XChange. Solution Provider 2016

Transcription

1 XChange Solution Provider 2016

2 Selling Strategies Our Lives and Getting To Us Niel Nickolaisen, CTO OC Tanner, Founder, Decision Shapers

3 Do You Really Want To Sell To Me? The Accidental CIO Author of two books and numerous articles Spent last 17 years doing IT turnarounds My contribution to the world consists of three things: Purpose Alignment - transformative Business Value Model Trust / Ownership Model

4 Let Me Tell You Something About My Life

5 How do we solve the Leadership Paradox? Deliver operational excellence while... Driving innovation Technology Business model Business rule Product and service

6 So what is different today?

7 The currency is now speed Everything is moving fast We need to move fast too

8 We are swimming in oceans of uncertainty and ambiguity We must move fast but move where?

9 We are buried in data and so need to be really good at personalizing the filters

10 the individual is the device and there is no difference between organizational and personal computing

11 thinkbig technology trends towards perfection

12 We need to be in the experience business

13 A study predicts that 40% of the Fortune 500 will not exist in 10 years Are you kidding me? How can that be?

14 Reluctance to embrace the looming technology-driven changes

15 The Harsh Reality? There is a decent gap between what I deliver and what my clients expect in both: Operational Excellence Innovation

16 The Harsh Reality? There is a decent gap between what I deliver and what my clients expect in both: Operational Excellence Innovation

17 Let s Talk About You might be just what I need You might never get to me How you might get to me How to leverage the few seconds you have my attention How to become a valued, trusted advisor to IT leaders as they navigate the digital transformation

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19 I Need To improve agility by cleaning up my legacy mess To make better in / out decisions To explore new technologies To increase throughput

20 How Would I Ever Know... How you can help me?

21 Getting To Me Week of February 29 th : 19 LinkedIn Requests 12 from sales / BD / consulting Which 12 did I decline? Friday, March 3 rd : 25 direct solicitations 17 indirect solicitations How many did I delete without reading? Telephone: I never answer and wait until it goes to voic . How many do I listen to?

22 What Chance Do You Have? First, I will always take a call or an or a meeting from one of my peers Second, you have about 7 seconds to catch my attention What can you do in 7 seconds? #1 What do you do better than anyone else? If that works, then #2 How will that make my life better? #3 How can I know this is true?

23 What Do You Do Better Than Anyone Else? Four important questions: Who do we serve? What do they need and want most? What do we do better than anyone else to meet those needs and wants? What is the best way to deliver this? Distill this down to something you can deliver in 7 seconds or a couple of sentences and I will listen to you (or read your or not decline your connection request).

24 Please Read the Following Exchange Subject: RE: Meeting Next Week Again, too nebulous to be meaningful. Subject: RE: Meeting Next Week Hi Niel, As I m sure you ve seen, when s get to wordy they do not get read. I appreciate the prompt response. We are a 3 rd party IT maintenance and service company specializing in reducing costs while also improving the quality of your support. We offer vendor agnostic services ensuring you get an assessment of your environment. I apologize for the vague and ask that you reconsider a meeting, assuming you see something of interest. Thank you for your consideration and I appreciate your candor. Subject: RE: Meeting Next Week No thanks. At a minimum, you should at least describe what you do so that I can assess my level of interest. So, no thanks, Subject: Meeting Next Week Hi Niel, I will be in Utah next week with my hardware specialist. Would you have minutes available on Wednesday afternoon for a meeting? Would 3PM wor? If not, we will be in town until Friday and have a flexible schedule.

25 As Compared To Niel, We use a proprietary technology and approach that helps you identify duplicated and un- and under-used assets (licenses, applications and tools). We are better at this than you will ever want or need to be. May we talk about how we can save you these costs and do so with just a tiny investment of your team s time?

26 One Last Thing Becoming a Trusted Advisor

27 What do challengers do? Help their clients be more successful

28 Purpose Alignment Focus innovation only here Adopt best practices and the innovation of others Simplify Standardize

29 Purpose Alignment You Them How do you, deliver best practices, reduce risks, unleash capacity?

30 Questions?

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