adapt or lose opportunity ahead1visionot.files.wordpress.com/2017/03/cs17-sjkp-sell304-final1.pdfthe...

Adapt or lose – the opportunity ahead#SELL304 #CITRIXSUMMIT

STEPHEN PARKER

DIGITAL TRANSFORMATION STRATEGIST

@SJKPARKER

“It is not the strongest of the

species that survives, nor

the most intelligent that

survives. It is the one that is

most adaptable to change.”

Charles Darwin

(1809-1882)(Dr Leon C. Megginson, 1963!)

© 2017 1visionOT Pty Ltd 2

Over 50 years of change

1965 1979 1985 1993 1998 2001 2007 2010

XaaS

2016 ?


Your cloud journey of change

Awareness of

changes

Acknowledge

disruption

Started

transformation

All in and

maturing


Waking up Looking Walking Running

The New Normal platform

1 - IDC – #US40709515 Dec 2015

2 – IDC Futurescape 2016

CLOUD (Engine)

Public Cloud Market (2019)1

The worldwide market will grow to USD141.2Bn at

19.4% CAGR

MOBILE (Access)

By 2020 2Bn APAC users will be mobile first2

In 2018 2m workers will be required to wear health trackers

at work3

BIG DATA (Insight)

“Cognitive everything."

By 2020 over 50% of business analytics software in will

incorporate prescriptive analytics2

IOT (Gather)

Iot Market (2019)

The worldwide market will be USD1.3Tn with 25.6Bn things.

APEJ will dominate with 47.4% revenue share4

3 - Gartner Top Predictions for IT Organisations & Users 2016

4 - IDC – #US40983216 Feb 2016

The 4th Industrial Revolution (the age of cyber)© 2017 1visionOT Pty Ltd 5

We are only limited by our imagination

Car servicing

Office integrationManufacturing

Safety, usage efficiency & ownership

Infrastructure planningBuilding design

Old age care

Emergency services

Digital twins

Insurance

Taxi industry

AI

Energy generation© 2017 1visionOT Pty Ltd 6

The Accelerators

“SKA: generating Exabyte/day”

https://www.skatelescope.org/

“2018: 2m required to wear health trackers at work”

Gartner Top Predictions for IT Organisations & Users 2016

“Easeonomics”Nucleus Research

Cloud Mobile

Big Data

IoT

AI,

Cognitive,

VPA

Cypto$,

Blockchain

Biometric,

Cyber

Security

Robotics,

Smart

Machines

Biotech,

Healthcare3D Printing

DX

(Digital

Transform-

ation)

Containers

Personal-

isation/

Privacy

Skills

Shortages

AR/VR

Mesh

“6bn IoTs requesting support”

Gartner Top Predictions for IT Organisations & Users 2016

“82% expectation of <3month SaaS RoI”

Northbridge, 2016 Future of Cloud Computing

“By the end of 2017 70%+ of G500 will have dedicated digital transformation teams”

IDC Futurescape 2017


Social challenges – our opportunity

Privacy

Security

Law enforcement Insurance

What does

unemployment mean

Maintaining skills

Social unrestBanking & Currency

AI Ethics

Social interaction

Business disruption

Digital transformation


The Bow Tie

USETRANS-ACTION

STOCK

• Extended due diligence• Make Deal, move on• Lumpy growth• Price driven• Large deal incentives

• Buyer Beware

• Time to value & SLA• Relationship management• Regular growth• Ongoing value• Subscription incentives

• Seller Beware

The processes that drive success in one modelare the blockers to success in the other

Ownership Model Subscription Model


Be clear about who is the Customer?

AccountabilityStrategy

formulation

Supervising executive activities

Policy making

Conformance

activities

Performance

activities

Outward

looking

Inward

looking

Bob Tricker, Corporate Governance© 2017 1visionOT Pty Ltd 10

Zero Day Business Attack

You are being

hacked the

only question

is do you know

about it?Time

Emergence Prominence Irrelevance Obsolescence

Re

leva

nce

Tipping Point

Turning Point

Tanking Point

Crisis

So hot

right now

Relevancy Curve – Michael McQueen

disrupted the


Where is your focus?

Interesting to Many

OR

Essential to Few

“People will talk to you if you have something interesting to say,

They will buy from you if what you have is essential to them”


So much opportunity…

• You have to be willing to grab it

• Will be an emotional as well as logical journey

• Your planning template is broken

• What a great time to be a Citrix partner

• The new focused Citrix

• Vibrant relationship with a reinvigorated Microsoft

• Your customers are ready NOW


Session SELL307 – 9am tomorrow

• Practical actions

• Best Practise

• And the Wheel of Wisdom


Research Strategy (Innovation)

Platform Strategy (Enablement)

Delivery Strategy (Consumption)

Revenue Strategy (Commercialisation)

MOBILITY

(DIG

ITA

L)

MA

RK

ET

INGT

RA

ININ

G

R&D

(BIZ & TECH)

References, resources & useful links

• Links to all publicly available resources referenced during this presentation (and many others) are available here:

http://bit.ly/DT-links


Stephen Parker

+61 424 321748

[email protected]

@sjkparker


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