2. • I work with managers to help them
understand how enterprise applications,
web and mobile technologies can enrich
their careers.
• The client portfolio in the ICT industry
includes Microsoft, Apple, Ernst & Young,
France Telecom, HP, IBM, Oracle and SAP
.
•The work with the IT industry in Europe
has included fifty partner and customer
conferences, a dozen case studies, and
various marketing support activities.
Prof. Lee SCHLENKER,
Professor ESC Pau
Mail : lee@lhstech.com
Skype : leeschlenker
LinkedIn : @LeeSchlenker
Introduction
7. Grading Scale
Participation: 50% of your grade will be based upon your participation in the
course exercises and simulations and the pertinence of your class presentations.
Exam: 50% of your grade will be based upon a multi-choice exam
Administration
8. This a place where managers and
students of management can discuss
and debate best practises in the digital
economy, new developments in data
science and decision making. Ask
questions and get practicable
answers, and learn how to use data in
decision making.
Analytics for Management
https://www.linkedin.com/
groups/13536539
Administration
10. To help us understand the motivations, experience and objectives of the internal
and external clients of the organization
ROI
Real time data
...
Stockholders
Competition
“made in” “made by”
...
The State
Lower entry barriers
Acquisitions, OPA...
Partners
Loyalty
Real costs
...
Clients
The Enterprise
Mobility
Empowerment
...
Employees
Business
Basics
11. • How does the author define
the “Fourth Industrial
Revolution”?
• The concept of looking
“outside-in” suggests that we
must understand the shifting
business context affects our
work, our careers and our
business. Give at least one
example.
• What are digital natives and
how do they look at business
differently?
• How are values changing in a
digitally intermediated world?
How Business Can Thrive in the Digital Economy (2016)
Business
Basics
12. • Segment the market by
needs…
• Qualify your target
segment
• Develop your products
or services to meet the
need
• Measure the results
Tristan Kromer
Business
Basics
13. Product Value
• Delivery
• Use
Brand Value
• Reputation
• Promise
Relationship Value
• Experience
• Conversation
What do customers really value ?
Business
Basics
14. Tranformational “Memory” itself becomes
the product — the "experience"
• Service economy – value comes from
services embedded in the product
• Pine and Gilmore argued that
differentiation today comes from creating
“experiences”
• Starbucks, Michelin, Hermès, Apple
• Companies provide “stages”, managers
are “actors”, customers are active
“spectators”
Business
Basics
15. Stories of self, us and
now
Production rather than Consumption
Existance rather than Distance
Action rather than Data
Tomorrow rather than Today
Self Us Now
Storytelling
16. How effectively will you tell this story to customer ?
• Disti Engagement
• Disti PAM
Engagement
• SMB Engagement
Challenges Skills Roadmap
• A story begins
with conflict
•What business
problems are we
trying to solve
•Transform a
conflict into
opportunity?
• How does changing
the roles move this story
forward?
•Is it a question of
people, process or
technology?
•What is the next step?
• Why does this
situation exist?
•What knowledge
and skills are
missing?
• Who are the
heros of this
story?
Storytelling
17. • Disti Engagement
• Disti PAM
Engagement
• SMB Engagement
Sources ? Results ? Metrics ?
Where does this story start?
• Where does
value come
form?
•Do your
sponsors believe
in people ,
process or
technology?
•This is your
value lever
• Where are they
looking for proof
of concept?
•With individuals,
with teams or
with customers?
•This is where
you need to
focus
• How do they
qualify success?
•Efficiency,
utilization,
passion?
•This is your
happy end
The Business Value
Matrix™
Storytelling