Digital disruption will create enormous opportunities for Business Transformation. Are you ready for change? Here are 7 key challenges that I see facing Telcos and Service Providers as they take their Cloud Services offers to market.

2. The world has changed?

3. A journey into the unknown

4. the
Problem

5. OLD THINKING
X
NEW TECHNOLOGY
=
FAIL

6. Eliminating barriers to change
6

7. You should feel like this!

8. the
Solution

9. think
dif erent
f

10. Change your thinking
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11. The hard way

12. AND Thinking

13. AND thinking
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14. Cloud Adoption Success Factors - Internal
Business
Strategy
Product &
Development
Sales &
Marketing
Support
Services
& Training
SaaS Transformation
Operations
Aligned
Cloud Services
Business

15. Cloud Adoption Success Factors - External

16. 7 Challenges
Facing
Service Providers

17. #1. Anticipating change
17

18. #2. Responding to change
18

19. #3. Internal Alignment

20. #4. Listening to customers

21. #5. Standing out from the crowd

22. #6. Overcoming barriers to market entry
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23. Put the customer at the
center of your solar system

24. GTM and Sales Acceleration Plan

25. Sales Channel Strategy

26. Start with the Buyer’s Journey
Multiplier
Moments
Search
Refer
B
Base
Find
Support
Qualify
Differentiate
Try
Up-sell
Manage
Keep or Lose
Moments
Now or Never
Moments
A
Acquire
Buy
Activate
Make or Break
Moments

27. Customer Touchpoint Mapping
source: adapted from socialmarketingforum
SalesChannel Europe ©2013 All rights reserved

28. #7. Executing consistently
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29. Get it wrong
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30. think
dif erent
f

31. OLD THINKING
X
NEW TECHNOLOGY
=
FAIL

33. GTM / Sales Acceleration Business Growth Process
Go-To-Market Alignment
• Market data & analysis
• Target segment sizing
• Areas of business opportunity
Marketing
• Market Opportunity
• Value Innovation
• Positioning & Messaging
• Demand Generation
Programs
Strategy
• Target Market definition
• Target Market
Segmentation
• 6 Reasons Why?
• Key business challenges
facing Target Customers
• Compelling Value
Propositions
• Offer Definitions
• High level Messaging
• Customer touchpoints
Organisation
• Roles &
Responsibilities
• Structure
• Processes
• Systems
• Virtual teams
• Action oriented
• Collaborative
• Trial and Error
• Do it, Test it, Change it
• Culture of agility
Sales
• Blue Ocean Value Canvas
• Digital Media Strategy
• Marketing Collateral
Measure
& Adjust
• Sales Organisation
• Sales Channel Strategy
• Sales Skills Development
• Sales Motivation
• Sales Toolkit
Support
• Support Processes
• Support Channels
• Support Skills Development
• Service Culture
SalesChannel Europe ©2013 All rights reserved
Measure
& Adjust
• Direct Sales
• Retail Sales
• Telesales - INBOUND
• Telesales - OUTBOUND
• Partners/Resellers
• Recommenders/Influencers
• Online channel
• Online
• Telephone support
• Support partners

34. Get it right
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35. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
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