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Building/ Marketing Building/ Marketing Breakthrough Apps Breakthrough Apps There has never been a better time … InterSystems Symposium InterSystems Symposium June 2011 June 2011

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Building/ Marketing Breakthrough Apps Building/ Marketing Breakthrough Apps

There has never been a better time …InterSystems Symposium June 2011InterSystems Symposium June 2011

Huge Changes Launched at SummitHuge Changes Launched at Summit• New messaging, pricing, and packagingNew messaging, pricing, and packaging

– The compelling dimension beyond connected applicationsThe compelling dimension beyond connected applications– No reason not to build breakthrough appsNo reason not to build breakthrough apps

• iKnowiKnow– Rich solutions for the other 95% of the world’s dataRich solutions for the other 95% of the world’s data

• The merging of transaction systems, the other 95% of data and BIThe merging of transaction systems, the other 95% of data and BI– The breakthrough combination of qualitative and quantitative analyticsThe breakthrough combination of qualitative and quantitative analytics– Drive real time/ near real time insight to the point of action Drive real time/ near real time insight to the point of action

• Data-centric (versus UI-centric apps) on a “stack-less” cohesive platformData-centric (versus UI-centric apps) on a “stack-less” cohesive platform– Deliver what the users want, where, when and how they want it, with Deliver what the users want, where, when and how they want it, with

unmatched performance and scalability; be well positioned for the unmatched performance and scalability; be well positioned for the constantly changing business and technology worldsconstantly changing business and technology worlds

Market is Ripe for New SolutionsMarket is Ripe for New Solutions• Traditional transaction systems are becoming commoditizedTraditional transaction systems are becoming commoditized

• Little demand for basic replacement systemsLittle demand for basic replacement systems

• Huge, growing demand for “new high-value app capabilities”Huge, growing demand for “new high-value app capabilities”

• Today’s highest values and greatest competitive differentiation Today’s highest values and greatest competitive differentiation are driven by breakthrough are driven by breakthrough businessbusiness capabilities capabilities

– ex: Driving intelligent action versus automating rote functionex: Driving intelligent action versus automating rote function

• The entrenched and mega vendors are increasingly vulnerableThe entrenched and mega vendors are increasingly vulnerable– The move beyond relational is well underwayThe move beyond relational is well underway– The “value” today is in the next dimension applicationsThe “value” today is in the next dimension applications– Smaller APs can now achieve global successSmaller APs can now achieve global success

Most Common: “Hit a Wall” ProblemsMost Common: “Hit a Wall” Problems

Common examples of the drivers for Common examples of the drivers for “business breakthrough” needs“business breakthrough” needs

• The “world is flat” has changed the gameThe “world is flat” has changed the game

• ““Do more for less” has become the mantra of modern businessDo more for less” has become the mantra of modern business

• The healthcare conundrum: improve care while reducing costsThe healthcare conundrum: improve care while reducing costs

• New platforms, new requirements, new business models New platforms, new requirements, new business models

• The need for speed: “how fast can you act and react”The need for speed: “how fast can you act and react”increasingly defines business success/ competitive prowessincreasingly defines business success/ competitive prowess

• Customers increasingly demand new breakthrough capabilitiesCustomers increasingly demand new breakthrough capabilities

• ……

““Break Through the Wall” SolutionsBreak Through the Wall” Solutions

Run the BusinessRun the Business

Run a Better BusinessRun a Better Business

Breakthrough Apps: Breakthrough Apps: The Genie’s Out of the BottleThe Genie’s Out of the Bottle

• Your users & buyers already know Your users & buyers already know what a “breakthrough application” what a “breakthrough application” is…is…

• They have them in their hands and They have them in their hands and use them regularlyuse them regularly

• Their obvious question:Their obvious question:

“Why do our IT projects cost so much more yet do so much less?”

