From As A Service to
At Your Service
Rob Kurver,
Kurver Founding Partner
The Next Cloud
XaaSMarket, Nieuwegein, 17 Sep 2014
It's about the journey, not about the cloud
Ik wil het niet over cloud hebben maar over de klant
Mijn eigen achtergrond
Opkomst van cloud meegemaakt
Cloud verkoop je meer en meer aan de business
Dus niet over de technische as...
En hele customer journey is online gegaan!
IT’S ALL ABOUT THE CUSTOMER AND THEIR JOURNEY
2
WE HAVE ENTERED THE AGE OF THE CUSTOMER
Change (Welch) - disconnect
“If the rate of
change
on
Terwijl
het dus
nu the
om pull gaat
outside
Hoe
moet hetexceeds
dan wel?
the rate of change
on the inside, the
end is near.”
near. —
Jack Welch
Heel veel be44drijven doen nog aan product push, technology sell
NEED TO MOVE FROM SELLING TO HELPING CUSTOMERS BUY
9
The 6 W’s of a Cloud Solution Provider
Who buys from you?
Why do they buy?
Why do they buy from you?
What is your offering (portfolio)?
What is your message?
Where do you market it?
10
WHO BUYS FROM YOU?
WHY DO PEOPLE BUY ((FROM YOU)?
)
WHAT DO YOUR CUSTOMERS ACTUALLY BUY?
+++ NIST def cloud
17
AND WHAT ELSE ARE THEY LOOKING TO BUY?
SALES FUNNEL HAS BECOME A CUSTOMER JOURNEY LOOP
CONTENT MARKETING AND MARKETING AUTOMATION NEEDED
22
Samen zijn we het verhaal...
IT REALLY IS ALL ABOUT SERVICE AND WORKING TOGETHER
23
The Next Cloud
At Your Service
Rob Kurver
Kurver, Founding Partner
@robkurver — rob@thenextcloud.co