whitelabeling to win
DESCRIPTION
Break out of the old and outdated business logic of "Build it and they will come"? The world has moved on and now there are new and previously unavailable ways to get to market faster using Buy Strategies. Whitelabeling to Win looks at three of the key decision points to consider when making the Build vs Buy judgment call. Are you going to make the smart Build vs Buy decision?TRANSCRIPT
The world has changed?
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How are you going to develop
your Cloud business?
“Should I Buy or Build?”
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Build vs Buy
Build vs Buy
Build your own platform
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Whitelabel someone else’s platform
Cloud Strategy?
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Agility 1
Utility 2
A strategy that delivers…
The killer question?
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What is the problem
for which you are the
solution?
Questions: The Customer: 1.What do your customers value the most? 2.Why? 3.How will you deliver it to them?
Your Business: 1.Where is the business value for you? 2.Where is the economic value? 3.What will it take for you to achieve it?
No Killer answers
Door to the future
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Focus on the Business Opportunity
You feel like this?
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A higher level perspective
Value Migration
Success: Accelerating Adoption of Lync services 3
3 Myths of Scale 2
Time to Market 1
Time to Market
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Time to Market
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Time to Market
1. Support 2. Service 3. Training 4. GTM strategy 5. Marketing 6. Sales 7. Customer satisfaction 8. End 2 End Customer Experience 9. Value proposition 10. Demand generation 11. Customer acquisition 12. Customer take up 13. Customer on-boarding 14. Revenue planning 15. Cost and complexity
of platform upgrades
What you didn’t think about
Business issues
1. Building a technical solution to the problem
What you did think about
Change
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Whitelabel Model
Whitelabel Model
Selected Lync Whitelabel Partners:
Time to Market ≠ Time to Revenue
Time to Revenue = Time to Adoption
Conclusion #1
Time to Market is Necessary but not sufficient
Conclusion #2
Customer Adoption
What is the critical factor?
3 Myths of Scale 2
Time to Market 1
3 Success: Accelerating Adoption of Lync services
#1. Learn the business first
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Avoid linear thinking
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Minimize complexity
Strategic direction
Maximize agility
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#2. Scale kills business agility
Business agility
Adapting to change
Responding to change
Reacting to change
“The rate of change in business today really puts
you at a disadvantage if you make long-term
investments in anything.”
- a customer
Business uncertainty
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#3. Scale is a competitive advantage
Build a compelling value
proposition and they will come
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…your path to profitability?
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Build: cost per seat
The Myth of Scale
Time
Co
st
Buy: cost per seat
Build Buy
Build: cost per seat
The Myth of Scale
Time
Co
st
Buy: cost per seat
Build Build Buy Buy
Buy
Conventional thinking
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Get ahead of the herd
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Quality of Service
Customer Satisfaction
Customer Experience
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Where is the value?
3 Myths of Scale 2
Time to Market 1
3 Success: Accelerating Adoption of Lync services
“If I had asked people what they wanted, they would have said faster horses.”
- Henry Ford - 1863 - 1947
Guide them to the right solution
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Show them the best way forward
Show them a better future
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Be their Cloud
Solutions Architect
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are The DIFFERENCE
Misperception
C o - C r e a t e Brainstorm, learn, create, produce
Share, contribute, improve, make decisions
Talk, chat, exchange information and ideas
• Efficiency, productivity, creativity, innovation • Effectiveness, more desired outcomes • Motivated, Engaged and Energised • Sense of satisfaction, contribution, feel valued • Maximize discretionary effort • Sense of purpose, meaning and fulfilment
Connect
Communicate
Collaborate
Presence, click to connect, anytime/anywhere
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“When the rate of change externally is greater than the rate of change internally, you have a problem.”
- Jack Welch
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External speed of change
Internal speed of change
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Eliminating barriers to success
Binary thinking
the Business first Build Key message
Build the Platform
second
1st Buy
Build 2nd
Takeaway
1. Agility and Utility
3 benefits of whitelabeling
2. Service as a Service
3. Predictability & Certainty
One more thing
Milk
Cow
Enterprise COLLABORATION Enablement
What business are you in?
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David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA)
Email: [email protected] Website: www.saleschannel-europe.com
Your Cloud
Services