Digital Transformation Spectrum - 2011 to 2022

Digital Transformation Spectrum - 2011 to 2022 

• Sales Trigger has evolved with the Evolution of the Digital Transformation Journey from early 2011 to post-COVID. 
• The spectrum of Primary Sales and Transformation Triggers is highlighted below.

This is my 1st draft of the digital transformation spectrum, keen to get some feedback.

Core Components and Enablers

Digital Transformation - Economic Model

Digital Transformation - OPEX Lens from Efficiency Dividend to Enabling Revenue Generation  

Digital Transformation - Pathways

Digital Transformation - IT Services Landscape  

Weekend Reading

Weekend Reading 

Why Bioscience can change the world

“Eric Schmidt…thinks the next big thing is the “bioeconomy”, not the internet. This catch-all label, Schmidt explained to me at the Aspen Ideas forum last month, describes “the use of biological processes to make use of things that we consume and manufacture… advances in essentially molecular biology… plus advances in AI have allowed us to do new techniques and grow new things.” Helpfully, he listed a few innovations this economy might include: new plastics that naturally degrade without polluting water, “biologically neutral” cement that does not hurt the environment, soil microbes that reduce fertiliser use, soy-based roof-coating that reduces urban heat and, my favourite, compostable dining ware such as edible forks. Put another way, the bioeconomy is based on stuff that is grown using synthetic biology.”

The phases of Fit - "Product market Fit for Startups"

What can Influence Sellers Decision

What Students need to learn in school but dont get exposed to or taught:

Dear students, please learn the following in your school days :

1. public speaking 
2. writing well 
3. storytelling (see 1-2) 
4. personal finance 
5. critical thinking (not cynicism) 
6. active listening (hear unsaid) 
7. networking (trust and giving) 
8. good customer service 
9. how to sell 
10. to fight against entitlement 

source: Vala

  Millionaire Migration

IT and Digital Sales Business Case Drivers - Single Page View

IT Sales Business Case Drivers - Single Page View

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The nature of the IT Industry has evolved in a post-digital era. Today, IT is primarily divided into 2 domains: Traditional (including legacy) and Digital. 

Traditional technology and domain are about cost management, risk mitigation and functional fulfilment, whereas Digital is about revenue protection and generation (demand generation), taking risks and creating new seamless experiences. 

With this segmentation of IT and its business function in play, the positioning of Sales Business Cases and Calibrating triggers has changed in the Digital Era. 

Key factors to influence are highlighted below: 

• Growth Enabler 
• IT is Linear 
• Digital is Exponential 
• Complexity Resolution 
•  IT is about Predictability 
•  Digital is through Resilience, Adaptability, Scale 
• Competition 
• IT - against the Companies 
• Digital - against the Companies and their Ecosystem 
• Spending 
• IT - CIO driven 
•  Digital - CXO, BU Head and CDO driven 
• Economics 
• IT - Increase in Marginal Cost leads to an Increase in Marginal Revenue 
• Digital - minimal increase in Marginal Cost leads to higher Marginal Revenue (true network effects and platform economy to be in play) 
• Pricing 
• IT (Commodity) - Price is the key driver, as long as the Risk of doing business is minimal and Functionality is fulfilled 
• Digital (Premium) - Price is not the key; it is Agility, Scale, Resiliency and CX. 
• Saying “No” to price discounts or relief, and to being pressurised for work, is key to maintaining premium positioning. 
• Insights 
• IT - know their problems and look for bargains; operational insights are valuable.
• Digital - needs Commercial Insights, not Thought Leadership (it's a commodity now).
• Roadmap Know How 
• IT - IT Strategy is driven by Business Strategy. 
• Digital - Corporate Strategy spectrum and then Business Strategy. 
• Commercial Engagement 
• IT - MSA or BSA driven 
• Digital - 30 to 40% reduction on MSA or a skeleton of MSA being leveraged, in some cases, non-existent

First published on LinkedIn 

Source: Gartner

Why TPG Stock Dropped after FY 22 First Half Results

 Why TPG Stock Dropped after FY 22 First Half Results - Quick view

Telecom - OSS and BSS Leading Systems Capability and Sales Positioning

Telecom - OSS and BSS Leading Systems Capability and Positioning 

 

Telecom Industry Australia - Where the Money will be Spent

 Telecom Industry Australia - Where the Money will be Spent in the next two to three years.

My other post on "IT Services Opportunity and Spend Profile in Telecom sector" can be read here

Disclaimer: All discussed thoughts & opinions are my own & not those of my employer or other parties.

