0 to strategy in 12 months -...
TRANSCRIPT
0 to Strategy in 12 months A corporate story of an insider’s journey
Guru Kashyap SVP, Global Solutions and Strategy eSecuritel, a Brightstar Company Jan 10 2014
eSecuritel The Choice for Competitive
Carriers and Retailers
Confidential | Page 2
We’ve got North America covered, serving 5000+ wireless retail doors nationwide. In nearly every state, you’ll find eSecuritel.
■ Competitive Carriers More than 25 carriers in the U.S. and Canada
■ Premium Authorized Retailers 8 of the top 10 Verizon retailers in the U.S.
Companies trust their customers to us
Global distribution and services for the wireless industry 3
Brightstar Services and Sample Customer Portfolio S
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ATEG
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ESC
RIP
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Increasing revenue streams, while protecting
customers’ devices
Optimizing efficiencies in
wireless supply chain
Expanding channel
reach and driving demand
Enhancing customers’
in-store, online and mobile experience
Offering financial solutions to grow
the high-tier market segment
Driving additional revenue by
unlocking the residual value of
devices
BUY-BACK & TRADE-IN
SOLUTIONS
HANDSET PROTECTION & INSURANCE
SUPPLY CHAIN SOLUTIONS
VALUE-ADDED DISTRIBUTION
MULTI-CHANNEL RETAIL
SOLUTIONS
FINANCIAL SERVICES
Strategy is
• A Vision • A Plan • NOT Execution • Impossible • The Most Abused Word in Management
Day 0
• Strategic Planning Offsite • SWOT Analysis • Financial Planning & Analysis • Roadmap • Planning & Budgeting
1) Problem .. The Usual way
Source: Creating the Office of Strategy Management – Kaplan and Norton
2) Partners .. During the journey
• ASP • CSO • HBR • Consulting • Industry Experts
Business Model Canvas– Osterwalder’s template
Playing to Win – Lafley and Martin’s Cascade of Choices
Defining Moment…
• Quality is built into the product.. It is not an after thought or an add-on
• Strategy is built into the fabric of an organization and lived every day.. It is not a preservative for the powerpoint decks..
How can Strategy live everyday in the middle of Markets - Products – Partners – Clients ?
Strategy – A game of ?
Strategy – Or A game of ?
3) Purpose
• Develop products and services and foster innovation
• Engage with industry and Develop a
robust partner ecosystem
• Support sales teams in pre-sales, RFP / RFI development, and Business Process Assessment
• Support development of Corporate strategy
1) Go-to-Market
Strategy
• Work with Strategic Clients to determine ongoing needs and offer newly developed services
4) Philosophy - Open Source Management Style
Chaos Order
Global Local
Results Process
Roles Skills
Periodic Continuous
Doer Thinker
5) People
ConceptCreation
Client Services
StrategyDefinition
Mergers &Acquisitions
BusinessDevelopment
CommercialNegotiations
StrategicSalesOperations
ProgramDelivery Solution
Design RequirementsSolution
Definition
4 Locations 6 Countries 10 Languages
Research
•Most CSO’s consider themselves doers first, with the mandate, credentials and desire to act as well as advise. Most important, they understand how to focus the organization on execution today, not just on planning for tomorrow.
The Chief Strategy Officer – HBR Oct 2007
•Most of the chief strategy executives we spoke with ….Indeed, we found only one who was directly hired from a consultancy. Most entered their companies in planning, functional, or line-management capacities and were not tapped until years later for the top strategy post.
The Chief Strategy Officer – HBR Oct 2007
•A detailed plan may be comforting, but it’s not strategy. Comfort Trap 1: Strategic Planning; As much as boards and regulators may want the world to be knowable and controllable, that’s simply not how it works. Until, they accept this they will get planning instead of strategy – and lots of excuses down the line about why the revenue didn’t show up.
The Big Lie of Strategic Planning – HBR Jan 2014
6) Process
Explore Idea
Evaluate Concept
Engage Opportunity
Implement Project
Operate Challenges
Sales
Strategy & Solutions
Operations
Planning & Implementation
Clients
Products
Partners
Prospects
Proof of Concept
Program Delivery
Strategy Solution Requirements Product/ Service
Operations
0 to Strategy
Problem
Philosophy
People Platform Process
Partner Purpose
0 to Strategy in 7 steps…
• Problem – Find an opportunity to solve • Partner – Select stakeholder that benefits the most • Purpose– Define how you can help and seek
sponsorship • Philosophy – Instill culture of open style • People – Hire Team based on skill coverage • Process – Define structure • Platform – Build tools to scale
Day 365
• Strategic Planning Offsite • SWOT Analysis • Financial Planning & Analysis • Roadmap • Planning & Budgeting
Notion of Strategy
Vision
Planning
Execution
Time
Unc
erta
inty
• Deliberate - Porter • Emergent - Mintzberg • A Choice – Lafley/Martin
• A Vision • A Plan • NOT Execution • Impossible • The Most Abused Word