PSD Group Digital Transformation with Digital Works Consultanting

1. Digital Expertise Breakfasts
Digital
Transformation
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EXIT
ORGANISE
GROW
MEASURE
EXECUTE
MANAGE
PERFORM
THINK
OPERATE
IMPROVE

2. Before we start | Some quick practicalities
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Are located … and please go
whenever you need to.
Help yourself whenever and
to whatever...
We will stop at 9.30am sharp.A very warm welcome !

3. Mature businesses
needing
DigitalTransformation
An expert business & IT
consultancy focusing on
digital & mobile
Before we start | A quick introduction to DWC…
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Passionate about enabling
successful digital change
and growth for our clients
High Growth Digital
businesses mature and
maximise their
ExitValuation.
Rich (Morecroft)
Over 25 years leading
change, mostly in digital.
Leads the DWC Digital
Transformation practice.
Sid (Andrew Salmon)
Over 20 years digital
experience. Leads the
DWC High Growth
Digital Business practice.
Jarrod (Frye)
Your guides
Over 16 years digital
experience. Senior
member of the Business
Acceleration practice
www.digitalworksconsulting.com

4. 1
Before we start | What we are planning to talk about today
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Some insight into what’s happening in Digital today.
The effect digital may have on your business.
Digital Transformation Quick Overview. What it is, Benefits, How most companies
approach it, and what that results in.
How to make the change, practical methods we and others have seen work (with
examples).
Whatever else you would like to cover through questions, comments, and discussion.
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5. DigitalToday
– What’s happening
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6. What’s happening | An Internet minute in 2014
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We think this picture puts what’s happening into perspective. Even more so when you compare to 2013.

7. What’s happening | New Market Characteristics
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This is leading to market conditions with four main characteristics……
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1 Explosive Growth Significant Pace Increasing Complexity Change everywhere
In all Geographical Regions In allVerticals | Sectors
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8. What’s happening | Explosive Growth
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“Global spending on Big Data will grow at a CAGR of 30% through 2018, reaching a total
market size of $114B.” A.T. Kearney forecasts
“ Online payments was $725bn in
2010, forecast to grow to $1800bn
by 2015. GAGR 19.9%.“
“ Mobile payments was $15bn in
2010, forecast to grow to $500bn by
2015. GAGR 101.6%.“
“In UK, £91 billion spent online in 2013,
a 16% growth since 2012.”
IMRG Cap Gemini e-Retail Sales Index
“18.3 million consumers in the U.K.
estimated to regularly shop on a mobile
device.” Barclays research 2015.
“62% of UK companies will increase their social media investment.”
The Econsultancy Budgets survey 2013.
“The average time spent consuming major media per day for the average UK adult
consumer will reach 9 hours, 6 minutes in 2014, up from 8 hours, 35 minutes last year.
eMarketer.
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9. What’s happening | Significant Pace
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Devices
Data
Marketplaces
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10. What’s happening | Increasing Complexity
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Changing Buy Cycles
Technology |Vendor Choice
More Usage Points
Technical Collisions & Fundamental Innovation
Fintech Martech
Big Data & Identity
Enhanced Insight
Greater Relevancy
Better conversion
New risk models
More automation
Internet of Things | M2M
Devices
Location
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11. What’s happening | Change Everywhere
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Skills
Culture
Decision makers
“The United States alone faces a shortage of 140,000 to 190,000 people with
analytical expertise and 1.5 million managers and analysts with the skills to understand
and make decisions based on the analysis of big data.” McKinsey.
“By 2017 the CMO will spend more on IT than the CIO”. Gartner
HorizontalOrganisation
Structures
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12. 2 DigitalToday
–The effect on business

