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Business The Buyer's Journey

1. The world has changed? 2. TwoQuestions? 3. 1. Reality or illusion?www.flickr.com/photos/tomwachtel/5765694718 4. 2. Opportunity or threat? www.flickr.com/photos/squeakywheel/252715820…

Business Achieving Competitive Advantage

1. Opportunity or Threat? 2. theProblem 3. Avoiding cloud-hypnosiswww.flickr.com/photos/fusionpanda/822788491 4. Cyber threats are . . . 5. You need to double your protection…

Technology Escaping Commoditisation

1. www.flickr.com/photos/lobraumeister/3168287411 2. “We are different” www.flickr.com/photos/theplanetdotcom/4879425518 3. “We are really different”www.flickr.com/photos/traftery/4773457853…

Business Differentiate or Die

1. Goal:Move SOHO & SMB customersto Office 365 and the Cloud 2. Find 3 Take Awayswww.flickr.com/photos/jamesjordan/3026672665 3. Differentiationwww.flickr.com/photos/29233640@N07/5131195458…

Business Differentiation Happens in The Channel

1. Find 3 Take Awayswww.flickr.com/photos/jamesjordan/3026672665 2. Differentiation in the cloudwww.flickr.com/photos/blackbeltjones/5449579698 3. Communicating theINVISIBLE…

Business Differentiate or Die

1. www.zencollegelife.com/blog/wp-content/uploads/2009/04/non_conformity.jpg 2. Goal:Help your customers move to theCloud using your Hosted Services 3. Differentiation in…