Lead a Digital Transformation to Advance Revenue Generation

Create a strategic IT-enabled roadmap that uses social, mobile, and analytics to improve marketing, sales, and customer service.

Onsite Workshop

An IT strategy that lacks focus in marketing, sales, and customer service departments causes:

  • Wasted investments in non-critical IT capabilities.
  • A lack of agility in delivering IT-enabled revenue generation initiatives.
  • The business to bypass internal IT and procure technology services on their own.

A digital revenue generation strategy results in:

  • The efficient use of IT capabilities across marketing, sales, and customer service departments.
  • Improved agility in delivering digital revenue generation initiatives.
  • A long-term business-IT relationship.

Module 1: Create a plan to kick-start a digital revenue generation program

The Purpose

Create a plan to kick-start a digital revenue generation program. Define the approach and prepare meeting agendas for the CIO to meet with the marketing, sales, and customer service executives to discuss how the business and IT can collaborate to improve revenue generation.

Key Benefits Achieved

  • Improved awareness of necessary IT capabilities for digital revenue generation and their readiness status
  • Optimized strategy plan to engage business stakeholders
  • Improved business-IT synergy in the areas of marketing, sales, and customer service

Activities: Outputs:
1.1 Verify your IT organization is ready to work on revenue generation.
  • Refined scope and approach, next steps
1.2 Engage your stakeholders.
  • Stakeholder analysis map
1.3 Drive business-IT collaboration at all levels of your organization.
  • Stakeholder social style map
1.4 Establish revenue generation steering and working committees.
  • Stakeholder management template
  • High-level IT readiness report
  • Executive meeting agendas
  • Revenue Generation Steering Committee Charter
  • Revenue Generation Working Committee Charter

Module 2: Develop a digital revenue generation strategy

The Purpose

Develop a digital revenue generation strategy. Assess current state. Define digital revenue generation initiatives spanning marketing, sales, and customer service domains. Prioritize the initiatives and assign ownership.

Key Benefits Achieved

  • Greater insight into any in-flight revenue generation initiatives
  • Optimized strategies of how IT can increase revenue in marketing, sales, and customer service areas

Activities: Outputs:
2.1 Introduce digital revenue generation strategy.
  • IT-enabled marketing strategy (marketing capability map, initiative description template, initiative enablers template, initiative implementation plan template)
2.2 Identify current in-flight marketing initiatives.
  • IT-enabled sales strategy (sales capability map, initiative description template, initiative enablers template, initiative implementation plan template)
2.3 Compose IT-enabled marketing strategy.
  • IT-enabled service strategy (service capability map, initiative description template, initiative enablers template, initiative implementation plan template)
2.4 Compose IT-enabled sales strategy.
2.5 Compose IT-enabled customer service strategy.

Module 3: Strengthen the capabilities required to execute revenue-focused initiatives

The Purpose

Perform gap analysis and plan to strengthen capabilities required to execute revenue-focused initiatives, e.g. analytics, business continuity management, data management, privacy management, security management.

Key Benefits Achieved

  • Optimized plan to increase IT capability readiness

Activities: Outputs:
3.1 Check IT readiness within twelve key IT capabilities.
  • IT readiness report
3.2 Identify and prioritize gaps.
  • IT capability improvement plan template
3.3 Design steps to close the gaps.
  • IT capability improvement roadmap

Module 4: Develop a digital revenue generation roadmap and communication plan

The Purpose

Create a communication plan and plan to communicate the program’s contribution to increased revenue generation. Create a roadmap.

Key Benefits Achieved

  • Refined digital revenue generation strategy
  • Improved plan to communicate the revenue generation strategy to relevant stakeholders
  • Optimized roadmap to roll-out digital revenue generation initiatives

Activities: Outputs:
4.1 Review and prioritize marketing, sales, and service initiatives.
  • Digital revenue generation initiative roadmap
4.2 Create digital revenue generation roadmap.
  • Communication plan
4.3 Create communication plan.

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