What NBN Co Needs

 What NBN Co Needs to increase the uptake of high-speed internet - Follow the Kiwi Model

• Comparing the typical RSP price point between NBN Co and Chorus NZD (Fibre Wholesaler), NBN Co lacks not only price parity and affordability but also the avg speed and higher speed tier simplicity.
• The new SAU proposal by NBN Co is a good start. Reducing the price by $5 to $10/month on 100 Mbps to 1Gpbs lacks the imagination and will to spur digital growth & intake of high-speed internet. It appears to be shackled by the serviceability of $27 Bn debt for any aggressive pricing & cost relief. 

Open Reach is following a Simpler High-Speed Tiering model with Economical Pricing like Chorus NZD. In terms of Fibre Access type, it is leveraging FTTC, FTTP (Gfast) & EE (10Gbps) for Enterprise. More than 360 Retail Service Providers in play

Future of Telecom Network - Smart and Intelligent

 

Why SD WAN is a Growth Area for Telecom Operators, RSPs and OTT Players

 Why SD-WAN is becoming a battleground for Wholesalers, Telecom Operators, RSPs and OTT Players

Source: Gartner

Australian Economy Update - FY 2022

 Australian Economy Update - FY 2022

Cash Rate at 1.85% in Aug and Inflation 6.1%

The housing sector is weakening with steep ring IR, 1st home buyers from the last 2 years will struggle and fixed mortgage holders will have their mortgages finished in the next 12 months.  

Rising Inflation is a key issue across the globe for the Reserve Bank, with a risk of recession and stagflation

Read - Why Inflation is Rising

What is Stagflation

Source: CBA FY22 Results

Telecom State of Play and Growth Areas - 2022

Telecom State of Play and Growth Areas - 2022 

For background on Why Telcoms are struggling please read my POV in 2012 - Why Telcos are Endangered Species

Weekend Reading

 My predictions on Macro Economic View of Australia FY23

How Humans and AI are Collaborating 

The B2B Lead Gen Stumbling Blocks and How to Overcome Them

Given the complex nature of B2B lead generation, it goes without saying that there are plenty of stumbling blocks that can hinder lead gen efforts. With this in mind, we’re diving into the common pain points marketers experience when filling the funnel while offering solutions that lead to better marketing results.
1. Marketing Without a Cohesive Lead Generation Strategy 

2. Marketers are Focusing on Lead Quantity Instead of Quality 

3. There are Gaps in Content Marketing Efforts 

4. Content Marketing Isn’t Aligned with the B2B Buyer Journey 

5. Marketing Efforts Aren’t Consistently Optimised 

B2B buyers Transparency make Vendor Purchase Easier

Research has shown that nearly two-thirds (65%) of B2B buyers felt vendors placed more emphasis on selling than they did on listening to their needs. Because of this, buyers are turning to other non-vendor-controlled sources such as user reviews, free trials and product demos to investigate the cons before making a purchase. To get ahead of this, vendors should be more forthcoming and listen to what their buyers are telling them. By highlighting their weaknesses, they may actually start to make more sales.

What is your customer's Unique Value Story

Supercharging the executive summary 

The most important part of any sales proposal is, of course, the executive summary. It’s likely to be read by stakeholders with the significant decision or approval authority who won’t go into all the detail. And some of those stakeholders may not have been involved in the previous discussions. Some may even be questioning “why do we need to do this at all?”
This is where an executive summary that deals with your customer’s three critical questions: why change, why you and why now? can be such a powerful selling tool. Summarising the customer’s unique value story in your executive summary not only promotes your organisation, it also promotes the need for change and reinforces the benefits of urgent action.

Why Telecom Services, Goods, Cost of Living is Expensive in Australia

In a country like Australia, most industry verticals follow 3 or 4 pillar models like Banking (CBA, NAB, ANZ, Westpac), Retail (Coles, Woolies, Aldi), or Mining (BHP, RioTinto, Fortescue) Telecom Industry is heading towards a 4 pillar model. Since most industry verticals are in oligopoly, products & services are priced as status quo or skimmed, and economical pricing is missing in most cases, resulting in higher prices for consumers & higher cost of living. Besides, key players are opting for decentralization to grow and find new revenue streams.

 

 

Australian Economic Outlook - FY 23

 Australian Economic Outlook - FY 23

Australian Economic Outlook - FY 22 (Feb Update) - 

The Future of Cloud - 2022

In 2022