5 Steps to exceptional growth. Sell business outcomes not technology. Change is difficult, but not changing is fatal. Change before you have to change.
Digital Disruption = Change = Transformation, Business Transformation. If your customers, Find, Try, Buy and Consume, Cloud Services differently, shouldn't you be selling them differently? 5 Steps to Accelerating Adoption of Your Cloud Services
Adapt or Die. The end of shadow IT. How to leverage Cloud based solutions, applications and tools to provide work environments that engage and inspire Gen Y and tomorrow's Gen C (always Connected users). Give your employees the digital experience they desire and they will do remarkable work in exchange. The CIO's new mindset to deliver the digital workplace: Hybrid thinking, AppStore thinking and Outcomes-based thinking.
Success is a moving target. In the post disrupted digital world the rules of the game have changed. What made your successful in the past will not make you successful in the future. 5 steps that will transform your business and prepare the foundations of growth.
The Cloud creates unparalleled opportunities for those who can deliver compelling Service Propositions, translate them into relevant Business Outcomes and then take those Relevant Business Outcomes to Business Decision Makers. Step 1) Demand Creation followed by Step 2) Demand Capture. Hint: the greater the focus and clarity you can bring to bear on relevant and compelling business outcomes, the easy will be step 2) Demand Capture: sales conversion.
5 key Threats to Becoming a Responsive OrganisationThoughtworks
Gary O’Brien works with large enterprises taking a Lean Enterprise approach to drive change to the culture, planning, governance, and structure of the enterprise to better align with customers’ needs. This new framework for scaling agility in the enterprise is drawing the attention of the world's business and technology innovators, but it is not a journey without speed bumps.
At ThoughtWorks Live Australia 2016, Gary discussed the hurdles that must be overcome in order to become a responsive organisation.
Customer Adoption is the new ROI. Creating SOE (Systems of Engagement) is how you maximise customer adoption. The entry point to SOE is the Smart phone. Are you maximising Smart Adoption of your cloud services?
Digital Disruption = Change = Transformation, Business Transformation. If your customers, Find, Try, Buy and Consume, Cloud Services differently, shouldn't you be selling them differently? 5 Steps to Accelerating Adoption of Your Cloud Services
Adapt or Die. The end of shadow IT. How to leverage Cloud based solutions, applications and tools to provide work environments that engage and inspire Gen Y and tomorrow's Gen C (always Connected users). Give your employees the digital experience they desire and they will do remarkable work in exchange. The CIO's new mindset to deliver the digital workplace: Hybrid thinking, AppStore thinking and Outcomes-based thinking.
Success is a moving target. In the post disrupted digital world the rules of the game have changed. What made your successful in the past will not make you successful in the future. 5 steps that will transform your business and prepare the foundations of growth.
The Cloud creates unparalleled opportunities for those who can deliver compelling Service Propositions, translate them into relevant Business Outcomes and then take those Relevant Business Outcomes to Business Decision Makers. Step 1) Demand Creation followed by Step 2) Demand Capture. Hint: the greater the focus and clarity you can bring to bear on relevant and compelling business outcomes, the easy will be step 2) Demand Capture: sales conversion.
5 key Threats to Becoming a Responsive OrganisationThoughtworks
Gary O’Brien works with large enterprises taking a Lean Enterprise approach to drive change to the culture, planning, governance, and structure of the enterprise to better align with customers’ needs. This new framework for scaling agility in the enterprise is drawing the attention of the world's business and technology innovators, but it is not a journey without speed bumps.
At ThoughtWorks Live Australia 2016, Gary discussed the hurdles that must be overcome in order to become a responsive organisation.
Customer Adoption is the new ROI. Creating SOE (Systems of Engagement) is how you maximise customer adoption. The entry point to SOE is the Smart phone. Are you maximising Smart Adoption of your cloud services?
A Growth Mindset. Your Job is Selling Change. Sell the problem, not the Solution. Marketing Today Becomes Sales Tomorrow. What Great Salespeople Do Differently. Closing with Confidence: Personal Sales Skills Action Plan
This is a summary from the book Nanovation. It is the story of how one of today’s most influential global leaders, Ratan Tata, true practitioner of conscious capitalism, inspired a game changing innovation.
NANOVATION is a how to on getting people to think big, act bold, and improve the world in the midst of overwhelming challenges.
