the channel theory of everything - microsoft · the channel theory of everything diana mirakaj...

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The Channel Theory of Everything Diana Mirakaj & Larry Walsh


STRATEGY.

EXECUTION.

GROWTH.

“We are going through the greatest

transformative period in the history

of our industry.”

- Said Everyone


STRATEGY.

EXECUTION.

GROWTH.

- 3 -


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)


STRATEGY.

EXECUTION.

GROWTH.

- 5 -


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


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


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


STRATEGY.

EXECUTION.

GROWTH.

Pop Quiz

- 12 -

2004


STRATEGY.

EXECUTION.

GROWTH.

Pop Quiz

- 13 -

2015


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.


STRATEGY.

EXECUTION.

GROWTH.

- 15 -


STRATEGY.

EXECUTION.

GROWTH.

- 14 -

The Channel Theory of Everything:

Tying IT Together Strategically


STRATEGY.

EXECUTION.

GROWTH.

“The whole is greater than

the sum of its parts.” - Aristotle


STRATEGY.

EXECUTION.

GROWTH.

Don’t Buy Into the Hype


STRATEGY.

EXECUTION.

GROWTH.

- 17 -

What to Expect


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


STRATEGY.

EXECUTION.

GROWTH.

19

Addressing Change

and Evolving Trends


STRATEGY.

EXECUTION.

GROWTH.

Change = Constant Evolution


STRATEGY.

EXECUTION.

GROWTH.

Self Assess. Honestly.


STRATEGY.

EXECUTION.

GROWTH.

Set Goals


STRATEGY.

EXECUTION.

GROWTH.

Customer Identification


STRATEGY.

EXECUTION.

GROWTH.

ROI Potential


STRATEGY.

EXECUTION.

GROWTH.

Measure Results


STRATEGY.

EXECUTION.

GROWTH.

Wash, Rinse, Repeat


STRATEGY.

EXECUTION.

GROWTH.

- 27 -

The Ocean Is Too Big To Boil


STRATEGY.

EXECUTION.

GROWTH.

Oversight Don’t Be This Guy


STRATEGY.

EXECUTION.

GROWTH.

Be Selective


STRATEGY.

EXECUTION.

GROWTH.

Be There For Your Customer


STRATEGY.

EXECUTION.

GROWTH.

Architect Your

Transformation


STRATEGY.

EXECUTION.

GROWTH.

Oversight Manage Change Strategically


STRATEGY.

EXECUTION.

GROWTH.

Set Your Own Pace


STRATEGY.

EXECUTION.

GROWTH.

What Problem

Do You Solve?


STRATEGY.

EXECUTION.

GROWTH.

• Keep Pace

• Be Agile

• Remain Competitive

• Maintain Relevancy

• Refine Capabilities

• Always Evolve

Change is Not a Choice


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


STRATEGY.

EXECUTION.

GROWTH.

- 37 -

QUESTIONS


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


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


STRATEGY.

EXECUTION.

GROWTH.

Diana Mirakaj

[email protected]

Larry Walsh

[email protected]

@dlenam | @lmwalsh2112

@the2112group

2112 Blog

www.the2112group.com/blog

the channel theory of everything - microsoft · the channel theory of everything diana mirakaj...

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