Digital Transformation i praksis
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This document discusses making digital transformation real at a partner day event. It outlines how digital transformation is changing culture and sales models to focus on strategic partnerships, cloud services, and business outcomes. The transformation requires shifting from selling products individually to selling solutions and outcomes jointly with partners using a growth mindset and customer-centric approach. It also emphasizes leveraging platforms and services, cloud migration, co-selling with partners locally, and using new technologies like HoloLens to prove concepts and solutions.
Digital Transformation i praksis
- 1. M A K I N G D I G I TA L T R A N S F O R M AT I O N R E A L ! @ PA R T N E R D AY F R E D E R I K M . B R A U N _ H E A D O F S P E C I A L I S T S A L E S
- 2. culture impact is changing …our sales model & organization engage with customers and partners Digital Transformation also impacts
- 3. ... making digital strategy a core part of corporate strategy… … powered by sophisticated technology… … culturally integrated amongst all people
- 4. shift to cloud To Relevant This is where the Digital Transformation happens Intelligent Cloud Reinventing Productivity & Business Process More Personal Computing
- 5. TO Growth mindset Consumption and Business Outcomes Selling First and Third-Party Solutions One Microsoft Team Approach Sellers as Customer Value Creators with IT and BDMs FROM Fixed EA and Licensing Selling Products Individual Customer Relationships Sellers as Relationship Managers with IT Our (Sales) transformation journey Be a learning organization. Share best practices. Live the growth mindset.
- 6. Realizing it requires us to change how we sell Selling software products and licensing programs to IT and procurement vs Selling tangible business outcomes to business leaders in an industry context Leaving the customer to figure out how to get acquired software implemented and used vs Delivering fast customer time-to-value to drive cloud service adoption and consumption Selling either without or through partners as opposed to with partners vs Driving proactive engagement, joint planning and effective co-selling motion with business savvy partners
- 7. Sales model Repetitive New Biz engine & Solution Selling STU & Partners ”Mode 2” Transformational engagements & partnering deals
- 8. Digital Transformation Levering PaaS & SaaS (Advanced Analytics) Cloud (Operational) Excellence Leveraging PaaS Cloud Migration Lift and shift ”as-is” to IaaS Cloud Migration Lift and shift ”as-is” to IaaS
- 9. Co-Sell
- 10. Global cloud services – local engagements
- 11. MTC Investment Envision what’s possible Align business objectives to solutions Immerse yourself in technology Prove the concept Envisioning Experiences HoloLens Experiences Immersion Experiences – Workshops Strategy Briefings Architecture Design Sessions Proof of Concepts Our Offerings
- 12. Thank you! + Q&A