Analyze the present scenario of the firm with revenue generated and net profit earned with the aid of this content ready Organic Growth PowerPoint Presentation Slides. Present the firm's current markets share as compared to its competitors using the professionally designed incremental growth PPT slideshow. Provide information about your competitors that are currently existing in the market and how they are growing their business organically and inorganically. Take the assistance of the visually appealing revenue growth PowerPoint templates to assess business priorities that are crucial for growth such as market share, competitive advantage, quality improvement, sales growth, etc. Utilize the topic-specific business growth strategy PowerPoint complete deck to analyze possible future events such as expected units of sales, revenue generated and Capex, etc. You can also use the growth planning PPT graphics to focus on existing customers that can increase brand loyalty. Thus download this ready-to-use organic growth strategy PowerPoint presentation to maximize customer outreach. Convince them you have the expertise with our Organic Growth PowerPoint Presentation Slides. They help demonstrate your authority. https://bit.ly/2W4cXwR
Business Transformation PowerPoint Presentation Slides SlideTeam
Every organization undergoes a certain change to cope up with changing trends in the market. Its ending point must be a different from a starting point. This content ready business transformation PowerPoint presentation is a guide for your organization to have a structured and planned change. These business transformation presentation templates are perfect to achieve organizational goals and improve business processes, technologies, and productivity. Whether it’s an internal change or an external, an organization goes through several stages of transformation. This is explicitly explained in a business transformation framework slide. There could be various business areas where a change is needed such as customer service or finance. We present your business transformation PPT slides that will help you go through digital transformation, finance transformation, customer service transformation and more. This complete presentation will help you explain the important business drivers for the required change in the management . Get your hands on this ready-made professionally designed business transformation presentation to achieve a successful business transformation. Spread the buzz with our Business Transformation PowerPoint Presentation Slides. Generate interest with your views.
Business Development Obstacles PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Business Development Obstacles Powerpoint Presentation Slides. This PPT deck displays fourty slides with in depth research. Our topic oriented Business Development Obstacles Powerpoint Presentation Slides presentation deck is a helpful tool to plan, prepare, document and analyse the topic with a clear approach. We provide a ready to use deck with all sorts of relevant topics subtopics templates, charts and graphs, overviews, analysis templates. Outline all the important aspects without any hassle. It showcases of all kind of editable templates infographs for an inclusive and comprehensive Business Development Obstacles Powerpoint Presentation Slides presentation. Professionals, managers, individual and team involved in any company organization from any field can use them as per requirement.
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales And Marketing Alignment Powerpoint Presentation Slides. Our topic specific Sales And Marketing Alignment Powerpoint Presentation Slides presentation deck contains twentytwo slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
- define change management
- characters of change management
- level of change management
- step to transforming your organization
and effective steps of managing change
- act like a leader, not a manager
- benefit of change management
ppt of change management
Analyze the present scenario of the firm with revenue generated and net profit earned with the aid of this content ready Organic Growth PowerPoint Presentation Slides. Present the firm's current markets share as compared to its competitors using the professionally designed incremental growth PPT slideshow. Provide information about your competitors that are currently existing in the market and how they are growing their business organically and inorganically. Take the assistance of the visually appealing revenue growth PowerPoint templates to assess business priorities that are crucial for growth such as market share, competitive advantage, quality improvement, sales growth, etc. Utilize the topic-specific business growth strategy PowerPoint complete deck to analyze possible future events such as expected units of sales, revenue generated and Capex, etc. You can also use the growth planning PPT graphics to focus on existing customers that can increase brand loyalty. Thus download this ready-to-use organic growth strategy PowerPoint presentation to maximize customer outreach. Convince them you have the expertise with our Organic Growth PowerPoint Presentation Slides. They help demonstrate your authority. https://bit.ly/2W4cXwR
Business Transformation PowerPoint Presentation Slides SlideTeam
Every organization undergoes a certain change to cope up with changing trends in the market. Its ending point must be a different from a starting point. This content ready business transformation PowerPoint presentation is a guide for your organization to have a structured and planned change. These business transformation presentation templates are perfect to achieve organizational goals and improve business processes, technologies, and productivity. Whether it’s an internal change or an external, an organization goes through several stages of transformation. This is explicitly explained in a business transformation framework slide. There could be various business areas where a change is needed such as customer service or finance. We present your business transformation PPT slides that will help you go through digital transformation, finance transformation, customer service transformation and more. This complete presentation will help you explain the important business drivers for the required change in the management . Get your hands on this ready-made professionally designed business transformation presentation to achieve a successful business transformation. Spread the buzz with our Business Transformation PowerPoint Presentation Slides. Generate interest with your views.
Business Development Obstacles PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Business Development Obstacles Powerpoint Presentation Slides. This PPT deck displays fourty slides with in depth research. Our topic oriented Business Development Obstacles Powerpoint Presentation Slides presentation deck is a helpful tool to plan, prepare, document and analyse the topic with a clear approach. We provide a ready to use deck with all sorts of relevant topics subtopics templates, charts and graphs, overviews, analysis templates. Outline all the important aspects without any hassle. It showcases of all kind of editable templates infographs for an inclusive and comprehensive Business Development Obstacles Powerpoint Presentation Slides presentation. Professionals, managers, individual and team involved in any company organization from any field can use them as per requirement.
