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Le monde a changé?
Deux
Questions?
1. Réalité ou illusion?

www.flickr.com/photos/tomwachtel/5765694718
2. Opportunité ou menace?
www.flickr.com/photos/squeakywheel/252715820
cela va t-il être
Un petit indice!
Changeur de jeu
Le jeu
Le jeu
Changeur de jeu

Clients

Economie

Services du Cloud
Quels sont
les moteurs du
L’ère Post-PC

www.flickr.com/photos/gsfc/5958581666
L’ère Post-PC
Bring Your Own Devices

www.flickr.com/photos/edyson/4494308719
Les clients de demain
Un style de vie numérique
Consommarisation de IT
www.flickr.com/photos/yourdon/5085610893
Consommation 24h/24h
www.flickr.com/photos/yourdon/5022289365
Consommateur numérique
www.flickr.com/photos/marcof/5686932132
Le Cloud = Business transformation
www.flickr.com/photos/e2conf/6348172393
Un voyage vers l’inconnu
Faites le bien
www.flickr.com/photos/winemegup/3641912321
Faites le mal

www.flickr.com/photos/roome/3390682853
Vous vous sentez comme ça?
Une stratégie de changement

www.flickr.com/photos/12023825@N04/2898021822
Perturber
ou être

Perturbé
Un changement perturbateur
www.flickr.com/photos/mwichary/3690887427
Au secours! Par où je commence?
dif éremment

f
Ancienne façon de penser

X

Nouvelle technologie

=
L’échec
“Toute bataille est
gagnée avant qu’elle
ne commence.”
Sun Tzu
544 - 496 BC
Une nouvelle perspective
37
Questions stratégiques
CLOUD
Delivery
SaaS
Service
CLOUD =
CUSTOMER
Si le Cloud est la

réponse

Quelle est la

QUESTION?
Quel est le

problèmepour
lequel vous êtes
la SOLUTION?
1

Le voyage de l’acheteur

2

Différencier au niveau 2 et au niveau 3

3

Facteurs de succès du Cloud: Value Migration
Le voyage de l’acheteur

SalesChannel Europe ©2013 All rights reserved

45
Le voyage de l’acheteur
Rechercher

Référer

Trouver

Supporter

Qualifier

Différencier
Essayer

Up-sell

Gérer

Acheter
Activer
Eliminer les barrières pour vendre

47
1

Le voyage de l’acheteur

2

Différencier au niveau 2 et au niveau 3

3

Facteurs de succès du Cloud: Value Migration
Différenciation: 3 niveaux de valeur perçue

3

E2E
Customer Experience

2

Support Services

1

Produit/Service
Basic
Vos Cloud
Product/Service
Services

Produit/Service:
• Technologie
• Performance/prix
• Qualité
Support Services:
• Niveaux de support
• Qualité de service
• Systèmes
• Processus
E2E Customer Experience:
• Salariés
• Valeur perçue
• Intéraction humaine
• Dépasser les attentes du client

SalesChannel Europe ©2013 All rights reserved
Exemple
Rackspace
Le processus de vente

Le processus
d’adoption du
produit/service
Le processus d’adoption

Le E2E

Customer

EXPERIENCE
QUOI
ET
COMMENT
Comprendre comment ils décident
Personas de l’acheteur
Cibler les différents personas
Expérimentation du MIT
“Je suis le pire vendeur au
monde, c’est pourquoi je
dois rendre l’achat le plus
facile possible.”
F. W. Woolworth
April 13, 1852 – April 8, 1919
Changer votre façon de penser

www.flickr.com/photos/oriol_gascon/2172565951
La méthode dure
AND thinking
Penser comme un enfant

www.flickr.com/photos/toekneesan/3847444842
Créer des propositions
de valeur simple
Média social
1

Le voyage de l’acheteur

2

Différencier au niveau 2 et au niveau 3

3

Facteurs de succès du Cloud: Value Migration
Facteurs de succès du
Cloud = Adoption du Cloud
Adoption pas le client

SalesChannel Europe ©2013 All rights reserved

www.flickr.com/photos/koffiemetkoek/6012189679
Déclencheur de l'adoption
“Lorsque la vitesse de
changement externe
est supérieure à la
vitesse de changement
interne, vous avez un
problème.”
- Jack Welch

70
www.flickr.com/photos/nathaninsandiego/3466495191
Vitesse de changement externe

www.flickr.com/photos/sergei24/306212854
Vitesse de changement interne

www.flickr.com/photos/14degrees/440515255
Faites le mal

www.flickr.com/photos/roome/3390682853
Le changement
commence
avec le
CHANGER
avant
d’avoir à

CHANGER
Vous vous sentez comme ça?
Checklist: Facteurs
de succès du Cloud
1.

Le Cloud est là pour toujours

2.

Le meilleur moyen d’atteindre la plage est de surfer sur la vague

3.

Alignez vos actions commerciales avec le voyage de l’acheteur

4.

Communiquez sur ce qui vous différencie des autres

5.

Devenez un "Cloud Trusted Advisor"

6.

Profitez du Cloud expertise chez Comstor France

7.

Savourez votre succès et profitez du Cloud!
Faites le bien
www.flickr.com/photos/winemegup/3641912321
Faites le bien

www.flickr.com/photos/littlebabyjesus/123838009
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com

www.flickr.com/photos/horacio/3781750

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Le Cloud = Business Transformation_FR