The world has changed?

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How are you going to develop

your Cloud business?

“Should I Buy or Build?”

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Build vs Buy

Build vs Buy

Build your own platform

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Whitelabel someone else’s platform

Cloud Strategy?

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Agility 1

Utility 2

A strategy that delivers…

The killer question?

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What is the problem

for which you are the

solution?

Questions: The Customer: 1.What do your customers value the most? 2.Why? 3.How will you deliver it to them?

Your Business: 1.Where is the business value for you? 2.Where is the economic value? 3.What will it take for you to achieve it?

No Killer answers

Door to the future

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Focus on the Business Opportunity

You feel like this?

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A higher level perspective

Value Migration

Success: Accelerating Adoption of Lync services 3

3 Myths of Scale 2

Time to Market 1

Time to Market

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Time to Market

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Time to Market

1. Support 2. Service 3. Training 4. GTM strategy 5. Marketing 6. Sales 7. Customer satisfaction 8. End 2 End Customer Experience 9. Value proposition 10. Demand generation 11. Customer acquisition 12. Customer take up 13. Customer on-boarding 14. Revenue planning 15. Cost and complexity

of platform upgrades

What you didn’t think about

Business issues

1. Building a technical solution to the problem

What you did think about

Change

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Whitelabel Model

Whitelabel Model

Selected Lync Whitelabel Partners:

Time to Market ≠ Time to Revenue

Time to Revenue = Time to Adoption

Conclusion #1

Time to Market is Necessary but not sufficient

Conclusion #2

Customer Adoption

What is the critical factor?

3 Myths of Scale 2

Time to Market 1

3 Success: Accelerating Adoption of Lync services

#1. Learn the business first

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Avoid linear thinking

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Minimize complexity

Strategic direction

Maximize agility

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#2. Scale kills business agility

Business agility

Adapting to change

Responding to change

Reacting to change

“The rate of change in business today really puts

you at a disadvantage if you make long-term

investments in anything.”

- a customer

Business uncertainty

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#3. Scale is a competitive advantage

Build a compelling value

proposition and they will come

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…your path to profitability?

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Build: cost per seat

The Myth of Scale

Time

Co

st

Buy: cost per seat

Build Buy

Build: cost per seat

The Myth of Scale

Time

Co

st

Buy: cost per seat

Build Build Buy Buy

Buy

Conventional thinking

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Get ahead of the herd

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Quality of Service

Customer Satisfaction

Customer Experience

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Where is the value?

3 Myths of Scale 2

Time to Market 1

3 Success: Accelerating Adoption of Lync services

“If I had asked people what they wanted, they would have said faster horses.”

- Henry Ford - 1863 - 1947

Guide them to the right solution

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Show them the best way forward

Show them a better future

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Be their Cloud

Solutions Architect

http://ad009cdnb.archdaily.net/wp-content/uploads/2012/06/20120110_JG_2901dusk-1000x752.jpg

are The DIFFERENCE

Misperception

C o - C r e a t e Brainstorm, learn, create, produce

Share, contribute, improve, make decisions

Talk, chat, exchange information and ideas

• Efficiency, productivity, creativity, innovation • Effectiveness, more desired outcomes • Motivated, Engaged and Energised • Sense of satisfaction, contribution, feel valued • Maximize discretionary effort • Sense of purpose, meaning and fulfilment

Connect

Communicate

Collaborate

Presence, click to connect, anytime/anywhere

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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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www.flickr.com/photos/sergei24/306212854

External speed of change

Internal speed of change

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Eliminating barriers to success

Binary thinking

the Business first Build Key message

Build the Platform

second

1st Buy

Build 2nd

Takeaway

1. Agility and Utility

3 benefits of whitelabeling

2. Service as a Service

3. Predictability & Certainty

One more thing

Milk

Cow

Enterprise COLLABORATION Enablement

What business are you in?

www.flickr.com/photos/horacio/3781750

David R Ednie President & CEO

SalesChannel Europe Ph: +33 676 60 09 25 (FRA)

Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com

Your Cloud

Services