tomorrow
Emma TomlinBusiness Development ManagerCloud Partnerships
Differentiate or Die
The Market
• Commoditised Services, Margin Erosion• Global adoption of services is driving a global price point e.g Exchange
• Global Entrants• Microsoft, Amazon, Google, VMWare et al…..
• Customer Requirements are changing• Desktops, Devices, Multi-Platform, Customisation
• Complex Hosting Scenarios e.g The Hybrid• Single Sign On, Bespoke Environments, Vertical Applications, On-Prem vs Cloud
• The Speed of the Industry Changing• Market Acceleration, Global Agility, Mainstream Adoption
• Developing Partnerships to drive scale• Coopetition, Strategic Relationships, Channel models,
• Mega Trends• Consumerisation of IT, Workforce Evolution, Millenials, Mobility
Market Challenges
Blue Ocean Strategy
• Blue Ocean Strategy (BOS) is the results of a decade-long study of 150 strategic moves psanning more than 30 industries over 100 years
• BOS isn’t random innovation, its systematic and reproducible methodologies and processes in pursuit of blue ocean by both new and existing firms
• BOS Frameworks and tools include: strategy canvas, value curve, four actions framework, six paths, buyer experience cycle, buyer utility map, and blue ocean index
• Three conceptual building blocks of Blue Ocean are – Value Innovation, tipping point leadership and fair process
The Core Principles
Famous Examples
Yellow Tail – Strategy Canvas & Results
In July 2001, Australia’s Casella Winery introduced [yellow tail] into this highly
competitive US market. Small and unknown, they had expected to sell 25,000
cases in their first year.
In fact, they had sold nine times that amount. By the end of 2005, [yellow tail]’s
cumulative sales were tracking at 25 million cases.
[yellow tail] soon emerged as the overall best selling 750ml red wine, outstripping
Californian, French and Italian brands.
This examines the strategic move executed by [yellow tail] that made it the number one imported wine
and the fastest growing brand in the history of the US and Australian wine industries.
The Cloud is HereThe Cloud Industry…....
Partners should differentiate on Value Not Price
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Price
Service
Experience Product
LocationPromotion
Process
Trust
Its more than product it’s a business transformation
UBER GLOBAL• Company Overview
• The Story So Far from web hosting to application hosting
• Channel Partnership Development
• Acquisitions – the beginning of verticalisation
• Vertical Applications – Suite of Services ISV
• Future Strategy
• Q&A
Q&A