A tale of twelve ideas
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Transcript of A tale of twelve ideas
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2015
A Tale of Twelve Ideas
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Idea 1. “There once were only three Value Propositions in all the
world…”
Innovative – Focused on cutting edge products & services. Focused on New Routinely destroys the status quo Lives for the quantum leap Rewards new ideas Values failures for the data they produce No fear Rules are made to be broken If it isn't broken, break it! Generates new markets; often hammer looking for the nail.
Intimate - Focused on the “relationship” Focused on “bespoke” vs. “one size fits all” Emphasizes “trust” over “transaction” Often says “no” when there is no long term benefit Sells based upon the individual customer
Efficient - Focused on cost Obsessed with lowest price Regimented processes and procedures Seeks to “commoditize” products and services Transactional in nature Customer convenience, fast-efficient service, predictable outcomes
every time. Sells based upon being the most competitively priced, fastest and
easiest to do business with.
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Some Examples: Which type are you?
Innovative
Intimate
Efficient
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Idea 2 – And all products eventually
became commodities.
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Idea 3 – Value Propositions
operated in different stages of product
maturity, often with different players
along the way.Innovate
Intimate
Efficient
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Idea 4 – This was because the Value
Proposition changed as Market Penetration
increased.
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Inhibitors Governmental Regulations Patent / Copyright Intellectual Property / Trade Secrets Unique Skillset / Sole Supplier Market Demand / Isolation Product Displacement Force Majeure Negligence/Criminality
Idea 5 – There were also common
inhibitors that influenced both the
degree and the pace of product evolution.
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Disintermediation
Aggregation
Automation
Mass-customization
Idea 6 – Then technology changed the relationship
with the customer allowing companies to apply new
rules to the value proposition.
Fiserv
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Idea 7 – The pool of all information
and human experience began
to grow exponentially...
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Idea 8 – “Privacy rapidly became a
thing of the past.…”
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Idea 9 – The growth of data and analytics enabled those who
responded before the event horizon with the
right information to routinely win.
Prescriptive analytics not only anticipates what will happen and when it will happen, but also why it will happen. Further, prescriptive analytics suggests decision options on how to take advantage of a future opportunity or mitigate a future risk and shows the implication of each decision option.
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Idea 10 – “The role of technology also rapidly
changed from predictive and prescriptive to manipulative.”
Tell me what to think…
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Idea 11 – “There is nothing better than a
well-trained customer.”
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Idea 12 – “Data not only reflects behavior,
it drives behavior.”
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