Digital Transformation of the Channel

D i g i t a l

Transformation

A N D T H E C H A N N E L C H A L L E N G E @jcaudron

Sorry!

Hi, I’m Jo Caudron Active in digital since 1993

Internet entrepreneur involved in 20+ start-ups.

Founding Partner of Duval Union Consulting

@jcaudron jo@duvalunion.com

We are business consultants for a digital

world.

Our mission is to help organization transform.

@jcaudron

Sold in +50 countries!

BUY NOW! www.digitaltransformationbook.com

Survey

Expect a smack in the face…Digital Disruption is real

1995+ Music Photography Video Rental …

2005+ Print Media TV Travel HR …

2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance …

2025 All Safe havens will be subject to digital disruption …

WAVES OF Disruption

What can we learn?

What can we learn?

THE WORLD IS CHANGING GENERATION BY GENERATION

WHO DO YOU SERVICE?

@jcaudron

WHO DO YOU SERVICE?

@jcaudron

WHO DO YOU SERVICE?

@jcaudron

WHO DO YOU SERVICE?

@jcaudron

YOU CHALLENGERS

The Challengers move into your space, when will you move into theirs?

F R O M DIGITIZATION

T O TRANSFORMATION

THE IMPACT OF D I G I T A L

Slicing the Elephant

creates Insightolifant loopt door de winkel. kan je niet meer inpassen. Hoe doen we dit? later toewijzen. Foto model ruit

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOXDIGITIZATION

The Glass

The

The Frog

Survey

Culture

Ability to execute

Driver’s seat

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

The Glass

The

The Gatekeeper

The Frog

The Package

The CyborgThe Participant

Survey

Culture

Ability to execute

Driver’s seat

TRANSFORMATION

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

The Glass House

The Traveller

The Gatekeeper

The Frog

The Package

The CyborgThe Participant

Survey

Culture

Ability to execute

Driver’s seat

The Glass House

The Package

The Cyborg

Survey

Culture

PRODUCT & BUSINESS MODEL

FREECONOMY Buffer is a social listening tool that gives the user great utility for free till a certain extent. Software users expect to get a part for free

for ever. They are willing to pay for extra features and to scale the use.

FREECONOMY Mailchimp is a mailing configurator tool

that gives the user great utility for free till a certain extent.

Software users expect to get a part for free for ever. They are willing to pay for extra

features and to scale the use.

ACCESS OVER OWNERSHIP

ACCESS OVER OWNERSHIP

ACCESS OVER OWNERSHIP

FROM PRODUCT TO SERVICE

The Glass House

The Package

The Cyborg

Survey

Culture

PRODUCT & BUSINESS MODEL

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

The Glass

The

The Gatekeeper

The Frog

The Package

The CyborgThe Participant

Survey

Culture

Ability to execute

Driver’s seat

MARKET & COMPETITION

The Glass House

The Gatekeeper

The Frog

The Participant

Survey

Culture

Ability to execute

NEW PLAYERS

RADICAL ADJAGENCY

DISCOVERY GetApp is a search engine for all business software, tools, saas-platform,…

RECOMMENDATION COMMUNITY

Producthunt is a global community where everybody can post new tools and platforms.

Community members can vote them up or down to influence their recommendation

SHARING ECONOMY 99 designs is a platform where you can ask anybody to do

graphic work for you. In this marketplace everybody can be a designer.

MARKET & COMPETITION

The Glass House

The Gatekeeper

The Frog

The Participant

Survey

Culture

Ability to execute

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

The Glass

The

The Gatekeeper

The Frog

The Package

The CyborgThe Participant

Survey

Culture

Ability to execute

Driver’s seat

CUSTOMER RELATIONSHIP & CHANNEL

The Glass House

The Traveller

The Frog

CAN HISTORY TEACH US A LESSON?

WHAT ABOUT TODAY?

PROXIMITY THE CUSTOMER HAS GAINED

CONTROL OF WHAT CHANNEL HE WANTS TO COMMUNICATE BY

BRAND CONSISTENCY BECOMES KEY…

VISUALISATION Audi uses VR to give the customers in the dealership

a consistent experience of the product and explanation.

