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Digital disruption will create enormous opportunities for Business Transformation. Are you ready for change? Here are 7 key challenges that I see facing Telcos and Service Providers as they take their Cloud Services offers to market.
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The world has changed?
A journey into the unknown
Problemthe
OLD THINKING
NEW TECHNOLOGY
FAIL
X
=
6
Eliminating barriers to change
You should feel like this!
Solutionthe
erentf
difthink
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND Thinking
AND thinking
www.flickr.com/photos/koffiemetkoek/238250538
Operations
Product &
Development
Business
Strategy
Sales &
Marketing
Support
Services
& Training
Aligned
Cloud Services
Business
Saa
ST
ran
sfo
rma
tion
Cloud Adoption Success Factors - Internal
Cloud Adoption Success Factors - External
Service Providers
7 Challenges Facing
17
#1. Anticipating change
18
#2. Responding to change
#3. Internal Alignment
#4. Listening to customers
#5. Standing out from the crowd
#6. Overcoming barriers to market entry
www.flickr.com/photos/myklroventine/480909595
Put the customer at the
center of your solar system
GTM and Sales Acceleration Plan
Sales Channel Strategy
Search
Find
Qualify
Try
Buy
Activate
Manage
Up-sell
Support
Refer
Start with the Buyer’s Journey
Differentiate
Now or Never
Moments
Make or Break
Moments
Multiplier
Moments
Keep or Lose
Moments
AAcquire
BBase
SalesChannel Europe ©2013 All rights reserved
Customer Touchpoint Mapping
source: adapted from socialmarketingforum
#7. Executing consistently
www.flickr.com/photos/good_day/38181398
www.flickr.com/photos/roome/3390682853
Get it wrong
erentf
difthink
OLD THINKING
NEW TECHNOLOGY
FAIL
X
=
SalesChannel Europe ©2013 All rights reserved
GTM / Sales Acceleration Business Growth Process
Strategy
• Target Market definition
• Target Market
Segmentation
• 6 Reasons Why?
• Key business challenges
facing Target Customers
• Compelling Value
Propositions
• Offer Definitions
• High level Messaging
• Customer touchpoints
Organisation
Marketing
Sales
Support
Measure
& Adjust
Go-To-Market Alignment
• Market Opportunity
• Value Innovation
• Positioning & Messaging
• Demand Generation
Programs
• Sales Organisation
• Sales Channel Strategy
• Sales Skills Development
• Sales Motivation
• Sales Toolkit
• Support Processes
• Support Channels
• Support Skills Development
• Service Culture
• Roles &
Responsibilities
• Structure
• Processes
• Systems
• Virtual teams
• Action oriented
• Collaborative
• Trial and Error
• Do it, Test it, Change it
• Culture of agility
Measure
& Adjust
• Direct Sales
• Retail Sales
• Telesales - INBOUND
• Telesales - OUTBOUND
• Partners/Resellers
• Recommenders/Influencers
• Online channel
• Online
• Telephone support
• Support partners
• Market data & analysis
• Target segment sizing
• Areas of business opportunity
• Blue Ocean Value Canvas
• Digital Media Strategy
• Marketing Collateral
Get it right
www.flickr.com/photos/winemegup/3641912321
www.flickr.com/photos/horacio/3781750
David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com
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