Harnessing the Power of Technology in Leasing€¦ · CEB 2012 Digital Evolution in B2B Survey. The...
Transcript of Harnessing the Power of Technology in Leasing€¦ · CEB 2012 Digital Evolution in B2B Survey. The...
Guido KesslerCentral Regional Manager – EMEA3 December 2015
Digital Disruption: Unleashing the Next Wave of Technology
Harnessing the Powerof Technology in Leasing
Examining the growthof technology and opportunities
The world is changing really fast…Technology
EconomicMarket
Social Demographics
Aging
Shrinking
Hyper growth
Environmental/Energy
By 2030 world energy demand will
increase by 40%
Major trends reshaping the global landscape…
Transitions
EconomicsShare of global GDP* (%)
Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.
The new normal?
Today’s Fortune 500 Companies
24%25 Years Ago
87% Companies Stall
11%Recover
Today’s Major Corporations
1/3Survive Next 25 Years
Companies’ future, growth and survival… Technology is key
Point-of-SalePrintAdvertising CarHotel
Bookstore Taxi Music
Enabling changing business models
Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.
Understandingthe new digital customer
A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.
Forrester
The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.
Talent and Ovation Sales Group
The average customer completes more than one-half of the purchase decision-making process prior to engaging a supplier sales rep. (70% at upper limit).
CEB 2012 Digital Evolution in B2B Survey
The B2B customer buying process has changed…
B2B buyers want to self-educate versus talk to sales representatives to learn about new products and services (by a factor of one to three). Forrester
The average customer completes more than half of the purchase decision-making process prior to engaging a sales rep (70% at upper limit).CEB 2012 Digital Evolution in B2B Survey
The number of decision-makers involved in the typical deal has gone from 4.7 to 5.8 (2015 vs 5 yr ave).2015 MHi Sales Best Practices Study, Decoding The Decision Dynamic
Multiple decisions-makers have increased the sales cycle by 22% over past 5 years.Forrester, Sirius Decisions
The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.Talent and Ovation Sales Group
20% more customers now require formal ROI calculations before making purchase decisions (61% in 2015 vs 40% 5 yr ave).2015 MHi Sales Best Practices Study, Decoding the Decision Dynamic
16% more customers have significantly formalised their buying process (61% in 2015 vs 45% 5 yr ave)2015 MHi Sales Best Practices Study; Decoding The Decision Dynamic
A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.Forrester
use communities
& blogs
UseLinkedIn
UseTwitter
Social Buying Anatomyof a B2B Decision Maker
I use social media in many ways to help me make a purchase
decision.81%
74%
42%
Sources: Forrester July 2013
• Read blogs, watch videos, etc
• Comments, posts ratings & reviews
• Publish posts, uploads visual media
• Network with peers• Connect with vendors
through LinkedIn groups
• Consume content• Retweet content• Post content• Look for support (eg Ask a
question)
Social selling
LeadQualification
Sales Demos
ColdCalls
LeadQualification
SalesDemos
WarmCalls
Social Networks
Traditionalvs
Social SalesModels
51%more likelyto hit quota
SSI leaders are 51% more likely to hit
quota than SSI laggards.
45%more
opportunities
Social Selling Index (SSI) leaders create 45% more opportunities per quarter
than SSI laggards.
Cisco’s social selling strategy…Culture#1
Brand Ambassador
Program aims to make employees to fall in love with
Cisco
Education#2
Delivered over 120 hours of Social Media
trainings to 170 people in FY15
Coaches#3
Social savvy peers that can
give private advice and
counsel about social media and
tools
Content#4
New Social Media formats available
for campaigns
Metrics#6
Decreased costs, operational efficiencies,
reduced time to market.
KPIs: SoV, Reach, Leads…
Tools#5
Evaluated 15 new Social Media
tools and selected two
Breaking down barriers inherent in traditional leasing models
FlexibilitySimplicityReduced Risk
FlexibilitySimplicity
Reduced Risk
Shared Risk Model/ Innovative
Payment Plans
Pay Per Use
Traditional Financing Models
Technology is enabling organisational innovation and survival
Technology is changing how B2B buyers buy
Business leaders are now driving more IT procurement decisions
A range of flexible, simple and reduced-risk financing options are needed – right through to risk-shared, variable usage models
In summary…