Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Transcript of Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Making the Numbers - How to do it
Digital transformation how to succeed
Stephen AllottChairman, {Pebble Code}16 May 2016
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Trinity College, Cambridge
Xerox
Sun Microsystems (1st lawyer hired outside the US)
McKinsey strategyTech and corporate finance
Micromuse President, CFO and main board director. NASDAQ: MUSE
Cambridge Computer Lab
Trinamo
UK Crown Rep SME
10 chairman roles
Micromuse turnover
(M)
OEM STRATEGYDell big: whats the growth plan and rep deployment?Huawei growth plan and location of manager?Decide on plans for Lenovo, Intel and Cray
MONT VENTOUX
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Topics today
Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out
Market cap of $5.1 billion
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Gov Digital
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Choosing the right pilots
How many?What types?How to manage?
25 GDS exemplar projects
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Division Goals
Product Goals
OrganisationGoals
Functional GoalsDigital Exemplar Best Practice
Right approach
Thing right
Right thingHow to succeed
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Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed
Division Goals
Product Goals
OrganisationGoals
Functional GoalsDigital Exemplar Best Practice
Right approach
Thing right
Right thing
Tools for Thing Right
Know and fill key rolesAssess capability honestlyUse employees in key roles/suppliers as skill building/backupFollow agile best practice with close involvementReplace non-performers
Right thing: user led MVP service mgmtThing right: actually not contractuallyBuild the right thing wellTools for Right Thing
Hack daysUser researchUser lab testing (e.g. at GDS)Minimum Viable ProductA / B testingBeta testingTight link to helpdesk to react to feedback real timeBuild the right thing
BadlySlowlyExpensivelyBuild the wrong thing well
FailEpic failRight thing is the key
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Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed
Division Goals
Product Goals
OrganisationGoals
Functional GoalsDigital Exemplar Best Practice
Right approach
Thing right
Right thingStart with user led designDevelop Minimum Viable ProductRight size the components, sourcing from suppliers, COTS and open source
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Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed
Division Goals
Product Goals
OrganisationGoals
Functional GoalsDigital Exemplar Best Practice
Right approach
Thing right
Right thingStart with user led designDevelop Minimum Viable ProductRight size the components, sourcing from suppliers, COTS and open sourceInstall requisite capability across all rolesUse best practice lean start up and agile software development approachesView as a product not a project; its forever
Roles you will need
Programme and project managerPortfolio managerService managerBusiness analyst
Product managerDelivery manager Technical architectProduct / business analyst / data scientistUser researcherInteraction designerFront end developerBack end developer Quality assurance / tester Agile coach
Hosting platform developerWeb operations[Security expert]Infrastructure architect
Business representatives, users and subject matter expertsPortfolio, product and service managementAgile product teamWeb operationsBusiness representatives
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Topics today
Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out
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UK public sector
2014/15, bSource: Kable
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CentralGovernment Departments
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TitleSTEPGENERALG-CLOUDOJEUFRAMEWORKGet in the conversationInform prospectsDont sellUse seminarsDrive referrals from baseResearch current buyers using Gov SpendResearch competitors offerings on the Digital MarketplaceMonitor Contracts FinderMonitor Contracts FinderGet on the frameworksEngage and shape the specificationsPre-market engagement is now clear policy and best practiceGive referencesRespond to inquiriesRespond to PINSEngage pre-marketEngage pre-marketBid and winGet expert helpAnswer the questionGive an exampleGive proofUse Mystery ShopperGood DocumentsFace to face InterviewsUse clarifying questionsDo great bidsUse clarifying questionsDo great bids
Deliver a great result and serviceGood work wins more workFirst timers take extra careWins are publicWins are public
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Use G-Cloud
m
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Topics today
Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out
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Title
Aggregation and Centralisation
= conventional wisdom
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Feb 2011Today, we are announcing big changes to the way government does business.
.... wherever possible, were going to break up large contracts into smaller elements, so that SMEs can make a bid and get involved
https://www.gov.uk/government/speeches/pms-speech-at-the-strategic-supplier-summit
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The mistake:
Aggregation by default is wrong
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Peter Kraljic published HBR article in 1983
http://bit.ly/Kraljic
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Kraljic is for fixed spec production parts Not tooling
Buy the Thing Right: getting a dealForecast
Innovation impact
Buy the Right Thing: latest toolsYesNoYesNo
Buy the Thing Right: getting a dealForecast
Buy the Right Thing: latest toolsYesNoYesNoBigger lever?
Buy the Thing Right: getting a deal
Buy the Right Thing: latest toolsYesNoYesNoBigger lever?
Buy the Thing Right: getting a deal
Buy the Right Thing: latest toolsYesNoYesNoTools or Parts?
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What else do you need .?
A top developer can be 10x more productivethan a mediocre one.1
OEM STRATEGYDell big: whats the growth plan and rep deployment?Huawei growth plan and location of manager?Decide on plans for Lenovo, Intel and Cray
MONT VENTOUX
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