it reseller - disrupt before you are overtaken
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Copyright SaaS-it Consult 20141
Disrupt before you are overtakenAnders Trolle-Schultz, Managing Partner, SaaS-it Consult
Copyright SaaS-it Consult 20142
Gulf - Market
• Enterprise hardware ”moves” to Cloud Infrastructure• Software Compliance• From perpetual to subscription• Mobility – Mobile apps• UAE hub for MENA/MEA with Private Clouds• Regulations – UAE just imposed Public Data ”stays”
in UAE• Community Clouds• New partners WILL move into your space
Copyright SaaS-it Consult 20143
MessagingLandscape of Competitio
n
Sales Models
Partnerships
Moving from Inside-out to Outside-
in
Local Flavor
RFPs
Disrupt
Your biggest challenges
Your need to
Copyright SaaS-it Consult 20144
The Local flavor
On-premiseServices
Local Hosted
Services
International
Cloud offerings
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Join the competition, create new partnerships
VendorAlliance Partners
Partnering in the eco-
system of Partners
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Messaging
Website InternalSocial Media
Customer Engagemen
ts
Service Definitions
Alliance Partners
CustomerSuccess Stories
Thought Leadership
Conte
nt
Execu
tion
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How you work to day – Inside-out
7
• Market research / trends define your product set
• Your alliances compete with you
• The customer has to make sense of:• Competitive
offerings• Industry trends• Approached from
your alliances• Your offering
Customer Needs &
Pains
Your Solutions &
Services
Your Alliances
Industry Trends
Competition
Copyright SaaS-it Consult 2014
Customer adaptivity – Outside-in
8
In the outside-in approach:• A deep analysis of specific
customer needs and value points defines your product set
• You integrate your alliances to present a single offering
• You make sense of industry trends and guide your customers as thought leader
• Your competition is disrupted and you disrupt customers thinking
• The three key words throughout your organisation are:• Customer• Adaptive• Disruption
Customer Needs &
Pains
Your Solutions &
ServicesYour
Alliances
Industry Trends
Competition
Customer needs / value
analysis
Customer adaptive offering
Copyright SaaS-it Consult 2014
The move in the sales approach
• Based on transactions• Sales person acts as
product specialist• Superiority of the product
or price are selection criterions
• Focus is on what happens after RFP
• Supports operational change
• Focus is on solving problems or change to status quo
• Added value services or products highlighted
• Role of sales rep is problem solver
• Starting point is to develop/disrupt/ change customer processes
• Executive management as customer
• Sales rep as management consultant
• Focus is on what happens before RFP
Product sales Solution sales Value sales
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Get in front of the RFPs - Disrupt
Educate the customer
Challenge the Customer
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Final Comment
Copyright SaaS-it Consult 201412
Disrupt yourself and your customersbefore
you are disrupted by competition
Copyright SaaS-it Consult 2014
Get in touch
SaaS-it Consultwww.saas-it.net
Anders Trolle-Schultz
ats@saas-it.netTwitter: @trolleschultzhttp://dk.linkedin.com/in/trolleschultz
+45 2992 5676(Denmark)+971 55 934 0604 (UAE)
Anders Trolle-Schultz
Anders has a long career in Sales, Marketing & Business Development. He has worked in various industries covering Telecom, IT distribution and sales, and Fast Moving Consumer Goods.
Anders has a profound understanding of cross-industry partnerships and how to leverage the strength of multiple industry players.
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