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

1. Andrew Hamilton – CEOa.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 … BLOCK 1: Audit ‘State of Play’ BLOCK 2 Fine Tuning BLOCK 3 Opportunity BLOCK 4 Platforms for Growth BLOCK 5 The Future 1 YOU 2 3 4 THE BUSINESS YOU IN THE BUSINESS 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 Icehouse Experience

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. Thing 1

20. Thing 2

21. A failure of focus

22. How’s it done??

24. Thing 3

25. What is a business of quality?

27. The common themes– The BIQ™ Framework Six key areas underpin success: • LeadershipLeadershipStyle | Strength of Management TeamCompany Culture | Vision and Strategic Direction • OfferingCore Competency Focus | IP Protection Competitive Advantage | Cost Protection • MarketMarket Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing • ProcessesPeople Processes | Operational ProcessesFinancial Processes • CapitalBalance Sheet Strength | Financial Management CapabilityInternational Finance Capability • GovernanceStrength of BoardReporting and Decision Making

28. Market Market Understanding | Segmentation and FocusCultural Competence | Business DesignSales and Marketing Sales and Marketing • Get in front of people • Give them a reason to buy • Make sure they can buy 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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