Andrew Hamilton – CEOa.hamilton@theicehouse.co.nz@iceandy

The advert …

A couple journeys on tech

3 perspectives to help you grow

What The Icehouse Does

We provide the expertise, networks and funding to enable

Kiwi entrepreneurs and business owners to accelerate

growth.

We’re committed to changing the entrepreneurial

landscape in New Zealand to create an environment that

inspires, supports and celebrates business growth.

Unpacking it all …

YOU

YOU IN THE BUSINESS

THE BUSINESS

BLOCK 1:Audit ‘State of Play’

BLOCK 2Fine Tuning

BLOCK 3Opportunity

BLOCK 4Platforms for Growth

BLOCK 5The Future

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2

3

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5

A couple journeys on tech

SME Stats from Recent Market Validation

• 78% of SME’s intend to grow over next year

• Key focus of activity – marketing, strategy, business planning

• What rips SME –

• Financial management

• Staff & work ethic

• Compliance & regulation

• If I gave you an extra day, where would you spend it?

• Strategy?

• Marketing?

• Business Planning?

How do you think SME’s use tech?

CLOUD?TABLETS?

SMART PHONES?ANALYTICS?

SOCIAL?CRM?

The Real Results:

Adoption of tech: What rips them ..

• Storing data

• Managing information

• Disparate systems

Smartphone 87%

Laptop, Desktop 80%

Tablets 55%

Storage 55%

Accounting software 90%

Social 64%

CRM 35%

Web Analytics 55%

In-house servers 50%

Cloud 15%

The Icehouse Journey

Icehouse Experience

Icehouse Experience

100% cloud based

No landlines mobiles or softphones Microsoft Lync

No wires wireless

Video conferencing through Gen-i Bridge

My Tech Journey

My Tech Adoption

• I am a tech geek without skills

• Adopting tech early (if I did it at work, I should do it at home)

• Implementing cloud at home

• Cohesion across devices

• Ability to manage my family’s usage

3 perspectives to help you grow

Differing perspectives

Thing 1

doing new stuff

Thing 2

A failure of focus

How’s it done??

focusing on the engine

Thing 3

What is a business of quality?

The common themes– The BIQ™ Framework

1. LeadershipLeadership Style | Strength of Management Team Company Culture | Vision and Strategic Direction

2. OfferingCore Competency Focus | IP Protection Competitive Advantage | Cost Protection

3. MarketMarket Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing

4. ProcessesPeople Processes | Operational ProcessesFinancial Processes

5. CapitalBalance Sheet Strength | Financial Management CapabilityInternational Finance Capability

6. GovernanceStrength of BoardReporting and Decision Making

Six key areas

underpin success:

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Sales and Marketing

• Get in front of people

• Give them a reason to buy

• Make sure they can buy

MarketMarket Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing

Market Understanding

• What customers find valuable

• Competitors strengths & strategies

• Choice of suppliers

• Technology landscape

Segmentation and Focus

• Group people– Reason for

purchase– Type of people– Preferences– Attitudes– Behaviours

• Choose a focus

Cultural Competence

• Really getting the market

– Diversity– Customs– Traditions

• Application to business

Business Design

• Efficiently deliver value to customers

A BIQ™ has a deep understanding of the market it participates in. It focuses on specific customer

segments and designs its business model around these segments. It has a deep cultural

understanding of the customers it serves and the markets it operates in. Its sales and marketing

strategy is professionally implemented.

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