digital disruption -> the new reality: acronis keynote_20.11.14

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Big Data = Big Business Problem. Big Business Problem = Big Business Opportunity. The Cloud Changes the way Customers adopt services and the Channel doesn't provide what the cloud requires (today). 3 things that you can do the accelerate adoption of your Cloud based Business Continuity Services.

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Page 1: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Page 2: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Drivers of Digital Disruption:1. Mass Adoption of Digital Technology

2. The Age of the Customer

3. The Engagement Economy

Page 3: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Customer Adoption

Page 4: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Basic Human Needs

Page 5: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The Cloud = IT Transformation

The Cloud = Business Transformation

Page 6: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Digital Disruption

Page 7: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Big Data = Big Opportunity

Page 8: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Key Data Points:• Hybrid cloud

• Exploding “big data”

• The Internet of Things

• SMBs and start-ups

• Cloud adoption shift

Page 9: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Page 10: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Big Data = Big Data Management Challenge

Page 11: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Data Loss:of PC users have lost all of their files due to events beyond their control.31%

34% of companies fail to test their tape backups, and of those that do, 77% have found tape back-up failures.

60% of companies that lose their data will shut down within 6 months of the disaster.

93%of companies that lost their data center for 10 days or more due to a disaster filed for bankruptcy within one year of the disaster. (National Archives & Records Administration in Washington)

Page 12: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Death by data loss

Page 13: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Data Loss = Bankruptcy

Page 14: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Big Data =

Big Customer Problem1

Big Customer Problem =

BIG Business Opportunity2

What have we learnt so far?

Page 15: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

What is your Growth Strategy?

Page 16: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Growth strategy I

Page 17: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Growth strategy II

Page 18: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Where are you on the curve?

Where are you on the curve - ahead or behind, which is the essence of strategy.

Behind:

If you are behind the curve and chasing the market

then you have ceded a great deal of control and you

must have the ability to execute and be very agile in

execution. Your bets are defined. Your strategic

posture is reactive and defensive.

Ahead:

If you are ahead of the curve you are trying to drive

the market, which requires a very different agility -

there you require a set of controlled bets in execution

with the ability to constantly probe the frontier and

execute on success. Here you are reacting to yourself

and your direction instead of where others have been.

Page 19: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Disruptive Opportunity Matrix

ExtendWhiteSpace

Defend ExtendCurrent

New

Current New

Source: Create Marketplace Disruption by Adam Hartung, Pearson Education, Inc. 2009

Products

Customers

Page 20: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Irrational complacency

Page 21: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

OLD THINKING

NEW TECHNOLOGY

FAIL

X

=

Page 22: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Overcoming change

Page 23: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Horizon 10 - 6 months

Horizon 26 - 12 months

Horizon 312 - 36 months

Thinking at 3 Time Horizons

Page 24: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it right

Page 25: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it wrong

Page 26: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

- Geoffrey A. Moore

“Well, first off, realize you are in afight for your life. The new businessmodel is not a competitive threat, itis an existential threat.”

Page 27: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The status quo is not

a growth strategy

Page 28: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The End of Business as Usual1

Innovate or Die2

The Customer Adoption Cycle3

Page 29: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Remember these?

Page 30: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Business Model Innovation

Page 31: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Disruptive change

Page 32: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Game Changer

Access Assets Purchase

before Adoption

Adoption

before Purchase≠

Page 33: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The end of business as Usual

Page 34: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

See things differently

Page 35: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Long-term focus

Page 36: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Accelerators & Barriers to Growth

Page 37: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Accelerate your journey to the Cloud

Page 38: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Prisoners of the past

Page 39: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Growth Mindset

Page 40: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The End of Business as Usual1

Innovate or Die2

The Customer Adoption Cycle3

Page 41: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Innovation

Page 42: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

www.flickr.com/photos/mwichary/3690887427

Disruptive change

Page 43: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Adaptive to change

Page 44: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Strategic choices

Page 45: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

B4B Operating Model Framework

Product Focused

Outcome Focused

Supplier Operating Model

Source: B4B: How Technology and Big Data are Reinventing the Customer-Supplier Relationship by J. B. Wood, Todd Hewlin and Thomas Lah, 2013

Basic Offer:

LEVEL 1

SUPPLIER

Best Product, Fair Price

StandardReliableProduct

MakeSellShip

Complex Offer:

LEVEL 2

SUPPLIER

Fast and Sure Availability

Implementation and Maintenance

ServicesTailored Product

+

Optimise Offer:

LEVEL 3

SUPPLIER

Optimal ROIAdoption Services

Operate (Managed) Services

Connected Products

+

Outcome Offer:

LEVEL 4

SUPPLIER

Ease

Outcome as a Service

+

Services+

Supplier Customer

Page 46: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Cloud business model strategy?

