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Digital Transformation of the Channel

Digital is changing how we do business. One of the areas most impacted is how organisations deal with their channel. Should we bypass the channel or rather enforce our channel-partners to become future proof?

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Digital Transformation of the Channel

  1. 1. D i g i t a l Transformation A N D T H E C H A N N E L C H A L L E N G E @jcaudron
  2. 2. Sorry!
  3. 3. Hi, I’m Jo Caudron Active in digital since 1993 Internet entrepreneur involved in 20+ start-ups. Founding Partner of Duval Union Consulting @jcaudron jo@duvalunion.com We are business consultants for a digital world. Our mission is to help organization transform. @jcaudron
  4. 4. Sold in +50 countries! BUY NOW! www.digitaltransformationbook.com
  5. 5. Survey
  6. 6. Expect a smack in the face… Digital Disruption is real
  7. 7. 1995+ Music Photography Video Rental … 2005+ Print Media TV Travel HR … 2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance … 2025 All Safe havens will be subject to digital disruption … WAVES OF Disruption
  8. 8. What can we learn?
  9. 9. What can we learn?
  10. 10. THE WORLD IS CHANGING GENERATION BY GENERATION
  11. 11. WHO DO YOU SERVICE?
  12. 12. @jcaudron
  13. 13. WHO DO YOU SERVICE?
  14. 14. @jcaudron
  15. 15. WHO DO YOU SERVICE?
  16. 16. @jcaudron
  17. 17. WHO DO YOU SERVICE?
  18. 18. @jcaudron
  19. 19. YOU CHALLENGERS The Challengers move into your space, when will you move into theirs?
  20. 20. F R O M DIGITIZATION T O TRANSFORMATION
  21. 21. THE IMPACT OF D I G I T A L
  22. 22. Slicing the Elephant creates Insight olifant loopt door de winkel. kan je niet meer inpassen. Hoe doen we dit? later toewijzen. Foto model ruit
  23. 23. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX
  24. 24. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX DIGITIZATION The Glass The The Frog Survey Culture Ability to execute Driver’s seat
  25. 25. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX The Glass The The Gatekeeper The Frog The Package The CyborgThe Participant Survey Culture Ability to execute Driver’s seat TRANSFORMATION
  26. 26. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX The Glass House The Traveller The Gatekeeper The Frog The Package The CyborgThe Participant Survey Culture Ability to execute Driver’s seat
  27. 27. The Package The Cyborg PRODUCT & BUSINESS MODEL
  28. 28. FREECONOMY Buffer is a social listening tool that gives the user great utility for free till a certain extent. Software users expect to get a part for free for ever. They are willing to pay for extra features and to scale the use.
  29. 29. FREECONOMY Mailchimp is a mailing configurator tool that gives the user great utility for free till a certain extent. Software users expect to get a part for free for ever. They are willing to pay for extra features and to scale the use.
  30. 30. ACCESS OVER OWNERSHIP
  31. 31. ACCESS OVER OWNERSHIP
  32. 32. ACCESS OVER OWNERSHIP
  33. 33. FROM PRODUCT TO SERVICE
  34. 34. The Package The Cyborg PRODUCT & BUSINESS MODEL
  35. 35. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX The Glass The The Gatekeeper The Frog The Package The CyborgThe Participant Survey Culture Ability to execute Driver’s seat
  36. 36. MARKET & COMPETITION The Glass House The Gatekeeper The Frog The Participant Survey Culture Ability to execute
  37. 37. NEW PLAYERS
  38. 38. RADICAL ADJAGENCY
  39. 39. DISCOVERY GetApp is a search engine for all business software, tools, saas- platform,…
  40. 40. RECOMMENDATION COMMUNITY Producthunt is a global community where everybody can post new tools and platforms. Community members can vote them up or down to influence their recommendation
  41. 41. SHARING ECONOMY 99 designs is a platform where you can ask anybody to do graphic work for you. In this marketplace everybody can be a designer.
  42. 42. MARKET & COMPETITION The Glass House The Gatekeeper The Frog The Participant Survey Culture Ability to execute
  43. 43. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX The Glass The The Gatekeeper The Frog The Package The CyborgThe Participant Survey Culture Ability to execute Driver’s seat
