Getting People to Care About Innovation
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[email protected] @timoelliott Timo Elliott VP, Global innovation Evangelist Getting People To Care About Innovation Some Lessons Learned
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Transcript of Getting People to Care About Innovation
@timoelliott
Timo ElliottVP, Global innovation Evangelist
Getting People To Care About InnovationSome Lessons Learned
What I Do:40+ Conferences
per year
& Lots of Social…
How can I compete when it’s no longer clear who I’m competing against?
When did my customers start knowing more about me than I know about them?
How can I find and keep the people I need to solve the challenges I don’t even know I have yet?
When will my data stop reporting the past and start predicting the future?
How can I Run Simple in an increasingly complex world?
Disruption is Everywhere
Think of an Innovative Company…
The Bottom Line on Selling Innovation
1. Get happy customers2. Help customers tell
each other
Luckily, this doesn’t happen very often:
Phases of Innovation:
Find the weaknesses, and help!
Overcoming Barriers to Innovation
Don’t CareDon’t Understand
Too BusyExplicit Choice
Don’t BelieveCan’t Afford ItNothing In It For MeInertia
Don’t Care
My Database is Faster!
A big part of innovation is the translation from technology to the effects of technology
[Sticks, mostly]
Carrots or Sticks?
“Without big data, you are blind and deaf and in the middle of a freeway.”
Geoffrey Moore
“Money is Green and Comes from Customers”
Are you the taxi company?Or Uber?
“In 1958, the average S&P 500 firm was 61 years old. Now it’s under 15 years. At this rate, 75% of the S&P 500 will be replaced by 2027”
Central IT is like the taxi companies!
This Does Not Work!
Nobody Does Anything Until The Competitors Do
So go find some competition — Inside or outside
Increasingly, innovation is about business models, not products or services
Nibbled to Death
e.g. Banks:
Payments
Currency exchange
Bitcoin
Blockchain…
You May Just Be Talking To The Wrong Person
…Whatever
Want to Find Innovators?
Find the peoplethat hate IT…
Suits vs. Hoodies (We Need Both)
Source: Gartner
The New Job of IT: Building COMMUNITIES
Regular face-to-face meetings• Bring people together across silos: IT, Analysts, Business Leaders, Execs• Presentations of successes best practices• Invite external speakers
Virtual communities• Leverage internal social tools for people to share information• Community-driven content
Community self-policing• Act as eyes and ears to discover projects, opportunities• Social mechanisms to ensure the “right behaviors”
Ensure support at all levels• Not just executives — middle and users
What’s the Opposite of
Fragile?
Beyond Robust
But: Advice About Meeting CEOs — From a CEO
SAP CEO Bill McDermott on LinkedIn
Choose Not To Do Anything
Successful Companies “Choose What To Leave Broken”
So just pointing out something is broken may not help…
BUT Kodak, Blackberry, etc.
Don’t Understand
Don’t Understand
Repeat!
Scattershot works better than it “should”
Analogies
Stories and anecdotes
Repeat!
Relate it to their objectives
Too Busy
Too Busy
“Can’t you see I’m too busy?!”
Help give people time — reduce complexity, manual work
Don’t Believe
“Intricate calculations of sales by territories will appear as if by magic in the digital age ahead”
Permission to Believe
Don’t be afraid to explain what changed / why now!
Decision Cockpits
Don’t Believe
Customer proof is everything
Anecdotes can be more powerful than data
Can be from outside industry (bankers shouldn’t only look at other banks for how to delight customers, for example)
Find the believers!
Can’t Afford It
Value, Not Cost (Doh)
Powerful Tech Is Assumed To Be a Luxury
But digital photography is faster, easier, and CHEAPER. In-memory is a transformative technology that is slowly but surely upturning the whole industry
E.g. Because SAP HANA is very powerful, people assume it’s “a luxury they don’t need and can’t afford”
The price of light… …is less than the cost of darkness
ROI = Return On Ignorance?
The ROI is Easy — AFTERWARDS
E.g. Dutch Utility Company:
“We had an IT business case, but it wasn’t enough to get it approved. It took us almost two years in the end”
“If you go back to the business now, would they say that they should have said yes earlier?”
“Yes!”
Finding Money/Resources/Needs
Go find the shadow IT
Find people using open source — e.g. Hadoop
Most Finance Teams?
"With 90% certainty, here’s where we closed last month…"
New technology breakthroughs mean the finance function is ripe for disruption — and typically has a budget!
Beyond Budgeting: Making planning a continuous and inclusive process, not a top-down annual event
Nothing In it For Me
“Never try to sell a meteor to a dinosaur. It wastes your time and annoys the dinosaur.”
Cloud
It may be hard to persuade the castle guards that a bank is cheaper and more convenient
Tradeoffs
IT:• No IT! (bad)• More Risk!
Business:• No IT! (good)• More Flexibility!
Inertia
Fear of Change.
CAINOTOPHOBIA
Overcoming Inertia: Find Problems!
A crisis is too valuable to waste
"Installing a new IT system is the equivalent in a horror film of somebody saying 'I'm just popping down to the basement'"
Overcoming Inertia: Reassurance!
Overcoming Inertia: Embarrassment?
Showing people that they are worse than the average…
Overcoming Inertia: Help The Champions
“You mean I actually have to push the idea?”
Conclusion
Barriers to Innovation
Don’t CareDon’t Understand
Too BusyExplicit Choice
Don’t BelieveCan’t Afford ItNothing In It For MeInertia
ALL WILL PROBABLY APPLY!
The Magic Ingredient?HAPPY CUSTOMERS
