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Differentiate or Die
The document explores the concept of 'digital Darwinism,' emphasizing the need for businesses to adapt to rapid changes in consumer behavior and technology. It contrasts B2B and B2C purchasing processes, highlighting the emotional factors and decision-making complexity relevant to different buyer types. The importance of differentiation, innovative thinking, and customer-centric strategies is underscored as essential for survival in today's evolving market landscape.
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Differentiate or Die
- 2. Find 3 TakeAways www.flickr.com/photos/jamesjordan/3026672665
- 3. The world haschanged?
- 4. 4 “It is notthe strongest of the species that survive, nor the most intelligent, but rather the one most adaptable to change.” - Charles Darwin 1809 - 1882
- 5. 5 “Digital Darwinism is theevolution of consumer behaviour when society and technology evolve faster than your ability to adapt.” - Brian Solis _
- 6. The end ofbusiness as usual www.flickr.com/photos/vek/4665924239
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- 12. #1. Opportunity orthreat? www.flickr.com/photos/squeakywheel/252715820
- 13. www.flickr.com/photos/maestropastelero/258000448 #2. How areyou going to develop your business?
- 14. 14 “If we areto achieve results never before accomplished, we must employ methods never before attempted.” - Sir Francis Bacon - Sir Francis Bacon (1561-1626)
- 15. A journey intothe unknown
- 16. Differentiation in thecloud www.flickr.com/photos/blackbeltjones/5449579698
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- 18. Is this goingto be
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- 24. Game Changer Customers Economy CloudServices New Collaboration Technology
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- 26. 26 How do youescape the Red Ocean?
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- 36. www.flickr.com/photos/yourdon/5085610893 New ways ofcommunicating
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- 41. Prototype of Enterprise CollaborationEnablement
- 42. A journey intothe unknown
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- 46. You feel likethis?
- 47. 47 A higher levelperspective
- 48. A journey intothe unknown www.flickr.com/photos/mtsofan/3618271222
- 49. Show customers how toget there www.flickr.com/photos/19779889@N00/4098873568
- 50. The way forwardis never straight forward www.flickr.com/photos/dotpolka/3710843358
- 51. There will be obstaclesahead www.flickr.com/photos/executionsinfo/2115921367
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- 57. Product focus ->Business Solution focus3 The Sales Cycle -> The Buyer’s Journey2 B2B -> B2C1
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- 64. SalesChannel Europe ©2013All rights reserved 64 B to B B to C Customer volume Restricted clientele Large, diversified clientele Reason for purchase B2B buyers buy for their company, are are therefore accountable. B2C consumers buy for themselves or their family, for pleasure. Buyer behavior B2B buyers make reasoned purchases, using professional procedures. In B2C, consumers can yield to impulse buying, or buy something theyÕve fallen in love with. The emotional component is important. Product positioning must be very clear, with the sales arguments down pat and a focus on specific added value for the company. You have to be able to get people to buy for fun, present the product attractively, stage it appropriately and use sales arguments that appeal to emotions. Buying process The B2B buying process is complex: first, it has to comply with business management practices (payment timelines, order approval, logistics, support and reporting) and second, the buying decision involves many players and requires internal decision-making processes that can be very long. For the mass market, the buying process is simple because the act of buying is often the decision of a single person. Means B2B buyers do not spend their own, but their company's money, so do not see the expense in the same light. Price is one of the main criteria for end consumers, since it is their own money they are spending. Relationship Since B2B customers are fewer in number, representatives forge closer and more personalized links with them. Relational aspects are more important than emotional factors, and loyalty is crucial. Relationships are more limited, with representatives often never seeing a particular customer again. Products B2B products are often complex, since they have to meet many requirements and involve a large number of people. It can also involve wholesaling. Products are sold at the retail level. They involve all types, from very simple to very complex. B2B Shifts to B2C
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- 67. Product focus ->Business Solution focus3 The Sales Cycle -> The Buyer’s Journey2 B2B -> B2C1
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- 71. Race to thebottom www.flickr.com/photos/carquestguy/4335716783
- 72. Focus on theBuyer and not Price www.flickr.com/photos/poptech2006/2972685098
- 73. SalesChannel Europe ©2013All rights reserved 73 The Buying Process
- 74. Search Find Qualify Try Buy Activate Manage Up-sell Support Refer Start with theBuyer’s Journey Differentiate Now or Never Moments Make or Break Moments Multiplier Moments Keep or Lose Moments AAcquire BBase
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- 80. Product focus ->Business Solution focus3 The Sales Cycle -> The Buyer’s Journey2 B2B -> B2C1
- 81. Standing out fromthe crowd
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- 85. Differentiation = differentthinking
- 86. “Every battle iswon_ before it is fought.” Sun Tzu 544 - 496 BC
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- 99. Collective constraint basedthinking
- 100. Bring about thepossible www.flickr.com/photos/morberg/3842815564
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- 103. Create simple offerswith 3 clear business benefits
- 104. Design an E2ECustomer Experience Products Services Experience Customer
- 106. SalesChannel Europe ©2013All rights reserved Your Cloud Services 106 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
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- 111. Sales & Marketing Machin Bybuilding a
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- 114. “Victory in marketingdoesn’t happen when you sell something, but when you cultivate advocates for your brand.” - Steve Knox, CEO of Tremors, P&G’s Word of Mouth Business Unit www.flickr.com/photos/hyku/4837236187
- 115. Advocates are your bestinfluencers
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- 117. Help them achieve ValueMigration
- 118. Co-Create Brainstorm, learn,create Share, contribute, improve Chat, talk, exchange information and ideas • Efficiency, productivity, creativity, innovation • Effectiveness, more desired outcomes • Motivated, Engaged and Energised • Sense of satisfaction, contribution, feel valued • Maximise Discretionary effort • Sense of purpose, meaning and fulfilment Connect Communicate Collaborate Presence, click to connect, anytime/anywhere
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- 121. 121 “When the rateof change externally is greater than the rate of change internally, you have a problem.” - Jack Welch www.flickr.com/photos/nathaninsandiego/3466495191
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- 123. Internal speed ofchange www.flickr.com/photos/14degrees/440515255
- 124. “Genius is onepercent inspiration and ninety- nine percent perspiration.” - Thomas A. Edison
- 125. Help customers achieveValue Migration8 Differentiate at Level 2 and Level 34 Innovate or Die1 Focus on the Challenges facing Customers2 Aligning with The Buyer’s Journey5 Create Compelling Value Propositions3 Design the End2End Customer Experience6 Tipping the Funnel7 Eco-system thinking9 Become a Cloud Trusted Advisor10
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- 130. www.flickr.com/photos/horacio/3781750 David R Ednie President& CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com Your Cloud Services