13. The Effects | Customer Behaviour
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This change is leading to fundamental shifts in customer behaviour. Consumers or businesses…
Multi-device
Discerning
“Three years ago the
average points of
influence in the buy
cycle was 5. Today it is
20.” McKinsey.
Customer Behaviour Change | Examples NeededCompany Adaptation | Examples
Omni-Channel Business | Adaptive Design
End-to-end, user-centric, Customer Experience
Personalised | Relevant | Insight driven Experiences.
Awareness > conversion > upsell>cross sell > advocacy.
Social Media Integration |Trusted Reviews | Mobile
/Location point-of-sale smart.
“After waiting 3
seconds, 57% of
customers will
abandon an online
site.” eMarketer.
“People in 2014
now own four
digital devices on
average.” Nielsen
Impatient
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14. The Effects | Employees
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But it is not just todays digital customer that is adapting, digital is also enabling different employee experiences
and needs…
NeededCompany Adaptation | ExamplesEmployee Change | Examples
Innovative BYOD policies. But protecting data vulnerabilities.
Investing in flexible working and location practices and systems.
New reward and retention schemes.
Digital andOmni-business savvy senior leadership and talent.
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15. The Effects | Competitors
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And, unfortunately for incumbents, digital disruption and investment is beginning to blowing holes through
traditional barriers to entry…
Disruption – Digital Darwinism Investment – new HGDB Regulation
Has become one of the fastest growing areas for venture capital investment,
according to a study released by Accenture. Global investment in financial
services technology ventures tripled since 2008, growing from $928 million
in 2008 to $2.97 billion last year, the study found. That investment will
increase to an estimated $6-8 billion by 2018, the study predicted.
Fintech
Martech
Hold on to your butts: there’s been over $21.8 billion of venture capital
and private equity invested in marketing technology companies in 2014.
(emarketer)
“ Unfortunately
won’t save anyone
in the long-term.
Even those barriers
will adapt and
erode.”
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16. Fundamental customer experience improvements
Massive digital-led growth
What is clear is that the pressure to adapt is just growing. So the answer
to when to change is NOW.
The Effects | Overall
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Opportunities (more on these soon) Challenges
These big changes are leading to big opportunities, but also big challenges…
The degree and pace of change
Enhancements to operational & GTM efficiency
Innovate new business models
Positively impacting the top and bottom-lines.
Where to change and in what order
How to change.
Avoiding dead ends. Future proofing the business. Controlling the
change. While hitting short-term targets.
And because of the challenges, an opportunity right now to
move faster than the competition.
Knowledge on what to change
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17. The Effects | Overall
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….it can’t be stopped.
And we all know what
happened to King
Canute….
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18. DigitalTransformation.
- Quick Overview.
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19. Digital Transformation |What is it ?
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DigitalTransformation is this.Vital business transformation needed because of technical change
and resultant market/ behavioural shifts. Simple.
Digital/Technical
Change
Market /
Behavioural
Change
Company
Change
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20. Digital Transformation |The target State
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A digitally transformed business is one in the stage 3 end state.
Enabling new types of
CREATIVITY AND
INNOVATION
where Digital is at your
business’s heart, not just
enhancing it
STAGE 3:
DIGITAL
TRANSFORMATION
• CentralisedWeb Site
• DataAnalytics
• Reporting
• Aid’s Decision Making
STAGE 1:
DIGITALADOPTION
• Digital SingleCustomer
View
• CRM Driven Business
• Data -> Info and
Knowledge
• Data leads decisions
STAGE 2:
DIGITAL BUSINESS
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21. Digital Transformation |What can it do for me?
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It can bring massive benefits to a company who fully embraces it. Here are some examples of where.
Transforming Customer Experience Transforming Operational Processes Transforming Business Models
Customer Understanding (insight)
Top-line Growth (Go-to-Market)
Customer Touch-Points (propositions/ e-care)
Process Digitisation (operations)
Worker Enablement (operations, organisation)
Performance Management (organisation)
Digitally Modified Business (organisation/suppliers)
New Digital Businesses (innovation)
Digital Globalisation (go-to-market/organisation)
360 degree understanding of market,
company and customers.
End-to-end, fully joined up , solutions for any
device the customer wishes to engage with.
Omni-channel.
Use of new technology in ecommerce to
augment in-person sales conversations aiding
conversion.
Automation. E-Care / IT platforms / HR /
Suppliers etc.
BYOD or able to conduct work from home
environments. Improved collaboration and
expertise via technology solutions
Deeper insights into products, regions and
customers, allowing decisions to be made on
real data.
Finding ways to augment physical with digital
offerings ; using digital to share content across
organizational silos.
Introducing digital solutions that complement
traditional approaches.
Digital technology coupled with integrated
information is allowing businesses to gain global
synergies.
MITSloane model
The most digitally mature companies are 26 Percent More Profitable than their industry competitors. Cap Gemini
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22. Digital Transformation | How do most companies approach it?
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We call this the micro-approach to digital transformation.
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Business Model
Management
IT/Technology
Workflow/Governance/Process
Product
Strategy & Insight
Customer Service and Sales
HR/People
Channels/ Marketing
Data
Data
Digitising orTransforming a part or parts of their organisation, one isolated piece at a time.
Example 1
Example 2
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23. Digital Transformation |Which often results in…
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• Large FMCG company. Many brands, many countries.
• Marketing-led identification of the need to be more ‘digital’.
Multi-million annual spend.
• Federated approach to digital change. No end vision, limited
senior sponsors, no formal holistic change program.
• Prudent estimation is their digital marketing investment
working half as hard as it should be.
• Poor, disjointed customer experience.Variable by brand and
country. Not Omni-channel.
• Poor efficiencies and reaction times to market, caused by lack of
automation through end-to-end digital Martech platform or
commonality of digital knowledge.
Example
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24. DigitalTransformation.
-Making the change.
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25. 2525
Digital
Transformation
IT/Technology
Workflow/Governance
Product
Customer Services and Sales
HR/People
Channels/ Marketing
Leadership
Clear Vision
Focus on Customer Experience
Innovative and Brave
Digital Transformation | How should you do it?
We call this the MACRO-approach to digital transformation.
Strategy & Insight
Flexible
Data Driven
Reactive
Blah
Blah
Blah Blah
Blah
Blah
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26. Digital Transformation Change |The best approach
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To get the full benefits. A big bang vision, delivered in an agile / incremental / planned
manner. Led by the senior management team.
Companies that
succeed at digital tend
to have leaders who
share their vision and
define a road map,
create cross-
organizational
authority for adoption
and reward employees
for working towards it.
Think & Plan Execution Sponsorship
MITSloane
Roadmap view
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27. Digital Transformation Change |What is the best approach?
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Companies who have used this vision lead, top level governance method and have had success include…
Free broadband
Emerging business
and mobile money
£1bn invested -
ongoing
£450m invested –
ongoing
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28. Digital Transformation Change | Case Study
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Launch of Free broadband
• A clearVision defined by PLC Board
• Clear priority established across the business
• Proposition/strategy, goals, budget, timeline defined at onset –
regular reporting, communications
• DedicatedTeam established to launch the business
• New channels
• New network
• New technology
• New Contact Centre
• Effective stakeholder management – taking everyone along
the journey
• Flexibility– agility was key to launching so fast and adapting to
the huge demand
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29. Digital Transformation Change | Proposition & Product Innovation Methods
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Proven Methodology
Success Story
• Requirement: Build new business lines for
Ooredoo Qatar (Telco) without impacting
existing business.
• Approach: Established an “incubation”
team to research, strategise, scope and
pilot new business ventures of all types.
• Pilots launched in financial services,
digital advertising, devices and location
based services.
• Financial services and devices now
integrated, successful and growing.
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30. Anything we’ve
not covered ?
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31. Digital Works Consulting
Enabling your success. In Digital.
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32. Mature businesses
needing
DigitalTransformation
High Growth Digital businesses
mature and maximise their
ExitValuation.
Who We Are | What We Can HelpWith
© 2015 Digital Works Group. Proprietary and Confidential
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An expert business & IT
consultancy focusing on
digital & mobile
Passionate about enabling
successful digital change
and growth for our clients

