Disruption proceeds transformation. Digital disruption proceeds Digital transformation. Business transformation will follow digital transformation. Two major trends to consider: the rise of the Corporate Consumer and the emergence of the Social Enterprise, which will create enormous opportunities for some and existential threats for others.

2. The world has changed?

3. A journey into the unknown

4. the
Problem

5. Disruptive change
www.flickr.com/photos/mwichary/3690887427

6. You feel like this?

7. OLD THINKING
X
NEW TECHNOLOGY
=
FAIL

8. Disruptive thinking

9. Overcoming barriers to change

10. the
Solution

11. think
dif erent
f

12. Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951

13. The hard way

14. AND Thinking

15. AND Thinking
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16. AND thinking
www.flickr.com/photos/koffiemetkoek/238250538

17. What is your Transformation Strategy?

18. Transformation strategy
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19. Accelerating Time to Revenue
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 the New ROI

21. Target early adopters
Think outside the box

22. Accelerating Customer Adoption of 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

23. Capture their imaginations
www.flickr.com/photos/camdiluv/5788194542

24. Thinking at 3 Time Horizons
Horizon 3
12 - 36 months
Horizon 2
6 - 12 months
Horizon 1
0 - 6 months

25. Get it right
www.flickr.com/photos/winemegup/3641912321

26. Get it wrong
www.flickr.com/photos/roome/3390682853

27. Vendors Users
vs
Sellers
vs
Buyers
Easy to sell
Easy to support
Easy to buy
Easy to use & support
USER-ability
vs
USE-ability

28. 1
Mindset Shift
2
Barriers to Adoption
3
Accelerators to Adoption

29. Future focus

31. Divergent rates of change
by Scott Brinker http://chiefmartec.com

32. You can’t teach an old dog new tricks

33. Keep it simple
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34. Customer use scenarios
www.flickr.com/photos/toniblay/52445415

35. Align Business Value with Buyer Personas
Source: IBM Institute for Business Value analysis, 2012

36. Agile

37. Adaptive

38. Anticipate change

39. Adapt and adjust

40. Transformational change

41. 1
Mindset Shift
2
Barriers to Adoption
3
Accelerators to Adoption

42. www.flickr.com/photos/shovellingson/5145823878
Information security
Unlocking human potential

43. Cloud adoption maturity

44. Build a better mouse trap
www.flickr.com/photos/clementlivolsi/4596430458

45. “If I had asked people what
they wanted, they would
have said faster horses.”
- Henry Ford
1863 - 1947

46. Clarity of vision

47. Where are you on 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 to Adoption
3
Accelerators to Adoption

50. Create a GTM Plan

51. GTM / Sales Acceleration Business Plan

52. New levels of business value
www.flickr.com/photos/sundazed/2976653570

53. Create a tipping point

54. Educate

55. Inspire

56. Customer Touchpoint Mapping
source: adapted from socialmarketingforum

57. Thinking at 3 Time 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.
The Cloud 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

59. Get it right
www.flickr.com/photos/winemegup/3641912321

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