IT reseller - Disrupt before you are overtaken

Copyright SaaS-it Consult 20141

Disrupt before you are overtakenAnders Trolle-Schultz, Managing Partner, SaaS-it Consult


Gulf - Market

• Enterprise hardware ”moves” to Cloud Infrastructure• Software Compliance• From perpetual to subscription• Mobility – Mobile apps• UAE hub for MENA/MEA with Private Clouds• Regulations – UAE just imposed Public Data ”stays”

in UAE• Community Clouds• New partners WILL move into your space


MessagingLandscape of Competitio

n

Sales Models

Partnerships

Moving from Inside-out to Outside-

in

Local Flavor

RFPs

Disrupt

Your biggest challenges

Your need to


The Local flavor

On-premiseServices

Local Hosted

Services

International

Cloud offerings


Join the competition, create new partnerships

VendorAlliance Partners

Partnering in the eco-

system of Partners


Messaging

Website InternalSocial Media

Customer Engagemen

ts

Service Definitions

Alliance Partners

CustomerSuccess Stories

Thought Leadership

Conte

nt

Execu

tion


How you work to day – Inside-out

7

• Market research / trends define your product set

• Your alliances compete with you

• The customer has to make sense of:• Competitive

offerings• Industry trends• Approached from

your alliances• Your offering

Customer Needs &

Pains

Your Solutions &

Services

Your Alliances

Industry Trends

Competition


Customer adaptivity – Outside-in

8

In the outside-in approach:• A deep analysis of specific

customer needs and value points defines your product set

• You integrate your alliances to present a single offering

• You make sense of industry trends and guide your customers as thought leader

• Your competition is disrupted and you disrupt customers thinking

• The three key words throughout your organisation are:• Customer• Adaptive• Disruption

Customer Needs &

Pains

Your Solutions &

ServicesYour

Alliances

Industry Trends

Competition

Customer needs / value

analysis

Customer adaptive offering


The move in the sales approach

• Based on transactions• Sales person acts as

product specialist• Superiority of the product

or price are selection criterions

• Focus is on what happens after RFP

• Supports operational change

• Focus is on solving problems or change to status quo

• Added value services or products highlighted

• Role of sales rep is problem solver

• Starting point is to develop/disrupt/ change customer processes

• Executive management as customer

• Sales rep as management consultant

• Focus is on what happens before RFP

Product sales Solution sales Value sales


Get in front of the RFPs - Disrupt

Educate the customer

Challenge the Customer


Final Comment


Disrupt yourself and your customersbefore

you are disrupted by competition


Get in touch

SaaS-it Consultwww.saas-it.net

Anders Trolle-Schultz

[email protected]: @trolleschultzhttp://dk.linkedin.com/in/trolleschultz

+45 2992 5676(Denmark)+971 55 934 0604 (UAE)

Anders Trolle-Schultz

Anders has a long career in Sales, Marketing & Business Development. He has worked in various industries covering Telecom, IT distribution and sales, and Fast Moving Consumer Goods.

Anders has a profound understanding of cross-industry partnerships and how to leverage the strength of multiple industry players.

http://www.saas-it.net/

mailto:[email protected]

http://dk.linkedin.com/in/trolleschultz

http://dk.linkedin.com/in/trolleschultz

IT reseller - Disrupt before you are overtaken

Technology

copyright saas

customer sales rep

offering customer needs

sense of industry trends

role of sales rep

value services

industry partnerships

transactions sales person