cio vs. cxo - don't be disrupted... from the inside out

CIO vs. CxO – Don’t be Disrupted…

From the Inside Out.Christopher Dellen VP Marketing - CPI

Why a marketing guy?

Don’t

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The Responsibility For Choosing Tech Solutions No Longer Lies Exclusively With IT

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TCO or ROI?

Platforms of Disruption… Meet the Magnificent Seven

Consumerization of Technology

Mobile

Internet of things

Cloud

Big Data

Social

Access to Information

Cloud

Cloud – fundamentally changing the way we consume technology

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8

Yesterday

$

Time

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Today

$

Usage

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Speed of Change

http://www.economist.com/node/15557443

Decoding the human genome involves analyzing 3 billion base pairs - which took ten years the first time it was done, in 2003, but can now be achieved in one week

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Yesterday

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Today

Big-Bang DisruptionHarvard Business Reviewhttps://hbr.org/2013/03/big-bang-disruption/

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Where the pressure comes from

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Disruption

?

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Speed of Disruption

Founded in March 2009

MarketCap 40B

Market Cap 8BFounded 1918

Market Cap 4.49BFounded 1946

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Where Apple was founded in 1976

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1903 Harley Davidson Factory

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Walt Disney’s first Film Studio

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The Rules Have Changed

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25

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What to do

1) Identify the “Real” Organizational Priority

Which of these three drives your organization?Every ROI / Outcome ties back to one of these three:

1. Revenue Generation

2. Efficiency

3. Risk Management

“41 percent of IT projects

fail to deliver the expected

business value and ROI”

CIO.com

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2) Understand Your Peer's Pressure

You can’t translate the value if you don’t understand your peers language, priorities, and challenges.

CEO - Is our organization a disruptor or on the edge of being

disrupted?

CFO - Balance Sheet, Income Statement, Cash Flow, Growth,

Stock Price, Net Profit

CMO- Revenue Attribution, Customer Journeys, Personas,

CPM, Elasticity of Demand, Market Share

COO - Customer Experience, Efficiency, R&D, etc.

“Statistically, by far the

most well-trodden route

is still through IT –

about twice as many

CIOs come through IT

as any other source.” -

Computer Weekly

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3) Connect the Dots

Don’t assume that your investors understand why it’s more important to finish the ERP project than launch a new marketing platform.

What IT Does Why should the business units care?

• Upgrade / Deploy ERP• Business Continuity Initiative• Improve Network Uptime• Virtualize Servers• Implement CRM

Get new customersKeep customersDrive differentiationSave MoneySave TimeMitigate risk of fines

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4) Work Together

Sometimes, we forget who the real competition is…It's not the executive down the hallway, it's the competitor who wakes up every morning with the sole intent of eating your lunch.

Everyone’s strengths are needed to succeed

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5) Prioritize differently (you need two lists)

Invest your resources to deliver:

• On the vision of the CEO• Under the scrutiny of a venture capitalist• With the mindset of an entrepreneur• While innovating on disruptive technology platforms• Continuously innovating on customer value

Don’t wait for projects to be delivered… be the strategic advisor.

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6) Leverage your specific strengths

LeadershipRisk ManagementHistory of Large-Scale Technology ImplementationsProject Management ExpertiseAdoptionTechnology Evaluation/AssessmentUnderstanding of Your Technology Landscape………

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7) Don’t misunderstand the bottleneck

This is your opportunity! Capitalize!Capture the budget you needed to drive strategic differentiation for your organization.

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TCO or ROI?

Drive the ChangeYour business needs you

HeadquartersCommunications Products, Inc.7301 E. 90th Street Suite 111Indianapolis, IN 46256

(800) 999.0197www.CommProd.comblog.commprod.com@CPIcommprod

CPI has been successfully implementing advanced, mission-critical customer experience (cx) solutions for nearly three decades. CPI has engineered, implemented, and now supports the cx solutions of over 120,000 business professionals in 23 states, including the United States Department of Defense, United States Coast Guard, and Lucas Oil Stadium (home of the 2012 Super Bowl). CPI has also installed and tested over 15.6 million feet of structured cabling. With a staff of seasoned experts, CPI has the experience to continuously improve the way you communicate.

Chris Dellen, MBAVP Marketingcdellen@commprod.com317.596.7966

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