The world has changed?

3

“It is not the strongest of the species that

survive, nor the most intelligent, but rather

the one most adaptable to change.”

- Charles Darwin 1809 - 1882

4

“Digital Darwinism is the evolution of consumer behaviour when society and technology evolve faster than your ability to adapt.”

- Brian Solis _

www.flickr.com/photos/maestropastelero/258000448

How are you going to develop

your Cloud business?

www.flickr.com/photos/winemegup/3641912321

Get it right

www.flickr.com/photos/roome/3390682853

Get it wrong

You feel like this?

10

A higher level perspective

CLOUD

SaaS Delivery

Service

CLOUD = CUSTOMER

13

“When the rate of change externally is greater than the rate of change internally, you have a problem.”

- Jack Welch

www.flickr.com/photos/nathaninsandiego/3466495191

www.flickr.com/photos/sergei24/306212854

External speed of change

Internal speed of change

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Product or Services focus -> Solutions focus 3

The Sales Cycle -> The Buyer’s Journey 2

Partner Enablement 1

Commoditization

Commoditization

Race to the bottom

www.flickr.com/photos/carquestguy/4335716783

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The Buying Process

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell Cross-sell

Support

Refer

Start with the Buyer’s Journey

Differentiate A Acquire

B Base

23

Eliminating barriers to sale

Product or Services focus -> Solutions focus 3

The Sales Cycle -> The Buyer’s Journey 2

Partner Enablement 1

Standing out from the crowd

www.flickr.com/photos/29233640@N07/5131195458

Differentiation

www.flickr.com/photos/heraldpost/3817195392

Differentiation

Opportunity platform

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SalesChannel Europe ©2013 All rights reserved

Your Cloud Services

29

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

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

1

2 Support Services

3 E2E

Customer Experience

Differentiation: 3 Levels of Perceived Value

Basic Product/Service

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

are The DIFFERENCE

“If I had asked people what they wanted, they would have said faster horses.”

- Henry Ford - 1854 - 2014

SalesChannel Europe ©2013 All rights reserved

Guide them to the right solution

www.flickr.com/photos/pursuethepassion/3822008906

SalesChannel Europe ©2013 All rights reserved

Show them the best way forward

SalesChannel Europe ©2013 All rights reserved

Show them a better future

www.flickr.com/photos/sziszo/2632802003

SalesChannel Europe ©2013 All rights reserved

Be their cloud architect

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Trusted Advisor

Become a…

A journey into the unknown

www.flickr.com/photos/mtsofan/3618271222

Show customers

how to get there

www.flickr.com/photos/19779889@N00/4098873568

The journey is never

straight forward

www.flickr.com/photos/dotpolka/3710843358

There will be

obstacles ahead

www.flickr.com/photos/executionsinfo/2115921367

Get it right

www.flickr.com/photos/winemegup/3641912321

David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com