“digital revolution”

change of rules
SOFIA,

NOVEMBER 2019
 До 2023 – над 500 м. дигитални приложения и услуги ще бъдат внедрени през облачните услуги

 До 2025 – 90 % от корпоративните приложения ще бъдат с изкуствен интелект

 До 2023 – 50% от водещите 2000 компании ще внедрят CTO ( Chief Trust Officer)

 До 2023 – 50% от разходите за ICT ще бъдат за дигитална трансформация и иновации ( 27% - 2018)

 До 2022 - 70 % от компаниите ще ползват облачни услуги

 До 2025 – 20% от оборота ще бъде комбинация от услуги на други компании

 До 2023 – Топ 5 на платформите за облачни услуги ще имат > 75% пазарен дял
today’s what is happening around us
talk companies
consumers
You?
what is happening around us
we live in
crazy
times
in the last 10 -15 years

google
broadband internet
e-commerce
iphone, ipad
wikipedia
apps
social networks
 mobility
everywhere anytime
perfect knowledge
instantaneousness
ownership (no)
e-commerce
fluid living
consumer behavior
 giants crated

gogle netflix
apple amazon
facebook tesla
uber airbnb
the age of
unicorns
here is the
paradigm (shift)

38 Billion USD 26 Billion USD 1,7 Billion

USD
digital marketplace – greater
value potential than the
market itself
behind
it all
disruption
the introduction of new business models that are more economically efficient
that the existing ones
economic value is
created by solving
to (in)efficiencies

major source of
disruption
 breaking industry orthodoxies
products are experiential
footprint is global
commoditization of the brands
following through them
what do platform and a marketplace

have in common?
the impact on
others is
immense
there are
many of
them
second
generation 11 more
unicorns
there are
many
thousands
more second
generation
unicorns in
every
possible
category
all
trying
to be

platform

market
place
many are
interested in
one thing
welcome to our
hyper-disruptive
world
“herd instinct”
economist, apr 2019
there is a
bubble

too many people think their

ideas are amazing
most of them are not
 41 ipos returned more than 100% in the last 2 years

roku +915% snap -42%

beyondmeat +860% lyft -37%
guardent Health +490% dropbox -34%
mongodb +470% uber -22%
sscaler +460% spotify -9%
shokwave +300%
take-aways so far

digitization changes the society,

customers and speed of change

everybody wants to be a unicorn,

creating “platforms”,”market places”

way to many companies are doing

the same, difficult to differentiate
the impact on customers
the way we look today
 40
Променили ли сме се наистина?
 Mum told, I wasn’t
generation z downloaded ?????
pushing 20….
I WAS BORN !
the age of the
fluid customer
and needs
F

multiple identities
self expression
hyper (self) educated
own values
follow the hero
empowerment & openess
social dynamism and addiction
will they come out of the tunnel ?
both gen y and
gen z are
developing a
fatigue for unicorn
companies
another
interesting
development

the classic
marketing
paradigm
ultimate individual
engagement
mass market engagement
1950-2015
the era of mass
communication
one –to-many
- 2015
the era of the
GIANTS
broadband internet
and smart phones clients believe each other,
emancipated no leaders no followers.
customers
generation y, z, pushing 40 take-aways so far
and 20 and are not coming
out of the tunnel

the age of fluid customer

needs

connect to many while

engaging with individuals is
now possible

impact of social media on

purchase is decisive

customer fatigue is here

and companies
 companies are
starting to
connect the
two extremes

scale of connecting to the mass

care of the individual engagement
welcome to
extreme
customer
experience

when customer
needs are met on
individual basis
many
started
already
the case adidas
how to connect to
many and engage
with individuals ?
the “new normal”
If you are not
active on all the
fronts you are
lagging behind
there is so
much data
out there
1 collect data, analyze
understand the needs
and repeat that in real-
time

needs are
changing
constantly and
are individual by
nature ai
everybody talks about “Agile”
2 scale the
knowledge
much faster

new methods for faster

development / response
time
Customers are
everywhere doing
everything and you
cannot be there
3 collaborate /
partner to follow the Data
customer API
when you do
it’s
magic
what do ceo’s say ?
do they do that ?
take-aways so far

adhering to the “new normal” is a must in

order to be in the game

going beyond that is a possibility extreme

customer centricity

on-going data analysis, faster scaling of

solutions for the changing needs and
collaboration with other partners are key to
create unique engagement with individuals
closing remark
you have
a choice

thank you