Building Breakthrough AppsBuilding Breakthrough Apps

• Provide mass personalizationProvide mass personalization– Do what you want, when, where and how you want itDo what you want, when, where and how you want it– Deliver high performance, scalable personalizationDeliver high performance, scalable personalization

• Gain value from 100% of the dataGain value from 100% of the data– Most business run on less than 5% of the dataMost business run on less than 5% of the data– The “high value” information is often in the other 95%The “high value” information is often in the other 95%

• Drive intelligent actionDrive intelligent action– Comes from the merger of BI and transactional systemsComes from the merger of BI and transactional systems– Delivers insight at the point-of-actionDelivers insight at the point-of-action– Leverages the value found in 100% of the dataLeverages the value found in 100% of the data

Platform for Breakthrough ApplicationsPlatform for Breakthrough Applications

Solutions

Insight Connectivity

Information

Real-time quantitative and qualitative analytics

Connect to applications, users and communities

Capture, store and share structured and unstructured data

DeepSeeDeepSee

• BI and transaction systems are mergingBI and transaction systems are merging

• ““Drive action” becomes paramountDrive action” becomes paramount– Active radar versus rear view mirrorActive radar versus rear view mirror– Embedded versus offline/ out-of-dateEmbedded versus offline/ out-of-date

• Demos/ scenarios that drive exec salesDemos/ scenarios that drive exec sales– Managers are focused on running the businessManagers are focused on running the business– Execs are focused on running the business betterExecs are focused on running the business better

• ……

Uniquely Positioned for Uniquely Positioned for AllAll Data Data

Unstructured Data BreakthroughsUnstructured Data Breakthroughs

• Physicians notesPhysicians notes

• Relevant advertizing Relevant advertizing

• Automated researchAutomated research

• Loan officers’ notes/ docsLoan officers’ notes/ docs

• ReportsReports

• ……

Scalability/ Performance Scalability/ Performance

• Easily and naturally accommodate the other 95% of dataEasily and naturally accommodate the other 95% of data

• Readily extends existing enterprise dataReadily extends existing enterprise data

• Delivers real time performance for merged BI/ transactionsDelivers real time performance for merged BI/ transactions

• Positioned for huge growth in data volumes/ transaction ratesPositioned for huge growth in data volumes/ transaction rates

• Provides a strategic, high performance platform for the real-time Provides a strategic, high performance platform for the real-time businessbusiness

Simple Formula for Sales SuccessSimple Formula for Sales Success

• Position your solution for the breakthrough app opportunityPosition your solution for the breakthrough app opportunity

• Create compelling “market leading/ thought leading” messagingCreate compelling “market leading/ thought leading” messaging

• Target prospective accounts strategically Target prospective accounts strategically

• Engage at the top – the “C” levelsEngage at the top – the “C” levels

• Find/ engage over their hit-a-wall problem (s)Find/ engage over their hit-a-wall problem (s)

• Prove your breakthrough solutions to their hit-a-wall problemsProve your breakthrough solutions to their hit-a-wall problems

• Build/ groom hit-a-wall breakthrough solution references Build/ groom hit-a-wall breakthrough solution references

The Common Sales Problem PointsThe Common Sales Problem Points

Attract

Engage

Position

Present

Prove

Close

$$

Get In/ Get Started

Short list/ Positioned to win

Beat “do nothing”

Understanding the real-world sales processUnderstanding the real-world sales process

The “Get In/ Get Started” ProblemThe “Get In/ Get Started” Problem

Attract

Engage

Position

Present

Prove

Close

$$

EnterEnterGet to the Real Buyer(s)Get to the Real Buyer(s)Open them UpOpen them UpSell the next step/ move forwardSell the next step/ move forward

Engage at the TopEngage at the TopBudget maker

Budget taker

Risk, cost, …. Journey Problems, strategies, organization

Risk, cost, … Destination Products, processes, projects

The “Positioned to Win” SolutionThe “Positioned to Win” Solution

Attract

Engage

Position

Present

Prove

Close

$$

Identify their Urgent Need(s)Identify their Urgent Need(s)Confirm their Urgent Need(s)Confirm their Urgent Need(s)Align relationshipAlign relationshipPosition salePosition sale““What’s in it for me” at all levelsWhat’s in it for me” at all levelsCompetitors set to fail, you succeedCompetitors set to fail, you succeedMove Forward with a MandateMove Forward with a Mandate

Avoid the “Do Nothing”/Avoid the “Do Nothing”/“Lose to the Poor Solution” Problem “Lose to the Poor Solution” Problem

Attract

Engage

Position

Present

Prove

Close

$$

Drive focus on urgent needDrive focus on urgent need(Re-)Connect with the “budget maker”(Re-)Connect with the “budget maker”Overcome “showstopper objections”Overcome “showstopper objections”

Building/ Marketing Breakthrough Apps Building/ Marketing Breakthrough Apps

There has never been a better time …InterSystems Symposium June 2011InterSystems Symposium June 2011