It concludes with eight transferable rules for driving innovation in any business and teaching people to achieve the possible in what appears impossible
Continuous loyalty - From Transactions to InteractionsThoughtworks
How do you encourage customers to repeatedly choose your brand in the face of alternatives? This is the question we posed at our executive retail breakfast series in London, Manchester and Hamburg this month.
• Key challenges Sales People face when selling in a Covid-19 Economy; 销售人员在新冠肺炎经济中的主要挑战;
• How to harness your Value Proposition so that customers want to connect with you? 如何利用你的价值体现,让客户想在无法见到 你的情况下与你联系;
• Questioning skills to find out what the customer is really thinking or feeling; 了解客户的真实想法和感受的提问技巧;
• Following through your sales process without seeing the customers.
如何在不见客户的前提下推进你的销售步骤?
Zach Nies, Techstars , @zachnies
Rachel Weston Rowell, CA Technologies , @RachelAWeston
You know that Lean Startup techniques have helped your company move forward, and you know your competitors are successfully using those same techniques. To stay ahead of the competition, you need to find new ways to accelerate your company. The key is to use Lean to balance exploration and operation within your company. In this experience report, Zach Nies and Rachel Weston Rowell will share techniques and stories from startups to large organizations that have accelerated their growth by applying Lean thinking to how they operate their company and how they explore through uncertainty.
Achieving Business Excellence (a ChangeThis Manifesto by John Spence)Samuli Pahkala
"There is no single strategy that will carry your company forever—just ask my buddy Tom Peters, who wrote the fantastic book In Search of Excellence back in 1982, only to watch more than half of the companies he highlighted go out of business! Markets shift, consumer preferences change, new competitors appear, technology advances—and so must you. Even though I can recommend which of today’s popular strategies I believe deserve your attention, there is no guarantee that these same strategies will still be as relevant in 20 years. I think they will, but no one can see that far ahead.
With all of that said, [these] are the six strategies on which all the great companies I studied were relentlessly focused."
18 Expert Creative Leaders Share Best Practices for How to Get the Best Out of Your Creative Team.
With the generous support of Workfront, we have attempted to find the answer by posing the following question to 18 seasoned creative professionals:
Consistently and efficiently getting the best work out of your creative team can be tough. How have you created just enough process to enhance both creativity and productivity? Please share a personal story.
In reading the experts’ responses to this question, it’s clear that there are many ways to build and manage creative teams. Striking a balance between process and creativity is essential, and these experts provide valuable insights into ways they define and sustain that balance throughout a creative endeavor.I found their stories fascinating, and I’m sure anyone whose work depends on creative output will appreciate the experiences and wisdom of the creative professionals who have contributed to this e-book.
All the best,
David Rogelberg
From Dissastisfied to Evangelist: How to Measure and Manage Your Clients’ Sat...Nex.to
Why client satisfaction is important. What the biggest obstacles are to measuring it. How can using one question can improve your efforts. Where to use your response data to improve your service delivery.
Demetris C. Hadjisofocli. This presentation provides some basic information on what is innovation and how it differentiates from Entrepreneurship. It gives a high level view on how Innovation processes should be approached within organizations to instill a culture of development and growth.
This presentation is my visual understanding of
John Spence’s Manifesto
”Achieving Business Excellence”
published by ChangeThis http://changethis.com/46.01.AchievingExcellence
Developing virtual selling skills now positions organizations for success in what will prove to be a challenging present and a changed future. Here, we offer guidance for selling in the era of virtual engagement by examining: why it matters, how it happens, and where it is going.
Are you looking for investors to help get your business off the ground? Finding investors can be daunting! But have no fear! Investors are looking to fund your business or product. It's not only about the money. Investors become part of your team...
Understanding the customer must lie at the foundation of your Business Strategy, your Business Model(s) resulting in Competitive Advantage. Not understanding the customer accounts for everything else we do in business.
A Growth Mindset. Your Job is Selling Change. Sell the problem, not the Solution. Marketing Today Becomes Sales Tomorrow. What Great Salespeople Do Differently. Closing with Confidence: Personal Sales Skills Action Plan
This is a summary from the book Nanovation. It is the story of how one of today’s most influential global leaders, Ratan Tata, true practitioner of conscious capitalism, inspired a game changing innovation.
NANOVATION is a how to on getting people to think big, act bold, and improve the world in the midst of overwhelming challenges.
