Change is hard. Working with a strong partner to lead the way to change certainly helps.

2. The world has changed?

3. 3
“It is not the strongest
of the species that
survive, nor the most
intelligent, but rather
the one most
adaptable to change.”
- Charles Darwin
1809 - 1882

4. 4
“Digital Darwinism
is the evolution of
consumer behaviour
when society and
technology evolve
faster than your
ability to adapt.”
- Brian Solis _

5. SalesChannel Europe ©2013 All rights reserved
www.flickr.com/photos/maestropastelero/258000448
How are you going to develop
your Cloud business?

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

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

9. You feel like this?

10. 10
A higher level perspective

11. CLOUD
SaaS
Delivery
Service

12. CLOUD =
CUSTOMER

13. 13
“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

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

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

17. Product or Services focus -> Solutions focus3
The Sales Cycle -> The Buyer’s Journey2
Partner Enablement1

18. Driving the
What is

19. www.flickr.com/photos/gsfc/5958581666
The Post-PC Era

20. The Post-PC Era

22. BYOD
www.flickr.com/photos/betchaboy/5508595958

24. Corporate
Consumers
Connected
Customers
1
2

25. Agility1
Utility2

26. Tools and resources to grow
your Cloud Business

27. www.flickr.com/photos/cc511/1975196563
What do tomorrow’s connected
customers look like?

28. Product or Services focus -> Solutions focus3
The Sales Cycle -> The Buyer’s Journey2
Partner Enablement1

29. Get it right
www.flickr.com/photos/winemegup/3641912321
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com