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Deck from Cap Gemini Conference


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Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Mohr Davidow portfolio and established high-tech enterprises, most recently including Salesforce, Microsoft, Intel, Box, Aruba, Cognizant, and Rackspace.

Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work, Escape Velocity, addresses the challenge large enterprises face when they seek to add a new line of business to their established portfolio. It has been the basis of much of his recent consulting.

Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders.

Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.

Published in: Business

Deck from Cap Gemini Conference

  1. 1. Getting Digital Mental Models for Transforming Your Enterprise Cap Gemini Spark Conference Pebble Beach October 30, 2014
  2. 2. Digital Disruption New Technologies Can Change the Game 2 Big Data Cloud Smart Phones Analytics Machine Learning Internet of Things Social Networks SaaS, PaaS, IaaS
  3. 3. Harnessing Disruption Three Potential Targets for Digital Investment 3 Infrastructure Model Operating Model Bus Model IT Operations • Data Centers  Cloud • Desktops  Mobile • Wireline  Wireless Business Processes • Forms  Apps • Hierarchical  Collaborative • Standardized  Personalized Business Model • Taxed  Disintermediated • Queued  Self-Service • Monetized  Advertised
  4. 4. Why Disrupt—Where’s the Payback? Releasing Trapped Value Creates High Returns 4 Infrastructure Model Operating Model Bus Model IT Operations • Non-value-adding complexity • Dedicated resources on stand-by • Limits imposed by legacy systems Business Operations • Inflexible Processes • Extended Decision Cycles • Uninformed Campaigns Value Creation • Inefficient Markets • Unmet Demand • Inelastic Overhead Sources of Trapped Value
  5. 5. Embracing Disruption How Technology Enters the Mainstream 5 CHASM EARLY MARKET TORNADO BOWLING ALLEY MAIN STREET
  6. 6. Four Technology Adoption Strategies Each One Has Its Own Dynamic 6 Buy ahead of the crowd for competitive advantage Bespoke projects from the experts Buy ahead of the crowd to address an urgent use case Proven applications from segment-focused vendors Buy with the crowd as it transitions to new infrastructure Next-generation infrastructure from market leaders Buy after the crowd for less disruption and a lower price Evolutionary extensions from established vendors No “right” answers Adopt the one that fits you best
  7. 7. Stairway to Heaven Model Taking the Measure of Disruptive Technologies 7 Cloud Mobile Social Analytics Machine Learning Business Communities Systems of Engagement Software as a Service
  8. 8. Cloud Software as a Service • Pay by the drink • Outsource cap ex and maintenance • Eliminate error-inducing variability • Avoid “open heart surgery” upgrades • Use the innovation you are paying for • Future-proof your architecture 8 Salesforce, Workday, NetSuite, Intacct, Concur, etc.
  9. 9. Mobile Systems of Engagement • Be productive anywhere, any time • Stay in touch with fast-breaking developments • Respond to requests in real time • Streamline review and approval processes • Extend collaborative workflows • Let customers and partners access you 24/7 9 Apple, Box, Chatter, Lync, Web
  10. 10. Social Business Communities • Dramatically improve your Customer Support • Enable ad hoc collaboration • Detect issues and concerns early • Foster ecosystem relationships • Engage and enlist your strongest supporters • Incorporate feedback earlier in development cycle 10 Lithium, Jive, Yammer, Salesforce Communities
  11. 11. Analytics Machine Learning • Market behavior detection • Predictive maintenance • Fraud detection • Yield optimization • Task automation • Consumer personalization 11 Google, GE, Palantir, RocketFuel, Amazon, Facebook
  12. 12. Stairway to Heaven Model Targeting Trapped Value 12 Cloud Mobile Social Analytics Machine Learning Business Communities Systems of Engagement Software as a Service Infrastructure Model Operating Model Bus Model
  13. 13. Framing the Opportunity 3 Questions to Ask About Your Next Big Thing 1. How mature is the technology today? • Who has done this already? • Which adoption stage best captures its current state? 2. How much of a stretch is it from where we are today? • Which step on the Staircase best reflects our current state? • Which step represents our desired future state? • How big a jump are we taking? 3. What kind of return is most important for us to gain? • Competitive differentiation? • Operating productivity? • Infrastructure efficiency? 13
  14. 14. Panel Jeffrey Rutherford, CFO, Ferro Group Rod Russell, VP, Walt Disney Parks & Resorts 14
  15. 15. Fireside Chat Aaron Levie, CEO, Box 15
  16. 16. Systems Management Analytics & Machine Learning Web Application InfrastructureMobile Application Infrastructure Data Management Mainframes High-Performance Microprocessors Enterprise Document Management Business Process Consulting On-Premise Applications Business Intelligence Enterprise Directory Database Management Storage Wireline Networks Desktop Computers Identity Management Mobile Devices Software as a Service Collaborative Content Management User Experience Design Low-Power Microprocessors Business Layer Compute Processes Compute Engines Servers Wireless Networks Security Management Systems of Record The Client-Server Stack Is Morphing Cloud Computing
  17. 17. Systems of Engagement User Centric IT USER
  18. 18. 18