1. Andrew Hamilton – CEO a.hamilton@theicehouse.co.nz @iceandy

2. The advert … A couple journeys on tech 3 perspectives to help you grow

3. What The Icehouse Does

5. We provide the expertise, networks and funding to enable Kiwi entrepreneurs and business owners to accelerate growth. We’re committed to changing the entrepreneurial landscape in New Zealand to create an environment that inspires, supports and celebrates business growth.

6. Unpacking it all … YOU YOU IN THE BUSINESS THE BUSINESS BLOCK 1: Audit ‘State of Play’ BLOCK 2 Fine Tuning BLOCK 3 Opportunity BLOCK 4 Platforms for Growth BLOCK 5 The Future 1 2 3 4 5

7. A couple journeys on tech

8. SME Stats from Recent Market Validation 78% of SME’s intend to grow over next year Key focus of activity – marketing, strategy, business planning What rips SME – Financial management Staff & work ethic Compliance & regulation If I gave you an extra day, where would you spend it? Strategy? Marketing? Business Planning?

9. How do you think SME’s use tech? CLOUD? TABLETS? SMART PHONES? ANALYTICS? SOCIAL? CRM?

10. The Real Results: Adoption of tech: What rips them.. Storing data Managing information Disparate systems Smartphone 87% Laptop, Desktop 80% Tablets 55% Storage 55% Accounting software 90% Social 64% CRM 35% Web Analytics 55% In-house servers 50% Cloud 15%

11. The Icehouse Journey

12. Icehouse Experience

13. 100% cloud based No landlines  mobiles or softphones  Microsoft Lync No wires  wireless Video conferencing through Gen-i Bridge

14. My Tech Journey

15. My Tech Adoption I am a tech geek without skills Adopting tech early (if I did it at work, I should do it at home) Implementing cloud at home Cohesion across devices Ability to manage my family’s usage

17. 3 perspectives to help you grow

18. Differing perspectives Thing 1

20. doing new stuff Thing 2

21. A failure of focus

22. How’s it done??

24. focusing on the engine Thing 3

25. What is a business of quality?

27. The common themes – The BIQ™ Framework 1.Leadership Leadership Style | Strength of Management Team Company Culture | Vision and Strategic Direction 2.Offering Core Competency Focus | IP Protection Competitive Advantage | Cost Protection 3.Market Market Understanding | Segmentation and Focus Cultural Competence | Business Design Sales and Marketing 4.Processes People Processes | Operational Processes Financial Processes 5.Capital Balance Sheet Strength | Financial Management Capability International Finance Capability 6.Governance Strength of Board Reporting and Decision Making Six key areas underpin success:

28. Sales and Marketing Get in front of people Give them a reason to buy Make sure they can buy Market 28 Market Understanding | Segmentation and Focus Cultural Competence | Business Design Sales and Marketing Market Understanding What customers find valuable Competitors strengths & strategies Choice of suppliers Technology landscape Segmentation and Focus Group people – Reason for purchase – Type of people – Preferences – Attitudes – Behaviours Choose a focus Cultural Competence Really getting the market – Diversity – Customs – Traditions Application to business Business Design Efficiently deliver value to customers A BIQ™ has a deep understanding of the market it participates in. It focuses on specific customer segments and designs its business model around these segments. It has a deep cultural understanding of the customers it serves and the markets it operates in. Its sales and marketing strategy is professionally implemented.

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