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Digital Disruption = Business Transformation

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Page 1: Digital Disruption = Business Transformation
Page 2: Digital Disruption = Business Transformation

Drivers of Digital Disruption:

1. Mass Adoption of Digital Technology

2. The Age of the Customer

3. B2B-> B2C. The Sharing Economy

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Example

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Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

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Digital Transformation

Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

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Future so bright you need shades

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Your job is this

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“Change is difficult.Not changing is fatal”

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Change happens

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Smell the coffee

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Get it right

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Get it wrong

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CHANGEbefore you have to

CHANGE

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The status quo is not a growth strategy

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Strategic choices

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DelusionalThinking

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#1: Irrational complacency

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#2: Excessive Short-term focus

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OLD THINKING

NEW TECHNOLOGY

FAIL

X

=

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Think outside the box

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Think outside the box

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www.flickr.com/photos/12023825@N04/2898021822

Growth strategy

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- 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

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Prisoners of the past

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Overcoming change

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Destination thinking

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Compete for the future, not just

the present

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You can’t teach an old dog new tricks

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erentf

difthink

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Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951

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The hard way

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AND Thinking

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AND Thinking

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AND thinking

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AND Thinking

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Constraint-based thinking

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Constraint-based thinking

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Collective constraint-based thinking

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“All failure is failure to adapt, all success is

successful adaptation.”- Max McKeown, Adaptability: The Art of

Winning In An Age of Uncertainty

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Get

(Make A Difference)

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Resilient Thinking

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Differentiate or Die1

Asking Questions in Color2

To Win More Sales Tell More Stories3

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http://tabernaclefortoday.files.wordpress.com/2012/03/cart_before_the_horse.jpg

Cart before the horse

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Build a better mouse trap

www.flickr.com/photos/clementlivolsi/4596430458

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“If I had asked people whatthey wanted, they wouldhave said faster horses.”

- Henry Ford

1863 - 1947

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3 levels of clarity

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Basic Product/Service:• Technology• Price performance• Product quality

E2E Customer Experience:• People• Perceived value• High touch• Exceed customer expectations• Delight and astound customers

12 Support Services

3E2E

Customer Experience

Differentiation: 3 Levels of Perceived Value

BasicProduct/Service

Support Services:• Levels of support• Quality of service• Systems• Processes

Your Satellite Services

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Competitive separation

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Differentiate or Die1

Asking Questions in Color2

To Win More Sales Tell More Stories3

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Trust starts here

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Customer Engagement

Us

Our Past

Them

Their Future

NOW

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Diagnostic Mindset

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Using questions to Navigate

Change

Not all questions

were created equal

53

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White Questions

Green Questions

Black Questions

Red Questions

Current situation

Facts, data & information

white snow: pure, cold hard facts

Desired situation

Future state

Grass, trees, growth, can become

Obstacles

Important, powerful

Dark, night time, can’t see in the dark. Turn on the light to see what

stands between current situation and desired situation.

Feelings

Fire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make his quota. He really needs

some help. Stan needs to talk to you.”

+ve Red: “If Stan overachieves this year, he will probably be promoted to VP

Sales

Asking Questions in Color

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Listening to learn

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Differentiate or Die1

Asking Questions in Color2

To Win More Sales Tell More Stories3

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Telling stories in sales conversations

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“People buy from

People they like....”

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Why Stories?

Perceptions amplify or diminish data

Stories impact perceptions

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To Win More Sales,

Tell More Stories

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Whoever Tells the

Best Story Wins

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“Reasons lead to conclusions.

Emotions lead to actions.”- Saatchi & Saatchi

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1. Differentiate or Die

2. Asking Questions in Color

3. To Win More Sales Tell More Stories

Quick Review:

Differentiation: 3 Levels of Perceived Value

Not all Questions were created equal

Competing to remain relevant to tomorrow’s customers

The Psychology of Change

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Get it right

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David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FRA)

Email: [email protected]

Website: www.saleschannel-europe.com