Extreme crm 2011 nikhil hasija apps clouds and app clouds v1

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very insightful presentation by nikhil hasija

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Extreme crm 2011 nikhil hasija apps clouds and app clouds v1

  1. 1. Apps, Clouds and App Clouds Nikhil Hasija azuqua For Microsoft Dynamics CRM Partners
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  4. 4. Objectives of the session• Understand the shift in business that the cloud imposes• Why Cloud transformation is tricky• How should business leaders think about rationalizing capabilities in the cloud.• How to build product and service capabilities that evolve with and involve the customer.• A tangible framework to formulate strategies. For Microsoft Dynamics CRM Partners
  5. 5. controversial statement #1The era of monolithic systems is coming to an end For Microsoft Dynamics CRM Partners
  6. 6. what was, what is, and will be.. mainframes application service provider cloud (dumb client, operation on client + data center) (smart (browser + services) server) motivation: cost motivation: speed motivation: cost19xx 19xx- 200x late 200x near future cloud + apps (device + subscription) motivation: productivity For Microsoft Dynamics CRM Partners
  7. 7. how did this come about? For Microsoft Dynamics CRM Partners
  8. 8. First things first I don’t believe that anyone today questions theviability of the cloud, the debate is about speed and the essence or the “how” not the “if” For Microsoft Dynamics CRM Partners
  9. 9. factor 1 For Microsoft Dynamics CRM Partners
  10. 10. The cloud itself• Everyone knew it was going to happen• Some denied it (out of fear)• Some laughed at it..• Some tried it 10 years ago• Some tried to escape it• In the end.. It simply is an idea whose time has come For Microsoft Dynamics CRM Partners
  11. 11. Benefits realized• Variable cost models• Anytime, anywhere computing• Low ops costs (massively lowers TCO)• Best of all – Speed of implementation For Microsoft Dynamics CRM Partners
  12. 12. factor 2 For Microsoft Dynamics CRM Partners
  13. 13. Consumerization of IT• Consumers want to use simple, beautiful technology• Consumers want personalized experiences• Want Corporate data on personal devices• Trust the cloud implicitly For Microsoft Dynamics CRM Partners
  14. 14. The Prosumeris bringing these expectations to work every day For Microsoft Dynamics CRM Partners
  15. 15. controversial statement #2 B2B is dying For Microsoft Dynamics CRM Partners
  16. 16. B2B (Shedding more light)• Business selling to Businesses is not going anywhere but let’s not confuse the players with the game.• It is the game that is changing.• Business is developing Affects, Behaviors and Cognition.• Consumers are innovating their lives and expect similar behavior from business• Therefore B2B is being re-incarnated as B2C(B) for techies in the room it’s a typecast  For Microsoft Dynamics CRM Partners
  17. 17. factor 3 For Microsoft Dynamics CRM Partners
  18. 18. Marketplaces• Discovery necessitates participation• Purchasing necessitates commerce• Marketplaces in v1 right now• Try and Buy behavior truly becoming the norm• Expect targeted and statistical recommendations For Microsoft Dynamics CRM Partners
  19. 19. the virtuous cycle resistadapt For Microsoft Dynamics CRM Partners
  20. 20. business still runs on performance For Microsoft Dynamics CRM Partners
  21. 21. Business Success Drivers66% of CEOs believe “Products and services cantheir organizations be copied. Our businessneed to introduce processes and our businessfundamental/ radical models are ourchanges in the next 2 differentiators.”years CEO – Global EnterpriseBusiness process Business productivity Flexibility to rapidlyinnovation as key innovation is needed implement global innovationcompetitive advantage now more than ever is a key enabler For Microsoft Dynamics CRM Partners
  22. 22. Key IT ChallengesToo much time and Identifying the rightmoney is required to application is costly.efficiently Maintaining applicationsdevelop, deploy and from multiple vendors ismaintain custom cumbersomeapplicationsLimited budget Not equipped to Difficult to deliver and resources rapidly respond to business ROI and business change differentiators For Microsoft Dynamics CRM Partners
  23. 23. Business wants more for less For Microsoft Dynamics CRM Partners
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  26. 26. The Consumer (who works in the office) Has new influencers in social networks Involved in conversations about brands Formulating opinions on Social networking platforms Is trained in try then buy consumption model For Microsoft Dynamics CRM Partners
  27. 27. Consumer is bringing their thinking to work! For Microsoft Dynamics CRM Partners
  28. 28. The Economics For Microsoft Dynamics CRM Partners
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  31. 31. Understanding Change For Microsoft Dynamics CRM Partners
  32. 32. Software Consumption Model R P For Microsoft Dynamics CRM Partners
  33. 33. Cloud Consumption Model C P A R For Microsoft Dynamics CRM Partners
  34. 34. Case Studies For Microsoft Dynamics CRM Partners
  35. 35. Angry Birds• A game that drives device sales• Microsoft tried to get AB into WP7 at launch• In China, HK, Japan if you buy a tablet, they show you that it runs angry birds• Emotional captivation (the grunting pigs) prevents churn• Realization and Affirmation happen so fast that you can’t churn out• The Eagle help prevents churn and monetizes in-game For Microsoft Dynamics CRM Partners
  36. 36. Zynga• Biz model built on in-game monetization• Heavy Community based (only FB)• Once you are in the game they keep you affirming and communicating the value• Launch new games as old ones peak• New games are easier to sell to current customers. Prevents Churn• A subscription business of sorts For Microsoft Dynamics CRM Partners
  37. 37. Putting the above to practice For Microsoft Dynamics CRM Partners
  38. 38. CRM ISV For Microsoft Dynamics CRM Partners
  39. 39. The Software has you covered• CRM since v4 has given ISVs choice• CRM Online 2011 highly capable as an ISV platform• The non-software tangibles still need attention For Microsoft Dynamics CRM Partners
  40. 40. Business needs: to be addressed ? ! !? !!? ? For Microsoft Dynamics CRM Partners
  41. 41. Cloud Requirements Business Model Operations Support InfrastructurePricing App Monitoring Call Center Provisioning and ConfigurationSales Incentives Administration Helpdesk Directory andCompensation Tier 1 – 3 Customized SLAs Security Services proceduresCustomer service Customer Service Self-Service, Co- Comms plans CreationUp-sell strategy Billing Support Failover planning Automated Billing and Collections For Microsoft Dynamics CRM Partners
  42. 42. ISV Opportunities• Add-On Cloud based Services• Accessible through CRM• Priced as a transaction or subscription For Microsoft Dynamics CRM Partners
  43. 43. CRM SIs For Microsoft Dynamics CRM Partners
  44. 44. Services Pyramidspecialized servicesgeneral services apps For Microsoft Dynamics CRM Partners
  45. 45. SI Opportunities• Add focused applications to portfolio• Diversify deal portfolio towards agile deals• Partner tightly with select ISVs – focus on industry For Microsoft Dynamics CRM Partners
  46. 46. Type of partners to seek• Platform makers• Vertical apps• Collaboration apps• Apps that add speed to your engagements For Microsoft Dynamics CRM Partners
  47. 47. SI + ISV + Platform = Success For Microsoft Dynamics CRM Partners
  48. 48. We help organizations build engaging, enduring, and profitablerelationships with customers through the use of cloud & social platforms cloud + socia For Microsoft Dynamics CRM Partners
  49. 49. Nikhil Hasija azuqua nikhil@ Thank You to all of our Sponsors And Thank YOU for Attending extreme 2011 Las Vegas!Please remember to fill out your session evaluation form. For Microsoft Dynamics CRM Partners

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