Andrew Hamilton – CEO [email protected] @iceandy.
-
Upload
doris-morgan -
Category
Documents
-
view
217 -
download
1
Transcript of Andrew Hamilton – CEO [email protected] @iceandy.
Andrew Hamilton – [email protected]@iceandy
We provide the expertise, networks and funding to enable
Kiwi entrepreneurs and business owners to accelerate
growth.
We’re committed to changing the entrepreneurial
landscape in New Zealand to create an environment that
inspires, supports and celebrates business growth.
Unpacking it all …
YOU
YOU IN THE BUSINESS
THE BUSINESS
BLOCK 1:Audit ‘State of Play’
BLOCK 2Fine Tuning
BLOCK 3Opportunity
BLOCK 4Platforms for Growth
BLOCK 5The Future
1
2
3
4
5
SME Stats from Recent Market Validation
• 78% of SME’s intend to grow over next year
• Key focus of activity – marketing, strategy, business planning
• What rips SME –
• Financial management
• Staff & work ethic
• Compliance & regulation
• If I gave you an extra day, where would you spend it?
• Strategy?
• Marketing?
• Business Planning?
The Real Results:
Adoption of tech: What rips them ..
• Storing data
• Managing information
• Disparate systems
Smartphone 87%
Laptop, Desktop 80%
Tablets 55%
Storage 55%
Accounting software 90%
Social 64%
CRM 35%
Web Analytics 55%
In-house servers 50%
Cloud 15%
Icehouse Experience
100% cloud based
No landlines mobiles or softphones Microsoft Lync
No wires wireless
Video conferencing through Gen-i Bridge
My Tech Adoption
• I am a tech geek without skills
• Adopting tech early (if I did it at work, I should do it at home)
• Implementing cloud at home
• Cohesion across devices
• Ability to manage my family’s usage
The common themes– The BIQ™ Framework
1. LeadershipLeadership Style | Strength of Management Team Company Culture | Vision and Strategic Direction
2. OfferingCore Competency Focus | IP Protection Competitive Advantage | Cost Protection
3. MarketMarket Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing
4. ProcessesPeople Processes | Operational ProcessesFinancial Processes
5. CapitalBalance Sheet Strength | Financial Management CapabilityInternational Finance Capability
6. GovernanceStrength of BoardReporting and Decision Making
Six key areas
underpin success:
28
Sales and Marketing
• Get in front of people
• Give them a reason to buy
• Make sure they can buy
MarketMarket Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing
Market Understanding
• What customers find valuable
• Competitors strengths & strategies
• Choice of suppliers
• Technology landscape
Segmentation and Focus
• Group people– Reason for
purchase– Type of people– Preferences– Attitudes– Behaviours
• Choose a focus
Cultural Competence
• Really getting the market
– Diversity– Customs– Traditions
• Application to business
Business Design
• Efficiently deliver value to customers
A BIQ™ has a deep understanding of the market it participates in. It focuses on specific customer
segments and designs its business model around these segments. It has a deep cultural
understanding of the customers it serves and the markets it operates in. Its sales and marketing
strategy is professionally implemented.