Turn disruption to your advantage (the Wheel of Wisdom) · 2017-03-14 · Turn disruption to your...
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Turn disruption to your advantage (the Wheel of Wisdom) #SELL307 #CITRIXSUMMIT STEPHEN PARKER DIGITAL TRANSFORMATION STRATEGIST @SJKPARKER
Transcript of Turn disruption to your advantage (the Wheel of Wisdom) · 2017-03-14 · Turn disruption to your...
Turn disruption to your advantage (the Wheel of Wisdom)#SELL307 #CITRIXSUMMIT
STEPHEN PARKER
DIGITAL TRANSFORMATION STRATEGIST
@SJKPARKER
Summary from Sell304Adapt or lose – the opportunity ahead
© 2017 1visionOT Pty Ltd 2
The Wheel of Wisdom (aka The Service Provider Best Practice Framework)
• Experience of discussing strategy with 100’s of service providers
© 2017 1visionOT Pty Ltd 3
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)
• We are all different
• Not exhaustive
• Give yourself a 0 to 10
• 0 = what?
• 5 = we’re working on it
• 10 = recognised leaders
• Have a story for all (even if “not for us yet”)
Why do you exist?What is your message?
© 2017 1visionOT Pty Ltd 4
Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
We are nice
people
We listen
to our
customers
We deliver
great
solutions
We charge a
fair price
Be essential not just interesting?
Why do you exist?What is your message?
• Outcome focused – vertical alignment
• Emotional, passionate
• To stop you working on Friday night
• Create awesome places to work
• To deliver outrageous success
• Digital marketing OR Marketing in a digital world
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
Why?
How?
What?
(Simon Sinek –Start with why)
(Blue Ocean Strategy)
COSTS
BUYERVALUE
VALUEINNOVATION
(Seth Godin -Purple Cow)
Increase Revenue
Decrease Costs
Manage
Risk
R&D – Business & Tech
• You don’t know, what you don’t know
• Free industry research (http://bit.ly/DT-links)
• Vendors
• Analysts e.g. IDC Futurescapes
• XaaS has reduced barriers
• Universities
• R&D budget
• “Discover stuff days”
• Personal budgets – money and TIME
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
Research today’s technology
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
XenMobile
Skype for Business
SharefileHDX 3D Pro
Azure XenApp Essentials
Office 365
XenApp/Desktop 7.12
Integration to “other” storage
NetscalerADC
Unified Gateway
AppFirewall SD-WAN
Mgmt. & Analytics
3rd party hosted apps
Public cloud hosting
Dynamics 365
Azure
Citrix Cloud
Making it your platform today
• The risk of XaaS is being vanilla
• Scale, Boutique, On-Prem, Hybrid
• Where is your office?
• Don’t be limited to your services
• Point of aggregation
• Think beyond technology
• IoT, Big Data, AI – arriving at the speed of light
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
Easonomics
• Security is always a top 3 concern –address & open the floodgates
• IP, Automation & self service
• Repeatable (more with same/less)
• Reduce risk (humans make mistakes)
• Increase customer sat (sticky)
• Reduce your costs (increase margin)
• ps Make it easy to leave!
• Commitment to a shift in mindset
• Great performers can become liabilities
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
Find your hungry customers
• Be careful of “heroic” sales
• Time to value is key – small and often
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Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
Ready
NOWDefined Time Delay Out of scope
10% 60% 30%
USETRANS-ACTION
STOCK Buyer Beware Seller Beware
Ownership Model Subscription Model
• Training is the new account management
• Reduce churn, increase ARPU
Cost Savings from Managed Services
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Cost Savings Expected atOutset of MSP Engagement
4%
12%
54%
30%
Expected cost increase
Cost-neutral/non-financial benefits
Expected modest savings
Expected significant savings
6%Did not meet
25%Exceeded
expectations
69%Met cost savings
expectations70%{
Realised Savingsof MSP Engagement
Copyright (c) 2016 CompTIA Properties, LLC
Make it easy to buy
• Legal (Caveat…)
• IP Ownership, patents, escrow, infringement
• Customers rights, data ownership etc
• Cover your new risks, disclaimers, insurance
• What can you look at
• Price changes
• Finance
• Subscription – for everything (unless….)
• Standard “project” services
• Configure, don’t customise
© 2017 1visionOT Pty Ltd 13
Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
An example - Accounting• Issue – Resource shortage in accountants. Desired Outcome – recruit
skilled “returning mums”
• Great platform
• XenApp, XenMobile, Sharefile, Core apps integrated – O365, Skype, Practice Management, accounting s/w etc
• BUT…
• Simplify consumption
• Subscription – all costs built in, Security and DR/BC, Additional apps – expenses, travel booking
• Service menu, automation & self service
• All HR contracts, legal forms etc for “working from home”
• Differentiating Value Prop – for the returning Mum
• Managed service to make home office “baby” safe and offer quality home broadband & wifi
• Remote training & “help”
• Your processes & business IP to make things “easy” e.g. Sharepoint workflows
• “Baby care” when they come to office
• Promotion, Engagement & Advocacy
• Showcase customers forward thinking
• Work with Accounting bodies, vendors and partners© 2017 1visionOT Pty Ltd 14
Innovation
Enablement
Consumption
Commercialisation
MOBILITY
(DIG
ITA
L)
MA
RK
ET
INGT
RA
ININ
G
R&D
(BIZ &
TECH)
© 2017 1visionOT Pty Ltd 15
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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