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The world has changed?
www.flickr.com/photos/maestropastelero/258000448
How are you going to develop
your Cloud business?
“Should I Buy or Build?”
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Build vs Buy
Build vs Buy
Build your own platform
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Whitelabel someone else’s platform
Cloud Strategy?
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Agility 1
Utility 2
A strategy that delivers…
The killer question?
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What is the problem
for which you are the
solution?
Questions: The Customer: 1.What do your customers value the most? 2.Why? 3.How will you deliver it to them?
Your Business: 1.Where is the business value for you? 2.Where is the economic value? 3.What will it take for you to achieve it?
No Killer answers
Door to the future
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Focus on the Business Opportunity
You feel like this?
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A higher level perspective
Value Migration
Success: Accelerating Adoption of Lync services 3
3 Myths of Scale 2
Time to Market 1
Time to Market
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Time to Market
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Time to Market
1. Support 2. Service 3. Training 4. GTM strategy 5. Marketing 6. Sales 7. Customer satisfaction 8. End 2 End Customer Experience 9. Value proposition 10. Demand generation 11. Customer acquisition 12. Customer take up 13. Customer on-boarding 14. Revenue planning 15. Cost and complexity
of platform upgrades
What you didn’t think about
Business issues
1. Building a technical solution to the problem
What you did think about
Change
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Whitelabel Model
Whitelabel Model
Selected Lync Whitelabel Partners:
Time to Market ≠ Time to Revenue
Time to Revenue = Time to Adoption
Conclusion #1
Time to Market is Necessary but not sufficient
Conclusion #2
Customer Adoption
What is the critical factor?
3 Myths of Scale 2
Time to Market 1
3 Success: Accelerating Adoption of Lync services
#1. Learn the business first
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Avoid linear thinking
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Minimize complexity
Strategic direction
Maximize agility
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#2. Scale kills business agility
Business agility
Adapting to change
Responding to change
Reacting to change
“The rate of change in business today really puts
you at a disadvantage if you make long-term
investments in anything.”
- a customer
Business uncertainty
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#3. Scale is a competitive advantage
Build a compelling value
proposition and they will come
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…your path to profitability?
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Build: cost per seat
The Myth of Scale
Time
Co
st
Buy: cost per seat
Build Buy
Build: cost per seat
The Myth of Scale
Time
Co
st
Buy: cost per seat
Build Build Buy Buy
Buy
Conventional thinking
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Get ahead of the herd
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Quality of Service
Customer Satisfaction
Customer Experience
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Where is the value?
3 Myths of Scale 2
Time to Market 1
3 Success: Accelerating Adoption of Lync services
“If I had asked people what they wanted, they would have said faster horses.”
- Henry Ford - 1863 - 1947
Guide them to the right solution
www.flickr.com/photos/pursuethepassion/3822008906
Show them the best way forward
Show them a better future
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Be their Cloud
Solutions Architect
http://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg
are The DIFFERENCE
Misperception
C o - C r e a t e Brainstorm, learn, create, produce
Share, contribute, improve, make decisions
Talk, chat, exchange information and ideas
• Efficiency, productivity, creativity, innovation • Effectiveness, more desired outcomes • Motivated, Engaged and Energised • Sense of satisfaction, contribution, feel valued • Maximize discretionary effort • Sense of purpose, meaning and fulfilment
Connect
Communicate
Collaborate
Presence, click to connect, anytime/anywhere
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“When the rate of change externally is greater than the rate of change internally, you have a problem.”
- Jack Welch
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External speed of change
Internal speed of change
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Eliminating barriers to success
Binary thinking
the Business first Build Key message
Build the Platform
second
1st Buy
Build 2nd
Takeaway
1. Agility and Utility
3 benefits of whitelabeling
2. Service as a Service
3. Predictability & Certainty
One more thing
Milk
Cow
Enterprise COLLABORATION Enablement
What business are you in?
www.flickr.com/photos/horacio/3781750
David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA)
Email: [email protected] Website: www.saleschannel-europe.com
Your Cloud
Services
