Whitelabeling to Win
76
-
Upload
david-ednie -
Category
Business
-
view
186 -
download
0
description
Break out of the old and outdated business logic of "Build it and they will come"? The world has moved on and now there are new and previously unavailable ways to get to market faster using Buy Strategies. Whitelabeling to Win looks at three of the key decision points to consider when making the Build vs Buy judgment call. Are you going to make the smart Build vs Buy decision?
Transcript of Whitelabeling to Win
The world has changed?
www.flickr.com/photos/maestropastelero/258000448
How are you going to develop
your Cloud business?
“Should I Buy or Build?”
www.flickr.com/photos/seatbelt67/502255276
Build vs Buy
Build vs Buy
Build your own platform
www.flickr.com/photos/limjoeypics/5576384558
Whitelabel someone else’s platform
Cloud Strategy?
www.flickr.com/photos/tpf/3760071072
Agility 1
Utility 2
A strategy that delivers…
The killer question?
www.flickr.com/photos/coreytempleton/3935005227
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
www.flickr.com/photos/maurymccown/1614878016
Focus on the Business Opportunity
You feel like this?
19
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
www.flickr.com/photos/georges/390274922
Time to Market
www.flickr.com/photos/kevandotorg/5837174879
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
www.flickr.com/photos/90585146@N08/8222922317
www.flickr.com/photos/daniele_sartori/2371157397
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
www.flickr.com/photos/dugspr/4546083147
Avoid linear thinking
www.flickr.com/photos/alphageek/116975715
www.flickr.com/photos/atomicity/14570249
Minimize complexity
Strategic direction
Maximize agility
www.flickr.com/photos/29456235@N04/3665618772
#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
www.flickr.com/photos/tomwachtel/8483561666
#3. Scale is a competitive advantage
Build a compelling value
proposition and they will come
www.flickr.com/photos/tomwachtel/8483607472
…your path to profitability?
www.flickr.com/photos/ktb/103625316
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
www.flickr.com/photos/1suisse/3504595493
Get ahead of the herd
www.flickr.com/photos/pirateparrot/3176580968
Quality of Service
Customer Satisfaction
Customer Experience
www.flickr.com/photos/sundazed/2976653570
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
www.flickr.com/photos/pursuethepassion/3822008906
Show them the best way forward
Show them a better future
www.flickr.com/photos/sziszo/2632802003
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
64
“When the rate of change externally is greater than the rate of change internally, you have a problem.”
- Jack Welch
www.flickr.com/photos/nathaninsandiego/3466495191
www.flickr.com/photos/sergei24/306212854
External speed of change
Internal speed of change
www.flickr.com/photos/14degrees/440515255
67
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: [email protected] Website: www.saleschannel-europe.com
Your Cloud
Services
