0 to Strategy in 12 months A corporate story of an insider’s journey

Guru Kashyap SVP, Global Solutions and Strategy eSecuritel, a Brightstar Company Jan 10 2014

eSecuritel The Choice for Competitive

Carriers and Retailers

Confidential | Page 2

We’ve got North America covered, serving 5000+ wireless retail doors nationwide. In nearly every state, you’ll find eSecuritel.

■ Competitive Carriers More than 25 carriers in the U.S. and Canada

■ Premium Authorized Retailers 8 of the top 10 Verizon retailers in the U.S.

Companies trust their customers to us

Global distribution and services for the wireless industry 3

Brightstar Services and Sample Customer Portfolio S

ER

VIC

E C

ATEG

OR

Y S

ER

VIC

E D

ESC

RIP

TIO

N

SA

MP

LE C

US

TOM

ER

S

Increasing revenue streams, while protecting

customers’ devices

Optimizing efficiencies in

wireless supply chain

Expanding channel

reach and driving demand

Enhancing customers’

in-store, online and mobile experience

Offering financial solutions to grow

the high-tier market segment

Driving additional revenue by

unlocking the residual value of

devices

BUY-BACK & TRADE-IN

SOLUTIONS

HANDSET PROTECTION & INSURANCE

SUPPLY CHAIN SOLUTIONS

VALUE-ADDED DISTRIBUTION

MULTI-CHANNEL RETAIL

SOLUTIONS

FINANCIAL SERVICES

Strategy is

• A Vision • A Plan • NOT Execution • Impossible • The Most Abused Word in Management

Day 0

• Strategic Planning Offsite • SWOT Analysis • Financial Planning & Analysis • Roadmap • Planning & Budgeting

1) Problem .. The Usual way

Source: Creating the Office of Strategy Management – Kaplan and Norton

2) Partners .. During the journey

• ASP • CSO • HBR • Consulting • Industry Experts

Business Model Canvas– Osterwalder’s template

Playing to Win – Lafley and Martin’s Cascade of Choices

Defining Moment…

• Quality is built into the product.. It is not an after thought or an add-on

• Strategy is built into the fabric of an organization and lived every day.. It is not a preservative for the powerpoint decks..

How can Strategy live everyday in the middle of Markets - Products – Partners – Clients ?

Strategy – A game of ?

Strategy – Or A game of ?

3) Purpose

• Develop products and services and foster innovation

• Engage with industry and Develop a

robust partner ecosystem

• Support sales teams in pre-sales, RFP / RFI development, and Business Process Assessment

• Support development of Corporate strategy

1) Go-to-Market

Strategy

• Work with Strategic Clients to determine ongoing needs and offer newly developed services

4) Philosophy - Open Source Management Style

Chaos Order

Global Local

Results Process

Roles Skills

Periodic Continuous

Doer Thinker

5) People

ConceptCreation

Client Services

StrategyDefinition

Mergers &Acquisitions

BusinessDevelopment

CommercialNegotiations

StrategicSalesOperations

ProgramDelivery Solution

Design RequirementsSolution

Definition

4 Locations 6 Countries 10 Languages

Research

•Most CSO’s consider themselves doers first, with the mandate, credentials and desire to act as well as advise. Most important, they understand how to focus the organization on execution today, not just on planning for tomorrow.

The Chief Strategy Officer – HBR Oct 2007

•Most of the chief strategy executives we spoke with ….Indeed, we found only one who was directly hired from a consultancy. Most entered their companies in planning, functional, or line-management capacities and were not tapped until years later for the top strategy post.

The Chief Strategy Officer – HBR Oct 2007

•A detailed plan may be comforting, but it’s not strategy. Comfort Trap 1: Strategic Planning; As much as boards and regulators may want the world to be knowable and controllable, that’s simply not how it works. Until, they accept this they will get planning instead of strategy – and lots of excuses down the line about why the revenue didn’t show up.

The Big Lie of Strategic Planning – HBR Jan 2014

6) Process

Explore Idea

Evaluate Concept

Engage Opportunity

Implement Project

Operate Challenges

Sales

Strategy & Solutions

Operations

Planning & Implementation

Clients

Products

Partners

Prospects

Proof of Concept

Program Delivery

Strategy Solution Requirements Product/ Service

Operations

0 to Strategy

Problem

Philosophy

People Platform Process

Partner Purpose

0 to Strategy in 7 steps…

• Problem – Find an opportunity to solve • Partner – Select stakeholder that benefits the most • Purpose– Define how you can help and seek

sponsorship • Philosophy – Instill culture of open style • People – Hire Team based on skill coverage • Process – Define structure • Platform – Build tools to scale

Day 365

• Strategic Planning Offsite • SWOT Analysis • Financial Planning & Analysis • Roadmap • Planning & Budgeting

Notion of Strategy

Vision

Planning

Execution

Time

Unc

erta

inty

• Deliberate - Porter • Emergent - Mintzberg • A Choice – Lafley/Martin

• A Vision • A Plan • NOT Execution • Impossible • The Most Abused Word