This document discusses the need for organizations to embrace digital transformation and develop a culture of change. It notes that shadow IT has emerged because employees use their preferred tools, so IT must focus on business outcomes rather than control. The role of the CIO is shifting to one of innovation partner rather than just managing infrastructure. To drive change, organizations must move from predictive to adaptive thinking and develop a growth mindset where intelligence is not seen as static. Building a culture of change involves empowering employees and helping them see that sticking to the status quo can be riskier than changing.

2. Source: Taming the Digital Dragon: The 2014 CIO Agenda
We are here

3. Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

4. Digital Transformation
Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

5. Drink the cool-aid

6. Cloud goes primetime

7. Cloud mainstream by 2019

8. Cloud growth projections

9. SMB Drivers For Cloud Adoption
http://lauriemccabe.com/2015/11/03/cloud-cover-cloud-management-and-security-for-smbs/

10. SMB Current and Planned Solutions
http://lauriemccabe.com/2015/11/03/cloud-cover-cloud-management-and-security-for-smbs/

11. Cautious of change

12. User Cloud Adoption

13. Change happens

14. Smell the coffee

15. “Change is difficult.
Not changing is fatal”
- William Pollard

16. If there is one thing that is certain
about the future it is this:
Sticking to the status quo will grow
increasingly expensive.
Is the riskiest place to be.
SAFE

17. Hybrid Thinking Toolkit

18. Change
Culture
Customer
Co-creation
Creativity
Collaboration
Delivery
Deployment
© SalesChannel Europe, 2015

19. Productivity

20. Workplace Transformation

21. User thinking

22. Rainbow thinking

23. Horizon 1
0 - 6 months
Horizon 2
6 - 12 months
Horizon 3
12 - 36 months
Hybrid Thinking at 3 Time Horizons
Supporting what you have:
• Stuck in the status quo
• Doing what you have always
done
• Business as usual thinking Building Tomorrow’s Business:
• Exploiting Industry trends
• Understanding customer’s
Industry challenges
• Collaborating with customers
• Delivering Hybrid solutions
Supporting what users want:
• Providing solutions to user’s
business challenges
• Hybrid Value Propositions
• Selling Business Outcomes

24. Get it right

25. Get it wrong

26. The status quo is not
a change strategy

27. before you have to

28. Strategic choices

29. Delusional
Thinking

30. Irrational complacency

31. Short-term planning

32. OLD THINKING
NEW TECHNOLOGY
FAIL
X
=

33. Think outside the box

34. Think outside the box

35. IT strategy

36. - Peter Drucker
“The greatest danger in
times of turbulence is not
the turbulence - it is to act
with yesterday’s logic”.
The Challenge of Change

37. Closed thinking

38. Prisoners of the past

39. Overcoming change

40. Future focus

41. Discovery thinking

42. Appstore thinking

43. Compete for the
future, not just
the present

44. Ride the next wave

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

46. Old dog, new tricks
VP of Change
VP IT Solutions
VP of Customer
Success

47. Expired thinking

48. Dilemma of choice

49. “The rate of change in
business today really puts
you at a disadvantage if
you make long-term
investments in anything.”
- unknown
Business uncertainty

50. Reset your thinking

51. Digital Transformation
A more agile business
A modern, mobile workforce
Fully Digital workplace
Building a more agile business
A modern, mobile workforce
Fully Digital workplace
Digital transformation of
the existing workplace

52. Why Shadow IT?1
Focus on Business Outcomes2
Create a Hybrid Mindset3
The role of tomorrow’s CIO4
Building a Culture of Change5

53. Shadow IT

54. Loss of Control

55. Strategic change

56. Tomorrow’s workplace

57. Tomorrow’s office worker

58. Tomorrow’s mobile worker

59. Give them access to the
business and productivity
applications and tools that
they chose to use
- David Ednie
How to Eliminate Shadow IT?

60. Control -> Empower Employees
Game Changer #1

61. Why Shadow IT?1
Focus on Business Outcomes2
Create a Hybrid Mindset3
The role of tomorrow’s CIO4
Building a Culture of Change5

62. What
& How Why

63. IT Transformation = Selling Business Outcomes
OLD NEW
The IT Buyer The Business Owner
Selling into CapEx Budgets Selling into OpEx Budgets
Technical Expertise Business Expertise
Geographic Sales Territories Vertical Industry Territories
Selling Features Selling Results
Fixed-Price Contracts Outcome-Based Contracts
Demonstrating Features Business Process Discussions
Your Complexity and
Underlying Architecture
Your Consumption Model
and Service Capability
Maintenance Contracts "Apps Mindset"
Face2Face Sales Skills Social Media Knowledge
Source: Consumption Economics: The New Rules of Tech by
J. B. Wood, Todd Hewlin and Thomas Lah, 2011

64. IT Solutions -> Business Outcomes
Game Changer #2

65. Why Shadow IT?1
Focus on Business Outcomes2
Create a Hybrid Mindset3
The role of tomorrow’s CIO4
Build a culture of change5

66. Disruptive change

67. Legacy thinking

68. Wedded to the past

69. Future reality

71. Change has happened

72. Old reality

73. New reality

74. Hybrid reality

75. before you have to

76. Legacy thinking

77. Journey to the Cloud

78. On Prem -> Cloud, Hybrid Cloud
Game Changer #3

79. Why Shadow IT?1
Focus on Business Outcomes2
Create a Hybrid Mindset3
The role of tomorrow’s CIO4
Build a culture of change5

80. Anticipation

81. Agility

82. Adaptability

83. Extreme adaptability

84. Contextual confusion

85. Future focus

87. CIO
Are you?
or
CIO?

88. Part of the solution
Are you?
or
Part of the problem?

89. lnformation -> Innovation
Game Changer #4

90. Why Shadow IT?1
Focus on Business Outcomes2
Create a Hybrid Mindset3
The role of tomorrow’s CIO4
Building a Culture of Change5

91. Moving into an uncertain future

92. "Don't look back, you're not going that way."

93. Organisations don’t
change - people do

94. Belief systems

95. Put them in the picture
“People are not afraid of change.
They fear the unknown.”
- Dick Brown, CEO of EDS

96. Constraint-based thinking

97. Constraint-based thinking

98. Possibility Mindset

99. Predictive Mindset

100. Adaptive Mindset

101. Fixed Mindset Growth Mindset
Intelligence is static Intelligence can be developed
Leads to a desire to look smart and
therefore a tendency to:
Leads to a desire to learn and therefore
a tendency to:
avoid challenges embrace challenges
give up easily due to obstacles persist despite obstacles
see effort as fruitless see effort as path to mastery
ignore useful feedback learn from criticism
be threatened by others’ success be inspired by others' success
Mindset Shift
*source: Carol S. Dweck, Ph.D

102. Growth Mindset

103. Adaptive Thinking - I

104. Adaptive Thinking - II

105. Adaptive Thinking - III

106. Game Changer #5
Fixed Mindset Growth Mindset
Predictive
Thinking
Adaptive
Thinking

107. 1. Why Shadow IT?
2. Focus on Business Outcomes
3. Create a Hybrid Mindset
4. The role of tomorrow’s CIO
5. Building a culture of change
Quick Review:
Technology agnostic,
Business diagnostic
Appstore thinking
Information -> Innovation
Because employees are doing it
Competing to remain relevant to tomorrow’s customers
Predictive -> Adaptive thinking

108. Future reality

109. Hybrid thinking

110. Take Ownership of Your Cloud Strategy
Be Prepared for the Future

111. If It Is To Be
It Is Up To Me

112. Get it right

113. 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