PAC Webinar - Digital disruption in the IT industry: with or without you?!

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PAC Webinar - Digital disruption in the IT industry: with or without you?!

  1. 1. © PAC Digital Disruption in the IT Industry With or without you? Nicole Dufft, SVP PAC 2014
  2. 2. © PAC 20142 PAC Webinar - Digital Disruption in the IT Industry Digital transformation is bringing IT to the center of business strategy
  3. 3. © PAC 20143 PAC Webinar - Digital Disruption in the IT Industry Customer centricity Agility & innovativeness Data-driven decision making New business imperatives in the digital world
  4. 4. © PACPAC Webinar - Digital Disruption in the IT Industry 20144 New market segments and growth areas New players and changing ecosystems IT spending is shifting from legacy to growth IT New IT consumption patterns and decision making Disruption in the IT industry
  5. 5. © PAC 2014PAC Webinar - Digital Disruption in the IT Industry5 PAC webinar on digital disruption in the IT industry Your questions are welcome!! Dr. Andreas Stiehler Principal Analyst Digital Enterprise Nicole Dufft Senior Vice President Digital Enterprise
  6. 6. © PAC 20146 PAC Webinar - Digital Disruption in the IT Industry New business imperatives in the digital world
  7. 7. © PAC Digitization creates empowered customers 20147 Buys everywhere Has all information at her fingertips Expects best user experience possible Lives online Tells the whole world what she thinks instantly Leaves data everywhere PAC Webinar - Digital Disruption in the IT Industry
  8. 8. © PAC Customer centricity is a key business imperative Businesses in every industry have to fundamentally reshape their strategies towards the empowered customer 20148 New forms of customer interaction New digital products & services New digital sales channels New digital marketing formats PAC Webinar - Digital Disruption in the IT Industry
  9. 9. © PAC Digital transformation The need to redefine value proposition, technology strategy and operational model 9 Technology strategy •  Reliability & security •  Governance & organization •  Innovation & agility Business strategy •  Digital business models •  Business culture: innovation & collaboration •  Organizational transformation Narrow view: Focus on the customer Customer experience •  Digital products & services •  Digital sales •  Digital marketing •  Digital customer interaction Enabling technologies •  Cloud •  Big data/analytics •  Mobility •  Social media •  Ubiquitous Internet Operational Processes •  Social collaboration •  Information mgmt. •  HR/change mgmt. •  Supply chain & procurement Broad view: Touches the whole organization PAC Webinar - Digital Disruption in the IT Industry 2014
  10. 10. © PAC Intelligent machines can do a lot – but they cannot innovate. Innovation requires innovative people! Innovativeness requires new working environments and a new working culture: ●  From hierarchical organization to self-organized teams ●  From structured processes to creative chaos ●  Work is not a place you go to, it’s a thing you do… A combination of culture and technology can create the environment for innovative people. 201410 PAC Webinar - Digital Disruption in the IT Industry
  11. 11. © PAC Agility & Innovativeness Workplace environments today are not well suited for this! 201411 Agile? Innovative? 60% of German businesses have standardized workplace environments for all employees regardless of role or use case. PAC Webinar - Digital Disruption in the IT Industry
  12. 12. © PAC “Value is created not in a product or service itself but in the connections it fosters.” Erich Joachimsthaler, CEO Vivaldi Partners PAC Webinar - Digital Disruption in the IT Industry12 Data-driven decision making The connected world © PAC 2014
  13. 13. © PAC Data-driven decision making Machine-generated data will dwarf human-generated data 201413 Sensors are everywhere and collect massive amounts of data. This opens up entirely new ways of doing business! PAC Webinar - Digital Disruption in the IT Industry
  14. 14. © PAC 201414 PAC Webinar - Digital Disruption in the IT Industry IT moves from being a support function to the center of business strategy
  15. 15. © PACPAC Webinar - Digital Disruption in the IT Industry 201415 Disruption in the IT industry
