CONVERGENCE READINESS, INC. EXTRAORDINARY INSIGHT CONVERGENCE READINESS INC. cnvrg.com
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CONVERGENCE READINESS, INC.
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cnvrg
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EXTRAORDINARY INSIGHT
CONVERGENCE READINESS
INC.
cnvrg
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CONVERGENCE READINESS, INC.
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cnvrg
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STRATEGIC BUSINESS PLANNING:AN EXECUTIVE OVERVIEW
Jim Sevier, Founder & CEO
CONVERGENCE READINESS, INC.
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cnvrg
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● BUSINESS ATTROPHY● PRODUCT / SERVICE COMMODITIZATION● MARKET SHARE ERROSION● REVENUE STAGNATION● UNEXPECTED EXPENSE INCREASE● UNEXPECTED SPENDING● TALENT LOSS● UNABLE TO ATTRACT TALENTED LEADERS
CONVERGENCE READINESS, INC.
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STRATEGYEQUALSCHANGE
CONVERGENCE READINESS, INC.
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cnvrg
.com The Value Of STRATEGY
1. DEFINES AND SEGMENTS CUSTOMERS
2. DEFINES AND ASSIGNS VALUE PROPOSITIONS
3. DEFINES EXISTING AND FUTURE COMPETENCIES
4. CREATES A COMPANY MISSION
5. CREATES AND MEASURES OBJECTIVES
CONVERGENCE READINESS, INC.
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cnvrg
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● No two CUSTOMERS are ALIKE● However they can share various attributes
● Purchasing behavior● Customization● Total Solution
● Assures Resource Alignment● Minimizes expense
● Establishes a Baseline● Business Development strategy
CONVERGENCE READINESS, INC.
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cnvrg
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● They must be UNIQUE● Experiment with innovation● Difficult to imitate
● Produce significant VALUE for customer and business● Transfer to the customer some expertise, knowledge
or capability that allows them to better perform● Generate UNBREAKABLE customer bonding
● Develop a solution that includes the Extended Enterprise (Community)
CONVERGENCE READINESS, INC.
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cnvrg
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● Appraises Current and Future Competencies● Identify our legitimate claims of leadership and those
required to meet the challenges in the Value Proposition
● Unique knowledge base● Fullness and completeness of products and services● Superior differentiated attributes
● Achieves Customer Centric Thinking● Competencies are based on delivering an
extraordinary customer experience
CONVERGENCE READINESS, INC.
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cnvrg
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● Selection of a planning horizon● Transformation timeframe (1-5 years)
● Description of changes to the business
● Statement of the mission● Intention of what the business will become● Compelling, dynamic and well-reasoned
• Products• Services• Customer base
• Complementor• Geographic• Competencies
CONVERGENCE READINESS, INC.
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cnvrg
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● Product Change● Our product and services portfolio will consist of a
properly packaged set of integrated solutions to our primary customers. The resulting value proposition that will emerge will be directed to the properly segmented and selected customers, which will constitute the essence of our leadership in Enterprise communications.
● Customer Change● A focused segmentation with the differentiated strategies
to satisfy, in the most effective way, the distinct needs for products and services of each of our customer tiers.
CONVERGENCE READINESS, INC.
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cnvrg
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● At the end of the day, something HAS to be accomplished● Re-alignment of the Organization
● Supporting changes in competencies and customers● Development of Business Processes
● Supporting changes in back office automation and service delivery
● Development of Metrics● Performance indicators● Time-driven events
CONVERGENCE READINESS, INC.
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cnvrg
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● Managing STRATEGY is managing CHANGE● Customer Centricity will ensure uniqueness and
deliver unbreakable customer bonds● Individual Value Propositions will deliver an
extraordinary customer experience and ensure effective use of resources
● Competencies will support continuing innovation and adaptation to changing market conditions
● The Mission will be the foundation of culture● Objectives will manage and reward
CONVERGENCE READINESS, INC.
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cnvrg
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● I would like to acknowledge the work of Arnoldo C. Hax, Sloan School of Management, Massachusetts Institute of Technology whose book “The Delta Model” is the inspiration for this presentation.
● This presentation is not intended to represent the views of the author, Sloan School of Management or MIT but to merely act as a catalyst for thought for the communications technology reseller industry.
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