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Business Transformation: 3 Keys to Leveraging Digital Disruption
The document discusses the necessity of transforming business strategies to adapt to disruptive changes and enhance customer adoption of cloud services. It emphasizes the importance of mindset shifts, overcoming barriers, and employing accelerators for successful transformation. Additionally, it highlights the need to align sales actions with customer demands and leverage the cloud for innovation and collaboration.
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Business Transformation: 3 Keys to Leveraging Digital Disruption
- 2. The world haschanged?
- 3. A journey intothe unknown
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- 6. You feel likethis?
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- 9. Overcoming barriers tochange
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- 17. What is yourTransformation Strategy?
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- 19. Accelerating Time toRevenue Time to Market • • • • • • • • • Business/Offer strategy Value proposition Marketing Plan Pricing and positioning Communications campaigns Training sales channels Sales incentives Customer promotions Ready for first customers Time to Revenue • • • • • • • • • Customer Demand generation and incubation programs Adoption Thought Leader/Influencer seeding programs Getting talked about, creating a tipping point Simple to purchase, easy to try before buy Sales channels trained, enabled and activated On-boarding innovators and early adopters Creating a remarkable customer experience Building buzz: recommendations & referrals Maintaining buzz: staying connected to tribe
- 20. Customer Adoption is theNew ROI
- 21. Target early adopters Thinkoutside the box
- 22. Accelerating Customer Adoptionof Cloud Services Influencer/Adopter Programs Influence Generation: Capture the hearts and minds of Tech savvy early adopters, opinion leaders and influencers Early Adopter Market Channel Partners GTM Strategy & Business Plan Channel readiness & activation Demand Generation Mainstream Market DANGER - CHASM! A Build the buzz!!!! B • • • • • • • Build sales channels Create capacity to service demand Create a tipping point Technology Innovators 2% Distributors Retailers Resellers VARs Service Providers System Integrators Consulting Partners Visionaries Pragmatists Conservatives Sceptics 14% 34% 34% 16% PERCENTAGE OF POPULATION Technology Vendors TIME
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- 24. Thinking at 3Time Horizons Horizon 3 12 - 36 months Horizon 2 6 - 12 months Horizon 1 0 - 6 months
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- 27. Vendors Users vs Sellers vs Buyers Easy tosell Easy to support Easy to buy Easy to use & support USER-ability vs USE-ability
- 28. 1 Mindset Shift 2 Barriers toAdoption 3 Accelerators to Adoption
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- 31. Divergent rates ofchange by Scott Brinker http://chiefmartec.com
- 32. You can’t teachan old dog new tricks
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- 35. Align Business Valuewith Buyer Personas Source: IBM Institute for Business Value analysis, 2012
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- 41. 1 Mindset Shift 2 Barriers toAdoption 3 Accelerators to Adoption
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- 44. Build a bettermouse trap www.flickr.com/photos/clementlivolsi/4596430458
- 45. “If I hadasked people what they wanted, they would have said faster horses.” - Henry Ford 1863 - 1947
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- 47. Where are youon the curve? Where are you on the curve - ahead or behind, which is the essence of strategy. Behind: If you are behind the curve and chasing the market then you have ceded a great deal of control and you must have the ability to execute and be very agile in execution. Your bets are defined. Your strategic posture is reactive and defensive. Ahead: If you are ahead of the curve you are trying to drive the market, which requires a very different agility there you require a set of controlled bets in execution with the ability to constantly probe the frontier and execute on success. Here you are reacting to yourself and your direction instead of where others have been.
- 48. Disruptive Opportunity Matrix New Extend White Space Defend Extend Products Current Current Customers New Source:Create Marketplace Disruption by Adam Hartung, Pearson Education, Inc. 2009
- 49. 1 Mindset Shift 2 Barriers toAdoption 3 Accelerators to Adoption
- 50. Create a GTMPlan
- 51. GTM / SalesAcceleration Business Plan
- 52. New levels ofbusiness value www.flickr.com/photos/sundazed/2976653570
- 53. Create a tippingpoint
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- 56. Customer Touchpoint Mapping source:adapted from socialmarketingforum
- 57. Thinking at 3Time Horizons Business Transformation Business Drivers Executive Management Operations Operational Needs Thinking Time Horizon Drivers of change Operational Excellence Organisation Value Cost Price
- 58. Cloud Success Factors: 1. 2. 3. 4. 5. 6. 7. TheCloud is here to stay Best way to reach the beach is to ride the wave Align your sales actions with customer adoption Use the Cloud to create a collaborative workplace Leverage ease of use and ease of installation Put power and control in the hands of your people Leverage the transformational impact of co-creation, innovation and competitive advantage
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- 60. David R Ednie President& CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com www.flickr.com/photos/horacio/3781750