An Open Innovation Systems Integrated Enablement Platform for Seamless Selling & Buying of XaaS Solutions Online

1. Digital B2B SalesTransformation
An Open Innovation Systems Integrated Enablement Platform
for Seamless Selling & Buying of XaaS Solutions Online
Collaboration | Development | Acceleration
SUMMARY
Roland Nwancha | MBA MSc. CMA
FoundingPartner & Digital Transformation Strategist
Email | r.nwancha@gmx.net
Mobile | +49 1511 729 16 31

2. Contextualizing the Digital B2B Opportunity
Accenture
CSO Insights
Roland Berger
BCG
McKinsey
Gartner KPMG
75% of the B2B buyers
studied and 84% of C-
level/vice president
executives use social media
to support purchase
decisions.
IDC
The 90% success recipe:
A new approach to commercial transformation
(embedding digital, analytical,and agile skills into
marketing, sales, and pricing capabilities to drive
revenues and/or margin improvements) is turning
that failure rate on its head.
Forrester
KPMG
Strategy & PWC
Gartner
McKinsey
Acknowledgement:primary research findings, predictions and surveys used in this open innovation project are thanks to the above mentioned companies but not exhaustive.
In an XaaS model, however, the
focus shifts to business enablement:
helping customers leverage the
solution to realize business value.
Cognizant

3. StatusQuo
My questions to CROs,CMOs,CPOs,CDOs/CIOs,CorrespondingVPs, Sales
Reps,Account Executives, Marketing Directors and Deal Desk Directors:
• How many Departments, Applications and Databases do you consult to
prepare content for each phase of the B2B Buyer journey? Too many silos?
• How much time (hours/days/weeks) do you need on average to prepare content
for each B2B Buyer? Would the time not be best used to acquire a new Buyer?
• What is the accuracy rate of your content? Are marketing-, sales pitches, pricing-
, quotation-, contractual contents and insights always transparent and
consistent?
• Do your Marketing, Sales, Success & Service and Enablement Functions use
KPIs? Are the KPIs in silos or integrated within a Buyer lifecycle? Are
data sources unified?
Today‘s B2B Buyers
• Your B2B Buyers and especially the Xennials (I belong to this
group), Millennials and upcoming Gen Z rely on purchasing
experiences from B2C (on Private) and need the same experiences
on B2B basis (at Work). This need is pending since yesterday. i.e.
• Seamless and autonomous purchasing journeys anytime,
anywhere and on any device
• The right content/resources, individualized and available on 24/7
for consumption and best, all on a single-point platform
• On complexity or at wish, they need instant request human
interactions.
Status Quo andToday’s B2B Buyers

4. The B2B Journey for Selling & Buying of XaaS Solutions Online

5. B2B Digital SalesTransformation is E2E connected applications, processes, -data, -analytics & decisioning,-KPI metrics, -silos, shared knowledge,
collaboration, personalized experience, social-, mobile- and cloud enabled platforms to deliver business outcomes efficiently and effectively.
• If XaaS solutions are cloud-based, then we can E2E digitalize and intelligently automate B2B Buyer journeys to enable online selling and buying
• If we can sell and buy XaaS solutions online, then big data generated along each phase of the journey can be tracked and acquired
• If we can track and acquire big data generated along each phase of the journey, then we can use advanced analytics to gain insights for decisioning
• If we can use advanced analytics to gain insights for decisioning, then we can use KPI metrics for performance, early warnings & continuous improvements
By achieving all the above, we would have succeeded in transforming our CRM and B2B Buyer Journey processes efficiently,
effectively and resilent to DigitalTransformation disruptions.
This is what XaaSalerator (XaaS + Sales + Accelerator) is all about.
“A robust single-point, open innovation and online enablement systems integrated platform for XaaS Providers to empower their B2B Buyers to
complete their E2E buying journeys autonomously, anytime, anywhere and on any device without distorting their existing viable sales and revenue
models.“
-Roland Nwancha MBA, MSc., CMA, DigitalTransformationStrategist
The B2B Digital SalesTransformation | A Data-Driven Market Hypothesis

6. Lessons Learned from other Efficient Hypothetic Service Markets
In the context of information flow and decisioning, what lessons
have we learned fromC2B or B2B Stock Markets?
In the context of intellingent processes, journeys automation and
self-service, what lessons have we learned from B2C online Travel
and Banking industries?
XaaS = Anything-as-a-Service. Born in the cloud and growing
online. Why focus on traditional selling & buying approaches
when XaaS Solutions can be seamlessly and autonomously sold &
bought online?
The Adaptive Efficient Market Hypothesis (AMH) borrowed from
financial markets justifies that B2B selling & buying of XaaS solutions
online is possible and efficient. XaaS Providers have content, prices,
agreement templates, webinars, demos, peer review & comparison
resources available publicly and online. Technology today permits us
to track and analyze big data generated at each phase of the B2B
Buyer journey efficiently compared to traditional selling & buying.
Thus, we can together efficiently and effectively satisfy the long
pending needs of B2B Buyers. i.e. Enabling autonomous purchase of
B2B solutions anytime, anywhere & on any device.

