What is the new digital B2B customer expecting? Acclaimed industry visionary, Mark Thompson, will explore the forces driving change in the B2B customer experience and what companies must do to, not only respond to these forces, but to take a leadership position, to remain competitive today, and to get ahead of the curve for tomorrow.

2. Mark
Thompson
Bestselling
Author
Technology
Leadership
Coach
DIGITAL
TRANSFORMATION
DISRUPTION
&
ENGAGEMENT

3. MARK’S
INTRO
OPENING
VIDEO
HERE

4. Mark
Thompson
Bestselling
Author
Technology
Leadership
Coach
DIGITAL
TRANSFORMATION
DISRUPTION
&
ENGAGEMENT

5. Built
to
Last?
Sustainable
Advantage?
Barriers
to
Entry?
Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
STANFORD
UNIVERSITY
SILICON
VALLEY
50%
WERE
DISRUPTED
Program
not
a
project:
B2B2C
=
B2H
Close
to
Consumers

6. Built
to
Last…isn’t
YOU’RE
DIGITAL
OR
DESTROYED
Most
Admired
1
out
of
15
1
out
of
30
DOW
JONES

7. BUILT
TO
LAG:
Success
isn’t
an
excuse
for
arrogance
Survival
of
the
fiTest
isn’t
the
biggest
or
strongest
Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com

8. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
Only
way
to
LAST
is
to
CHANGE
PIVOT
&
PARTNER
(New
biz
models)

9. Digital
Team
is
loved
by
CEOs
75%
by
2020
41%
by
2016

10. 1. You’re
re-­‐defining
the
BRAND!
Impac'ng
all
employees
&
clients
2. You’re
LEADING
cultural
change.
Got
Buy-­‐in,
Found
ROI,
but
it’s
just
a
start…
Why
You’re
loved
&
feared
by
CEOs
The
balance
of
power
shiZs…
ADOBE
• CULTURAL
INERTIA
• DECADES
OF
LEGACY
&
OLD
HABITS
• SIX
CONFUSING
CLIENT
INVOICES
• Cass
Kalinsky,
ADOBE

11. Disrupt
yourself
first.
Best
source
of
innova_on—
and
worst
sabotage
is
your
own
team!
CEO’s
fear
geCng
UBER’d.
Lost
or
won?
Jeff
Bezos
$100
Billion
ALCON
• DIGITAL
is
Great
in
Theory
BUT
Requires
NEW
ORG
&
SKILLS
• Strategic
&
Prac_cal:
LAUNCH
–
LEARN
–
PIVOT
…
AGILE
• Julie
Collins,
ALCON

12. The
Paradox
of
Innovaaon…
Success
Breeds
Risk
Aversion

13. Redefine
Your
Industry
before
others
do
You’re
here
to
lead
that
revolu_on

14. CEO’s
Job
@Risk
&
Yours:
The
Analysts
(a) Margins
BoLom-­‐Line
Growth
(b) Reliable
Bullet-­‐Proof
Tech
(c) Sales
Top-­‐Line
Growth
(d) UX
Best-­‐in-­‐Class
Touch
Who
failed
all
four?
What
keeps
your
CEO
up
at
night?
Mode
1
Mode
2

15. “Gedng
fired
from
Apple
was
the
best
thing…”
Steve
Jobs
RIOPORT
mp3
YEAR
2000
BECOMING
MOST
ADMIRED
IS
DANGEROUS

16. This
is
how
we
saw
Steve

17. “People
don’t
care
how
much
you
know
un_l
they
know
how
much
you
care.”
Bill
Gates

18. 1.
Significance.
Why
IT
maLers.
2.
Pride.
Why
YOU
maTer.
3.
Belonging.
Why
WE
maTer.
Full
Engagement
Nobody
Does
It
ALONE.

