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© PAC
Digital Disruption in the IT Industry With or without you? Nicole Dufft, SVP PAC
2014
© PAC 2014 2 PAC Webinar - Digital Disruption in the IT Industry
Digital transformation
is bringing IT to the center of business strategy
© PAC 2014 3 PAC Webinar - Digital Disruption in the IT Industry
Customer centricity
Agility & innovativeness
Data-driven decision making
New business imperatives in the digital world
© PAC PAC Webinar - Digital Disruption in the IT Industry 2014 4
New market segments and growth areas
New players and changing ecosystems
IT spending is shifting from legacy to growth IT
New IT consumption patterns and decision making
Disruption in the IT industry
© PAC 2014 PAC Webinar - Digital Disruption in the IT Industry 5
PAC webinar on digital disruption in the IT industry
Your questions are welcome!!
Dr. Andreas Stiehler Principal Analyst Digital Enterprise
Nicole Dufft Senior Vice President Digital Enterprise
© PAC 2014 6 PAC Webinar - Digital Disruption in the IT Industry
New business imperatives in the digital world
© PAC
Digitization creates empowered customers
2014 7
Buys everywhere
Has all information at her fingertips
Expects best user
experience possible
Lives online Tells the whole world what she thinks instantly
Leaves data everywhere
PAC Webinar - Digital Disruption in the IT Industry
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Customer centricity is a key business imperative Businesses in every industry have to fundamentally reshape their strategies towards the empowered customer
2014 8
New forms of customer
interaction
New digital products &
services
New digital sales
channels
New digital marketing formats
PAC Webinar - Digital Disruption in the IT Industry
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Digital transformation The need to redefine value proposition, technology strategy and operational model
9
Technology strategy • Reliability & security • Governance & organization • Innovation & agility
Business strategy • Digital business models • Business culture: innovation & collaboration • Organizational transformation
Narrow view: Focus on the
customer
Customer experience
• Digital products &
services • Digital sales • Digital marketing • Digital customer
interaction
Enabling technologies
• Cloud • Big data/analytics • Mobility • Social media • Ubiquitous
Internet
Operational Processes
• Social
collaboration • Information mgmt. • HR/change mgmt. • Supply chain &
procurement
Broad view: Touches the
whole organization
PAC Webinar - Digital Disruption in the IT Industry 2014
© PAC
Intelligent machines can do a lot – but they cannot innovate. Innovation requires innovative people!
Innovativeness requires new working environments and a new working culture: ● From hierarchical organization to self-organized
teams ● From structured processes to creative chaos ● Work is not a place you go to, it’s a thing you do…
A combination of culture and technology can create the environment for innovative people.
2014 10 PAC Webinar - Digital Disruption in the IT Industry
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Agility & Innovativeness Workplace environments today are not well suited for this!
2014 11
Agile? Innovative?
60% of German businesses have standardized workplace environments for all employees regardless of role or use case.
PAC Webinar - Digital Disruption in the IT Industry
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“Value is created not in a product or service itself but in the connections it fosters.”
Erich Joachimsthaler, CEO Vivaldi Partners
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Data-driven decision making The connected world
© PAC 2014
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Data-driven decision making Machine-generated data will dwarf human-generated data
2014 13
Sensors are everywhere and collect massive amounts of data. This opens up entirely new ways of doing business!
PAC Webinar - Digital Disruption in the IT Industry
© PAC 2014 14 PAC Webinar - Digital Disruption in the IT Industry
IT moves from being a support function to the center of business
strategy
© PAC PAC Webinar - Digital Disruption in the IT Industry 2014 15
Disruption in the IT industry
© PAC
We expect significant shifts in IT spending: From legacy to growth IT
2014 16
18%
8%
7% 1% 1% 65%
BaaS, SaaS, PaaS, IaaS; 30%
Cloud-related PS & AM; 22% UCC; 7%
Mobility; 3%
Big Data; 4%
Rest of Market; 34%
Worldwide
2013
2017
15%
6%
6% 1% 1%
71%
BaaS, SaaS, PaaS, IaaS; 27%
Cloud-related PS & AM; 19%
UCC; 7% Mobility; 3%
Big Data; 4%
Rest of Market; 40%
EMEA
2013
2017
23%
11%
6% 2%
2%
56%
BaaS, SaaS, PaaS, IaaS; 36%
Cloud-related PS & AM; 26%
UCC; 7%
Mobility; 4%
Big Data; 4%
Rest of Market; 23%
Americas
2013
2017
12%
6%
7% 1% 1%
73%
BaaS, SaaS, PaaS, IaaS; 22%
Cloud-related PS & AM; 18%
UCC; 7%
Mobility; 3% Big Data; 3%
Rest of Market; 47%
Asia-Pacific
2013
2017
Key challenge: How can you stabilize your “legacy business” (ERP, hosting, mature markets etc.) and maintain (or increase!) its profitability to be able to invest in new growth areas?