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales And Marketing Alignment Powerpoint Presentation Slides. Our topic specific Sales And Marketing Alignment Powerpoint Presentation Slides presentation deck contains twentytwo slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
- define change management
- characters of change management
- level of change management
- step to transforming your organization
and effective steps of managing change
- act like a leader, not a manager
- benefit of change management
ppt of change management
In 2017, the World Economic Forum recognized the potential of advanced manufacturing technologies. In 2018, from among more than 1,000 examined production facilities, 16
companies were recognized as Fourth Industrial Revolution leaders in advanced manufacturing for demonstrating step-change results, both operational and financial, across individual sites. They had succeeded in scaling beyond the pilot phase and their sites were designated advanced manufacturing “Lighthouses”. In 2019, 28 additional facilities were identified and added to the network, which now provides an opportunity for cross-company learning and collaboration, and for setting new benchmarks for the global manufacturing community.
Lighthouses have succeeded by innovating new operating systems, including in how they manage and optimize business and processes, transforming the way people work and use technology. These new operating systems can become the blueprint for modernizing the entire company operating system; therefore, how they prepare for scaling up and engaging the workforce matters.
Mastering the Complex Sale: How to Get Paid for the Value you CreatePragmatic Marketing
The commoditization of high-value and complex solutions is causing more products and services to miss market forecasts. It not only frustrates executives, who aren't getting the profitable results they expect, but everyone across the organization feels the pressure.
When you join our February 20 webinar at 1 p.m. EST, you will learn how to turn this frustrating situation into a substantial competitive advantage.
Jeff Thull, CEO and president of Prime Resource Group, will discuss why customers have become immune to value propositions and how the value life cycle is the key to market dominance.
Complete Business Frameworks Toolkit - Strategy, Marketing, Operations, Consu...Flevy.com Best Practices
Download this primer now from slideshare.
Full version here:
https://flevy.com/browse/business-document/complete-consulting-frameworks-toolkit-644
This is a very comprehensive document with over 350+ slides--covering 51 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms. With this comprehensive document in your back pocket, you can find a way to address just about any problem that can arise in your organization.
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
FULL LIST OF MANAGEMENT CONSULTING FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle ( Consumer Adoption Curve)
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Consumer Decision Journey ( McKinsey Consumer Decision Journey)
16. Core Competence Analysis
17. Cost Structure Analysis
18. Customer Experience
19. Customer Satisfaction Analysis
20. Customer Value Proposition
21. Fiaccabrino Selection Process
22. Financial Ratios Analysis
23. Gap Analysis
24. Industry Attractiveness & Business Strength Assessment
25. Key Purchase Criteria
26. Key Success Factors (KSF)
27. Market Sizing & Share
28. McKinsey 7-S
29. Net Present Value
30. PEST Analysis
31. Porter Competition Strategies
32. Porter's Five Forces
33. Portfolio Strategies
34. Price Elasticity
35. Product Life Cycle
36. Product Substitution
37. Relative Cost Positioning
38. Rogers' Five Factors
39. Scenario Techniques
40. Scoring Models
41. Segment Attractiveness
42. Segmentation & Targeting
43. Six Thinking Hats
44. Stakeholder Analysis
45. Strengths & Weaknesses Analysis
46. Structure-Conduct-Performance (SCP)
47. SWOT Analysis
48. SWOT Strategies
49. Treacy / Wiersema Market Positioning
50. Value Chain Analysis
51. Venkat Matrix
Digital Transformation Strategy Powerpoint Presentation SlidesSlideTeam
Showcase key strategies of technology change with our pre-made content ready Digital Transformation Strategy PowerPoint Presentation Slides. The easy to use digital change plan PowerPoint complete deck includes set of professionally designed slides such as why it is needed, core elements, barriers of digital change strategy, ways to achieve digital transformation, transformation roadmap, task distribution, transformation budget, value-added from the transformation, etc. Digital change PPT design covers various topics and highlights important concepts like digitization, IT integration, digital transformation, technology change plan, the digital revolution, information revolution and many more. Enhance your knowledge with this well-researched deck and deliver your ideas in an effective way. Demonstrate best practices for successful digital transformation. Use these impressive IT integration plan PPT slide layout to make an instant impact of viewers. Download this digital business transformation PowerPoint templates to develop core capabilities across various business areas. Highlight external factors with our Digital Transformation Strategy Powerpoint Presentation Slides. Attempt to analyze the impact they can have. https://bit.ly/3z3okG5
Presentation describes how to recognize resistance to change and barriers to change. How to increase receptivity to change and how different generations view change. Ends with John Kotter's process of creating major change.