7. B2B Sellers
Challenges
• Sales Reps spent effectively 35% of their time in selling. 65% of their time is
spent on low-touch administrative activities. Lack of focus & prioritization
• Sales Reps suffer from disconnected functional, technological and data
silos. It takes days to respond to B2B Buyer requests. Lack of process
efficiencies
• Sales Reps lack data, signals, insights at finger tips to understand and
address Buyers needs accurately and on time before they evaporate
• Sales Reps lack KPI metrics to measure and take control of market-, sales
productivity and digital B2B Buyer dynamics
• Rigid infrastructure, -processes and static customed applications.Sales
Reps lack customer-centric tools & capabilities to address needs of
today‘s Buyers
• Sales Reps lack digital resources and capabilities to service demands of
online sales channels.
B2B Buyers
Challenges
• Gen X (Xennials >1975), GenY (Millennials) and growingGen Z B2B Buyers
need the same connected experiences gained from B2C online purchasing
• B2B Buyers need an E2E frictionless and automous digital online journey
to buy anytime, anywhere and on any device
• B2B Buyers need omni-channel digital experience with flexibility, speed
and transparency in;
– Accessing content information and solution insights
– Product reviews and peer comparisons
– Online demos, trials and proof-of-concept (PoC)
– Pricing calculators and comparisons
– Reviewingand execute contract lifecycle digitally and online
– Issuing purchase orders, receiving invoices and transacting payments online
– Receiving digital support, case resolution and instant human interaction on
complexities.
Challenges Encountered by B2B Buyers & B2B Sellers
“B2B customers increasingly expect the
personalized, frictionless interactions they
experience in B2C markets.”
Accenture

8. The Solution for B2B Sellers to Empower their B2B Buyers
Rationalized&
Modernized
E2E connected silos
SMAC-Enabled
Collaborative
Customer-Centric
Unified & Data-driven
Cognitive
Intelligence
Real-time
Decision Support
Buyer Empowered

9. UseCases
• Adaptive journey-builders for orchestrating the B2B Buyer journeys
• Agile and Intelligent E2E processes and journey automation for fast
connectivity and dataflow to enhance realtime insights for action
• B2B Buyers - need sensing, intent signals tracking and personalizing the
right value to the right buyer persona at the right time
• Identifying and recognizing purchasing patterns to anticipate needs
• Instant recommendations on next-best-product-to-buy (cross-/upsell)
• Predict and prevent churns; anticipate and resolve risks prio occurance
• Build a new revenue channel – digital online sales and enablement.
Benefits
• Track and understand B2B Buyer challenges and sell best-fit value-based
solutions
• B2B Buyers synthesized insights, intent signals and KPI metrics delivered
at finger tips for timely action. Right signal to the right B2B Buyer persona
at the right time
• Grow top-bottom line revenues sustainably through increased conversion-,
win-, cross-/upsell- and customer satisfaction rates
• Use intelligent automation to predict revenues accurately
• Improve sales productivity by focusing on high-touch activities & let
routines for machines
• Capitalize and monetize data for growth throughnew online data-driven
sales channel
• Use real-time data-driven insights as basis for competitive differentiation.
Use Cases & Benefits
“Sellers must take charge of the buying
process and focus the conversation on value.”
Gartner
“Companies that fail to invest in this
marketing, sales and service revolution will be
risking 10 to 20 percent of their revenues.”
Accenture

10. NIST
XaaSalerator seeks to address theTransformational & Performance (Growth) needs of
XaaS Businesses and Corporates persuading XaaS Business Models.
The goal is to enable target customers and their B2B Buyers to adapt to digital
disruptions while sustaining growth and profitability.
Target Market

11. A Symbiotic Ecosystem Model:
The ecosystem co-creates and grows simultaneously when customers grow as a result of their B2B Buyers´satisfaction.
A fair share in the wallet for all Ecosystem Partners
Open Innovation PartnershipAlliance for Collaboration, Development & Acceleration
For further information, see contact details next page.

12. Contact
“There is no elevator to success.
You have to take the stairs.”
Zig Ziglar
Roland Nwancha | MBA MSc. CMA
FoundingPartner & Digital Transformation Strategist
Email | r.nwancha@gmx.net
Mobile | +49 1511 729 16 31