5 Steps to exceptional growth. Sell business outcomes not technology. Change is difficult, but not changing is fatal. Change before you have to change.
15. Digital Disruption
Don't seek to Disrupt, seek to Delight
- Jeff Bezos
"Disruption is a consequence of customers
liking the new way." So the question
becomes and our mind-set is: "How do we
delight customers?”
18. If there is one thing that is certain
about the future it is this:
Sticking to the status quo will grow
increasingly expensive.
Is the riskiest place to be.
SAFE
22. Horizon 1
0 - 6 months
Horizon 2
6 - 12 months
Horizon 3
12 - 36 months
Hybrid Thinking at 3 Time Horizons
Selling what you have:
• Winning deals with
your current Hosted
Services
Building Tomorrow’s Business:
• Exploiting Industry trends
• Understanding customer’s
Industry challenges
• Collaborating with customers
• Delivering Hybrid solutions
Selling what customers want:
• Providing solutions to Customer’s
business challenges
• Hybrid Value Propositions
• Selling Business Outcomes
41. “Today’s customers are online
explorers, seeking out online ratings,
peer reviews, videos and in-depth
product details as they move through
the buying decision process.”
51. “The rate of change in
business today really puts
you at a disadvantage if
you make long-term
investments in anything.”
- unknown
Business uncertainty
66. Today Buy is Reality.
Hybrid Business Thinking
"Nothing gets a room of techies going like
a good old build versus buy debate."
Therefore customer acquisition becomes
your #1 Business Imperative.
80. Sales Transformation = Selling Business Outcomes
OLD NEW
The IT Buyer The Business Buyer
Selling into CapEx Budgets Selling into OpEx Budgets
Technical Expertise Business Expertise
Geographic Sales Territories Vertical Industry Territories
Selling Features Selling Results
Fixed-Price Contracts Outcome-Based Contracts
Demonstrating Features Business Process Discussions
Your Complexity and
Underlying Architecture
Your Consumption Model
and Service Capability
Maintenance Contracts "Apps Mindset"
Face2Face Sales Skills Social Media Knowledge
Source: Consumption Economics: The New Rules of Tech
by J. B. Wood, Todd Hewlin and Thomas Lah, 2011
87. Basic Product/Service:
• Technology
• Price performance
• Product quality
E2E Customer Experience:
• People
• Perceived value
• High touch
• Exceed customer expectations
• Delight and astound customers
1
2 Support Services
3
E2E
Customer Experience
Differentiation: 3 Levels of Perceived Value
Basic
Product/Service
Support Services:
• Levels of support
• Quality of service
• Systems
• Processes
Your Cloud
Services
110. Fixed Mindset Growth Mindset
Intelligence is static Intelligence can be developed
Leads to a desire to look smart and
therefore a tendency to:
Leads to a desire to learn and therefore a
tendency to:
avoid challenges embrace challenges
give up easily due to obstacles persist despite obstacles
see effort as fruitless see effort as path to mastery
ignore useful feedback learn from criticism
be threatened by others’ success be inspired by others' success
Mindset Shift
*source: Carol S. Dweck, Ph.D
116. 1. Create a Hybrid Mindset
2. Selling Business Outcomes
3. Differentiate or Die
4. Help customers "join the dots"
5. Building a culture of growth
Quick Review:
4Ps -> S A V E, Assets vs Access
Differentiation: 3 Levels of Perceived Value
Align all Sales & Mktg actions
Focus on customer outcomes
Competing to remain relevant to tomorrow’s customers
Predictive -> Adaptive thinking