This document discusses various strategies for developing a cloud business, including whether to build or buy cloud platforms and the importance of customer adoption. It argues that the conventional focus on time to market and scale can be misguided, and emphasizes business agility, a compelling value proposition, and accelerating customer adoption over scale and costs. Focussing first on the business needs and creating the right customer experience may be more important to success than technical considerations alone.

2. The world has changed?

3. www.flickr.com/photos/maestropastelero/258000448
How are you going to develop
your Cloud business?

4. “Should I Buy or Build?”
www.flickr.com/photos/seatbelt67/502255276

5. Build vs Buy

6. Build vs Buy

7. Build your own platform
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8. Whitelabel someone else’s platform

9. Cloud Strategy?
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10. Agility1
Utility2
A strategy that delivers…

11. The killer question?
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12. What is the problem
for which you are the
solution?

13. Questions:
The Customer:
1.What do your customers value the most?
2.Why?
3.How will you deliver it to them?
Your Business:
1.Where is the business value for you?
2.Where is the economic value?
3.What will it take for you to achieve it?

14. No Killer answers

15. Door to the future
www.flickr.com/photos/maurymccown/1614878016

16. Focus on the Business Opportunity

18. You feel like this?

19. 19
A higher level perspective

20. Value Migration

22. Success: Accelerating Adoption of Lync services3
3 Myths of Scale2
Time to Market1

23. Time to Market
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24. Time to Market
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25. Time to Market

26. 1. Support
2. Service
3. Training
4. GTM strategy
5. Marketing
6. Sales
7. Customer satisfaction
8. End 2 End Customer Experience
9. Value proposition
10. Demand generation
11. Customer acquisition
12. Customer take up
13. Customer on-boarding
14. Revenue planning
15. Cost and complexity
of platform upgrades
What you didn’t think about
Business
issues

27. 1. Building a technical solution to the problem
What you did think about

28. Change
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29. www.flickr.com/photos/daniele_sartori/2371157397
Whitelabel Model

30. Whitelabel Model

31. Selected Lync Whitelabel Partners:

32. Time to Market ≠ Time to Revenue
Time to Revenue = Time to Adoption
Conclusion #1

33. Time to Market is
Necessary but
not sufficient
Conclusion #2

34. Customer
Adoption
What is the critical factor?

35. 3 Myths of Scale2
Time to Market1
3 Success: Accelerating Adoption of Lync services

36. #1. Learn the business first
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37. Avoid linear thinking
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38. www.flickr.com/photos/atomicity/14570249
Minimize complexity

39. Strategic direction
Maximize agility

40. www.flickr.com/photos/29456235@N04/3665618772
#2. Scale kills business agility

41. Business agility

42. Adapting to change

43. Responding to change

44. Reacting to change

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

46. www.flickr.com/photos/tomwachtel/8483561666
#3. Scale is a competitive advantage

47. Build a compelling value
proposition and they will come
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48. …your path to profitability?
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49. Build: cost per seat
The Myth of Scale
Time
Cost
Buy: cost per seat
BuildBuy

50. Build: cost per seat
The Myth of Scale
Time
Cost
Buy: cost per seat
BuildBuildBuy Buy
Buy

51. Conventional thinking
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52. Get ahead of the herd
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53. Quality of Service
Customer Satisfaction
Customer Experience

54. www.flickr.com/photos/sundazed/2976653570
Where is the value?

55. 3 Myths of Scale2
Time to Market1
3 Success: Accelerating Adoption of Lync services

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

57. Guide them to the right solution
www.flickr.com/photos/pursuethepassion/3822008906

58. Show them the best way forward

59. Show them a better future
www.flickr.com/photos/sziszo/2632802003

60. Be their Cloud
Solutions Architect
http://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg

61. are
The DIFFERENCE

62. Misperception

63. Co-Create Brainstorm, learn, create, produce
Share, contribute, improve, make decisions
Talk, chat, exchange information and ideas
• Efficiency, productivity, creativity, innovation
• Effectiveness, more desired outcomes
• Motivated, Engaged and Energised
• Sense of satisfaction, contribution, feel valued
• Maximize discretionary effort
• Sense of purpose, meaning and fulfilment
Connect
Communicate
Collaborate
Presence, click to connect, anytime/anywhere

64. 64
“When the rate of
change externally is
greater than the rate
of change internally,
you have a problem.”
- Jack Welch
www.flickr.com/photos/nathaninsandiego/3466495191

65. www.flickr.com/photos/sergei24/306212854
External speed of change

66. Internal speed of change
www.flickr.com/photos/14degrees/440515255

67. 67
Eliminating barriers to success

68. Binary thinking

69. the Business first
BuildKey message
Build
the Platform

70. 1st
Buy
Build
2nd
Takeaway

71. 1. Agility and Utility
3 benefits of whitelabeling
2. Service as a Service
3. Predictability & Certainty

72. One more thing

73. Milk

74. Cow

75. Enterprise
COLLABORATION
Enablement
What business are you in?

76. 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