How to develop a vcio Product? Rob Kell Managing Director / CEO Stephen Chapman InnovaBon & Strategy Director

How to develop a vcio Product? Rob Kell Managing Director / CEO Stephen Chapman InnovaBon & Strategy Director

It is not the strongest of the species that survive, nor the most intelligent.. but the one most responsive to change. Charles Darwin #MSPAlliance #MSPWorld

Agenda 1. Who are we? 2. Digital DisrupBon DisrupBve InnovaBon Digital NaBves Digital Masters 3. OrganizaBonal Leadership Digital Leadership Compare to in- house ICT Don t hold the client s business back Hire the ExperBse 4. Our Journey 5. Reference Material 6. Q&A #MSPAlliance #MSPWorld

Over 25 years of proven results in the small to mid- market (50-500 employees) Offices in Sydney, Melbourne, Brisbane and Wollongong Cisco s best performing cloud reseller globally Telstra Business Partner of the Year Strategic Products 2013 and Telstra Enterprise Partner of the Year 2014. Managed and Professional Services provider Australian based with nabonal and internabonal clients #MSPAlliance #MSPWorld

Over 25 years of management and leadership experience Wide- ranging knowledge in the running of professional services business Passion for working business leaders and improving their business Rob Kell Managing Director B. Com., MBA

Over 25 years of ICT channel experience ExperBse in cloud compubng strategy, ICT strategy and network design. Challenges clients digital & business strategy, transiboning businesses to cloud compubng Stephen Chapman InnovaBon & Strategy Director Chair of AVC s Technology Group and works with key vendor partners

Digital DisrupBon Digital disrupbon refers to changes enabled by digital technologies that occur at a pace and magnitude that disrupt established ways of value creabon, social interacbons, doing business and more generally our thinking. hgps://byresearch.wordpress.com/2013/03/07/digital- disrupbon/ by Kai Riemer and Robert B. Johnston #MSPAlliance #MSPWorld

DisrupBve InnovaBon A disrupbve innovabon is an innovabon that helps create a new market and value network, and eventually disrupts an exisbng market and value network (over a few years or decades), displacing an earlier technology. In contrast to disrupbve innovabon, a sustaining innovabon does not create new markets or value networks but rather only evolves exisbng ones with beger value, allowing the firms within to compete against each other's sustaining improvements. Sustaining innovabons may be either "disconbnuous"[1] (i.e. "transformabonal" or "revolubonary") or "conbnuous" (i.e. "evolubonary").

Digital NaBves Born in the post digital world, aoer 1980. (<35 old) Characterized as having access to networked digital technologies and the skills to use those technologies. Spend their lives and daily acbvibes mediated by digital technologies: social interacbon, friendships, civic acbvibes, and hobbies. Never known any other way of life. Are your staff Digital NaBves? Are your clients Digital NaBves?

Digital Masters Use technology beger than their compebtors Benefits in visible customer interacbons and also in less visible internal operabons Greater revenues than their peers SubstanBally more profitable than their peers upto 26% more Leading digital : turning technology into business transformabon / George Westerman, Didier Bonnet, Andrew McAfee, Boston, Massachusegs, USA: Harvard Business School Press, ISBN 978-1- 62527-247- 8

OrganizaBonal Leadership

Digital Leadership Consider your role as an outsourced CIO rather than just an outsourced IT department. The challenges of a CIO in 2015 When CIOs play an acbve role in business strategy, IT performance on a wide range of funcbonal and business tasks improves - McKinsey. Understand you re client s business and formalize that relabonship #MSPAlliance #MSPWorld

Compare to in- house ICT Despite downbeat assessments of IT effecbveness, the results suggest one clear element of high- performing IT organizabons: acbve CIO involvement in the business.

Don t hold the client s business back Many IT departments are accused of holding the business back get to know the Client s Sales & MarkeBng department! Partner with non compebng IT companies Many MSP s are infrastructure focused and can benefit from relabonships with sooware developers SaaS providers Others

Hire the ExperBse Don t agempt to do this without hiring appropriately qualified and experienced staff Don t agempt this without Partnering with non compebng IT specialists

Our Journey Started with hiring a client s IT Manager and back charging for ongoing strategic guidance. Start small and standardize the approach Standard quesbons Standard documentabon Incorporated within our first three month on boarding process

Reference Material

Sources of InformaBon Gartner Forrester IDC KPMG EY Deloige PWC McKinsey&Co

Reading List XLR8, John P. Koger, Harvard Business Review Press, Boston, Massachusegs, ISBN 978-1- 62527-174- 7 Leading digital : turning technology into business transformabon / George Westerman, Didier Bonnet, Andrew McAfee, Boston, Massachusegs, USA: Harvard Business School Press, ISBN 978-1- 62527-247- 8 The Innovator's Dilemma: when new technologies cause great firms to fail / Christensen, Clayton M. (1997), Boston, Massachusegs, USA: Harvard Business School Press, ISBN 978-0- 87584-585- 2

Q&A