moving from outsourcing to a 360 degree partnership erick watson
DESCRIPTION
A brief presentation delivered to the International Association of Outsourcing Professionals, Northwest Chapter in Seattle on how to evolve from an IT Outsourcer to a true Partner.TRANSCRIPT
Erick WatsonMicrosoft ChinaStrategic Partnership Group
Moving from Outsourcing to a 360° Partnership
Northwest Chapter
Sourcing competition increases daily
“Global Sourcing market should grow 20% YoY” (Everest Group 2011 Market Predictions)
Commoditization threatens your existence“Cost will remain the #1 concern
for companies who outsource” (Gartner on Outsourcing 2010)
Sourcers need a Cultural Revolution!
Clear culture creates clear value
>80M units shipped in first year
<2M units shipped in first year
1. Organizations2. Solutions 3. CustomerExperiences
Sourcers must integrate…
…via well-designed culture
1. ORGANIZATIONAL STRATEGY
Define & establish your cultureCulture – noun : a set of shared attitudes, values, goals and practices that characterizes an institution or organization.
Proclaim authentic valuese.g. Microsoft Values: Integrity & Honesty; Open & Respectful; Big Challenges; Passion; Accountable; Self-Critical
Say “No” to what doesn’t fit
2. SOLUTION INTEGRATION
Begin with the basics
Lay claim to integrated value
Fight back againstcustomer
“disintegration”
3. CUSTOMER EXPERIENCES
Organize from customer’s perspective
Create customer evangelists
U.S. Bricks & Mortar Shoe Retailers: 5
Online Shoe Retailers: >41,000
Zappos Market Cap: $1.2 Billion in 9 yrs.
Measure, track & improve
DISCLAIMER:"Everything that can be counted does not necessarily count; everything that counts cannot necessarily be counted".
Anonymous
Can sourcers achieve cultural integrity?
Commoditization undermines value
1. Organizations2. Solutions 3. CustomerExperiences
Sourcers must integrate…
…via well-designed culture
Cultural integrity delivers customer value
Erick [email protected](425)894-3301 http://www.linkedin.com/in/erickwa
Culture creates 360° Partners…
APPENDIX
Image CreditsSlide 03: http://grassrootsgourmet.net/2009/02/10/top-5-most-irresponsible-meals-of-all-time/commodity-corn/ Slide 04: http://www.dev.net.npSlide 05: courtesy of Microsoft Corporation http://www.microsoft.com Slide 07: http://commons.wikimedia.org Slide 08: http://idzinecards.com Slide 09: http://www.lichfield.gov.uk Slide 10: http://www.flickr.com Slide 11: courtesy of The Boeing Company http://www.boeing.com
Image Credits (Continued)Slide 13: courtesy of Apple Computer http://www.apple.com Slide 14: courtesy of Warner Brothers http://www.warnerbros.com Slide 16: http://www.targetcastgroup.com Slide 17: courtesy of Zappos http://www.zappos.com Slide 18: http://www.flickr.com Slide 19: courtesy of Microsoft Corporation http://www.microsoft.com Slide 20: courtesy of the Hormel Company http://www.spam.com