +33 676 60 09 25 (FRA)Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.comYour CloudServices
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