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©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
Visit the2112group.com | Call 347.770.2112 | Email [email protected]
The Channel Theory of Everything Diana Mirakaj & Larry Walsh
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
“We are going through the greatest
transformative period in the history
of our industry.”
- Said Everyone
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
- 3 -
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
Legacy Technology Market
- 4 -
• Customers didn’t know
what they didn’t know
• Required skills low to moderate;
commensurate with complexity
• Technology satisfied a function
not an outcome
• Product sales in units
not solutions
• Value-add equaled support
and advice
• Sales and revenue were episodic
(CapEx)
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
- 5 -
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
Evolution of Trends
- 6 -
1980 to 2007: Trends Changed Every 3 to 5 Years
2008 to 2020: Change and Disruption is Continuous
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
- 7 -
Cloud Computing
Ubiquitous Mobility
Internet of Things
Big Data
Cognitive Computing
Virtual applications and infrastructure
Devices for any time, any place, anywhere access
IP-enabled autonomous and semi-autonomous devices
Conversion of raw data into actionable intelligence
Thinking machines for autonomous, natural processing
$250
billion
$340
billion
$19
trillion
$114
billion
$12.5
billion
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
OBVIOUS
Changing Everything
The future is about outcome-based systems
not individual products
Business Models
Costs and Budgeting
Technology & Information
Management Consumption
Speed
Work/Life Balance
Automation & Accessibility
NOT OBVIOUS
Unbridled Possibilities
Expectations
Social Impact
Risk and Risk
New Business Models
Innovation
Imagination
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STRATEGY.
EXECUTION.
GROWTH.
Pop Quiz
- 12 -
2004
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STRATEGY.
EXECUTION.
GROWTH.
Pop Quiz
- 13 -
2015
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STRATEGY.
EXECUTION.
GROWTH.
Guess What Most People Picked
No technology or
innovation created in the
last 40 years have
surpassed the imperative
value of technology that’s
more than a century old.
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
- 15 -
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STRATEGY.
EXECUTION.
GROWTH.
- 14 -
The Channel Theory of Everything:
Tying IT Together Strategically
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STRATEGY.
EXECUTION.
GROWTH.
“The whole is greater than
the sum of its parts.” - Aristotle
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STRATEGY.
EXECUTION.
GROWTH.
Don’t Buy Into the Hype
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STRATEGY.
EXECUTION.
GROWTH.
- 17 -
What to Expect
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STRATEGY.
EXECUTION.
GROWTH.
- 18 -
• Drive recurring revenue
• Create value and outcomes
• Manage customer relationships
• Reduce vendor costs
• Perform - not just be present
• Engage strategically
• Inspire and Innovate
Great Expectations
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STRATEGY.
EXECUTION.
GROWTH.
19
Addressing Change
and Evolving Trends
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STRATEGY.
EXECUTION.
GROWTH.
Change = Constant Evolution
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STRATEGY.
EXECUTION.
GROWTH.
Self Assess. Honestly.
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STRATEGY.
EXECUTION.
GROWTH.
Set Goals
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STRATEGY.
EXECUTION.
GROWTH.
Customer Identification
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STRATEGY.
EXECUTION.
GROWTH.
ROI Potential
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STRATEGY.
EXECUTION.
GROWTH.
Measure Results
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STRATEGY.
EXECUTION.
GROWTH.
Wash, Rinse, Repeat
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STRATEGY.
EXECUTION.
GROWTH.
- 27 -
The Ocean Is Too Big To Boil
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STRATEGY.
EXECUTION.
GROWTH.
Oversight Don’t Be This Guy
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STRATEGY.
EXECUTION.
GROWTH.
Be Selective
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STRATEGY.
EXECUTION.
GROWTH.
Be There For Your Customer
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STRATEGY.
EXECUTION.
GROWTH.
Architect Your
Transformation
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STRATEGY.
EXECUTION.
GROWTH.
Oversight Manage Change Strategically
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STRATEGY.
EXECUTION.
GROWTH.
Set Your Own Pace
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STRATEGY.
EXECUTION.
GROWTH.
What Problem
Do You Solve?
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STRATEGY.
EXECUTION.
GROWTH.
• Keep Pace
• Be Agile
• Remain Competitive
• Maintain Relevancy
• Refine Capabilities
• Always Evolve
Change is Not a Choice
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STRATEGY.
EXECUTION.
GROWTH.
Devices
Managed Services Cloud
Computing
Networks Transport
Biz Apps Admin Apps Communications
New
Business
Models
Consulting
& Advisory
Services
SECURITY STORAGE
Big Data/Analytics
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STRATEGY.
EXECUTION.
GROWTH.
- 37 -
QUESTIONS
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STRATEGY.
EXECUTION.
GROWTH.
“It’s not the strongest of
the species that survive,
nor the most intelligent,
but the ones most
responsive to change.”
- Charles Darwin
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
- 39 -
“The secret of change
is to focus all of your
energy, not on fighting
the old, but on building
the new.” - Socrates
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.
STRATEGY.
EXECUTION.
GROWTH.
Diana Mirakaj
Larry Walsh
@dlenam | @lmwalsh2112
@the2112group
2112 Blog
www.the2112group.com/blog