harnessing the power of technology in leasing · sources: cisco ibsg, 2011; fortune 500, 1987,...
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Guido KesslerCentral Regional Manager – EMEA3 December 2015
Digital Disruption: Unleashing the Next Wave of Technology
Harnessing the Powerof Technology in Leasing
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Examining the growthof technology and opportunities
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The world is changing really fast…Technology
EconomicMarket
Social Demographics
Aging
Shrinking
Hyper growth
Environmental/Energy
By 2030 world energy demand will
increase by 40%
Major trends reshaping the global landscape…
Transitions
EconomicsShare of global GDP* (%)
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Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.
The new normal?
Today’s Fortune 500 Companies
24%25 Years Ago
87% Companies Stall
11%Recover
Today’s Major Corporations
1/3Survive Next 25 Years
Companies’ future, growth and survival… Technology is key
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Point-of-SalePrintAdvertising CarHotel
Bookstore Taxi Music
Enabling changing business models
Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.
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Understandingthe new digital customer
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A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.
Forrester
The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.
Talent and Ovation Sales Group
The average customer completes more than one-half of the purchase decision-making process prior to engaging a supplier sales rep. (70% at upper limit).
CEB 2012 Digital Evolution in B2B Survey
The B2B customer buying process has changed…
B2B buyers want to self-educate versus talk to sales representatives to learn about new products and services (by a factor of one to three). Forrester
The average customer completes more than half of the purchase decision-making process prior to engaging a sales rep (70% at upper limit).CEB 2012 Digital Evolution in B2B Survey
The number of decision-makers involved in the typical deal has gone from 4.7 to 5.8 (2015 vs 5 yr ave).2015 MHi Sales Best Practices Study, Decoding The Decision Dynamic
Multiple decisions-makers have increased the sales cycle by 22% over past 5 years.Forrester, Sirius Decisions
The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.Talent and Ovation Sales Group
20% more customers now require formal ROI calculations before making purchase decisions (61% in 2015 vs 40% 5 yr ave).2015 MHi Sales Best Practices Study, Decoding the Decision Dynamic
16% more customers have significantly formalised their buying process (61% in 2015 vs 45% 5 yr ave)2015 MHi Sales Best Practices Study; Decoding The Decision Dynamic
A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.Forrester
use communities
& blogs
UseLinkedIn
UseTwitter
Social Buying Anatomyof a B2B Decision Maker
I use social media in many ways to help me make a purchase
decision.81%
74%
42%
Sources: Forrester July 2013
• Read blogs, watch videos, etc
• Comments, posts ratings & reviews
• Publish posts, uploads visual media
• Network with peers• Connect with vendors
through LinkedIn groups
• Consume content• Retweet content• Post content• Look for support (eg Ask a
question)
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Social selling
LeadQualification
Sales Demos
ColdCalls
LeadQualification
SalesDemos
WarmCalls
Social Networks
Traditionalvs
Social SalesModels
51%more likelyto hit quota
SSI leaders are 51% more likely to hit
quota than SSI laggards.
45%more
opportunities
Social Selling Index (SSI) leaders create 45% more opportunities per quarter
than SSI laggards.
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Cisco’s social selling strategy…Culture#1
Brand Ambassador
Program aims to make employees to fall in love with
Cisco
Education#2
Delivered over 120 hours of Social Media
trainings to 170 people in FY15
Coaches#3
Social savvy peers that can
give private advice and
counsel about social media and
tools
Content#4
New Social Media formats available
for campaigns
Metrics#6
Decreased costs, operational efficiencies,
reduced time to market.
KPIs: SoV, Reach, Leads…
Tools#5
Evaluated 15 new Social Media
tools and selected two
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Breaking down barriers inherent in traditional leasing models
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FlexibilitySimplicityReduced Risk
FlexibilitySimplicity
Reduced Risk
Shared Risk Model/ Innovative
Payment Plans
Pay Per Use
Traditional Financing Models
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Technology is enabling organisational innovation and survival
Technology is changing how B2B buyers buy
Business leaders are now driving more IT procurement decisions
A range of flexible, simple and reduced-risk financing options are needed – right through to risk-shared, variable usage models
In summary…
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