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Mike and Will ShookAccelerence, LLCMarch 19th 2013
Foundational Best Practices for Organizational Growth and Success
Foundational Best Practices for Organizational Growth and Success
• Why organizations must evolve corporately and individually
• Tools and strategies to assess your organization and transform your business model
• Best practices, lessons learned and fundamental truths in building a successful organization
The Entrepreneur’s View of the Technology Landscape:
The Technology Adoption Life Cycle
The Dreaded CHASM –The Bane of New Products
Key Seminar Take Away
“Change Before You Have To”
The 7 Steps to Profitable Growth
Know Thy Customer (unique problem solved)
What color glasses do you wear?
You don’t know more about your customer’s problem then your customer
Your 1st idea won’t survive the market
Premature scaling
You learn ZERO inside your office
© 2012 Accelerence, LLC
Know Thy Competition
Yes, other babies are beautiful too
Knowledge drives strategy & position
So who takes this seriously?
© 2012 Accelerence, LLC
Actionable Market Segments
$15B or $15M???
Unique Characteristics
Beachhead
Access
© 2012 Accelerence, LLC
The 7 Growth Constraints –Meaningful, Defensible Value Proposition
What you do, why it matters, how/why you do it better
A good value prop doesn’t come easy
Defensibility = Credibility
One value prop – multiple audiences – must link needs of C‐Suite & user
© 2012 Accelerence, LLC
The Gears of Business Growth & Success
Define target
customer, markets,
actionable segments
Product solves
meaningful business problem
Unique, quantifiable
value proposition
Defensible competitive
differentiationstrategy
Sales & Mktg plan
w/definable value & IP
Team alignment,
focus, commitment
to high Performance
© 2012 Accelerence, LLCDo not reproduce without permission
Lessons Learned
Lessons Learned• Mandatory need to evolve to include individuals
and the business• The organization can never get in the way of the
mission• Having a bias for action / Change before you
have to / Be prepared to pivot• Focus / Return on Management “ROM”• “Main thing must be the main thing” – Bill
McDermott, CEO SAP• Great planning and strategy better execution• Perpetual optimism is a force multiplier
Lessons Learned
• Right team on bus, hire, train, promote well/Fire fast/ Danger in the Comfort Zone, J Barwick
• Challenging times require difficult decisions / Selling your way out of challenging times is not a strategy. Always face the brutal facts
• Communicate early,often/Be consistent on what’s important
• Importance of building a values based business• Be brave /Leadership and fear are bad partners
Questions?This seminar was approved by PMI to award 1 PMP-PDU for attendance:• Go to aspe-sdlc.com/pdu/ for instructions on submitting
your PDU.• You can submit your PDU by mail or electronically.• The Activity code for today’s presentation is WS031913
and ASPE’s REP number is 2161.• The seminars are Category A for one PDU
Foundational Best Practices for Organizational Growth and Success
Thanks for spending time with usMike and Will Shook
[email protected]@accelerence.net