this is a problem-solving toolkit, it's really useful it has different Approaches to solving problems everybody can use organizations, business people even familes
Sales Strategy Plan Powerpoint Presentation SlidesSlideTeam
Introducing Sales Strategy Plan Powerpoint Presentation Slides which allows you to position your products and services in a meaningful way. Mention specific steps that are needed to create a sales plan by utilizing marketing strategies PPT visuals. Understand how to plan for a successful product offering with the help of strategic market planning PowerPoint templates. Analyze the market to determine probable profit and revenue from it by utilizing market opportunity analysis PPT visuals. Discuss in detail four fundamentals of marketing strategy which are price, product, promotion, and place. Monitor progress and prepare for contingencies with the assistance of marketing mix PPT slide deck. Demonstrate the ways to attract your potential customers by using the business plan PPT layouts. Highlight the importance of sales planning and developing strategies in a business organization. Download our ready to use market strategic analysis PPT Presentation and succeed in getting potential customers and retaining them. https://bit.ly/3iSF6mg
Executive Briefing: Why managing machines is harder than you thinkPeter Skomoroch
Companies that understand how to apply machine intelligence will scale and win their respective markets over the next decade. That said, delivering on this promise is much harder than most executives realize. Without large amounts of labeled training data, solving most AI problems isn’t possible. The talent and leadership to bridge the worlds of product design, machine learning research, and user experience are scarce. Many organizations will tackle the wrong problems and fail to ship successful AI products that matter to their customers.
Pete Skomoroch explains how to navigate these challenges and build a business where every product interaction benefits from your investment in machine intelligence.
This talk was presented at the 2019 Strata Data Conference in London.
Topics include:
Who defines the data vision and roadmap in your organization?
Who is accountable for building and expanding your competitive moat?
Investing in foundational data infrastructure, training, logging, and tools
Fostering executive support for exploration and innovation, including user-facing data product and algorithm development
How to evaluate new machine intelligence projects and develop a portfolio that delivers
How AI product management differs from traditional product management
How to bridge the worlds of design and machine learning to get to product-market fit
Defining a framework for trading off investments in data quality, machine learning relevance, and other business objectives
Company Sales Review PowerPoint Presentation Slides SlideTeam
We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of twentytwo slides. Our tailor made Company Sales Review PowerPoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. The advantageous slides on Company Sales Review PowerPoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field.
Subscribed 2019 - Customer First Approach to Pricing Zuora, Inc.
Pricing is at the core of how companies sell, support, and talk about their products. Yet most companies fail to architect a well thought out customer journey and decision-making process. In this session, Hazjier Pourkhalkhali, Global Director, Strategy & Value at Optimizely shares how the company changed its ways two years ago and saw a dramatic reduction in churn rates while improving win rates, deal sizes, and expansions. All due to a customer-first approach to pricing.
Mobile Monday Switzerland #38 - TSIA presentation on The Connected TechnicianMobileMonday Switzerland
“The Connected Technician: The Future of Field Services.”
Presentation given by Markus Schwarz, Managing Director (EMEA) at TSIA.
Mobile Monday Switzerland Event #38 on Mobile Field Services, 13th Oct 2014, Zürich.
In 2017, the World Economic Forum recognized the potential of advanced manufacturing technologies. In 2018, from among more than 1,000 examined production facilities, 16
companies were recognized as Fourth Industrial Revolution leaders in advanced manufacturing for demonstrating step-change results, both operational and financial, across individual sites. They had succeeded in scaling beyond the pilot phase and their sites were designated advanced manufacturing “Lighthouses”. In 2019, 28 additional facilities were identified and added to the network, which now provides an opportunity for cross-company learning and collaboration, and for setting new benchmarks for the global manufacturing community.
Lighthouses have succeeded by innovating new operating systems, including in how they manage and optimize business and processes, transforming the way people work and use technology. These new operating systems can become the blueprint for modernizing the entire company operating system; therefore, how they prepare for scaling up and engaging the workforce matters.
Mastering the Complex Sale: How to Get Paid for the Value you CreatePragmatic Marketing
The commoditization of high-value and complex solutions is causing more products and services to miss market forecasts. It not only frustrates executives, who aren't getting the profitable results they expect, but everyone across the organization feels the pressure.
When you join our February 20 webinar at 1 p.m. EST, you will learn how to turn this frustrating situation into a substantial competitive advantage.
Jeff Thull, CEO and president of Prime Resource Group, will discuss why customers have become immune to value propositions and how the value life cycle is the key to market dominance.
Complete Business Frameworks Toolkit - Strategy, Marketing, Operations, Consu...Flevy.com Best Practices
Download this primer now from slideshare.
Full version here:
https://flevy.com/browse/business-document/complete-consulting-frameworks-toolkit-644
This is a very comprehensive document with over 350+ slides--covering 51 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms. With this comprehensive document in your back pocket, you can find a way to address just about any problem that can arise in your organization.