  16. 16. © PAC We expect significant shifts in IT spending: From legacy to growth IT 201416 18% 8% 7%1% 1%65% BaaS, SaaS, PaaS, IaaS; 30% Cloud-related PS & AM; 22%UCC; 7% Mobility; 3% Big Data; 4% Rest of Market; 34% Worldwide 2013 2017 15% 6% 6% 1% 1% 71% BaaS, SaaS, PaaS, IaaS; 27% Cloud-related PS & AM; 19% UCC; 7% Mobility; 3% Big Data; 4% Rest of Market; 40% EMEA 2013 2017 23% 11% 2% 2% 56% BaaS, SaaS, PaaS, IaaS; 36% Mobility; 4% Big Data; 4% Rest of Market; 23% Americas 2013 2017 12% 6% 7% 1% 1% BaaS, SaaS, PaaS, IaaS; 22% Rest of Market; 47% Asia-Pacific 2013 2017 Key challenge: How can you stabilize your “legacy business” (ERP, hosting, mature markets etc.) and maintain (or increase!) its profitability to be able to invest in new growth areas? Shares of trend topics in IT services markets PAC Webinar - Digital Disruption in the IT Industry
  17. 17. © PAC New consumption patterns & target groups 201417 Complex legacy IT Agile cloud-based services IT decision makers Business decision makers Large IT implementation & integration projects Small speed boat projects Integrated corporate IT Enterprise app stores IT services Business services (BPO/BPS) IT supports business processes IT drives business process innovation PAC Webinar - Digital Disruption in the IT Industry
  18. 18. © PAC New consumption patterns & target groups IT & business have different “trusted advisors” 201418 IT service providers CIO Digital agencies CMO PAC Webinar - Digital Disruption in the IT Industry
  19. 19. © PAC Traditional IT companies have to be prepared for new players 201419 IT Services Software Digital agencies •  SapientNitro •  WPP Digital •  Publicis (Digitas LBi) •  Omnicom •  Interpublic Group PAC Webinar - Digital Disruption in the IT Industry Innovative niche players
  20. 20. © PAC “Our traditional target is the marketing function or the CMO – now it’s moving more toward the CIO and the information and technology function.”

 Sir Martin Sorrell, CEO WPP! 20 2014PAC Webinar - Digital Disruption in the IT Industry
  21. 21. © PAC Digital transformation market segments (narrow view) Digital customer experience & service Digital content & applications Digital sales & commerce Digital marketing 21 PAC Webinar - Digital Disruption in the IT Industry Digital integration platforms Software Services Digital operations and management Digital consulting Digital technology implementation Digital technology integration 2014
  22. 22. © PAC Digital transformation market (narrow view) ●  €22bn in 2013 = 9.5% of overall SITS market ●  Growth is not skyrocketing, but the strategic relevance of the topic is tremendous! 201422 0 5.000 10.000 15.000 20.000 25.000 30.000 35.000 2013 2014 2015 2016 2017 Digital transformation market volumes 2013-2017 Western Europe (in million euros) Digital Transformation Software Products Digital Transformation Services © PAC 2013 PAC Webinar - Digital Disruption in the IT Industry CAGR: 11.2%
  23. 23. © PAC Growth areas in digital transformation Software & IT services by topic Digital customer experience & service •  Omni-channel solutions that allow for superior customer experience across all interaction channels. •  Comprehensive analytics integration across all channels and solutions. •  Software as a service / cloud-based solutions •  Integration platforms Digital content & applications Digital sales & commerce Digital marketing 23 PAC Webinar - Digital Disruption in the IT Industry 2014 Digital integration platforms
  24. 24. © PAC Growth areas in digital transformation IT services by type Digital consulting 24 PAC Webinar - Digital Disruption in the IT Industry 2014 •  Combined business and technology consulting Digital technology implementation •  Comprehensive consulting on various technology areas coupled with creativity and design capabilities. Digital technology integration •  Back-end integration of front-end solutions Digital operations and management •  Hosting and managed services for digital solution platforms •  Business process outsourcing
  25. 25. © PAC25 PAC Webinar - Digital Disruption in the IT Industry Become a strategic partner for the digital transformation process of your customers! •  Actively position yourself as a digital transformation partner. •  Break up go-to-market silos. •  Consider building up a dedicated digital practice. 2014
  26. 26. © PAC 201426 PAC Webinar - Digital Disruption in the IT Industry Don’t sell technologies, sell business value! •  Actively address business decision makers and their individual challenges. •  Actively address the new business imperatives in the digital world: customer centricity, agility & innovativeness, data-driven decision making.
  27. 27. © PAC 201427 PAC Webinar - Digital Disruption in the IT Industry Play an active role in the changing ecosystem! •  Evaluate new partnerships and/or M&A activities. •  Look for niche specialists in digital transformation and digital agencies. •  Build up your creative and innovation skills.
  28. 28. © PAC How can PAC support you?