  44. 44. CUSTOMER RELATIONSHIP & CHANNEL The Glass House The Traveller The Frog
  45. 45. CAN HISTORY TEACH US A LESSON?
  46. 46. WHAT ABOUT TODAY?
  47. 47. PROXIMITY THE CUSTOMER HAS GAINED CONTROL OF WHAT CHANNEL HE WANTS TO COMMUNICATE BY
  48. 48. BRAND CONSISTENCY BECOMES KEY…
  49. 49. VISUALISATION Audi uses VR to give the customers in the dealership a consistent experience of the product and explanation.
  50. 50. CLOUD BASED
  51. 51. AND IT IS JUST STARTING
  52. 52. CUSTOMER RELATIONSHIP & CHANNEL The Glass House The Traveller The Frog
  53. 53. CUSTOMER RELATIONSHIP & CHANNEL ORGANIZATION MARKET & COMPETITION PRODUCT & BUSINESS MODEL THE TRANSFORMATION BOX The Glass House The Traveller The Gatekeeper The Frog The Package The CyborgThe Participant Survey Culture Ability to execute Driver’s seat
  54. 54. Culture Ability to execute Driver’s seat ORGANIZATION
  55. 55. Don’t worry, we’ve got a PLAN @jcaudron
  56. 56. YOU NEED TO Scan YOUR ENVIRONMENT @jcaudron
  57. 57. DETERMINE THE IMPACT @jcaudron
  58. 58. CREATE A North Star VISION @jcaudron
  59. 59. DEFINE A Transformation STRATEGY @jcaudron
  60. 60. TOO STRATEGIC Not actionable enough TOO TACTICAL Not durable enough STRATEGY, HOW DO YOU GET IT RIGHT? A SHARED BY ALL STRATEGY FOR 3 TO 5 YEARS WITH CLEAR ACTIONS SWEETSPOT
  61. 61. Producer/Brand Consumer SUPPORT PRODUCT COMMUNICATION 500k+ likes
  62. 62. BRANDS WANT TO BETTER UNDERSTAND THEIR CUSTOMERS
  63. 63. EXPECTATIONS OF THE CUSTOMER WHAT THE CHANNEL CAN OFFER
  64. 64. OFTEN THE CHANNEL PARTNERS DO NOT HAVE THE MEANS MINDSET MANDATE PEOPLE SCALE TO SUCCESSFULLY TRANSFORM THEIR ORGANIZATION CRM SMART TARGETTING MARKETING AUTOMATION 24/7 SUPPORT AR/VR ARTIFICIAL INTELLIGENCE LONGTAIL DATA
  65. 65. EMPOWER THE CHANNEL PARTNERS O P T I O N BYPASS THE CHANNEL PARTNERS
  66. 66. THE FUTURE IS IN THE MIX
  67. 67. CRM SMART TARGETTING MARKETING AUTOMATION 24/7 SUPPORT AR/VR ARTIFICIAL INTELLIGENCE LONGTAIL DATA Experience Knowledge Service Support Optimization Trust BRAND CHANNEL
  68. 68. DEFINE A Transformation STRATEGY @jcaudron BUILD A ROAD MAP @jcaudron
  69. 69. BUILD a new ORGANIZATION
  70. 70. From an outdated MOTHERSHIP
  71. 71. From an outdated Mothership TO A modern F L E E T
  72. 72. D I G I TA L Leadership @jcaudron
  73. 73. BECOME FUTURE PROOF SCAN INNOVATIONS DETERMINE IMPACT NORTH STAR VISION & STRATEGY BUILD ROADMAP INSTALL DIGITAL LEADERSHIP BUILD DIGITAL ORGANIZATION
  74. 74. ORGANISATION DIGITAL LEADERSHIP Asses, contain and develop digital savviness DIGITAL GOVERNANCE Digital ownerships, roles, policy, structure Digital Office, … DIGITAL ORGANISATION Reshape your organisation Communication for faster growth BUSINESS (OPERATIONAL) MODELS HACKATHON / INCUBATOR PROGRAM Stimulate internal creativity 
 and bottom-up innovation START-UP BOOTCAMPS Think, plan, act like a start-up and build 
 the minimum viable business case CORPORATE ACCELERATOR Drive outside-in innovation via collaboration with start-ups READINESS SURVEY ASSESSMENT & RESEARCH INSPIRATION IMPACT ANALYSIS FUTURE SCENARIOS NORTH STAR VISION TRANSFORMATION STRATEGY STAKEHOLDERS & PROBLEMS IDEATION & PRIORITIES DIGITAL AGENDA BUSINESS STRATEGY EXECUTIVE JOURNEY BUILDING
 THE FUTURE PROOF COMPANY … TREND WATCHING CONTINUOUSLY SCANNING THE MARKET FOR NEW TRENDS CUSTOMER RELATIONSHIP SOCIAL MEDIA STRATEGY Make social an intrinsic part 
 of the business CUSTOMER EXPERIENCE Continuously optimise your journey, 
 pain points and touch points GROWTH HACKING Implement smart techniques 
 to scale our business CHANNEL HACKING Implement smart techniques 
 to scale our business SOLUTIONS SERVICE DESIGN Define new style products & services PLATFORM MAPPING Define (technology) solutions and requirements DATA STRATEGY Make data an essential part of day2day business ROADMAP DEFINITION Elaborate the Digital Agenda to become an actual business roadmap
  75. 75. How do you feel?
  76. 76. Find my slides on www.speakersbase.com/jo Need help? Book me and my team to consult you! www.duvalunionconsulting.com @jcaudron jo.caudron@duvalunion.com 00 32 475 43 80 98
  77. 77. D i g i t a l Transformation A N D T H E C H A N N E L C H A L L E N G E @jcaudron

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