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Quelques slides utilisés par Loic Simon lors du Forum SaaS et Cloud IBM du vendredi 5 février 2010. Retrouvez l'ensemble des documents utilisés ce jour là sur http://leblogducluballiances.blogspot.com ou www.cluballiances.com.
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Loic SimonLoic_simon@fr.ibm.com +33 6 76 75 40 71
http://www.linkedin.com/in/loicsimonibmhttp://www.twitter.com/cluballiances
http://www.cluballiances.comBusiness Development Executive - Club Alliances
Global Business Partners - IBM France
Pieds sur terre, tête au dessus des Nuages !
Bonjour !
3
Galaxies en Formation[s serrées] !Galaxies en Formation[s serrées] !
MM BizDev 2.0 à Las Vegas ! MM BizDev 2.0 à Las Vegas !
Louis sur son Nuage, avant Philippe !Louis sur son Nuage, avant Philippe !
Canada Dry & SLaaS ?Canada Dry & SLaaS ?
Ecosystème…
Ecosystème…
Ecosystème…
Qu’est ce qui va faire la Force de Gravité d’une « Plateforme SaaS/Cloud » ?
Le Club Alliances est une initiative d’IBM [France] pour augmenter sa Force de Gravité
Bonjour !
10
Galaxies en Formation[s serrées] !Galaxies en Formation[s serrées] !
MM BizDev 2.0 à Las Vegas ! MM BizDev 2.0 à Las Vegas !
Louis sur son Nuage, avant Philippe !Louis sur son Nuage, avant Philippe !
Canada Dry & SLaaS ?Canada Dry & SLaaS ?
Canada Dry ? – Pourquoi pas… à court terme !
« Everything as a Service » !
Solution as a Service
Solutions as a Service METIER
Solutions Sectorielles
Industrie Transport Santé Négoce
BizDev
DAF
R&D
…
SolutionsFonction
nelles
DRH
Media …
DSI
Bonjour !
15
Galaxies en Formation[s serrées] !Galaxies en Formation[s serrées] !
MM BizDev 2.0 à Las Vegas ! MM BizDev 2.0 à Las Vegas !
Louis sur son Nuage, avant Philippe !Louis sur son Nuage, avant Philippe !
Canada Dry & SLaaS ?Canada Dry & SLaaS ?
How end-user customers buy today - They…
• rely on the Internet for information – not their sales rep
• do Google searches
• ask friends in their social network
• check forums or online groups or blogs
• get feedback in Twitter or other micro blogs”
• hate cold calls
• increasingly ignore advertising
• have spam filters and popup blockers
• throw junk mail into the waste basket
• have no patience for the traditional sales process
IDF
Source IDC, estimate is at the lower boundary of the market numbers
Ouest: 396 840 companies
Main Sectors : Agriculture, fishing industries, meat and all agro industries, Telco, Industry (electronics, mechanic equipments boat construction, Services (tourism)
IDF: 688 775 companies
Main Sectors : Services (to enterprises), Retail, R&D, Industries (printing, consumer goods, pharma, perfumes, equipments, auto), Media and Telco.
MM – Besoin de BizDev 2.0 !
Reaching 200k+ Mid-Market companies in France is uneconomical through “push” marketing alone. “Pull” marketing is key to reach the full breadth of the French Mid-Market.
Credibilité & Visibilité pour « Tirer » [pull] les Leads
23
Marketing Mutualisé : Le modèle “Las Vegas”
• Prospects are pushed & pulled to a specific Industry or LOB “Club” where they find :– A fair choice of Coopetitive
Solutions, covering key challenges/needs
– Best of Breed or Whole Solutions to cover most of their Industry or LOB needs
– An “as as Service” Business Value Proposition, including “powered by IBM”…
Channels 1.0 Channels 2.0
What’s Going Out What’s Coming In
Responsiveness is critical
Channels 1.0 Channels 2.0
What’s Going Out What’s Coming In
Responsiveness is critical
26
Pour les Q/R, c’est pendant toute la journée !
The best way to predict the future is to invent it - Alan Kay
Loic SimonLoic_simon@fr.ibm.com +33 6 76 75 40 71
http://www.linkedin.com/in/loicsimonibmhttp://www.twitter.com/cluballiances
http://www.cluballiances.comBusiness Development Executive - Club Alliances
Business Partner Organization - IBM France
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