“Supply inspiration and ideas allalong various supply chains to helppeople perform better and takeaccurate decisions in an...
Focus on PRICE and your customer will say :           LESS, LESS, LESSFocus on VALUE and your customer will say :         ...
The market does notcare about our products     and services
Stop sellingyour solutionMake people   buy it
The art of asking questions                     How do you….                 When was the last time….                    T...
The art of active listening                   What is the real business                  concern behind the words ?       ...
Inspire            Focus on          Business Value
Re-write the menu                Products                Services                Subscriptions                Coaching    ...
Re-think the box                   • Magic price level                   • Start-up fee                   • Fee per user p...
New competencies              Q. “What if I train people                 and they leave the                 company ?”    ...
Impact of the cloud                 • Reduction in supportive                   maintenance                 • Increase in ...
Fast evolving business needs                • Numerous integration                  needs                • Increased knowl...
Logistics            • New services            • Fincancing            • New combinations with              other (cloud) ...
Smooth shift                    •   Select staff                    •   Responsibilities                    •   Business U...
Example : 24 monthspartnershipService            1 time fix fee   Cost/user per   Cost/org. Per   Revenue                 ...
Get inspiration from other models
Salami-thinking                  • Step by step                  • Long term                    engagement
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
Business transformation
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Business transformation

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Moving from box sales to service subscriptions

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Business transformation

  1. 1. “Supply inspiration and ideas allalong various supply chains to helppeople perform better and takeaccurate decisions in an everchanging environment”
  2. 2. Focus on PRICE and your customer will say : LESS, LESS, LESSFocus on VALUE and your customer will say : MORE MORE MORE
  3. 3. The market does notcare about our products and services
  4. 4. Stop sellingyour solutionMake people buy it
  5. 5. The art of asking questions How do you…. When was the last time…. Tell me about…. What if you…. How do you feel about… What is your opinion on…
  6. 6. The art of active listening What is the real business concern behind the words ? What has been deleted ? What has been generalized ? What has been distorted ?
  7. 7. Inspire Focus on Business Value
  8. 8. Re-write the menu Products Services Subscriptions Coaching Expansion Growth - Lunch - À la carte - What is included ? - What is not ?
  9. 9. Re-think the box • Magic price level • Start-up fee • Fee per user per month • Fee for organisation/month • Extra’s
  10. 10. New competencies Q. “What if I train people and they leave the company ?” A. What if you don’t, and they stay ?
  11. 11. Impact of the cloud • Reduction in supportive maintenance • Increase in enabling services and value
  12. 12. Fast evolving business needs • Numerous integration needs • Increased knowledge of solutions • Advanced integration skills • Measurable value
  13. 13. Logistics • New services • Fincancing • New combinations with other (cloud) vendors • Invoicing, tracking, …
  14. 14. Smooth shift • Select staff • Responsibilities • Business UnitNew Existing • No Canibalism • Learning curve
  15. 15. Example : 24 monthspartnershipService 1 time fix fee Cost/user per Cost/org. Per Revenue month monthProducts 100€Setup fee 75€Config users 50€/userUpdate 50€subscriptionsCoaching & 50€support (xincidents)Integration 20€services (x hrs)…
  16. 16. Get inspiration from other models
  17. 17. Salami-thinking • Step by step • Long term engagement

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