19. It’s
about
H.O.W.
Helping
Others
Win
This
is
how
clients
&
employees
feel

20. 2015
1987
‘Simple’
is
the
new
hard
GENBAND
• SIMPLICITY
&
INTEGRATION
• FROM
250
APPLICATIONS
TO
TWO
• FROM
10
PORTALS
TO
ONE
• Darrin
Whitney,
CIO
&
SVP

21. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
DOES
YOUR
DIGITAL
EXPERIENCE
FEEL
HUMAN
MAUI
JIM
Sunglasses
• Digital
makes
it
PERSONAL
• BRIDGE
TECH
&
MARKETING
• A
CONSISTENT
EXPERIENCE
• Mark
Porto
&
Prof.
Jim
Ferolo
FIVE
Q’S
THAT
BUILD
HUMAN
CONNECTION

22. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com

23. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
1. How
do
clients
iden'fy
w
your
brand?
Why?
2. How
do
priori'ze
what’s
most
meaningful?
3. What
are
the
compe'tors’
unique
value?
4. Who
influences
buying
decisions?
5. What
isn’t
adding
value?
Can
we
stop?
FIVE
DIFFERENTIATORS

24. Sir Richard Branson
VIRGIN:
We
have
more
experience
than
our
name
would
suggest!
400
VIRGIN
COMPANIES
What
Can
we
STOP?
Richard
Branson’s
Re-­‐inven_on
Strategy

25. What
if
you
had
to
start
over?
Richard
Branson’s
home…
Reinvent
Yourself

26. 1.
Same
Structure?
2.
Same
Process?
3.
Same
Ideas?
What
are
you
wai_ng
for?!
Would
you
rebuild
the
same
way?
Digital
Transforma'on
exposes
both
the
Brutal
Truth
&
Great
Opportuniaes…

27. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
UNLIKELY
COMPETITORS
‘INDUSTRY’
COMPETITORS
RARELY
DISRUPT…
1. Google
in
TV
biz…or
thermostats
2. Apple
wasn’t
in
music
or
phone
‘industry’
What
sparked
Genius
Bar
idea?
3. Disrup_ve
Growth
Leadership:
Forget
Industry.
Think
Access.
Think
Engagement

28. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
There
is
no
such
thing
as
an
“Industry”
Behavioral
Data
creates
beler
targeted
products
Influence
&
Innova>on
from
outside
Hollywood

29. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
Why?
1.
Access
to
disrup>ve
technology.
2.
Market
access
and
compe>>ve
posi>on.
3.
Access
to
talent
4.
R&D
5.
All
of
the
above
Anyone
living
thru
acquisi'ons/mergers?

30. Copyright
©
2015
Execu>ve
Powertools,
LLC
–
www.MarkCThompson.com
BOUGHT
FOR
ACCESS
to…
1.
IP
&
DIGITAL
TECHNOLOGY
2.
MARKETS
3.
TALENT
4.
R&D
YOUTUBE’S
CHAD
HURLEY
LARRY
PAGE
‘We
buy
a
company
every
week…’
Disrup've
Growth
Leadership

31. 1. You’re
impac>ng
every
strategy
2. You’re
re-­‐defining
the
BRAND
3. Paradox:
Cost,
Risk,
Margins,
UX
4. You’re
the
bridge
between
IT
&
Clients
5.
You
might
BE
next
CEO?
You
deserve
a
$alary
Increase
Why
You’re
loved
&
feared
by
CEOs

32. The most powerful tool for success
There’s
not
just
one
defini_on
How
the
BEST
of
the
Best
Define
Success

33. (1)
Performance
Driven
Culture
Purpose
(Cause)
Performance
(Deliverables)
Passion
(Mo_ves)
Admired
Built
to
Last
3 P’s
(3)
PASSION:
Buffel
Mark@MarkCThompson.com
(2)
Execu_on

34. THE
BIG
SIX
-­‐
The
Passion
Test
6.
Bore
People
Right
People
in
the
Right
Seats
1. Flow
2. Failure
3. Proac_ve
4. Decisive
5. Collabora_ve

35. ✓ Will
You
Play
to
Be
Remembered?

36.
We
will
you
send
this
presenta>on
and
our
course
free
at:
Mark@MarkCThompson.com
Copyright
©
2014
Symantec
Corpora>on
36