It concludes with eight transferable rules for driving innovation in any business and teaching people to achieve the possible in what appears impossible
Continuous loyalty - From Transactions to InteractionsThoughtworks
How do you encourage customers to repeatedly choose your brand in the face of alternatives? This is the question we posed at our executive retail breakfast series in London, Manchester and Hamburg this month.
• Key challenges Sales People face when selling in a Covid-19 Economy; 销售人员在新冠肺炎经济中的主要挑战;
• How to harness your Value Proposition so that customers want to connect with you? 如何利用你的价值体现,让客户想在无法见到 你的情况下与你联系;
• Questioning skills to find out what the customer is really thinking or feeling; 了解客户的真实想法和感受的提问技巧;
• Following through your sales process without seeing the customers.
如何在不见客户的前提下推进你的销售步骤?
Zach Nies, Techstars , @zachnies
Rachel Weston Rowell, CA Technologies , @RachelAWeston
You know that Lean Startup techniques have helped your company move forward, and you know your competitors are successfully using those same techniques. To stay ahead of the competition, you need to find new ways to accelerate your company. The key is to use Lean to balance exploration and operation within your company. In this experience report, Zach Nies and Rachel Weston Rowell will share techniques and stories from startups to large organizations that have accelerated their growth by applying Lean thinking to how they operate their company and how they explore through uncertainty.
Achieving Business Excellence (a ChangeThis Manifesto by John Spence)Samuli Pahkala
"There is no single strategy that will carry your company forever—just ask my buddy Tom Peters, who wrote the fantastic book In Search of Excellence back in 1982, only to watch more than half of the companies he highlighted go out of business! Markets shift, consumer preferences change, new competitors appear, technology advances—and so must you. Even though I can recommend which of today’s popular strategies I believe deserve your attention, there is no guarantee that these same strategies will still be as relevant in 20 years. I think they will, but no one can see that far ahead.
With all of that said, [these] are the six strategies on which all the great companies I studied were relentlessly focused."
18 Expert Creative Leaders Share Best Practices for How to Get the Best Out of Your Creative Team.
With the generous support of Workfront, we have attempted to find the answer by posing the following question to 18 seasoned creative professionals:
Consistently and efficiently getting the best work out of your creative team can be tough. How have you created just enough process to enhance both creativity and productivity? Please share a personal story.
In reading the experts’ responses to this question, it’s clear that there are many ways to build and manage creative teams. Striking a balance between process and creativity is essential, and these experts provide valuable insights into ways they define and sustain that balance throughout a creative endeavor.I found their stories fascinating, and I’m sure anyone whose work depends on creative output will appreciate the experiences and wisdom of the creative professionals who have contributed to this e-book.
All the best,
David Rogelberg
From Dissastisfied to Evangelist: How to Measure and Manage Your Clients’ Sat...Nex.to
Why client satisfaction is important. What the biggest obstacles are to measuring it. How can using one question can improve your efforts. Where to use your response data to improve your service delivery.
Demetris C. Hadjisofocli. This presentation provides some basic information on what is innovation and how it differentiates from Entrepreneurship. It gives a high level view on how Innovation processes should be approached within organizations to instill a culture of development and growth.
This presentation is my visual understanding of
John Spence’s Manifesto
”Achieving Business Excellence”
published by ChangeThis http://changethis.com/46.01.AchievingExcellence
Developing virtual selling skills now positions organizations for success in what will prove to be a challenging present and a changed future. Here, we offer guidance for selling in the era of virtual engagement by examining: why it matters, how it happens, and where it is going.
Are you looking for investors to help get your business off the ground? Finding investors can be daunting! But have no fear! Investors are looking to fund your business or product. It's not only about the money. Investors become part of your team...
Understanding the customer must lie at the foundation of your Business Strategy, your Business Model(s) resulting in Competitive Advantage. Not understanding the customer accounts for everything else we do in business.
How can you transform your business to align with tomorrow's digitally savvy decision makers? Here are 7 steps to take your business down the road to growth in the digitally transformed world.
Digital Disruption = Business Transformation = Industry Disruption. Thinking Music: Vinyl -> CD -> mp3 -> Streaming. Owning Assets -> Access to Assets. Think Print: Books -> eBooks -> Digital eBook Libraries. Owning Assets -> Access to Assets. The message is clear "Adapt or Die".
