Mark Flanagan European Sales Manager VistaTEC

What is changing?How do organisations view localisation?How do we drive change?How much am I worth?

Localisation is changingVolume, access, personalisationWorld is changing Companies & Buyers are changing “If you don’t have a plan for yourself, you’ll be part of someone else’s”.

"Rowing harder doesn't help if the boat is headed in the wrong direction." - Kenichi Ohmae

Growth of information Rate of change is accelerating How organisations compete How people access information Users drive information generation Lifespan of information

Tactical rather than strategic focus – Not aligned to business goalsIncorrectly positioned within host organisation – Cost v revenue centreLack of innovation in the industryHave you quantified your market correctly?Unwillingness / inability to change?Missing core skill sets (Business)Passion/artisan rather than career / business

Traditional CompetitorsTechnologyNew entrantsColleaguesBuyersCustomers

" The tragedy of life does not lie in not reaching your goal. The tragedy lies in having no goals to reach" Benjamin Mays

Core Business Objective s Identify Key Influencers Your Value Proposition Accept your new mission

Today Production focussed Change averse Overhead Low visibility Reactive Tomorrow Talks business Numbers driven Engaged at strategic level Value oriented Content driven Revenue creating Visible Core business function Not change averse

Talks Business Comfortable at board level Numbers Driven Understands contribution to business Strategic Proactively sells internally Change Embraces and drives change

"If you want to go somewhere, it is best to find someone who has already been there." - Robert Kiyosaki

Today Project focussed Supplier Overhead Not core to business success (interchangeable) Reactive Traditional service provision Tomorrow Understands your business objectives Understands your market Aligned to business results Evolved service offering Value oriented Evolved skill set Cross functional engagement

Market has changed. Have you? Business modelBuild your value propositionBring additional value beyond core service requirementThink outside the boxReposition or reinvent?

‘Goals allow you to control the direction of change in your favour.’

Know your value Put your clients hat on – colleagues, customers, CEO Start building your business case today and driving change Set goals and take control