Business Transformation Workshop Overview

Business
Transformation
Workshop
Overview January 2017

Business Transformation Needs Direction
© Ridge Consulting 2016 All Rights Reserved
www.ridge-consulting.com info@ridge-consulting.com
“The company without a
strategy is willing to try
anything."
― Michael Porter

Why Do So Many BT Initiatives Fail?
 Most Business Transformation (BT)
initiatives for tech companies are not
about “Business” transformation in the
first place.
 Focus is on simple “Revenue model”
transformation
 Lack of long-term vision and
commitment from executive
leadership
 Lack of “imposed distance” between
the historical core business and the
new model.
“The move from transactional licensing to
SAAS, PAAS and other recurring revenue
structures has turned business models
upside-down. Add to this fact that many
VAR’s are also developing their own
solutions in “Co-Opetition” with their
Vendor partners, while master distributors
are merging and it is clear that the
landscape has been significantly disrupted.“
From Ridge Consulting’s White Paper
Business Transformation for VARs

Suitability for BT
“All partners are equal. But some are more equal than others. Partners that have a
high potential for successful transformation CAN be identified and vendors should
over-invest in these.” From Ridge Consulting article: Channel Partner Growth Matrix

Strategic Versus Operational BT
“The majority of reseller BT initiatives to
date have focused on the operational
execution of a transformation program.
However, for resellers that are significantly
transforming their business this is far too
simplistic. Research from the Boston
Consulting Group confirms that the
formulation of Vision and Strategy which
drives the transformation must be
addressed before tactical execution.“

Lasting Business Transformation
 Executive leadership at the channel
partner must have:
 Clear vision
 Long-term strategy to achieve the vision
 Long-term commitment to the vision
 Adaptive approach
 Align with key vendor(s)
 “Imposed distance” between the new
business model and the old “core” model
“Technology Vendors must share the blame
in this. While most have produced content
and programs to help resellers transform
their business, these programs have been
entirely tactical in emphasis and their
message is typically “instead of selling this
product, start selling this one”. Such a
simplistic approach is an abdication of their
responsibility to support their resellers
success. It is time for more enlightened
Vendors to step forward and provide a
leadership role in their reseller’s
transformation strategies for mutual
benefit.“

Workshop Goals
 Phase One: Strategic Transformation
 Introduce a framework of tools which you can use to build and refine your business
transformation strategy over time, and which can be used as a frame of reference for
future decision making.
 Help you commence your JOURNEY towards developing an enduring, coherent strategy
based on a distinctive competitive advantage and which transcends technology S-
curves or business cycles.
 Phase Two: Operational Transformation
 Consider revenue and licensing models
 Evaluate vendor-specific models and solution areas
 Phase Three: Wrap-up
 Generate a completed DRAFT strategy canvas for transformation.
 Provide a basis for our three 2-hour follow up sessions.

Workshop Agenda
 Using Ridge Consulting’s Proprietary “ALIGN”™ Methodology for
accelerated strategy development
 Aspire: Organisational Purpose
 Vision & Mission
 Lookout: External Analysis
 Political, Economic, Environmental, Social, Technological, Legal
 Internal: Internal Analysis
 SWOT, VRIN Analysis
 Gap: Strategic Options, Strategic Fit & Strategic Choice
 Identify Your Distinctive Competitive Advantage
 Gap Analysis (strengths you need to develop)
 New Direction: Potential Strategies
 Competition, Market Positioning and Potential Solution Offerings
 Deliberate and Emergent Strategies

Strategy & BT Tools We Use
BCG Business Transformation Model

Strategy Development Canvas
 End of Day Output

About the Workshop
About the BT Workshop Presenter
 Michael Kelly, B.Sc., MA, C.Dir
 Chartered Director is recognised as the
global “gold standard” in company strategy
and governance.
 Managing Partner, Ridge Consulting
 20 years experience as an international
entrepreneur
 Specialises in strategy and marketing for
technology channel partners
 Provides strategy and channel marketing
consulting worldwide to IBM, Intel, SAP,
Cisco, Infor and many more.
 Adrian Petzer, Managing Director,
Deploy Partners (IBM Partner)
“The workshop from Ridge Consulting
helped us to crystallize our thoughts
around the Company Vision and
Strategy surprisingly quickly. The tools
and A.L.I.G.N methodology introduced
in the workshop were very effective
and helped develop our thinking much
faster than we could have done
ourselves. By the end of the day we
had a new draft strategy that we
started to implement immediately. I
highly recommend this very practical
workshop to any technology solution
provider looking to develop a business
strategy to transform their business for
long-term success”.

Thank You!
We look forward to working with you and your team…

Business Transformation Workshop Overview

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