IT Go-to-Market Transformation
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How the current IT changes are impacting go to market and what new business opportunities are rising from this transformation.
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IT Go-to-Market Transformation
- 1. Playing a New Ball Game IT Go-to-Market Transformation Date : June 6th, 2012 Laurent.Glaenzer @Lemon-Operations.com 1
- 2. We recruit your partners We manage them for you or We train you to do it In 2012, the partners we have recruited will bring €80M to our Clients 2
- 3. Start anywhere Win everywhere 15 Client Executives across EMEA +extended local resources 3
- 4. 4
- 6. Transformation approximate $3 335K COST to Business K K K K K $3 K 00 M 00 00 00 50 85 Servers $1 $5 $7 $3 $3 $1 Operational Staff $798K Storage Network K K K K 2K K $4 K 62 45 05 35 35 4 $7 $1 $1 $1 $1 $1 Power/ Traditional Server Cooling Small Stand-Alone Data Center Space Cloud Based Server Services Budget Cloud Data Center 1 000 Servers 1 000 Servers within 100 000 servers Source Wikibon 6
- 7. Transformation Social Networks Email users 2007 2008 2009 2010 2011 7
- 8. Transformation 8
- 9. Transformation Tablets 16 Billions Mobile Internet Devices in 2013 SmartPhones Laptop Desktop 2007 2008 2009 2010 2011 9
- 10. Transformation 10
- 11. Transformation 11
- 12. Transformation Yesterday Tomorrow Telecom Telecom Telecom Telecom IT Vendors IT Vendors Operators Vendors Operators Vendors HW Phones Cabling Internet Devices & Applications Software Lines Switches Distributors Distri Phones Agencies Distri Distri Resellers Resellers Phones Agencies Resellers Resellers SI Purchase Telecom Fonctional Users CXO/MD DSI D Achats D Telecom 12
- 13. 13
- 14. Channel does not create the business Business creates the channel 14
- 15. Companies in France 1,6M Companies excl. Individual Cies 1 588 000 96 800 <10 employees 10-99 employees 100-249 employees 250-499 employees >1000 employees 15
- 16. Distribution map Existing Channels Corporate 120 000 Cies System New Integrators Large Channels Software Consulting Integrators Companies 1 800 000 Cies Telecom Services IT/Apps Value Consultants Added Vertical Channel Resellers (Consultants, subcon- tractors, providers) Technology Functional Commercial Application Stores IT Consumer Consumer Specialist Electronic Goods Stores Retailers Store Consumer Application Stores Consumer 16
- 17. Social Channel 17