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
FULL LIST OF MANAGEMENT CONSULTING FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle ( Consumer Adoption Curve)
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Consumer Decision Journey ( McKinsey Consumer Decision Journey)
16. Core Competence Analysis
17. Cost Structure Analysis
18. Customer Experience
19. Customer Satisfaction Analysis
20. Customer Value Proposition
21. Fiaccabrino Selection Process
22. Financial Ratios Analysis
23. Gap Analysis
24. Industry Attractiveness & Business Strength Assessment
25. Key Purchase Criteria
26. Key Success Factors (KSF)
27. Market Sizing & Share
28. McKinsey 7-S
29. Net Present Value
30. PEST Analysis
31. Porter Competition Strategies
32. Porter's Five Forces
33. Portfolio Strategies
34. Price Elasticity
35. Product Life Cycle
36. Product Substitution
37. Relative Cost Positioning
38. Rogers' Five Factors
39. Scenario Techniques
40. Scoring Models
41. Segment Attractiveness
42. Segmentation & Targeting
43. Six Thinking Hats
44. Stakeholder Analysis
45. Strengths & Weaknesses Analysis
46. Structure-Conduct-Performance (SCP)
47. SWOT Analysis
48. SWOT Strategies
49. Treacy / Wiersema Market Positioning
50. Value Chain Analysis
51. Venkat Matrix
Digital Transformation Strategy Powerpoint Presentation SlidesSlideTeam
Showcase key strategies of technology change with our pre-made content ready Digital Transformation Strategy PowerPoint Presentation Slides. The easy to use digital change plan PowerPoint complete deck includes set of professionally designed slides such as why it is needed, core elements, barriers of digital change strategy, ways to achieve digital transformation, transformation roadmap, task distribution, transformation budget, value-added from the transformation, etc. Digital change PPT design covers various topics and highlights important concepts like digitization, IT integration, digital transformation, technology change plan, the digital revolution, information revolution and many more. Enhance your knowledge with this well-researched deck and deliver your ideas in an effective way. Demonstrate best practices for successful digital transformation. Use these impressive IT integration plan PPT slide layout to make an instant impact of viewers. Download this digital business transformation PowerPoint templates to develop core capabilities across various business areas. Highlight external factors with our Digital Transformation Strategy Powerpoint Presentation Slides. Attempt to analyze the impact they can have. https://bit.ly/3z3okG5
Presentation describes how to recognize resistance to change and barriers to change. How to increase receptivity to change and how different generations view change. Ends with John Kotter's process of creating major change.
this is a problem-solving toolkit, it's really useful it has different Approaches to solving problems everybody can use organizations, business people even familes
Sales Strategy Plan Powerpoint Presentation SlidesSlideTeam
Introducing Sales Strategy Plan Powerpoint Presentation Slides which allows you to position your products and services in a meaningful way. Mention specific steps that are needed to create a sales plan by utilizing marketing strategies PPT visuals. Understand how to plan for a successful product offering with the help of strategic market planning PowerPoint templates. Analyze the market to determine probable profit and revenue from it by utilizing market opportunity analysis PPT visuals. Discuss in detail four fundamentals of marketing strategy which are price, product, promotion, and place. Monitor progress and prepare for contingencies with the assistance of marketing mix PPT slide deck. Demonstrate the ways to attract your potential customers by using the business plan PPT layouts. Highlight the importance of sales planning and developing strategies in a business organization. Download our ready to use market strategic analysis PPT Presentation and succeed in getting potential customers and retaining them. https://bit.ly/3iSF6mg
Executive Briefing: Why managing machines is harder than you thinkPeter Skomoroch
Companies that understand how to apply machine intelligence will scale and win their respective markets over the next decade. That said, delivering on this promise is much harder than most executives realize. Without large amounts of labeled training data, solving most AI problems isn’t possible. The talent and leadership to bridge the worlds of product design, machine learning research, and user experience are scarce. Many organizations will tackle the wrong problems and fail to ship successful AI products that matter to their customers.
Pete Skomoroch explains how to navigate these challenges and build a business where every product interaction benefits from your investment in machine intelligence.
This talk was presented at the 2019 Strata Data Conference in London.
Topics include:
Who defines the data vision and roadmap in your organization?
Who is accountable for building and expanding your competitive moat?
Investing in foundational data infrastructure, training, logging, and tools
Fostering executive support for exploration and innovation, including user-facing data product and algorithm development
How to evaluate new machine intelligence projects and develop a portfolio that delivers
How AI product management differs from traditional product management
How to bridge the worlds of design and machine learning to get to product-market fit
Defining a framework for trading off investments in data quality, machine learning relevance, and other business objectives
Company Sales Review PowerPoint Presentation Slides SlideTeam
We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of twentytwo slides. Our tailor made Company Sales Review PowerPoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. The advantageous slides on Company Sales Review PowerPoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field.
Subscribed 2019 - Customer First Approach to Pricing Zuora, Inc.
Pricing is at the core of how companies sell, support, and talk about their products. Yet most companies fail to architect a well thought out customer journey and decision-making process. In this session, Hazjier Pourkhalkhali, Global Director, Strategy & Value at Optimizely shares how the company changed its ways two years ago and saw a dramatic reduction in churn rates while improving win rates, deal sizes, and expansions. All due to a customer-first approach to pricing.
