Presentation from Salesforce.org Higher Ed Summit 2017 by: Reed Sheard of Westmont College Higher Education faces numerous challenges, ranging from affordability, to questioning the necessity of a college degree for professional success, to the role of education in society as an important catalyst for civic responsibility. As these challenges increase, technology holds the potential to be even more strategic to the long-term success of our institutions. Building upon the work of Clayton Christensen from the Harvard Business School and author of Competing Against Luck and Geoffrey Moore, author of Crossing the Chasm and Zone to Win, this presentation will explore the vital role disruptive innovation and the Salesforce CRM can play in supporting admissions and fundraising success. If you are trying to understand and respond to the myriad changes and challenges facing higher education, come hear how Westmont is seeking to proactively transform its institution by leveraging concepts from Christensen and Moore and great tools from Salesforce.

1. Leading During Change: Disruptive
Innovation and its Role in Education
Dr. Reed Sheard
Vice President for College Advancement and CIO
Westmont College

2. The Coming Tsunami to Education
Regulatory
Costs
Questioning The
Value of a
Degree
Growing
Complexity of
Higher Ed Business
Negative
National News
Rising Cost
of Education
New Delivery Models
Challenges to Traditional
Education Models
Negative Perceptions
On Student Debt

3. Thought Leadership

4. Clayton Christensen

5. Clayton Christensen Geoffrey Moore

6. Clayton Christensen Geoffrey Moore Reed Sheard

8. Good Theories Matter
The Ability to develop theories are important for thought leaders. Why?
• They set a context to be responsible and effective in leading our organizations
What is a theory?
1. A theory is a statement of what causes what and why AND under what conditions
2. Managers are veracious consumers of theories. Every time you put together a plan it is predicated upon
one or more theories “if I do this I will then get the result I need”
3. Becoming a good theorist is essential for becoming a good leader. It help you have clarity on the “why
and why” of a project which still being flexible enough to deal with problems that could sidetrack or kill a
project.
4. How is a good theory developed?
The Unfair Bum Rap
Christensen

9. The Theory Around Human Flight Christensen

10. Applying Theory One: Understanding the EPR/CRM Space?
Legacy Innovation is in its LAST 10% of value and Enterprise/Postmodern CRM is its FIRST 10%

11. Gartner and Post-Modern ERP/CRM

12. Market Share and Dissatisfaction
Eduventures Research

13. Gartner – HOOF Model
Legacy ERP Journey to the Cloud

15. The Five First Movers
What is Possible in HED when marginal costs approach Zero?
Moore
Marginal Cost of System Optimization
Marginal Cost of Dynamic Decision-making
Marginal Cost of Adding a Resource to a Sharing
Economy
Marginal Cost of Automating a Personal
Transaction
Marginal Cost of Computing

16. Why Is This Important?
Companies That Missed The Next Wave
Moore

17. Ride, Leverage or Be Disrupted Moore

19. Too Little or Too Much of a Good Thing
Innovation as a Continuum
Sheard

20. How to Become a Thought Leader Sheard