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Ridge Consulting - Business Transformation Workshop - Overview

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Ridge Consulting - Business Transformation Workshop - Overview

  1. 1. Business Transformation Workshop Overview January 2017
  2. 2. Business Transformation Needs Direction © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com “The company without a strategy is willing to try anything." ― Michael Porter
  3. 3. Why Do So Many BT Initiatives Fail?  Most Business Transformation (BT) initiatives for tech companies are not about “Business” transformation in the first place.  Focus is on simple “Revenue model” transformation  Lack of long-term vision and commitment from executive leadership  Lack of “imposed distance” between the historical core business and the new model. © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com “The move from transactional licensing to SAAS, PAAS and other recurring revenue structures has turned business models upside-down. Add to this fact that many VAR’s are also developing their own solutions in “Co-Opetition” with their Vendor partners, while master distributors are merging and it is clear that the landscape has been significantly disrupted.“ From Ridge Consulting’s White Paper Business Transformation for VARs
  4. 4. Suitability for BT © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com “All partners are equal. But some are more equal than others. Partners that have a high potential for successful transformation CAN be identified and vendors should over-invest in these.” From Ridge Consulting article: Channel Partner Growth Matrix
  5. 5. Strategic Versus Operational BT © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com “The majority of reseller BT initiatives to date have focused on the operational execution of a transformation program. However, for resellers that are significantly transforming their business this is far too simplistic. Research from the Boston Consulting Group confirms that the formulation of Vision and Strategy which drives the transformation must be addressed before tactical execution.“ From Ridge Consulting’s White Paper Business Transformation for VARs
  6. 6. Lasting Business Transformation  Executive leadership at the channel partner must have:  Clear vision  Long-term strategy to achieve the vision  Long-term commitment to the vision  Adaptive approach  Align with key vendor(s)  “Imposed distance” between the new business model and the old “core” model © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com “Technology Vendors must share the blame in this. While most have produced content and programs to help resellers transform their business, these programs have been entirely tactical in emphasis and their message is typically “instead of selling this product, start selling this one”. Such a simplistic approach is an abdication of their responsibility to support their resellers success. It is time for more enlightened Vendors to step forward and provide a leadership role in their reseller’s transformation strategies for mutual benefit.“ From Ridge Consulting’s White Paper Business Transformation for VARs
  7. 7. Workshop Goals  Phase One: Strategic Transformation  Introduce a framework of tools which you can use to build and refine your business transformation strategy over time, and which can be used as a frame of reference for future decision making.  Help you commence your JOURNEY towards developing an enduring, coherent strategy based on a distinctive competitive advantage and which transcends technology S- curves or business cycles.  Phase Two: Operational Transformation  Consider revenue and licensing models  Evaluate vendor-specific models and solution areas  Phase Three: Wrap-up  Generate a completed DRAFT strategy canvas for transformation.  Provide a basis for our three 2-hour follow up sessions. © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com
  8. 8. Workshop Agenda  Using Ridge Consulting’s Proprietary “ALIGN”™ Methodology for accelerated strategy development  Aspire: Organisational Purpose  Vision & Mission  Lookout: External Analysis  Political, Economic, Environmental, Social, Technological, Legal  Internal: Internal Analysis  SWOT, VRIN Analysis  Gap: Strategic Options, Strategic Fit & Strategic Choice  Identify Your Distinctive Competitive Advantage  Gap Analysis (strengths you need to develop)  New Direction: Potential Strategies  Competition, Market Positioning and Potential Solution Offerings  Deliberate and Emergent Strategies © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com
  9. 9. Strategy & BT Tools We Use © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com BCG Business Transformation Model
  10. 10. Strategy Development Canvas  End of Day Output © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com
  11. 11. About the Workshop About the BT Workshop Presenter  Michael Kelly, B.Sc., MA, C.Dir  Chartered Director is recognised as the global “gold standard” in company strategy and governance.  Managing Partner, Ridge Consulting  20 years experience as an international entrepreneur  Specialises in strategy and marketing for technology channel partners  Provides strategy and channel marketing consulting worldwide to IBM, Intel, SAP, Cisco, Infor and many more.  Adrian Petzer, Managing Director, Deploy Partners (IBM Partner) “The workshop from Ridge Consulting helped us to crystallize our thoughts around the Company Vision and Strategy surprisingly quickly. The tools and A.L.I.G.N methodology introduced in the workshop were very effective and helped develop our thinking much faster than we could have done ourselves. By the end of the day we had a new draft strategy that we started to implement immediately. I highly recommend this very practical workshop to any technology solution provider looking to develop a business strategy to transform their business for long-term success”. © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com
  12. 12. Thank You! We look forward to working with you and your team… © Ridge Consulting 2016 All Rights Reserved www.ridge-consulting.com info@ridge-consulting.com

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