Mobile Monday Switzerland #38 - TSIA presentation on The Connected TechnicianMobileMonday Switzerland
“The Connected Technician: The Future of Field Services.”
Presentation given by Markus Schwarz, Managing Director (EMEA) at TSIA.
Mobile Monday Switzerland Event #38 on Mobile Field Services, 13th Oct 2014, Zürich.
At the PPS Spring Conference in San Francisco Ed Arnold, VP of Products at LeveragePoint, delivered his presentation "Anyone Can Build a Value Model: Let Me Show You How". Designed to help the audience make better strategic decisions for their organization, he discussed:
- Key concepts for building a value model
- How to use value models to make strategic decisions and craft marketing messages
- How to use value models to create customer-facing value propositions to support sales in capturing value
The talk received a very positive response from the attendees. Enjoy the presentation!
SVPMA: Elevating from Consumer to Mission Critical ValueSVPMA
SVPMA March 2014 Monthly event:
“Elevating from Consumer to Mission Critical Value” with Brian Cox, Senior Director of Marketing for Enterprise Solutions, SanDisk
Read more: http://svpma.org/2014/03/march-2014-event-2/
IT390 IT Project ManagementProject Approval TemplateStudent Nam.docxpriestmanmable
IT390: IT Project ManagementProject Approval Template
Student Name:
Project Name:
1. Project Type
Select from the following options: (1) routine upgrade, (2) COTS selection and installation, or (3) new software/hardware development.
2. Purpose
Briefly describe the business case for this project. Why this one as opposed to other projects?
3. Scope
Briefly describe the scope of your project. What does this project seek to accomplish?
4. Goals and Deliverables
Briefly describe the goals and deliverables for the project. What you want to deliver and any milestones.
5. Required Resources
Briefly describe any resources (human and physical) you think you may need for the project. Are there specific skill sets required, and do you have them or do they need to be acquired.
Lamb Hair McDaniel Your Product or Service Offering
Marketing 8e
Part 3 Marketing Plan Worksheet: Product Decisions 1
Part 3 Product Decisions Worksheet
PRODUCT ISSUES
Product description:
Classify your offering (check all that apply):
Consumer Business
Good Service
Patent needed No patent needed
Patent obtained No patent obtained
Place your product or service in your portfolio:
Single item Complementary item
Enhancements to product enabled by Internet selling:
Lamb Hair McDaniel Your Product or Service Offering
Marketing 8e
Part 3 Marketing Plan Worksheet: Product Decisions 2
Reductions to product due to Internet selling:
BRAND
Brand Name:
Brand Logo:
Professional branding firm needed? Yes No
URLS
Company URL:
Lamb Hair McDaniel Your Product or Service Offering
Marketing 8e
Part 3 Marketing Plan Worksheet: Product Decisions 3
Alternative URLs:
PACKAGING ISSUES
Is product packaged? Yes No
How will packaging match other communication tools?
PRODUCT RETURNS
Products purchased on-line can be returned on-line? Yes No
Products purchased on-line can be returned in store? Yes No
Products purchased in store can be returned on-line? Yes No
Company will pay for shipping on customer returns? Yes No
General return policy:
General warranty:
Lamb Hair McDaniel Your Product or Service Offering
Marketing 8e
Part 3 Marketing Plan Worksheet: Product Decisions 4
PRODUCT LIFE CYCLE ISSUES
Your product is in what stage of the product life cycle?
Introductory Growth Maturity Decline
Affect on PLC of selling product on-line?
PLC lengthened PLC shortened PLC not affected
DIFFUSION STRATEGY
Key elements of diffusion strategy:
•
•
•
•
•
•
SERVICE QUALITY ISSUES
How will you incorporate the following service qualities into your offering?
Reliability:
Responsiveness:
Lamb Hair McDaniel Your Product or Service ...
Giacomo Squintani, PTC presenation at Spare Parts 2013Copperberg
"Spare Parts:from undervalued challengeto profit-boosting opportunity" Giacomo O. Squintani, Marketing Manager from PTC presentation at Spare Parts Business Platform 2013.
Find out more http://www.sparepartseurope.com/
For 80 consecutive quarters, the ISG Index™ has detailed the latest data and trends for the global IT services market for investors, enterprise buyers, software and service providers, law firms, universities and the media.
It is the preeminent outsourcing index that includes coverage of the global combined market, including both managed services and the fast-growing as-a-service market.
One of the few global indices of the global IT market, the ISG Index measures the significant impact cloud-based services are having on digital business transformation and provides ongoing analysis of automation and other digital technologies.
For over 75 consecutive quarters, the ISG Index™ has detailed the latest data and trends for the global IT services market for investors, enterprise buyers, software and service providers, law firms, universities and the media.
It is the preeminent outsourcing index that includes coverage of the global combined market, including both managed services and the fast-growing as-a-service market.
