4 key elements to success in the 3rd platform by Jerod Powell - CEO INFINIT Consulting
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Digital Transformation, 3rd Platform, And Disruptive IT - What You Need To Know To Be Successful: Transform Or Die, That Simple. In this Presentation, Jerod Powell, CEO of INFINIT Consulting is going to shed some light on why some partners are highly successful in the cloud and era of the 3rd platform and why some are seemingly stuck and dying a slow death.
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4 key elements to success in the 3rd platform by Jerod Powell - CEO INFINIT Consulting
- 2. 4 Key Elements to Success in the 3rd Platform What you need to know to be successful and relevant in the era of Digital Transformation™, 3rd Platform, and Disruptive IT™
- 3. 3 Cloud Solution Provider & Tier 1 Cloud Champion Public, Private and Hybrid INFINIT Cloud Over 2000 organizations and 400,000 end users transitioned to Microsoft Cloud Services Cloud & VDI Market Place – 800 Apps – Partner Enabled Cloud Appz – Data Automation, BI, Advanced Analytics
- 4. AGENDA AND KEY POINTS Review how digital transformation is fueling the 3rd platform. Growth is much faster than anticipated. Learn how wide-spread and disruptive the next 5 years could be and how to capitalize on this amazing opportunity. The "impossible" is now the exception, not the rule. Disruptive IT solutions are here to stay. You must transform to survive. Develop high value strategic solutions and strategies to face this challenge and WIN! Cloud migrations are a legacy business model. Everything that happens after you migrate a customer is what matters. What happens? Do you know? Learn the 4 key areas successful solution providers focusing on for success in the current era of the 3rd Platform. Find out why this should matter to you! 4
- 5. “As for the future, your task is not to foresee it, but to enable it.” Quote by Antoine de Saint-Exupéry
- 6. Four Key Elements of Focus 6 Generate Customer Lifetime Value The best partners do not transact, they provide solutions that provide long term sustainable value. This is key to success! Operational Excellence Profitable providers will excel in the area of operations. Scaling is a must! The most strategic partners will have repeatable methodology, automation, and best-in-class tools. Modernized Sales & Marketing Approach Leading partners will embrace modern techniques to reach customers through unique digital marketing. The new buyer is educated, they've done their research and know what they want prior to talking to sales. Differentiate to Stand Out Successful partners will be known for a unique tehnology, process or IP. Figure out what you do best and dominate that market.
- 7. The Four Keys Matter Because? 7 Strategic Asset to your Customer's Business Move from Purchase on Price to Purchase on Value Industry is TIRED of Traditional IT Approach, Differentiate to Win! Anywhere, Anytime, and Any Device – Offer Freedom – Serve the Business! Business Model Lines are Blurry, Compete Outside the Traditional Lines!
- 8. 3rd Platform Growth is Much Faster than Anticipated 80 % of businesses are deploying or fully embracing the cloud! IDC forecasts public IT cloud services will reach $141.2B USD by 2019, a 19.4% CAGR, 6 times the rate of overall IT spend! Partners with more than 3 years cloud experience have growth of 1.8X those who have been involved in the cloud less than 3 years
- 9. Cloud Migration is a Legacy Business 80% of businesses are deploying or fully embracing the cloud! 9
- 10. Cloud is the Norm, What’s Next? Legacy Model Technology Transformation Digital Transformation 10
- 11. Technology Accelerates Faster than Adoption 50% of cloud apps & services are for use cases not served in the client/server era By 2020, the amount of high value data – that is worth analyzing will be double Enterprise mobile apps grow 4X by 2018 – Most never on the PC The market for Social Technologies tops $85 Billion by 2019! 11
- 12. Impossible is now the Exception, Disruptive IT is here to stay! 2007 the Information & Communication Technology (IDC) industry enter beginning of “hyperdisruption” (Once every 25 year tech shift) IDC predicts that by 2018, 1/3rd of the top 20 companies in every industry will be significantly disrupted by 3rd Platform competitors. IDC also predicts by 2017, 2/3rds of the Global 2000 companies will have Digital Transformation at the center of their corporate strategy.
- 13. The “Old School” IT Support Mentality 23% 16% 12% 12% 10% 8% 0% 5% 10% 15% 20% 25% Too strictly process based Hard to connect with Support systems are archaic Support staff are unresponsive Support staff are aloof/arrogant Support staff are incompetent WHAT END-USERS DON'T LIKE ABOUT IT SUPPORT 13
- 14. People are Adapting - Finally 14 Henry Ford went to the Bank of Michigan in 1903 and spoke to its president. He wanted money to build his factory so he could make cars. The president turned him down. ‘The horse,’ he explained, ‘is here to stay; but the automobile is only a novelty – a fad.’
