CTO Straight Talk - Issue 3 - 32

STRAIGHT TALKING

I

DENTIFYING THE MOST
IMPORTANT TRENDS

Just as no man is an island, no
company is innovative in a
vacuum. Innovation is born in the context
of changing technology, business, and
consumer trends. One trend that no one
can ignore now is digitalization. The world
is far more digitized and connected than
it was at the start of the millennium, and
new forms of connecting and consuming
information continue to emerge.
Another significant trend is the way
computing is done, with many businesses
rapidly moving their IT operations to
the cloud. Now they can be more mobile,
have easy access to analytics, and build
better relationships internally among the
company's teams as well as externally with
partners and customers.

but also as an ongoing relationship that
emanates from the purchase of a desired
customer outcome that the company
will deliver.

O

UTCOME-BASED SERVICES

The confluence of these trends
informs the approach Schneider
Electric takes in advancing
innovation by focusing on desired customer
outcomes. The company has literally
hundreds of products in each of the
industries and market segments it serves.
But Schneider is not product-driven so
much as customer-driven. When it sells
a circuit breaker or a smart electric panel,
the focus is on how it is going to serve
the customer. That is, what will the product
enable in the context in which it will be
used? What is being sold isn't really
an electric part but a guarantee of a

THE CORE OF OUR APPROACH wAS wHAT
wE CALL "TECHNOLOGY ANTICIPATION."
wE TRACKED EMERGING TECHNOLOGIES
THAT wE FELT wOULD BE IMPORTANT
FOR US IN THE FUTURE.
The cloud is a good example of another
trend, the transition from selling products
to selling services related to products.
The key aspect of this new direction is
that maintaining a successful relationship
between businesses and their customers
is tightly tied to customer outcomes. The
customers of cloud services don't just buy
software but also subscribe to software
as a service, platform as a service,
infrastructure as a service, security as a
service, and others. Across industries, the
trend is to view customers not just as a
relationship formed in a single transaction

32

better outcome. That outcome might be
achieving 30% lower energy costs, getting
the light just right, or maintaining the
ideal temperature.
Outcome-based services are all about the
customer experience and the role the
company plays in that experience. So
it's not just cloud service providers who
are now in the "as a service" business
but also everyone who sells the means
to a customer's desired end. This kind
of responsiveness can be extended not
just to business customers but also to



CTO Straight Talk - Issue 3

Table of Contents for the Digital Edition of CTO Straight Talk - Issue 3

Contents
CTO Straight Talk - Issue 3 - Cover1
CTO Straight Talk - Issue 3 - Cover2
CTO Straight Talk - Issue 3 - 1
CTO Straight Talk - Issue 3 - Contents
CTO Straight Talk - Issue 3 - 3
CTO Straight Talk - Issue 3 - 4
CTO Straight Talk - Issue 3 - 5
CTO Straight Talk - Issue 3 - 6
CTO Straight Talk - Issue 3 - 7
CTO Straight Talk - Issue 3 - 8
CTO Straight Talk - Issue 3 - 9
CTO Straight Talk - Issue 3 - 10
CTO Straight Talk - Issue 3 - 11
CTO Straight Talk - Issue 3 - 12
CTO Straight Talk - Issue 3 - 13
CTO Straight Talk - Issue 3 - 14
CTO Straight Talk - Issue 3 - 15
CTO Straight Talk - Issue 3 - 16
CTO Straight Talk - Issue 3 - 17
CTO Straight Talk - Issue 3 - 18
CTO Straight Talk - Issue 3 - 19
CTO Straight Talk - Issue 3 - 20
CTO Straight Talk - Issue 3 - 21
CTO Straight Talk - Issue 3 - 22
CTO Straight Talk - Issue 3 - 23
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CTO Straight Talk - Issue 3 - 25
CTO Straight Talk - Issue 3 - 26
CTO Straight Talk - Issue 3 - 27
CTO Straight Talk - Issue 3 - 28
CTO Straight Talk - Issue 3 - 29
CTO Straight Talk - Issue 3 - 30
CTO Straight Talk - Issue 3 - 31
CTO Straight Talk - Issue 3 - 32
CTO Straight Talk - Issue 3 - 33
CTO Straight Talk - Issue 3 - 34
CTO Straight Talk - Issue 3 - 35
CTO Straight Talk - Issue 3 - 36
CTO Straight Talk - Issue 3 - 37
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CTO Straight Talk - Issue 3 - 46
CTO Straight Talk - Issue 3 - 47
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CTO Straight Talk - Issue 3 - 49
CTO Straight Talk - Issue 3 - 50
CTO Straight Talk - Issue 3 - 51
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CTO Straight Talk - Issue 3 - 53
CTO Straight Talk - Issue 3 - 54
CTO Straight Talk - Issue 3 - 55
CTO Straight Talk - Issue 3 - 56
CTO Straight Talk - Issue 3 - 57
CTO Straight Talk - Issue 3 - 58
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CTO Straight Talk - Issue 3 - 60
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CTO Straight Talk - Issue 3 - 62
CTO Straight Talk - Issue 3 - 63
CTO Straight Talk - Issue 3 - 64
CTO Straight Talk - Issue 3 - 65
CTO Straight Talk - Issue 3 - Cover4
https://magazine.straighttalkonline.com/cto/issue4
https://magazine.straighttalkonline.com/cto/issue3
https://magazine.straighttalkonline.com/cto/issue2
https://magazine.straighttalkonline.com/cto/issue1
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