  29. 29. © PAC SITSI® Digital Enterprise market research 2014PAC Webinar - Digital Disruption in the IT Industry29 Market figures & forecasts Market reports Vendor profiles •  Digital transformation software & IT services •  Market volume and growth rates •  Market overview & trends •  Vertical case study reports •  Local Market InSight reports: France, Germany, UK •  Profiles of the digital transformation positioning of leading software vendors, IT service providers and digital agencies
  30. 30. © PAC Customized research & consulting 2014PAC Webinar - Digital Disruption in the IT Industry30 Digital strategy workshops •  Customized workshop to discuss the impact of the current market developments on your individual strategy. •  Joint development of potential strategy options for your positioning as digital transformation partner. Customized research •  Individual competitive and positioning analysis •  Communications and sales support, content-based marketing •  Speaking engagements
  31. 31. © PAC Multi-client studies on digital transformation in France / Germany Concept •  Representative survey of marketing & sales as well as IT decision makers Key questions •  Challenges and strategies •  Investment plans •  Decision-making processes •  Role of software and service providers Sponsorship options •  Silver: €7,000, Gold: €10,800, Premium: €16,500 Benefits •  Market intelligence •  Thought leadership and branding •  Sales support and lead generation 2014PAC Webinar - Digital Disruption in the IT Industry31 Trend study Webinars & keynotes Social media awareness Case studies Spotlight analyses
  32. 32. © PAC PAC’s Digital Enterprise team 2014PAC Webinar - Digital Disruption in the IT Industry32 Arnold Aumasson! SVP
 PAC France# # Dominic Trott! Senior Analyst
 PAC UK
 # # Andreas Stiehler! Principal Analyst 
 Digital Enterprise
 PAC Germany# Nicole Dufft! SVP
 Digital Enterprise
 PAC Germany# # Olivier Rafal! Principal Consultant
 Software & SaaS PAC France# Aurore Goncalves! Senior Consultant
 PAC France# Megan Dahlgren! Principal Consultant & Software Market Director PAC France# Melanie Flug! Analyst – Mobility PAC Germany#
  33. 33. © PAC Q&A 2014PAC Webinar - Digital Disruption in the IT Industry33 Many thanks for your attention. We are looking forward to your questions.
  34. 34. © PAC PAC France! Pierre Audoin Consultants Immeuble Actualis - 2e étage 21 boulevard Haussmann 75009 Paris, France Tel: +33 (0) 1 56 03 67 24 info-france@pac-online.com !! ! From strategy to execution, PAC delivers focused and objective responses to the growth challenges of Information and Communication Technology (ICT) players. Founded in 1976, PAC is a privately held research & consulting firm for the software and ICT services market. PAC helps ICT vendors to optimize their strategies by providing quantitative and qualitative market analysis as well as operational and strategic consulting. We advise CIOs and financial investors in evaluating ICT vendors and solutions and support their investment decisions. Public institutions and organizations also rely on our key analyses to develop and shape their ICT policies. For more information, please visit: www.pac-online.com PAC’s latest news: http://blog.pac-online.com# # PAC Germany
 Pierre Audoin Consultants Holzstrasse 26 80469 Munich, Germany Tel: +49(0) 89 23 23 68 0 Fax: +49(0) 89 719 62 65 info-germany@pac-online.com ! PAC Romania
 Pierre Audoin Consultants Negustori 12 023953 Bucharest-2 - Romania Tel.: +40 (0) 21 410 75 80 Fax: +40 (0) 21 410 75 81 info-romania@pac-online.com ! PAC U.S.
 Pierre Audoin Consultants 192 Lexington Avenue - Suite 1101 New York, NY 10016, USA Tel: +1 646 277-7250 Fax: +1 646 607-1716 info-us@pac-online.com !! ! PAC UK
 Pierre Audoin Consultants 2nd Floor, 15 Bowling Green Lane London EC1R 0BD United Kingdom Tel.: +44 (0) 207 251 2810 Fax: +44 (0) 207 490 7335 info-uk@pac-online.com !! ! PAC Brazil
 Pierre Audoin Consultants Rua Pedro de Toledo, 130, Office 61, Vila Clementino Sao Paulo 04039-030 Brazil Tel.: +55 (11) 5539 0280 Fax: +55 (11) 5539 0280 info-latam@pac-online.com About us! PAC India
 Pierre Audoin Consultants 610-611, Ashoka Estate, 24 Barakhamba road, New Delhi - 110001, India Tel: +91 (0) 11 4353 4818 info-apac@pac-online.com 2014

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