Page 47: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The End of Business as Usual1

Innovate or Die2

The Customer Adoption Cycle3

Page 48: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The problem is that customers don’t buy

the way we sell

Page 49: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Cloud services don’t require what the Channel

provides (today)

Page 50: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The Buying Decision Process

Page 51: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

The Customer Adoption Cycle

Page 52: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Adoption

Cycle Sales

Model

Transactional

Sales Model

Adoption

Cycle Sales

Model

Page 53: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

“Customers are completing

57% of a buying cycle before

ever coming into contact with

a sales rep.”

- A CEB study of more than 1,400 customers

Page 54: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Product

Place

Price

Promotion

4P's

Solution

Access

Value

Education

SAVE

Page 55: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Educate

Page 56: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Inspire

Page 57: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Create a sense of urgency

Page 58: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

3 levels of Value

Page 59: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

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 Cloud Services

Page 60: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Consulting Services

Migration Services

Integration Services

Data Management

Services

Business Process Consulting Services

Adoption Services

BCaaSBusiness Continuity

as a Service

Value Differentiation

SaaSPaaSIaaS

BupaaSRecaaSSecaaS

12

3

Page 61: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Price vs Value

Products ServicesExperienceCustomer

Page 62: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Sales Transformation

OLD NEWThe IT Buyer The Business Buyer

Selling into CapEx Budgets Selling into OpEx BudgetsTechnical Expertise Business Expertise

Geographic Sales Territories Vertical Industry TerritoriesSelling Features Selling Results

Fixed-Price Contracts Outcome-Based ContractsDemonstrating Features Business Process Discussions

Your Complexity and Underlying Architecture

Your Consumption Model and Service Capability

Maintenance Contracts "Apps Mindset"

Face2Face Sales Skills Social Media Knowledge

Source: Consumption Economics: The New Rules of Tech by J. B. Wood, Todd Hewlin and Thomas Lah, 2011

Page 63: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The End of Business as Usual1

Innovate or Die2

The Customer Adoption Cycle3

Quick Review:

Competing to remain relevant to tomorrow’s customers

- 4Ps -> S A V E, Marketing -> Sales

- 4 stages of Business Model Evolution

- Disrupt or be disrupted

Page 64: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it right

Page 65: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Where do you go from here?

Page 66: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it right

Page 67: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it right

Page 68: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Unique Value Promise

Differentiation Strategy

The Sales Toolkit

Creating an unpaid sales force

SalesChannelEurope©2014Allrightsreserved

DOIT

NOW!:

_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

WHO:

WHAT:

HOW:

DiscoveringyourInnerAdvantageExercise

SalesChannelEurope©2014Allrightsreserved

BasicProduct/Service:• _____________________________• _____________________________• _____________________________• _____________________________

EnhancedServices:• _____________________________• _____________________________• _____________________________• _____________________________• _____________________________

SupportServices:• _____________________________• _____________________________• _____________________________• _____________________________

Differen a on:3LevelsofPerceivedValue

BasicProduct/Servic

SupportServices

EnhancedServices

1

2

3

BasicProduct/Service

Your Hosted

Services SalesChannelEurope©2014Allrightsreserved

Tipping the Funnel Clients: Actions:

A

B

Cloud GTM Strategies, Sales Acceleration- Programs and Tools

Page 69: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

GTM / Sales Acceleration Strategic Framework

Page 70: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Accelerating Time to Activation

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

Differentiate

Accelerating Time to Activation

Page 71: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

The Sales Channel Mix

Page 72: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

GTM Action Plan

Page 73: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

Get it right

Page 74: Digital Disruption -> The New Reality: Acronis Keynote_20.11.14

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