33. Helping Businesses In these Sectors | GetThese Benefits
Financial Services & Fintech
Retail & Ecommerce
Entertainment & Media
Telecoms & Mobile
FMCG & Martech
Optimised digital
propositions and
monetisation
Optimised eCare
& business
operations
Benefiting the top and bottom lines. Regaining
advantage. Maximising valuation through capability
and profit growth
Compelling and
successful digital
innovation
Clear and
appropriate
business strategy
Optimised Omni-
channel
customer journeys
Critical next-gen
digital platform &
data capabilities
A digitally ready
organisation
Strong brand,
channels, and
markets
Energised for
growth and
expansion
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34. Which we achieve through our difference
Deep Digital Expertise.
End-to-End Knowledge.
Proven Methods. For Digital.
Extensive Networks & Partners.
Great Spirit.
A team of 20 plus. Each with at least 10 years digital experience. Bringing
multi-skilled knowledge.
Think | Execute | Grow. Strategy & Management. Product &Technology.
Project Management. eCare. Business Acceleration.
Strategy development. DigitalAudit. M&A planning. Project turnaround.
New product innovation. Digital data audit. New territory expansion.
Multi-channel optimisation. + many more…
Trusted capability partners.Able to open doors fast.
Passionate about your success in digital. Agile, fluid, trusted.
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35. Which all these clients have benefited from
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“Created a strategic vision and a new business unit
within Ooredoo, managed a very complex, cross
business initiative in rapid timescales and in a
culturally diverse environment“ Director, Ooredoo
“ Clear expertise in strategy development, knowledge
of the payments industry, flexible/inclusive approach,
all delivered on time and budget. “ CEO, Kalixa
Payments Group
“ With just a top-level project brief, DWC identified the
right problems to solve, designed implementable
solutions and managed virtual teams to deliver on
time and to budget.” Global Product Director, eBay
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36. Delivered by these digital experts
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Strategy &
Management
Product &
Technology
Project
Management
Business
Acceleration
eCare
Richard Morecroft
Andrew ‘Sid’ Salmon
Liam Carroll
Jason Binks
Suki Sandhu
Simon ClarkeSarah Hide
Steve Crawshaw
Martin ProutRob Connell
Chris Simmons
Anestis Karavaggelis
Elise Korolev Jarrod Frye
Sophie Fraser Karen Young
Steve Brady
Sarah Pacey Eram Osman
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Rob Townsend
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37. Please contact us for more information
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richard.morecroft@digitalworksgroup.com
+44 7714 689796
www.linkedin.com/in/richardmorecroft
Richard Morecroft
Senior Partner | DigitalTransformation
andrew.salmon@digitalworksgroup.com
+44 (0)7801 439011
www.linkedin.com/in/andrewsalmon
Andrew ‘Sid’ Salmon
Senior Partner | HighGrowth Digital
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