Digital is changing how we do business. One of the areas most impacted is how organisations deal with their channel. Should we bypass the channel or rather enforce our channel-partners to become future proof?

1. D i g i t a l
Transformation
A N D T H E C H A N N E L C H A L L E N G E
@jcaudron

2. Sorry!

3. Hi, I’m Jo Caudron
Active in digital since 1993
Internet entrepreneur involved
in 20+ start-ups.
Founding Partner of
Duval Union Consulting
@jcaudron
jo@duvalunion.com
We are business
consultants for a digital
world.
Our mission is to help
organization transform.
@jcaudron

4. Sold in +50
countries!
BUY NOW! www.digitaltransformationbook.com

5. Survey

6. Expect a smack in the face…
Digital Disruption is real

7. 1995+
Music
Photography
Video Rental
…
2005+
Print Media
TV
Travel
HR
…
2015+
Retail
Healthcare
Automotive
Education
Telco
Food
FMCG
Banking/Insurance
…
2025
All Safe
havens will be
subject to
digital
disruption
…
WAVES OF Disruption

8. What can we learn?

9. What can we learn?

10. THE WORLD IS CHANGING
GENERATION BY
GENERATION

11. WHO DO YOU SERVICE?

12. @jcaudron

13. WHO DO YOU SERVICE?

14. @jcaudron

15. WHO DO YOU SERVICE?

16. @jcaudron

17. WHO DO YOU SERVICE?

18. @jcaudron

19. YOU CHALLENGERS
The Challengers move into your space,
when will you move into theirs?

20. F R O M DIGITIZATION
T O TRANSFORMATION

21. THE IMPACT OF
D I G I T A L

22. Slicing the
Elephant
creates Insight
olifant loopt door de winkel. kan je niet
meer inpassen. Hoe doen we dit? later
toewijzen. Foto model ruit

23. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX

24. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
DIGITIZATION
The Glass
The
The Frog
Survey
Culture
Ability to execute
Driver’s seat

25. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
The Glass
The
The Gatekeeper
The Frog
The Package
The CyborgThe Participant
Survey
Culture
Ability to execute
Driver’s seat
TRANSFORMATION

26. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
The Glass House
The Traveller
The Gatekeeper
The Frog
The Package
The CyborgThe Participant
Survey
Culture
Ability to execute
Driver’s seat

27. The Package
The Cyborg
PRODUCT &
BUSINESS MODEL

28. FREECONOMY
Buffer is a social listening tool that gives the
user great utility for free till a certain extent.
Software users expect to get a part for free
for ever. They are willing to pay for extra
features and to scale the use.

29. FREECONOMY
Mailchimp is a mailing configurator tool
that gives the user great utility for free till a
certain extent.
Software users expect to get a part for free
for ever. They are willing to pay for extra
features and to scale the use.

30. ACCESS OVER
OWNERSHIP

31. ACCESS OVER
OWNERSHIP

32. ACCESS OVER
OWNERSHIP

33. FROM PRODUCT
TO SERVICE

34. The Package
The Cyborg
PRODUCT &
BUSINESS MODEL

35. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
The Glass
The
The Gatekeeper
The Frog
The Package
The CyborgThe Participant
Survey
Culture
Ability to execute
Driver’s seat

36. MARKET
& COMPETITION
The Glass House
The Gatekeeper
The Frog
The Participant
Survey
Culture
Ability to execute

37. NEW PLAYERS

38. RADICAL
ADJAGENCY

39. DISCOVERY
GetApp is a search engine for all
business software, tools, saas-
platform,…

40. RECOMMENDATION
COMMUNITY
Producthunt is a global community where
everybody can post new tools and platforms.
Community members can vote them up or down to
influence their recommendation

41. SHARING ECONOMY
99 designs is a platform where you can ask anybody to do
graphic work for you. In this marketplace
everybody can be a designer.

42. MARKET
& COMPETITION
The Glass House
The Gatekeeper
The Frog
The Participant
Survey
Culture
Ability to execute

43. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
The Glass
The
The Gatekeeper
The Frog
The Package
The CyborgThe Participant
Survey
Culture
Ability to execute
Driver’s seat

44. CUSTOMER RELATIONSHIP
& CHANNEL
The Glass House
The Traveller
The Frog

45. CAN HISTORY TEACH US A LESSON?

50. WHAT ABOUT TODAY?

51. PROXIMITY
THE CUSTOMER HAS GAINED
CONTROL OF WHAT
CHANNEL HE WANTS TO COMMUNICATE BY

52. BRAND CONSISTENCY BECOMES KEY…

53. VISUALISATION
Audi uses VR to give the customers in the dealership
a consistent experience of the product and explanation.

