Adapt or lose – the opportunity ahead#SELL304 #CITRIXSUMMIT
STEPHEN PARKER
DIGITAL TRANSFORMATION STRATEGIST
@SJKPARKER
“It is not the strongest of the
species that survives, nor
the most intelligent that
survives. It is the one that is
most adaptable to change.”
Charles Darwin
(1809-1882)(Dr Leon C. Megginson, 1963!)
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Over 50 years of change
1965 1979 1985 1993 1998 2001 2007 2010
XaaS
2016 ?
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Your cloud journey of change
Awareness of
changes
Acknowledge
disruption
Started
transformation
All in and
maturing
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Waking up Looking Walking Running
The New Normal platform
1 - IDC – #US40709515 Dec 2015
2 – IDC Futurescape 2016
CLOUD (Engine)
Public Cloud Market (2019)1
The worldwide market will grow to USD141.2Bn at
19.4% CAGR
MOBILE (Access)
By 2020 2Bn APAC users will be mobile first2
In 2018 2m workers will be required to wear health trackers
at work3
BIG DATA (Insight)
“Cognitive everything."
By 2020 over 50% of business analytics software in will
incorporate prescriptive analytics2
IOT (Gather)
Iot Market (2019)
The worldwide market will be USD1.3Tn with 25.6Bn things.
APEJ will dominate with 47.4% revenue share4
3 - Gartner Top Predictions for IT Organisations & Users 2016
4 - IDC – #US40983216 Feb 2016
The 4th Industrial Revolution (the age of cyber)© 2017 1visionOT Pty Ltd 5
We are only limited by our imagination
Car servicing
Office integrationManufacturing
Safety, usage efficiency & ownership
Infrastructure planningBuilding design
Old age care
Emergency services
Digital twins
Insurance
Taxi industry
AI
Energy generation© 2017 1visionOT Pty Ltd 6
The Accelerators
“SKA: generating Exabyte/day”
https://www.skatelescope.org/
“2018: 2m required to wear health trackers at work”
Gartner Top Predictions for IT Organisations & Users 2016
“Easeonomics”Nucleus Research
Cloud Mobile
Big Data
IoT
AI,
Cognitive,
VPA
Cypto$,
Blockchain
Biometric,
Cyber
Security
Robotics,
Smart
Machines
Biotech,
Healthcare3D Printing
DX
(Digital
Transform-
ation)
Containers
Personal-
isation/
Privacy
Skills
Shortages
AR/VR
Mesh
“6bn IoTs requesting support”
Gartner Top Predictions for IT Organisations & Users 2016
“82% expectation of <3month SaaS RoI”
Northbridge, 2016 Future of Cloud Computing
“By the end of 2017 70%+ of G500 will have dedicated digital transformation teams”
IDC Futurescape 2017
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Social challenges – our opportunity
Privacy
Security
Law enforcement Insurance
What does
unemployment mean
Maintaining skills
Social unrestBanking & Currency
AI Ethics
Social interaction
Business disruption
Digital transformation
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The Bow Tie
USETRANS-ACTION
STOCK
• Extended due diligence• Make Deal, move on• Lumpy growth• Price driven• Large deal incentives
• Buyer Beware
• Time to value & SLA• Relationship management• Regular growth• Ongoing value• Subscription incentives
• Seller Beware
The processes that drive success in one modelare the blockers to success in the other
Ownership Model Subscription Model
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Be clear about who is the Customer?
AccountabilityStrategy
formulation
Supervising executive activities
Policy making
Conformance
activities
Performance
activities
Outward
looking
Inward
looking
Bob Tricker, Corporate Governance© 2017 1visionOT Pty Ltd 10
Zero Day Business Attack
You are being
hacked the
only question
is do you know
about it?Time
Emergence Prominence Irrelevance Obsolescence
Re
leva
nce
Tipping Point
Turning Point
Tanking Point
Crisis
So hot
right now
Relevancy Curve – Michael McQueen
disrupted the
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Where is your focus?
Interesting to Many
OR
Essential to Few
“People will talk to you if you have something interesting to say,
They will buy from you if what you have is essential to them”
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So much opportunity…
• You have to be willing to grab it
• Will be an emotional as well as logical journey
• Your planning template is broken
• What a great time to be a Citrix partner
• The new focused Citrix
• Vibrant relationship with a reinvigorated Microsoft
• Your customers are ready NOW
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Session SELL307 – 9am tomorrow
• Practical actions
• Best Practise
• And the Wheel of Wisdom
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Research Strategy (Innovation)
Platform Strategy (Enablement)
Delivery Strategy (Consumption)
Revenue Strategy (Commercialisation)
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ & TECH)
References, resources & useful links
• Links to all publicly available resources referenced during this presentation (and many others) are available here:
http://bit.ly/DT-links
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