- 15. Disruptive IT is Here to Stay 15 Complex to Commoditized All About Transforming Business Next Gen Security, AVR/VR, IoT, Cognitive Systems, Robotics, 3D Printing Data, Data, Data, Data, Data, Data The "Impossible" is now the exception, not the rule.
- 16. How do you Compete and Win? Transformation is your lifeblood – Transform or die, it’s that simple Embrace the 3rd Platform change, the opportunity is huge!
- 17. The is no Secret, 100% Commitment is the ONLY way to Success! Immerse your business in the cloud and sell cloud services & solutions asap! Develop a cloud business plan. Change messaging to lead with a mobile first/cloud first message. (Microsoft provides a great template for this, email myself or the Baptie team and we can provide it) Aggressively ramp up your cloud efforts, financing may be required, it’s all about rapid customer acquisition. Go head to head with successful partners by dissecting what they do well and do it better! Once you get some success, double-down, remember 100% commitment! 17
- 18. My Advice & Perspective 100% commitment was more like 150% commitment You must align your people resources – get the wrong people off the bus and the right people on the bus As far as I am concerned to survive long-term IP must be in your roadmap Execution is everything – Implement 4DX or similar to measure progress Your compensation model must change, reward your great people, not good, great Learn how to partner, this will save your business and give you scale Marketing Marketing Marketing! Get your grown up pants on, this isn’t an easy ride! Trust me, I know! Need advice, ask – jpowell@infinitconsulting.com 18
Notas do Editor
- They require your customers to view you as a strategic asset to their business, NOT a commodity service they never liked paying for to begin with. This move is the equivalent of moving from the janitor to an executive, this is why it is difficult. Because of the explosion of MSP’s suddenly customers were only purchasing based on price, this drove down margins and caused A LOT of bad work to happen out there. The mass expansion of subpar MSP’s quickly caused a negative view of “outsourced IT” in general and certainly impacted the value perceived. Customers and end users are TIRED of traditional IT, a lot of the IT support providers and internal IT teams forgot they were a services based org responsible to the business and rubbed too many people the wrong way. Users now want Total Freedom on Their Terms! Anything short of anywhere, anytime, any device access to all of their apps and data via a method that is simple, secure, and supported is no longer acceptable. If you don’t offer this you will watch your competition as they pass by you! The various business models that were the lines that separate partner types are getting very blurry, the reality is most partners now fall into a combination of models from reseller, project, MSP, IP, CSP.
- Forgot IT was a services based org Not willing to adapt Are not transparent and make decisions in a box Serve the business and you will be rewarded!
- What would we do if the world was different? What could happen if we measured by outcomes? If we empowered people to be thoughtful about where they work? If we stopped worrying about processes and looked at our goals? Technology is here to empower people. Empowerment is difficult if human structures, habits or fears constrain them. Businesses won’t let their employees be free, they’ll be doing the 21st-century equivalent of trotting in front of a car waving a length of scarlet cotton. Competitors in the fast lane will wave to them as they pass.
- By 2020: IDC Predictions Buyer-behavior analytics will validate 80% of all digital transactions, and reduce password requirements by 50%. In key verticals such as healthcare, military, and manufacturing, 15% of IT hardware purchases will be tied to an Augmented Reality use case. There will be more than 250,000 unique IoT applications – 50% will never be visible, but serve critical functions and will be acquired via ecosystem federation. Cognitive applications will yield productivity improvements in excess of $60B annually for U.S. enterprises. The average selling price of an industrial robot will be one fifth of what it is today, but have 5 times the capability! 60% of manufacturers will be able to choose between same day supply chain and 3D printed items. A Peek at Microsoft Innovation Verifiable Confidential Cloud Computing, a new security technology in development, will keep sensitive data safe from outsiders – not even the cloud service provider will be able to access unencrypted data. Microsoft’s HoloLens blends reality with virtual reality, unleashing countless use cases in both consumer and commercial markets. Powered by machine learning, analytics, advanced molecular biology, and drones, Project Premonition’s aim is to track and predict the spread of mosquito- borne diseases. Skype Translator bridges cultures and international commerce by coupling Skype calls with on-the-go translation. The Situated Interaction Group is taking human-robotic interaction to the next level – even the prospect of interpreting subtle social cues is on the horizon. Mobile Fusion turns your smartphone into an ultra-portable 3D scanner with the power and detail required for 3D printing.