One of the few global indices of the global IT market, the ISG Index measures the significant impact cloud-based services are having on digital business transformation and provides ongoing analysis of automation and other digital technologies.
For over 75 consecutive quarters, the ISG Index™ has detailed the latest data and trends for the global IT services market for investors, enterprise buyers, software and service providers, law firms, universities and the media.
It is the preeminent outsourcing index that includes coverage of the global combined market, including both managed services and the fast-growing as-a-service market.
One of the few global indices of the global IT market, the ISG Index measures the significant impact cloud-based services are having on digital business transformation and provides ongoing analysis of automation and other digital technologies.
For over 75 consecutive quarters, the ISG Index™ has detailed the latest data and trends for the global IT services market for investors, enterprise buyers, software and service providers, law firms, universities and the media.
It is the preeminent outsourcing index that includes coverage of the global combined market, including both managed services and the fast-growing as-a-service market.
One of the few global indices of the global IT market, the ISG Index measures the significant impact cloud-based services are having on digital business transformation and provides ongoing analysis of automation and other digital technologies.
For over 75 consecutive quarters, the ISG Index™ has detailed the latest data and trends for the global IT services market for investors, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 75 consecutive quarters, it has detailed the latest data and trends for the global IT services market for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 73 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 73 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 73 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 73 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 73 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 70 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 70 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 70 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry. For 70 consecutive quarters, it has detailed the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
The ISG Index™ provides a quarterly review of the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media. For more than 15 years, it has been the authoritative source for marketplace intelligence related to outsourcing transaction structures and terms, industry adoption, geographic prevalence and service provider performance.
The ISG Index™ provides a quarterly review of the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media. For more than 15 years, it has been the authoritative source for marketplace intelligence related to outsourcing transaction structures and terms, industry adoption, geographic prevalence and service provider performance.
The ISG Index™ provides a quarterly review of the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media. For more than 15 years, it has been the authoritative source for marketplace intelligence related to outsourcing transaction structures and terms, industry adoption, geographic prevalence and service provider performance.
The ISG Index™ provides a quarterly review of the latest industry data and trends for financial analysts, enterprise buyers, software and service providers, law firms, universities and the media. For more than 15 years, it has been the authoritative source for marketplace intelligence related to outsourcing transaction structures and terms, industry adoption, geographic prevalence and service provider performance.
The ISG Index™ also includes coverage of the fast-growing as-a-service market, measuring the significant impact cloud-based services are having on digital business transformation. ISG provides ongoing analysis of automation and other digital technologies in its quarterly ISG Index™ presentations.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
5. Revenue of Large Cap Tech Companies Are Declining
5
2008 Q4, $248B
2011 Q4, $242B
$206B
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
$260,000
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2008
2009
2010
2011
2012
2013
2014
-$7B Q4 to Q1
- $36B or 15%
- $140B/Yr
SOURCE: TSIA Service 50 Index
6. What Is Happening to IT Suppliers?
6
Software Eating Hardware.
Cloud Eating On-Prem.
Services Eating Products.
Business Buyers Eating IT Budget.
Sell Complex Products
To the IT Department
Sell Outcome Services
To the Business Users
Complexity
Price Per Unit
7. Service vs. Product Spending
7
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2
3
4
1
2
2008
2009
2010
2011
2012
2013
2014
Total Service & Product Revenues
Sum of Product Revenue
Sum of Service Revenue
8. What Is Happening to Service Providers?
8
Software Eating Labor.
Cloud Eating On-Prem.
Point Products Battling Solutions.
Who’s Budget? IT or Business?
Sell Services To Business Buyers
Sell Outcome Services
To the Business Users
Complexity
Price Per Unit
9. Market Forces in Play
9
Profitable Legacy Model
?
Commoditized Legacy Model
XaaS 1.0
Supplier Scenarios
Demand for New Consumption Models
Profitability of Core Offering
10. No One Wants Either Scenario
10
Profitable Legacy Model
?
Commoditized Legacy Model
XaaS 1.0
Supplier Scenarios
Demand for New Consumption Models
Profitability of Core Offering
X
X
Everyone Seeking
12. The Great Divide
Product Focused
Outcome Focused
CUSTOMERS
SUPPLIERS
Much of Future Supplier Growth and Differentiation Will Be Determined In This White Space
12
13. Basic Offer:
Complex Offer:
Optimize Offer:
Outcome Offer:
B4B Operating Model Construct
Optimal ROI
Ease
Best Product,
Fair Price
Fast and Sure Availability
Standard, Reliable Product
Implementation and Maintenance Services
Tailored Product
Adoption Services
Connected Product
+
+
LEVEL 1
SUPPLIER
LEVEL 2 SUPPLIER
LEVEL 3 SUPPLIER
LEVEL 4 SUPPLIER
Supplier Operating Model
Product Focused
Outcome Focused
Operate (Managed) Services
Customer Value Power
+
Outcome as-a- Service
Supplier Offer Power
13
14. LEVEL 1 AND LEVEL 2 SUPPLIERS
B4B:
14
“B2B was an age where a manufacturer sold products TO a business customer.”
