2015

A Tale of Twelve Ideas

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.

Some Examples: Which type are you?

Innovative

Intimate

Efficient

Idea 2 – And all products eventually

became commodities.

Idea 3 – Value Propositions

operated in different stages of product

maturity, often with different players

along the way.Innovate

Intimate

Efficient

Idea 4 – This was because the Value

Proposition changed as Market Penetration

increased.

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.

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

Idea 7 – The pool of all information

and human experience began

to grow exponentially...

Idea 8 – “Privacy rapidly became a

thing of the past.…”

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.

Idea 10 – “The role of technology also rapidly

changed from predictive and prescriptive to manipulative.”

Tell me what to think…

Idea 11 – “There is nothing better than a

well-trained customer.”

Idea 12 – “Data not only reflects behavior,

it drives behavior.”

Are any of these terms or products unfamiliar to you? If so, the future of your company is probably at risk…

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