partner roadmap
DESCRIPTION
What are the 3 key Success Factors to build a Cloud Computing business: 1) Partner Enablement 2) The Sales Cycle -> The Buyer's Journey 3) Product or Service focus -> Solutions FocusTRANSCRIPT
The world has changed?
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“It is not the strongest of the species that
survive, nor the most intelligent, but rather
the one most adaptable to change.”
- Charles Darwin 1809 - 1882
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“Digital Darwinism is the evolution of consumer behaviour when society and technology evolve faster than your ability to adapt.”
- Brian Solis _
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How are you going to develop
your Cloud business?
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Get it right
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Get it wrong
You feel like this?
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A higher level perspective
CLOUD
SaaS Delivery
Service
CLOUD = CUSTOMER
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“When the rate of change externally is greater than the rate of change internally, you have a problem.”
- Jack Welch
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External speed of change
Internal speed of change
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Product or Services focus -> Solutions focus 3
The Sales Cycle -> The Buyer’s Journey 2
Partner Enablement 1
Commoditization
Commoditization
Race to the bottom
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The Buying Process
Search
Find
Qualify
Try
Buy
Activate
Manage
Up-sell Cross-sell
Support
Refer
Start with the Buyer’s Journey
Differentiate A Acquire
B Base
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Eliminating barriers to sale
Product or Services focus -> Solutions focus 3
The Sales Cycle -> The Buyer’s Journey 2
Partner Enablement 1
Standing out from the crowd
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Differentiation
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Differentiation
Opportunity platform
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SalesChannel Europe ©2013 All rights reserved
Your Cloud Services
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Basic Product/Service: • Technology • Price performance • Product quality
E2E Customer Experience: • People • Perceived value • High touch • Exceed customer expectations • Delight and astound customers
1
2 Support Services
3 E2E
Customer Experience
Differentiation: 3 Levels of Perceived Value
Basic Product/Service
Support Services: • Levels of support • Quality of service • Systems • Processes
are The DIFFERENCE
“If I had asked people what they wanted, they would have said faster horses.”
- Henry Ford - 1854 - 2014
SalesChannel Europe ©2013 All rights reserved
Guide them to the right solution
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SalesChannel Europe ©2013 All rights reserved
Show them the best way forward
SalesChannel Europe ©2013 All rights reserved
Show them a better future
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SalesChannel Europe ©2013 All rights reserved
Be their cloud architect
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Trusted Advisor
Become a…
A journey into the unknown
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Show customers
how to get there
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The journey is never
straight forward
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There will be
obstacles ahead
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Get it right
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David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: [email protected] Website: www.saleschannel-europe.com