le cloud = business transformation_fr
DESCRIPTION
TRANSCRIPT
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Le monde a changé?
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Questions?
Deux
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1. Réalité ou illusion?
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2. Opportunité ou menace?
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cela va t-il être
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Un petit indice!
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Changeur de jeu
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Le jeu
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Le jeu
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Changeur de jeu
Clients Economie
Services du Cloud
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les moteurs duQuels sont
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L’ère Post-PC
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L’ère Post-PC
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Bring Your Own Devices
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Les clients de demain
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Un style de vie numérique
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Consommarisation de IT
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Consommation 24h/24h
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Consommateur numérique
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Le Cloud = Business transformation
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Un voyage vers l’inconnu
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Faites le bien
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Faites le mal
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Vous vous sentez comme ça?
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Une stratégie de changement
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Perturberou être
Perturbé
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Un changement perturbateur
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Au secours! Par où je commence?
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éremment
f
dif
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Ancienne façon de penser
Nouvelle technologie
L’échec
X
=
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“Toute bataille estgagnée avant qu’elle
ne commence.”Sun Tzu
544 - 496 BC
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Une nouvelle perspective
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Questions stratégiques
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CLOUD
SaaSDelivery
Service
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CLOUD =CUSTOMER
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Quelle est la
Si le Cloud est la
réponse
QUESTION?
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la SOLUTION?
Quel est le
problème pour lequel vous êtes
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Facteurs de succès du Cloud: Value Migration3
Différencier au niveau 2 et au niveau 32
Le voyage de l’acheteur1
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Le voyage de l’acheteur
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Rechercher
Trouver
Qualifier
Essayer
Acheter
Activer
Gérer
Up-sell
Supporter
Référer
Le voyage de l’acheteur
Différencier
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Eliminer les barrières pour vendre
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Facteurs de succès du Cloud: Value Migration3
Différencier au niveau 2 et au niveau 32
Le voyage de l’acheteur1
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SalesChannel Europe ©2013 All rights reserved
Produit/Service:• Technologie• Performance/prix• Qualité
E2E Customer Experience:• Salariés• Valeur perçue• Intéraction humaine• Dépasser les attentes du client
BasicProduct/Service
Support Services
E2ECustomer Experience
Différenciation: 3 niveaux de valeur perçue
1
2
3
Produit/Service
Vos Cloud
Services
Support Services:• Niveaux de support• Qualité de service• Systèmes• Processus
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Exemple
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Rackspace
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Le processus
d’adoption du
produit/service
Le processus de vente
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Le processus d’adoption
CustomerEXPERIENCE
Le E2E
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QUOI
COMMENTET
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Comprendre comment ils décident
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Personas de l’acheteur
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Cibler les différents personas
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Expérimentation du MIT
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“Je suis le pire vendeur au monde, c’est pourquoi je dois rendre l’achat le plus facile possible.”
F. W. WoolworthApril 13, 1852 – April 8, 1919
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Changer votre façon de penser
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La méthode dure
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AND thinking
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Penser comme un enfant
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Créer des propositions
de valeur simple
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Média social
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Facteurs de succès du Cloud: Value Migration3
Différencier au niveau 2 et au niveau 32
Le voyage de l’acheteur1
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Facteurs de succès du
Cloud = Adoption du Cloud
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Adoption pas le client
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Déclencheur de l'adoption
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“Lorsque la vitesse dechangement externeest supérieure à lavitesse de changementinterne, vous avez unproblème.”
- Jack Welch
www.flickr.com/photos/nathaninsandiego/3466495191
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Vitesse de changement externe
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Vitesse de changement interne
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Faites le mal
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commenceLe changement
avec le
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CHANGERavant
d’avoir à
CHANGER
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Vous vous sentez comme ça?
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1. Le Cloud est là pour toujours
2. Le meilleur moyen d’atteindre la plage est de surfer sur la vague
3. Alignez vos actions commerciales avec le voyage de l’acheteur
4. Communiquez sur ce qui vous différencie des autres
5. Devenez un "Cloud Trusted Advisor"
6. Profitez du Cloud expertise chez Comstor France
7. Savourez votre succès et profitez du Cloud!
Checklist: Facteurs
de succès du Cloud
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Faites le bien
www.flickr.com/photos/winemegup/3641912321
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Faites le bien
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David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25 (FRA)
Email: [email protected]: www.saleschannel-europe.com