CLOUD BASED

AND IT IS JUST STARTING

CUSTOMER RELATIONSHIP & CHANNEL

The Glass House

The Traveller

The Frog

CUSTOMER RELATIONSHIP & CHANNEL

ORGANIZATION

MARKET & COMPETITION

PRODUCT & BUSINESS MODEL

THE TRANSFORMATION BOX

The Glass House

The Traveller

The Gatekeeper

The Frog

The Package

The CyborgThe Participant

Survey

Culture

Ability to execute

Driver’s seat

Culture Ability to execute

Driver’s seat

ORGANIZATION

Don’t worry, we’ve got a PLAN

@jcaudron

YOU NEED TO Scan YOUR

ENVIRONMENT @jcaudron

DETERMINE THE IMPACT

@jcaudron

CREATE A North Star VISION

@jcaudron

DEFINE A Transformation STRATEGY

@jcaudron

TOO STRATEGIC Not actionable enough

TOO TACTICAL Not durable enough

STRATEGY, HOW DO YOU GET IT RIGHT?

A SHARED BY ALL STRATEGY FOR 3 TO 5 YEARS WITH CLEAR ACTIONS

SWEETSPOT

Producer/Brand Consumer

SUPPORT

PRODUCT

COMMUNICATION500k+ likes

BRANDS WANT TO BETTER UNDERSTAND THEIR CUSTOMERS

EXPECTATIONS OF THE

CUSTOMER

WHAT THE CHANNEL

CAN OFFER

OFTEN THE CHANNEL

PARTNERS DO NOT

HAVE THE

MEANS MINDSET MANDATE

PEOPLE SCALE

TO SUCCESSFULLY TRANSFORM THEIR ORGANIZATION

CRM SMART TARGETTING

MARKETING AUTOMATION 24/7 SUPPORT

AR/VR ARTIFICIAL INTELLIGENCE LONGTAIL DATA

EMPOWER THE CHANNEL PARTNERS

OPTION

BYPASS THE CHANNEL PARTNERS

THE FUTURE IS

IN THE M I X

CRM SMART TARGETTING MARKETING AUTOMATION 24/7 SUPPORT

AR/VR ARTIFICIAL INTELLIGENCE LONGTAIL DATA

Experience

Knowledge

Service

Support

Optimization Trust

BRAND CHANNEL

DEFINE A Transformation STRATEGY

@jcaudron

BUILD A ROAD MAP

@jcaudron

BUILD a new ORGANIZATION

From an outdated MOTHERSHIP

From an outdated M o t h e r s h i pTO A modern

F L E E T

D I G I TA L

Leadership@jcaudron

BECOME FUTURE PROOF

SCAN INNOVATIONS

DETERMINE IMPACT

NORTH STAR VISION

&STRATEGY

BUILD ROADMAP

INSTALL DIGITAL

LEADERSHIP

BUILD DIGITAL ORGANIZATION

ORGANISATION

DIGITAL LEADERSHIP Asses, contain and

develop digital savviness

DIGITAL GOVERNANCE Digital ownerships, roles, policy, structure

Digital Office, …

DIGITAL ORGANISATION Reshape your organisation

Communication for faster growth

BUSINESS (OPERATIONAL) MODELS

HACKATHON / INCUBATOR PROGRAM Stimulate internal creativity and bottom-up innovation

START-UP BOOTCAMPS Think, plan, act like a start-up and build

the minimum viable business case

CORPORATE ACCELERATOR Drive outside-in innovation via collaboration with

start-ups

READINESS SURVEY ASSESSMENT & RESEARCH

INSPIRATION IMPACT ANALYSIS

FUTURE SCENARIOS NORTH STAR VISION

TRANSFORMATION STRATEGY STAKEHOLDERS & PROBLEMS

IDEATION & PRIORITIES DIGITAL AGENDA

BUSINESS STRATEGY

EXECUTIVE JOURNEY

BUILDINGTHE FUTURE PROOF COMPANY …

TREND WATCHING

CONTINUOUSLY SCANNING THE MARKET FOR NEW TRENDS

CUSTOMER RELATIONSHIP

SOCIAL MEDIA STRATEGY Make social an intrinsic part

of the business

CUSTOMER EXPERIENCE Continuously optimise your journey,

pain points and touch points

GROWTH HACKING Implement smart techniques

to scale our business

CHANNEL HACKING Implement smart techniques

to scale our business

SOLUTIONS

SERVICE DESIGN Define new style products &

services

PLATFORM MAPPING Define (technology) solutions

and requirements

DATA STRATEGY Make data an essential part of

day2day business

ROADMAP DEFINITION Elaborate the Digital Agenda to become an

actual business roadmap

How do you feel?

Find my slides on www.speakersbase.com/jo

Need help? Book me and my team to consult you! www.duvalunionconsulting.com @jcaudron jo.caudron@duvalunion.com 00 32 475 43 80 98

D i g i t a l

Transformation

A N D T H E C H A N N E L C H A L L E N G E @jcaudron