1. Growth Mindset: Direct your focus to what the future will look like. Anticipate likely changes in your customer's needs and preferences to interact with your business.
2. Differentiate or Die: Help your customer understand why and how you are different to other providers in your product/service category.
3. The Customer Adoption Cycle: Create a customer adoption cycle for your business and align all your sales, marketing and support customer interactions at the appropriate steps of the Adoption cycle.
4. Disrupt the Status Quo: People will make key decisions when they face immediate negative consequences. The role of Sales & Marketing’s is to take the customer out of the comfort and complacency of the status quo and let them 'wallow' in the negative future.
5. Tipping the Funnel: Convert your customers into your un-paid sales force.
The challenge of sustaining growth levels at 35% is not to improve your sales conversion rate (although this is never hurts). The challenge to sustaining stellar growth rates lies in increasing the quality and frequency of your Demand Generation Campaigns.
Big Data = Big Business Problem. Big Business Problem = Big Business Opportunity. The Cloud Changes the way Customers adopt services and the Channel doesn't provide what the cloud requires (today). 3 things that you can do the accelerate adoption of your Cloud based Business Continuity Services.
Strategy and Digital Tools for Customer Acqusition and Growth / Growth Hackin...Sercan Alıcı
Growth hacking session for several startup founders in BIC101 Acceleration Program.
I told 3 hours growth strategy including specific solutions for each startup in Q&A session.
Mårten Mickos' slides from April 2011
see also http://aaltoes.com/2011/04/marten-mickos-never-work-for-a-large-company-unless-youve-created-it-yourself/
An organization is as healthy as the quality of its profitable organic deal pipeline in an enterprise setting. Given cut throat competition, vendor consolidation and analytics availability to discern total cost of ownership, it is becoming increasingly difficult to further hit/conversion ratios or differentiate indefinitely. Research has also shown that healthy organizations typically have 5-10% of sales coming from new deals and 90-95% of sales coming from existing customers/on-going business. Bear in mind that a deal this year, if retained, becomes on-going the next year. A key question foremost in the minds of many is that in the current environment that is evolving past, are there simple rules that we can follow to qualify and nurture leads?
The answer to the question lies in the sales assets that one needs to build, project and continuously hone in order to keep the lucre flowing.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Similar to Adapt or Die: Hybrid Cloud Means the End of Business as Usual (20)
“How do you stay ahead of ever-rising customer expectations? There’s no single way to do it - it’s a combination of many things.”
- Jeff Bezos. Start by mastering Moments of Truth in the Customer Journey. Design for Customer Experience and you will maximize Customer Adoption. The Ultimate MOT is Customer Advocacy. When customers spontaneously recommend your products or services you effectively have an "unpaid sales force."
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeSalesChannel International
We all want Revenue Growth? No, we all want profitable Revenue Growth! That means minimising Churn and/or maximising Retention. The challenge is that Retention is not a long-term, sustainable strategy. If the Customer wants out she will find a way. The better long-term, sustainable strategy is finding ways to make them want to stay. The Million dollar question is: How do you make them want to stay?
Le succès est une cible mouvante. Dans le monde numérique de poste perturbé les règles du jeu ont changé. Que fait votre succès dans le passé ne vous fera pas de succès à l'avenir. 5 étapes qui vont transformer votre entreprise et préparer les bases de la croissance.
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...SalesChannel International
1. Future Focused: Let go of the past. Take a higher level view and anticipate the "next wave".
2. Mindset Shift: Adapt to opportunity. Change is difficult, but not changing is fatal. Organisations don't change - people do. A new mindset precedes new results.
3. Managing Two Businesses: Execute vs Explore. Success in the existing business is all about Execution. Success in the new business is all about being responsive and adaptive to change. As the dynamics of the two businesses are fundamentally different consider managing them separately.
4. Ambidextrous Thinking: How to use "AND Thinking" as a tool to discover new solutions, approaches and ideas that fly in the face of the established way of doing things.
5. Experimental Mindset: Embrace the certainty of failure using a “Disciplined Experiment” mindset. Gamify your thinking and gamify your business.
Success in sales means selling the way tomorrow's customers want to buy. Necessary, but not sufficient. You must provoke your customers out of their comfort zones and their status quo using your business insights that will challenge their thinking and move them to take positive action.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Your mindset is your competitive advantage. It is what separates you from everyone else in business.Your mindset is above all an attitude and attitude is a choice.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
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