Adapt or Die: Hybrid Cloud Means the End of Business as Usual
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5 Steps to exceptional growth. Sell business outcomes not technology. Change is difficult, but not changing is fatal. Change before you have to change.
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Adapt or Die: Hybrid Cloud Means the End of Business as Usual
- 4. 4 Digital Transformation - Obstacles and Challenges* *Source: Saugatuck Technology, “Digital Business” Survey (Nov. 2014, N=102 “C-level” IT / Bus. / Finance Leaders)
- 5. Your job is this
- 6. “Change is difficult. Not changing is fatal” - William Pollard
- 7. “The past cannot be changed. The future is still in your power.” - Hugh Lawson White (1773-1840) American Politician
- 8. Drivers of Digital Disruption: 1. Mass Adoption of Digital Technology 2. The Age of the Customer 3. B2B-> B2C -> The Engagement Economy
- 10. The end of Business as Usual
- 12. Disrupt or be Disrupted
- 15. Digital Disruption Don't seek to Disrupt, seek to Delight - Jeff Bezos "Disruption is a consequence of customers liking the new way." So the question becomes and our mind-set is: "How do we delight customers?”
- 18. 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
- 21. Value Migration
- 22. Horizon 1 0 - 6 months Horizon 2 6 - 12 months Horizon 3 12 - 36 months Hybrid Thinking at 3 Time Horizons Selling what you have: • Winning deals with your current Hosted Services Building Tomorrow’s Business: • Exploiting Industry trends • Understanding customer’s Industry challenges • Collaborating with customers • Delivering Hybrid solutions Selling what customers want: • Providing solutions to Customer’s business challenges • Hybrid Value Propositions • Selling Business Outcomes
- 23. Get it right
- 24. Get it wrong
- 25. The status quo is not a growth strategy
- 26. Extend White Space Defend Extend Disruptive Opportunity Matrix Current New Source: Create Marketplace Disruption by Adam Hartung, Pearson Education, Inc. 2009 Products Customers Current New
- 32. Think outside the box
- 33. Think outside the box
- 35. - 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
- 36. Prisoners of the past
- 39. Chance mindset
- 40. Compete for the future, not just the present
- 41. “Today’s customers are online explorers, seeking out online ratings, peer reviews, videos and in-depth product details as they move through the buying decision process.”
- 42. Move to tomorrow’s battleground
- 43. Ride the next wave
- 44. You can’t teach an old dog new tricks
- 45. Old dog, new tricks VP of Growth VP Hosted Services VP of Customer Success
- 46. Expired thinking
- 47. Adapt or Die? Which will get you to your 2016 Revenue Goal? a)Staying the Course or b) Making a Change?
- 48. Prisoner of the past?
- 51. “The rate of change in business today really puts you at a disadvantage if you make long-term investments in anything.” - unknown Business uncertainty
- 54. Future reality
- 57. Old reality
- 58. New reality
- 59. Hybrid thinking
- 60. Create a Hybrid Mindset1 Selling Business Outcomes2 Differentiate or Die3 Help your customers to join the dots4 Building a culture of growth5
- 63. Business Agility
- 66. Today Buy is Reality. Hybrid Business Thinking "Nothing gets a room of techies going like a good old build versus buy debate." Therefore customer acquisition becomes your #1 Business Imperative.
- 67. Hybrid Business Thinking = Customer Acquisition + Demand Capture Demand Creation
- 68. Hybrid Thinking
- 69. Hybrid pioneers
- 70. Hybrid Thinking
- 71. Hybrid pioneers
- 72. Hybrid reality
- 73. Game Changer #1 Selling what you host Selling what the customer needs
- 74. Create a Hybrid Mindset1 Selling Business Outcomes2 Differentiate or Die3 Help your customers to join the dots4 Building a culture of growth5
- 76. Educate
- 77. Inspire
- 78. Create a sense of urgency
- 80. Sales Transformation = Selling Business Outcomes OLD NEW The IT Buyer The Business Buyer 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
- 81. Game Changer #2 Selling what the customer needs Selling Business Outcomes
- 82. Create a Hybrid Mindset1 Selling Business Outcomes2 Differentiate or Die3 Help your customers to join the dots4 Building a culture of growth5
- 83. http://tabernaclefortoday.files.wordpress.com/2012/03/cart_before_the_horse.jpg Cart before the horse
- 84. Build a better mouse trap www.flickr.com/photos/clementlivolsi/4596430458
- 85. “If I had asked people what they wanted, they would have said faster horses.” - Henry Ford 1863 - 1947
- 86. 3 levels of clarity
- 87. Basic Product/Service: • Technology • Price performance • Product quality E2E Customer Experience: • People • Perceived value • High touch • Exceed customer expectations • Delight and astound customers 1 2 Support Services 3 E2E Customer Experience Differentiation: 3 Levels of Perceived Value Basic Product/Service Support Services: • Levels of support • Quality of service • Systems • Processes Your Cloud Services
- 88. Price vs Value Products Services Experience Customer
- 90. Game Changer #3 Products & Services The E2E Customer Experience
- 91. Create a Hybrid Mindset1 Selling Business Outcomes2 Differentiate or Die3 Help your customers to join the dots4 Building a culture of growth5
- 92. The problem is that customers don’t buy the way we sell
- 93. The Buying Decision Process
- 97. Cloud Adoption starts here
- 98. Evolution
- 99. Devolution
- 100. Customer Adoption
- 101. Game Changer #4 The Sales Cycle The Customer Adoption Cycle
- 102. Create a Hybrid Mindset1 Selling Business Outcomes2 Differentiate or Die3 Help your customers to join the dots4 Building a culture of growth5
- 103. Moving into an uncertain future
- 104. Organisations don’t change - people do
- 105. Do your people feel like this?
- 106. Belief systems
- 107. Possibility Mindset
- 108. Predictive Mindset
- 109. Adaptive Mindset
- 110. 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
- 111. Growth Mindset
- 112. Adaptive Thinking
- 113. Adaptive Thinking
- 114. Adaptive Thinking
- 116. 1. Create a Hybrid Mindset 2. Selling Business Outcomes 3. Differentiate or Die 4. Help customers "join the dots" 5. Building a culture of growth Quick Review: 4Ps -> S A V E, Assets vs Access Differentiation: 3 Levels of Perceived Value Align all Sales & Mktg actions Focus on customer outcomes Competing to remain relevant to tomorrow’s customers Predictive -> Adaptive thinking
- 117. Future reality
- 118. Hybrid thinking
- 119. Get it right
- 120. 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