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1 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.
The Future of Business
Nexus of Forces
Digital Business
Algorithmic/ Autonomous
Business
“The future is already here — it's just not very evenly distributed.” William Gibson
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Three Things We Know for Sure …
The Future is Here
Buyers Need Platforms
Vendors Need New Value
Propositions
3 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.
Three Things We Know for Sure …
The Future is Here
Buyers Need Platforms
Vendors Need New Value
Propositions
4 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.
Digital Business is Evolving
Web
2000
E-Business
2005
Digital Business
2020
Digital Marketing
2013 Algorithmic/ Autonomous
Business
+ Smart Machines
Algorithms
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Digital Business Algorithmic/ Autonomous
Nexus
Singapore Smart Nation Platform
Multichannel
Protocol
Don't Underestimate the Pace of Technology Change
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New Sources of Competitive Advantage
Aggregator Manufacturing Economic Architecture Workforce Trusted
Brand Customer Intimacy
• Gain customer relationship
• Higher margins • Rule supply/ demand
• Higher revenue per employee
• More availability and flexibility
• Better output
• Better experience
• Better retention • Increased share of wallet
• Reduced production costs
• Reduced lead times
• Improved supply chain
• Security as a differentiator
• Margin-enhancing brand
• New economic architecture
• Less capital assets
• Less headcount
Source: Rethink Robotics Source: EOS
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Three Things We Know for Sure …
The Future is Here
Buyers Need Platforms
Vendors Need New Value
Propositions
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Business Models
Leadership Styles
Technology Platforms Skills
Agile Organization
Architectures
The Building Blocks of Digital Business
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Not Ready for Digital Business
IT Nexus
Mobile
Social
Info.
Cloud ERP
CRM
BI Core Systems
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Add the Physical World for Superior Business Outcomes
10
IT Nexus
Physical Smart
IT Nexus
Physical Smart
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IT Nexus
Physical Smart World
Mobile
Social Info.
Cloud
OT IoT
Smart Machines
ERP
CRM
BI Core Systems
Digital Business Models Can Include Physical Smart World
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Mobile
Social Info.
Cloud
OT IoT
Smart Machines
ERP
CRM
BI Core Systems
APIs
IT Nexus
Physical Smart World
Ecosystems
Ecosystems Will Also Be Part of Digital Business Models
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Information Systems
Nexus
Physical Smart World
Ecosystems
IT Enables the Entire Digital Business
Sales
Operations Finance
HR
Customer Service
Sourcing
Supply Chain
External Partners
Marketing
IT
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Employees
Partners
Building the Digital Business Technology Platform
Customers
Information Systems Platform
Customer Experience
Platform
IoT Platform
Ecosystems Platform
Things
Analytics and
Algorithms Platform
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Focus on Purpose
Connect Collaboration to Roles and Outcomes
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Employee/Customer Engagement
Insight on People's Behavior, Identity and
Participation
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Three Things We Know for Sure …
The Future is Here
Buyers Need Platforms
Vendors Need New Value
Propositions
18 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.
68% of the Buying Process Involves Research and
Interactions Independent From the Providers Being
Considered
That does not mean you have
32% of the buyer’s
time
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You Are Still Struggling to Differentiate Question we asked: How effective do you think most IT providers are in differentiating themselves from their competition?
Source: Gartner Hot Topic survey Q3, 2015, n = 211.
2016 2013
Clear Differentiation
Not Differentiated
Zone of Loyalty
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What is a value proposition?
In its simplest terms, a value proposition is a positioning statement that explains what benefit
you provide for who and how you do it uniquely well. It describes your target buyer, the problem you
solve, and why you’re distinctly better than the alternatives.
Forbes Magazine
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What’s your positioning statement? 1. X PROVIDER is a leading IT and Telecommunications managed services provider to the X COUNTRY Mid-market. We
make our clients’ lives easier by delivering technology solutions and services that drive business growth and competitive differentiation.
2. X PROVIDER is a distributor for enterprise and networking solutions. We partner with international technology corporations and local resellers to configure, supply and deliver equipment to customers across diverse markets in X MARKET.
3. X PROVIDER is a premier technology services organization that offers a wide range of technology services to Consumers, Retailers, SMEs and Enterprises.
4. X PROVIDER delivers end-to-end ICT and communications engineering solutions to help governments and enterprises realize business value. X PROVIDER has helped implement over 2,000 large-scale, mission-critical and multiplatform projects for governments globally.
5. X PROVIDER is a systems integrator, solutions provider and technology consultancy with deep local and industry knowledge and an exceptional ability to execute.
6. X PROVIDER is a leading information and communications technology (ICT) products and services provider that was established in YEAR and listed on the XXX in YEAR.
7. X PROVIDER delivers end to end innovative products and applications for businesses.
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Changing views of positioning statements
"We don't just manufacture vehicles, we provide mobility. That's our core business."
Dr. Dieter Zetsche, Chairman, Daimler
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The Good, the Bad and the Ugly… of Value Propositions
Internally Focused Value Proposition We offer continuing education to working professionals in an active, thought-provoking classroom style, combined with relevant field study. § Our professors come with 20 to 25 years of experience. § We are continually rated in the top 10 executive
MBA programs. § We offer one of the broadest and deepest curriculums in
executive education programs.
Customer-Focused Value Proposition Ninety percent of our students get the job and the salary they want within a year of graduating from our executive MBA program. Students: § Are working professionals, hence attend evenings and
weekends. § Apply learning and new skills on projects from their current
job, making the program more efficient, relevant and effective.
§ Make immediate contacts through field study programs sponsored by local companies, while they develop life-long business contacts with classmates and our alumni program.
§ Interact with leading faculty from a top business school. Unlike those in competitive programs, the majority of our students recover program costs in less than two years.
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1
Re-visit your value propositions
2 3
Assist your clients in developing their digital platforms
Identify your competitive advantage
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The Digital & Connect World
Michele Caminos