16. Basic Offer:
Level 1 Works Great For Basic Products
Best Product,
Fair Price
Standard,
Reliable Product
LEVEL 1
SUPPLIER
Supplier Operating Model
Product Focused
Outcome Focused
Customer Value Power
Supplier Offer Power
Make.
Sell.
Ship.
16
It’s Easy!
IT Department Role To Own and Operate
17. Basic Offer:
Level 1 Supplier: The Financial Model Was Well Understood
LEVEL 1
SUPPLIER
Supplier Operating Model
Product
Focused
Outcome
Focused
Rev
Mix
PRODUCT
OTHER
Cost Structure
Target
Profit
% COGS
% COM
% COS
% G&A
% EBIT
Make. Sell. Ship.
17
18. Out of Level 1 Grew A Critical, Tacit Agreement
Supplier Model: OUTCOME PROVIDER
Customer Responsible Zone
Supplier Responsible Zone
Asset Works
Asset Operational
Optimized ROI
Competitive Differentiation
Customer Value Objectives (meet needs of different buyer types)
Make. Sell. Ship.
Own. Operate. Get Outcome.
18
19. Once Software Or Systems Get Involved, Customers Need Help to Get and Keep the Product Operational
19
20. Complex Offers Require a Level 2 Supplier
20
Basic Offer:
Complex Offer:
Optimize Offer:
Outcome Offer:
LEVEL 1
SUPPLIER
LEVEL 2 SUPPLIER
LEVEL 3 SUPPLIER
LEVEL 4 SUPPLIER
Supplier Operating Model
Product Focused
Outcome
Focused
Great Product
Great Product
Product Attached Services
IT Department Role To Own and Operate
I Need a
Bit of Help!
Make. Sell. Ship.
Service.
+
21. Basic Offer:
Complex Offer:
Level 2 Supplier: Different Financial Model Was Even Better!
LEVEL 1 SUPPLIER
LEVEL 2
SUPPLIER
Supplier Operating Model
Product
Focused
Outcome
Focused
Rev
Mix
% PRODUCT
% SERVICES
Cost Structure
Target
Profit
% COGS
% COM
% COSa
% G&A
% EBIT
% COSe
21
Make.
Sell.
Ship.
Service.
+
22. Basic Offer:
Complex Offer:
The Hard Line For Suppliers At Level 2
LEVEL 1 SUPPLIER
LEVEL 2 SUPPLIER
Supplier Operating Model
Product Focused
Outcome
Focused
STOP
Complexity.
Friction.
Cost.
Time.
=
Not
Scalable
22
Make. Sell. Ship.
Service.
+
24. LEVEL 3 AND LEVEL 4 SUPPLIERS
B4B:
24
“B4B is an age where a
supplier achieves an outcome FOR
a business customer.”
25. Level 3 and Level 4 Markets: OEMs And Partners Are Gearing Up To Play New Roles
25
Basic Offer:
Complex Offer:
Optimize Offer:
Outcome Offer:
LEVEL 1
SUPPLIER
LEVEL 2
SUPPLIER
LEVEL 3 SUPPLIER
LEVEL 4 SUPPLIER
Supplier Operating Model
Product
Focused
Outcome Focused
Great Product
Great Product
Product
Attached Services
New Ways to Save Customers Money and Improve Their Business Outcomes
26. As Market Demand Shifts To Level 3: New Roles Formerly Done by IT or Not At All
26
Basic Offer:
Complex Offer:
Optimize Offer:
Outcome Offer:
LEVEL 1
SUPPLIER
LEVEL 2 SUPPLIER
LEVEL 3 SUPPLIER
LEVEL 4
SUPPLIER
Supplier Operating Model
Product Focused
Outcome
Focused
Great Product
Great Product
Product Attached Services
Great Product
Product
Attached Services
Operate and Adopt Services
27. As Market Demand Shifts To Level 4: Monetize Huge Volumes By Delivering Customer Outcomes Easily and With Low Risk
27
Basic Offer:
Complex Offer:
Optimize Offer:
Outcome Offer:
LEVEL 1
SUPPLIER
LEVEL 2
SUPPLIER
LEVEL 3 SUPPLIER
LEVEL 4
SUPPLIER
Supplier Operating Model
Product
Focused
Outcome Focused
Great Product
Great Product
Product
Attached Services
Great Product
Product Attached Services
Operate and Adopt Services
Extreme
Automation Platform
28. The Great Race is On
28
Profitable Legacy Model
B4B Company
(XaaS 2.0)
Commoditized Legacy Model
XaaS 1.0
OEM Scenarios
Demand for New Consumption Models
Profitability of Core Offering
29. Sales in the XaaS Model
29
Selling into OpEx Budgets
Selling into CapEx Budgets
Business Expertise
Technical Expertise
Vertical Territories
Geographic Territories
Selling Results
Selling Features
Outcome-Based Contracts
Fixed-Price Contracts
Business Process Slides
Demoing Features
Land and Expand
Large, Multi-Year Lock-In
The Business Buyer
The IT Buyer
What’s Hot?