Shares of trend topics in IT services markets
PAC Webinar - Digital Disruption in the IT Industry
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New consumption patterns & target groups
2014 17
Complex legacy IT Agile cloud-based services
IT decision makers Business decision makers
Large IT implementation & integration projects Small speed boat projects
Integrated corporate IT Enterprise app stores
IT services Business services (BPO/BPS)
IT supports business processes
IT drives business process innovation
PAC Webinar - Digital Disruption in the IT Industry
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New consumption patterns & target groups IT & business have different “trusted advisors”
2014 18
IT service providers
CIO
Digital agencies
CMO
PAC Webinar - Digital Disruption in the IT Industry
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Traditional IT companies have to be prepared for new players
2014 19 IT Services
Sof
twar
e
Digital agencies
• SapientNitro • WPP Digital • Publicis (Digitas LBi) • Omnicom • Interpublic Group
PAC Webinar - Digital Disruption in the IT Industry
Innovative niche
players
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“Our traditional target is the marketing function or the CMO – now it’s moving more toward the CIO and the information and
technology function.”
Sir Martin Sorrell, CEO WPP!
20 2014 PAC Webinar - Digital Disruption in the IT Industry
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Digital transformation market segments (narrow view)
Digital customer
experience & service
Digital content &
applications Digital sales & commerce
Digital marketing
21 PAC Webinar - Digital Disruption in the IT Industry
Digital integration platforms
Software
Services
Digital operations and management
Digital consulting
Digital technology
implementation
Digital technology integration
2014
© PAC
Digital transformation market (narrow view)
● €22bn in 2013 = 9.5% of overall SITS market ● Growth is not skyrocketing, but the strategic relevance of the topic is tremendous!
2014 22
0
5.000
10.000
15.000
20.000
25.000
30.000
35.000
2013 2014 2015 2016 2017
Digital transformation market volumes 2013-2017 Western Europe (in million euros)
Digital Transformation Software Products Digital Transformation Services © PAC 2013
PAC Webinar - Digital Disruption in the IT Industry
CAGR: 11.2%
© PAC
Growth areas in digital transformation Software & IT services by topic
Digital customer experience &
service
• Omni-channel solutions that allow for superior customer experience across all interaction channels.
• Comprehensive analytics integration across all channels and solutions.
• Software as a service / cloud-based solutions
• Integration platforms
Digital content & applications
Digital sales & commerce
Digital marketing
23 PAC Webinar - Digital Disruption in the IT Industry 2014
Digital integration platforms
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Growth areas in digital transformation IT services by type
Digital consulting
24 PAC Webinar - Digital Disruption in the IT Industry 2014
• Combined business and technology consulting
Digital technology
implementation
• Comprehensive consulting on various technology areas coupled with creativity and design capabilities.
Digital technology integration
• Back-end integration of front-end solutions
Digital operations and management
• Hosting and managed services for digital solution platforms • Business process outsourcing
© PAC 25 PAC Webinar - Digital Disruption in the IT Industry
Become a strategic partner for the digital transformation process of your customers!
• Actively position yourself as a digital transformation partner.
• Break up go-to-market silos. • Consider building up a dedicated digital practice.
2014
© PAC 2014 26 PAC Webinar - Digital Disruption in the IT Industry
Don’t sell technologies, sell business value! • Actively address business decision makers and their
individual challenges. • Actively address the new business imperatives in the
digital world: customer centricity, agility & innovativeness, data-driven decision making.
