The world has changed?

3

“It is not the strongest of the species that

survive, nor the most intelligent, but rather

the one most adaptable to change.”

- Charles Darwin 1809 - 1882

4

“Digital Darwinism is the evolution of consumer behaviour when society and technology evolve faster than your ability to adapt.”

- Brian Solis _

SalesChannel Europe ©2013 All rights reserved www.flickr.com/photos/maestropastelero/258000448

How are you going to develop

your Cloud business?

www.flickr.com/photos/winemegup/3641912321

Get it right

www.flickr.com/photos/roome/3390682853

Get it wrong

You feel like this?

10

A higher level perspective

CLOUD

SaaS Delivery

Service

CLOUD = CUSTOMER

13

“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

Product or Services focus -> Solutions focus 3

The Sales Cycle -> The Buyer’s Journey 2

Partner Enablement 1

Driving the What is

www.flickr.com/photos/gsfc/5958581666

The Post-PC Era

The Post-PC Era

BYOD

www.flickr.com/photos/betchaboy/5508595958

Corporate Consumers Connected Customers

1

2

Agility 1

Utility 2

Tools and resources to grow

your Cloud Business

www.flickr.com/photos/cc511/1975196563

What do tomorrow’s connected

customers look like?

Product or Services focus -> Solutions focus 3

The Sales Cycle -> The Buyer’s Journey 2

Partner Enablement 1

Get it right

www.flickr.com/photos/winemegup/3641912321

David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com