55. CLOUD BASED

56. AND IT IS
JUST
STARTING

57. CUSTOMER RELATIONSHIP
& CHANNEL
The Glass House
The Traveller
The Frog

58. CUSTOMER RELATIONSHIP
& CHANNEL
ORGANIZATION
MARKET
& COMPETITION
PRODUCT &
BUSINESS MODEL
THE TRANSFORMATION BOX
The Glass House
The Traveller
The Gatekeeper
The Frog
The Package
The CyborgThe Participant
Survey
Culture
Ability to execute
Driver’s seat

59. Culture
Ability to execute
Driver’s seat
ORGANIZATION

60. Don’t worry,
we’ve got a PLAN
@jcaudron

61. YOU NEED TO
Scan YOUR
ENVIRONMENT
@jcaudron

62. DETERMINE
THE IMPACT
@jcaudron

63. CREATE A
North Star
VISION
@jcaudron

64. DEFINE A
Transformation
STRATEGY
@jcaudron

65. TOO STRATEGIC
Not actionable enough
TOO TACTICAL
Not durable enough
STRATEGY,
HOW DO YOU
GET IT RIGHT?
A SHARED BY ALL
STRATEGY FOR 3 TO 5
YEARS WITH CLEAR
ACTIONS
SWEETSPOT

66. Producer/Brand Consumer
SUPPORT
PRODUCT
COMMUNICATION
500k+ likes

67. BRANDS WANT TO BETTER
UNDERSTAND THEIR CUSTOMERS

68. EXPECTATIONS
OF THE
CUSTOMER
WHAT THE
CHANNEL
CAN OFFER

69. OFTEN THE
CHANNEL
PARTNERS
DO NOT
HAVE THE
MEANS
MINDSET
MANDATE
PEOPLE
SCALE
TO
SUCCESSFULLY
TRANSFORM
THEIR
ORGANIZATION
CRM
SMART
TARGETTING
MARKETING
AUTOMATION
24/7 SUPPORT
AR/VR
ARTIFICIAL
INTELLIGENCE
LONGTAIL DATA

70. EMPOWER THE
CHANNEL PARTNERS
O
P
T
I
O
N
BYPASS THE
CHANNEL PARTNERS

71. THE
FUTURE IS
IN THE
MIX

72. CRM SMART TARGETTING
MARKETING
AUTOMATION
24/7 SUPPORT
AR/VR
ARTIFICIAL
INTELLIGENCE
LONGTAIL DATA
Experience
Knowledge
Service
Support
Optimization Trust
BRAND CHANNEL

73. DEFINE A
Transformation
STRATEGY
@jcaudron
BUILD A
ROAD MAP
@jcaudron

74. BUILD a new
ORGANIZATION

75. From an outdated
MOTHERSHIP

76. From an outdated
Mothership
TO A modern
F L E E T

77. D I G I TA L
Leadership
@jcaudron

78. BECOME FUTURE PROOF
SCAN
INNOVATIONS
DETERMINE
IMPACT
NORTH STAR
VISION
&
STRATEGY
BUILD
ROADMAP
INSTALL
DIGITAL
LEADERSHIP
BUILD DIGITAL
ORGANIZATION

79. ORGANISATION
DIGITAL LEADERSHIP
Asses, contain and
develop digital savviness
DIGITAL GOVERNANCE
Digital ownerships, roles, policy, structure
Digital Office, …
DIGITAL ORGANISATION
Reshape your organisation
Communication for faster growth
BUSINESS (OPERATIONAL) MODELS
HACKATHON / INCUBATOR PROGRAM
Stimulate internal creativity
and bottom-up innovation
START-UP BOOTCAMPS
Think, plan, act like a start-up and build
the minimum viable business case
CORPORATE ACCELERATOR
Drive outside-in innovation via collaboration with
start-ups
READINESS SURVEY
ASSESSMENT & RESEARCH
INSPIRATION
IMPACT ANALYSIS
FUTURE SCENARIOS
NORTH STAR VISION
TRANSFORMATION STRATEGY
STAKEHOLDERS & PROBLEMS
IDEATION & PRIORITIES
DIGITAL AGENDA
BUSINESS
STRATEGY
EXECUTIVE JOURNEY
BUILDING
THE FUTURE PROOF COMPANY …
TREND WATCHING
CONTINUOUSLY SCANNING THE
MARKET FOR NEW TRENDS
CUSTOMER RELATIONSHIP
SOCIAL MEDIA STRATEGY
Make social an intrinsic part
of the business
CUSTOMER EXPERIENCE
Continuously optimise your journey,
pain points and touch points
GROWTH HACKING
Implement smart techniques
to scale our business
CHANNEL HACKING
Implement smart techniques
to scale our business
SOLUTIONS
SERVICE DESIGN
Define new style products &
services
PLATFORM MAPPING
Define (technology) solutions
and requirements
DATA STRATEGY
Make data an essential part of
day2day business
ROADMAP DEFINITION
Elaborate the Digital Agenda to become an
actual business roadmap

80. How do you feel?

81. Find my slides on
www.speakersbase.com/jo
Need help? Book me and my team to
consult you!
www.duvalunionconsulting.com
@jcaudron
jo.caudron@duvalunion.com
00 32 475 43 80 98

82. D i g i t a l
Transformation
A N D T H E C H A N N E L C H A L L E N G E
@jcaudron