it go to market transformation - playing a new ball game

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Playing a New Ball GameIT Go-to-Market Transformation

Laurent.Glaenzer@Lemon-Operations.com

Date : June 6th, 2012

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We recruit your partnersWe manage them for youorWe train you to do it

In 2012, the partners we have recruited will bring €80M to our Clients

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Start anywhereWin everywhere

15 Client Executives across EMEA+extended local resources

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http://www.erpsoftware360.com

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$750K

$1M

$500K

$300K

$300K

$185K

$300K

Traditional ServerSmall Stand-Alone Data Center

1 000 Servers

$3 335K

$162K

Cloud Based ServerBudget Cloud Data Center

$145K

$135K

$105K

$135K

$74K

$42K

$798K

1 000 Serverswithin 100 000 servers

Servers

OperationalStaff

Storage

Network

Power/Cooling

Space

Services

Source Wikibon

approximate

COSTto Business

Transformation

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2007 2008 2009 2010 2011

Email users

SocialNetworks

Transformation

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Transformation

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2007 2008 2009 2010 2011

Desktop

Laptop

SmartPhones

Tablets16 Billions Mobile Internet Devices in 2013

Transformation

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Transformation

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Transformation

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IT Vendors

HWSoftware

Distributors

Resellers

SI

TelecomOperators

TelecomVendors

PhonesLines

CablingSwitches

DistriPhonesAgencies Resellers

Purchase Telecom

IT Vendors

Distri

Resellers

Fonctional

TelecomOperators

TelecomVendors

DistriPhonesAgencies Resellers

Users CXO/MD

Internet Devices & Applications

DSI D Achats D Telecom

Yesterday Tomorrow

Transformation

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Channel does not create the business

Business creates the channel

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<10 employees 10-99 employees 100-249 employees250-499 employees >1000 employees

1 588 000 96 800

Companies in France1,6M Companies excl. Individual Cies

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Corporate

Consumer

Technology Functional

System Integrators Software

Integrators

TelecomServices Value

AddedResellers

ITSpecialist

Stores

ConsumerElectronicRetailers

ConsumerGoodsStore

LargeConsultingCompanies

Vertical Channel(Consultants, subcon-

tractors, providers)

IT/AppsConsultants

CommercialApplication

Stores

ConsumerApplication

Stores

ExistingChannels

NewChannels

120 000 Cies

1 800 000 Cies

Distribution map

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Social Channel