What’s Not?
31. Level 3 and 4 Suppliers Now Preparing To Talk About Customer Outcomes
31
Outcome Based Service Portfolio
Consumption
KPIs
Financials
Type 1
Type 2
Type 3
Users Transactions Terabytes Instances Features Minutes
# of Customers
Units Produced
Employee Productivity
Equipment Productivity
Customer Sat
# of People
Efficiency KPIs
Percent Compliance
Spend Per Customer
Cost per Transaction
Reduced Labor Cost
New Offer Revenue
32. The Yin-Yang of Outcome Offers
Building a Product Offer:
1.
Product: What can this product do?
2.
Services : What services will the customer need with this product?
–
Implementation, Training, Ongoing Support
3.
Features and Benefits: Why should the customer buy these services from us?
–
Expert staff that know the technology
–
Reduce implementation time and risk
–
Optimize uptime
Building an Outcome Offer:
1.
Business Challenge: What is the business challenge your customer is facing?
2.
Outcome Metrics: How does the customer know they have solved the business challenge?
3.
Capabilities: What are the capabilities required to meet the challenge and achieve the outcome?
4.
Processes: What are specific processes need optimized to support the capability?
5.
Performance Metrics: How will you measure progress toward the outcome?
32
Product + Service
Outcome Dependencies
33. What Does the “Shift Right” Mean to IT?
•
Pivot toward the business users and new innovations
•
Trusted advisors to the business users, then trusted sourcers (both among suppliers and vs. internal IT)
•
Relegate more of “operate” and “adopt” to suppliers
•
Shift supplier evaluation criteria away from features and toward their operating model capability
•
Hard choices about IT’s role and size
33
34. RESULT OF THE GRAND BARGAINS: Suppliers That Satisfy CIOs
34
Low Cost and Variable Costs of Usage
State-of-the-Art Security
Range of Purchase Models
Innovations That I Did Not See
Ability to Deliver Outcomes
Fast and Agile
On-Prem, Hybrid, Cloud Options
Flexible Data Constructs
Technology Enabled
Mastery of Domain
35. What Changes? A Lot.
A Calm, Rationale Approach to Transformation
36. 27 Things That Level 3 & 4 Suppliers Must Re-visit
Offers
Markets
Partner
X Product
Land
Sales
Financial Models
GTM
…aaS Operations
Pricing
Value Prop
Offer Type
Trial Mktg
Processes
Org & Skills
User Exp
Dev Capab
Connected Prod
SaaS 2.0
Revenue Mix
Offer Margins
Land GTMs
Expand GTMs
Service GTMs
Ext Auto Plat
Cust Success
Expand Sales
Partner Eval
Partner Enabl
Partner Mgmt
Target Buyer
Segment Model
Comp. Analy
In Use Mktg
Services
Quote-to-Cash
37. New Capabilities Must Be Added, Some Must Be Repurposed, Others Eliminated
37
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
CEO
R&D
Manufacturing
Sales
Services
Marketing
CFO
✔
38. The Technology Industry
Products
Hardware and Software
Technology Services
Product Services
Technical Design
Implementation
Integration
Offsite Tech Support
Onsite Repair
Technical Training
Traditional Level 2 Supplier Product and Service Offers
L2
L1
39. The Technology Industry
Products
Hardware and Software
Technology as a Service
Technology Services
Product Services
Technical Design
Implementation
Integration
Offsite Tech Support
Onsite Repair
Technical Training
Optimize Services
Operational Services*
System Monitoring
Hosting
Configuration Management
Multi-Vendor Management
Adoption Services
Adoption Planning
Process Consulting
Consumption Monitoring
Consumption Optimization
Information Services
Data Maintenance
Data Analytics
Data Supplementation
Outcome as a Service
Outcome and Risk Management
Success Science
Success Reviews
Success Variables
Success Plays
Outcome Bundles*
Full Automation
*Also known as Managed Services
New B4B Services Are Coming From Tech Companies
L2
+L3
+L4
L1
40. A Changing Landscape
•
Tech Companies Will Rapidly Migrate Toward Services
•
They Will Combine Technology (on-prem and off) and Services (on- prem and off)
•
Pure Service and L3/4 Product Companies Will Compete
•
New Supplier Operating Models Are Still…New!
–
What Are the New Financial Models?
–
What Are the New Capabilities?
–
Who Does What?
–
Direct AND Indirect Customers
•
We Believe the Transformation Is Manageable – and Vital
40
41. The New XaaS Normal
41
What’s Out?
•
Complex technology
•
Asset purchases
•
Install, integrate, upgrade
•
Maintenance costs
•
Hard-to-use software
•
Central IT control
What’s In?
•
Simple
•
Pay for results
•
Business value
•
Turn on, turn off vendors
•
Higher volumes
•
End-user preference
42. Thank You!
J.B. Wood CEO TSIA
Lead Author: B4B
ISG
September 2014