3. Connected Devices
Customer is King
Value Awareness
Consumer Diversity
Digital Natives
Access Anywhere
Agility Required
Global Competition
Today’s World
4. Digitalization Drivers
Technological Innovation
Speed, capacity and capabilities
Global ubiquity of access
Global Demographics
Digital native generations
Global diverse customers / access
Economic pressure to create value
Sustainable revenue / recurring revenue
Speed of change / global competition
6. Customer Experience Key to Today’s Success
Michael Porter
More concerning, less than 10%
anticipate their clients’ needs in
one to years aheadToday, less than 30% sales
leaders fully understand their
clients’ needs
8. Adding technology ie software to product offering
(Smart environment, big data etc)
Leverage cloud and software to transition to ‘as a
service’ business model / delivery
Incremental revenue streams from technology
Integrate sensors / software to deliver value and
gather information
Technology for solution delivery for increase
customer experience and big data
Digitalization
10. • Objective view of client industry trends and data gathering
• LEAD co-creation of customer journey/design of future and
how your company can increase value
• Integrate products/silos to a real solution to deliver value to
customer
• Educate, advise and coach clients during transformation
• Champion change in own company (Lean/AGILE
development, value network, services, diversity of
people/ideas)
• Hire, manage and develop for digital future
SAM’s Role in Digitalization
Digital transformation can be hard
11. What is greatest challenge facing your customers today?
How does or can your offering deliver value?
How can you best support your customer in digitalization?
Defining Digital Opportunities Co-Creation
12. Adobe Creative and Marketing Cloud
Service Provider
Rolls Royce sells “pay for power”
subscription not engines.
Apple delivers
experience
Now has >35M
paying subscribersAmazon Kindle
Servitization: Where Value Often Starts
13. Co-Creating Value - Defining Digital Opportunities
How can services improve your value to
customers?
What services could your company offer to
deliver greater value?
How can services improve your value to
customers?
What services could your company offer to
deliver greater value?
14. Team for Future
Services Revenue Model
Value Network
Analytics Use
Customer Understanding
Commitment to Change
Digitalization What’s Needed to Deliver Value
15. 1. Talk to your customer – help to understand future
2. Co-create future journey to value with and by customer
3. Seek opportunities to help client develop new service based
revenue streams and ways to address their future customers’ needs
4. Champion new thinking and digital readiness in customer and own
organization – Drive Change
5. Engage digital native customers and employees
What you can do tomorrow
18. Proven Process for Real Results
Next Step for Digitalization
Digitalization
Readiness
Customer Journey
and Value
Network
Organizational
Readiness
Service Design
and
Communication
Data
Measurement and
Utilization
20. SAM’s Role in Delivering Value via Digitalization
• Understand your customer’s market,
value and their customers’ future
needs
• Identify new revenue opportunities
• Think differently – challenge customers
and internal teams for future value
• Be the voice of the customer for
Lean/Agile solution enhancements
• Champion change across the
organization
• Hire and develop team for the future
