The Growth Clinic
“People are best convinced by things they themselves discover.� Benjamin Franklin
The Growth Clinic
The Challenge
Workshop Objectives
1. People don’t want to buy cloud services, they want
• Accelerate customer adoption of reseller’s cloud
to own the business outcomes those services deliver.
services purchased on a monthly recurring revenue
Selling IT outcomes -> Selling business outcomes
(MRR) fee basis. • Enable partners to accelerate sales of Autodesk’s cloud services.
2. People don’t buy the way you sell. The sales cycle -> The buyer’s journey
• Transform channel reseller’s GTM strategy into a demand creation and demand capture growth strategy for reseller’s cloud services.
3. You cannot grow your business fast enough or cost effectively the way you are doing it today. Transforming
• Develop a 180 day GTM action plan that when
Sales & Marketing.
executed will maximize growth of reseller’s cloud
Change -> Sustainable change ->
business.
Transformational change
• Create strategic clarity and executional alignment across key stakeholder in the reseller’s organization.
The Program
Workshop Deliverables
Program objectives: 1. Inspire and guide participants in the Transformation & Go-To-Market (GTM) Accelerate Workshops, on
The deliverables of the 2 day Partner
the journey to sales success and revenue growth
Transformation & GTM Accelerate Workshop are:
with reseller’s cloud-based services.
•
Visioning exercise
•
Identifying key barriers & accelerators to change
•
Creating a compelling value proposition
•
Offer design / definition
participants to accelerate customer adoption of
•
Differentiation at 3 levels of perceived value
their cloud services.
•
Creating a demand generation campaign
•
Re-thinking the sales toolkit
•
Develop a GTM action plan
2. Provide actionable insights that participants can start executing immediately. 3. Provide concrete deliverables that will enable
“People are best convinced by things they themselves discover.”
- Benjamin Franklin
Workshop guiding principles: •
The answer is in the room
•
Success is a team sport
• Group diversity is the key to rich and actionable outcomes Workshop desired outcomes: •
Vision to execution / ideas into actions
•
Collaborative learning
•
Collective insights
•
Committed to actions
Workshop Process
The Growth Clinic
Workshop Requirements Stakeholder and Management Alignment: • Executive sponsor in reseller organisation engaged, personally involved and committed. • GTM program manager in reseller organisation identified, engaged and committed. • Future Group’s local team engaged and signed up to own GTM program actions and next steps, and drive execution of agreed milestones. Workshop Planning and Participant Attendees: • GTM workshop participants list should include all key GTM stakeholders necessary for success. • 8 - 12 participants to maximize group diversity. • Dates agreed and locked down with all GTM accelerate workshop participants. Executive Sponsor Participation: Executive sponsor in reseller organisation to make a 5-10 min presentation after participant introductions, outlining the strategic imperative of succeeding with reseller’s cloud offerings, to win new customers and secure existing customers in the cloud services market. Participant Preparation: • Complete pre-workshop GTM accelerate questionnaire. • Complete GTM key success factors self-assessment • All participants should come with an open mind, desire to challenge the status quo, your energy, knowledge and experience, desire to contribute, collaborative spirit and desire to collectively create something new and different. Scope of GTM Accelerate Workshop: • In scope: Transformation from traditional reseller to a cloud services provider / cloud managed services provider, creating and marketing cloud managed services offerings. • Out of scope: Product, platform and technical issues and considerations, other services/ offers not previously agreed to be considered in workshop.
Workshop Participants: • Product management • Product marketing • Technical support • Customer support • Marketing - Field marketing - Marcom - Advertising & online • Sales - Telesales - Indirect - Direct - Online sales • Operations and service provisioning Duration 2 days (09:00 - 18:00) Investment 12.500 EUR + travel expenses. Includes: • Pre-workshop prep call with key GTM stakeholders • 2 day workshop on-site • Post-workshop progress review / follow-up call 4-6 weeks after workshop • Workshop posters and workshop consumables ROI • A new cloud growth mindset • Actionable insights and new ideas • Team alignment and commitment to collective action plan • Participants inspired to achieve new levels of performance
Funding: Funding from Autodesk can be applied for.
Program Leader David Ednie is President and CEO of SalesChannel International. He is an expert in Cloud GTM Strategy and Execution, Cloud Sales Acceleration, Acceleration of Customer Adoption of Cloud Services and End2End Customer Experience. David has over 25 years international business experience working in culturally diverse markets in Europe, North America, Asia, the Middle East, and Australia. SalesChannel International’s clients include Microsoft, VMware, HPE, Veeam, Symantec and Verisign.
Contact If the above is of interest, please contact your Partner Manager