© PAC 2014 27 PAC Webinar - Digital Disruption in the IT Industry
Play an active role in the changing ecosystem! • Evaluate new partnerships and/or M&A activities. • Look for niche specialists in digital transformation and
digital agencies. • Build up your creative and innovation skills.
© PAC
How can PAC support you?
© PAC
SITSI® Digital Enterprise market research
2014 PAC Webinar - Digital Disruption in the IT Industry 29
Market figures & forecasts
Market reports
Vendor profiles
• Digital transformation software & IT services • Market volume and growth rates
• Market overview & trends • Vertical case study reports • Local Market InSight reports: France, Germany, UK
• Profiles of the digital transformation positioning of leading software vendors, IT service providers and digital agencies
© PAC
Customized research & consulting
2014 PAC Webinar - Digital Disruption in the IT Industry 30
Digital strategy workshops
• Customized workshop to discuss the impact of the current market developments on your individual strategy.
• Joint development of potential strategy options for your positioning as digital transformation partner.
Customized research
• Individual competitive and positioning analysis • Communications and sales support, content-based marketing • Speaking engagements
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Multi-client studies on digital transformation in France / Germany
Concept • Representative survey of marketing & sales as well as IT decision makers
Key questions • Challenges and strategies • Investment plans • Decision-making processes • Role of software and service providers
Sponsorship options • Silver: €7,000, Gold: €10,800, Premium: €16,500
Benefits • Market intelligence • Thought leadership and branding • Sales support and lead generation 2014 PAC Webinar - Digital Disruption in the IT Industry 31
Trend study Webinars & keynotes
Social media awareness Case studies
Spotlight analyses
© PAC
PAC’s Digital Enterprise team
2014 PAC Webinar - Digital Disruption in the IT Industry 32
Arnold Aumasson!SVPPAC France#
#
Dominic Trott!Senior AnalystPAC UK#
#
Andreas Stiehler!Principal Analyst Digital Enterprise PAC Germany#
Nicole Dufft!SVPDigital Enterprise PAC Germany#
#
Olivier Rafal!Principal ConsultantSoftware & SaaS PAC France#
Aurore Goncalves!Senior ConsultantPAC France#
Megan Dahlgren!Principal Consultant & Software Market Director PAC France#
Melanie Flug!Analyst – Mobility PAC Germany#
© PAC
Q&A
2014 PAC Webinar - Digital Disruption in the IT Industry 33
Many thanks for your attention. We are looking forward to your questions.
© PAC
PAC France!Pierre Audoin Consultants Immeuble Actualis - 2e étage 21 boulevard Haussmann 75009 Paris, France Tel: +33 (0) 1 56 03 67 24 [email protected] !!!
From strategy to execution, PAC delivers focused and objective responses to the growth challenges of Information and Communication Technology (ICT) players. Founded in 1976, PAC is a privately held research & consulting firm for the software and ICT services market. PAC helps ICT vendors to optimize their strategies by providing quantitative and qualitative market analysis as well as operational and strategic consulting. We advise CIOs and financial investors in evaluating ICT vendors and solutions and support their investment decisions. Public institutions and organizations also rely on our key analyses to develop and shape their ICT policies. For more information, please visit: www.pac-online.com PAC’s latest news: http://blog.pac-online.com##
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PAC U.S.Pierre Audoin Consultants 192 Lexington Avenue - Suite 1101 New York, NY 10016, USA Tel: +1 646 277-7250 Fax: +1 646 607-1716 [email protected] !!!
PAC UKPierre Audoin Consultants 2nd Floor, 15 Bowling Green Lane London EC1R 0BD United Kingdom Tel.: +44 (0) 207 251 2810 Fax: +44 (0) 207 490 7335 [email protected] !!!
PAC BrazilPierre Audoin Consultants Rua Pedro de Toledo, 130, Office 61, Vila Clementino Sao Paulo 04039-030 Brazil Tel.: +55 (11) 5539 0280 Fax: +55 (11) 5539 0280 [email protected]
About us!
PAC IndiaPierre Audoin Consultants 610-611, Ashoka Estate, 24 Barakhamba road, New Delhi - 110001, India Tel: +91 (0) 11 4353 [email protected]
2014