Christian LongstaffCloud Ambassador Microsoft Australia

Martin Gregory Business Transformation MG365

Next steps to monetise the cloud opportunity

Make the Cloud Profitable For You

What is your differentiated value?

How can you increase your market share?

What will your sales motion look like?

What will you monetise as your own annuity?

What other products will you offer to increase revenue per user?

Don’t

underestimate

the CHANGE

In 30 seconds? 3 things NOT to do

BE PROACTIVE

Don’t WAIT for

your vendor to

give it to you

Don’t ASSUME

your customer

is yours

Step 1: Understand Customer

Step 1: Understand CustomerWHAT Customers are saying?

Step 2: Lead with Cloud, Close with Hybrid

WHAT Partners have been doing?

Step 2 Lead with Cloud, Close with Hybrid

Your Market, Your Business, Your Urgency

Your Market, Your Business, Your Urgency

Key Questions

1. Where is your market?

2. How fast is it moving?

3. What are your strengths?

4. How fast do you move?

______________________________

What is your best strategy?

WHAT Partners have been doing?

Step 2 Lead with Cloud, Close with Hybrid

Step 3: CHANGE

© IDC Visit us at IDC.com and follow us on Twitter:

@IDC

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© IDC Visit us at IDC.com and follow us on Twitter:

@IDC

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Step 3: CHANGE

people

selling

marketing

cash flow

solutions

customersstructure

competitionvalue proposition

processes

Step 4: Make Intentional Decisions

Focus on

strengths when

building your

Cloud business

Step 4 Make Intentional Decisions

Plan you P&L

carefully

HOW? Successfully Integrate Cloud Sales

7 Cloud Business Model Essentials

Step 5: Understand Who buys Cloud and HOW they Buy It

Step 5 Understand Who buys Cloud and HOW they Buy ItCustomers are Different

Step 5 Understand Who buys Cloud and HOW they Buy ItDeals are Different

Gartner research with 503 IT, LOB and marketing managers in U.S. China and Europe (March 2013)

Step 6: What do you want?

Keep your trusted advisor status

Customer Traction

Revisit past projects deemed too expensive

Reducing share of wallet with CIO41% of Technology Spending outside of IT 2013 up from 38% in 2012

New Decision Makers

HOW? New Existing Customers

Gartner research with 503 IT, LOB and marketing managers in U.S. China and Europe (March 2013)

2.4X

HOW? New Customers

Strong Value

Proposition

is essential

Customer

Attraction

Thinking

and Acting

Vertical

Right Sales

Force talking

to the right

customers

2.4X

HOW? Customer Lifetime Value

Attach Package

Fill out the

gaps

Look for

ongoing

customer

touch

2.4XFaster growth*

Growth

Cloud partner = 26.9%

Others = 11.1%

1.6XGross profit

Gross profit %

Cloud partner = 52.3%

Others = 31.8%

HOW? Increase Profitability

Reusable

IP

Efficiency

and

automation

Step 7: Ask questions

Key Questions to help your HOW?What goals can I set for my

business in the next year?How will the shift to the Cloud

affect my revenue streams?

Do your customers know

about your value proposition?

What aspects of your value

proposition need the most

development?

Does the Cloud change how you

currently price or bundle your

offerings?

What existing services can you

leverage for Cloud customers?

How will you develop services to

create an offering set: partnering,

internal investment…?

Are you currently committing the

right resources in the right

amounts to marketing?

How will you ensure you successfully

develop your Cloud marketing plan

in the next 30 days?

Call to Action

Visit the Microsoft Showcase to learn about the resources from Microsoft to help your grow your business

TRANSFORMER (3 days): Business Model Transformation Workshop and Execution ConsultingYou will finish this three day TRANSFORMER engagement with packaged solutions that match your customers’

needs and an integrated sales and marketing plan to win in the Cloud

“This session is an investment for the future growth of your business “

WORKSHOP (1 day): Cloud Business Transformation WorkshopIf you need to understand the business model implications of recurring revenue and operating in a services-

based world, this one day Business Model Transformation Workshop is right for you and your leadership team

Helping Partners Build a Profitable Cloud Businesswww.MG365.com.au