Wow, what why and how
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Transcript of Wow, what why and how
WOW!WOW!What, Why and HowWhat, Why and How
2013 Executive Leadership ConferenceRichard Currier
Breakthrough Apps that Drive a Wow!
•What?This is what your prospects must start saying
•Why? Increasingly, these are the only apps being bought
•How?80% formula/ 20% creativity – we’ll show you how
Wow: What, Why and How
Wows: Way More Than Slick Technology
“Good enough never is …” - Debbi Fields
• Run the business mostly boughtOpportunities mostly replacement or niches
• What’s no longer compelling to buyers“Marginal improvements usually cost more and take longer than planned and deliver less than hoped”
• Mantra: Not broke, don’t fix itWill buy only if it is broke – vendor/ software failing, critically required needs unmet (platform, functions, …)
Good Enough Is … For Your Customers
Frequent symptoms if you lack breakthrough/wow:
•Sparse sales pipelinesStruggle to “get in”/ get to next steps in deals
•Protracted/ never-ending sales cyclesSales that slip month-after-month
•Disappointing lossesDo nothing, clearly inferior or just cheaper competitors, …
Good Enough Isn’t … for You
Innovative solutions to large pressing problems:
•Product difference is bold and clear
•Changes the way customers work/ do business
•Changes the way customers buy
Breakthrough/ Wow Apps Are Different
Breakthrough Apps Are Different
DifferentDifferentBetterBetter
Run the business Run a better business
• Different Benefits• Step-change results, move the needle benefits,
“jump the curve” solution
• Different Problem• Problems are the most fertile areas for leadership• Ex, supply chain versus ERP/ MRP• EOIC versus other HIS solutions
• Solution is perceived differently• Unique capabilities underlie perceived difference• Important capabilities: they have a name!
Not Just a Different Product
• Wow benefits“we’re going to save our clients $10 B …”
• Wow differentiatorsPeopleTools and Visual Dynamic organization
• Wow problem solutions Breakthroughs from the other 95% of data …
Breakthroughs Evoke the Wow
Why Breakthroughs/ Wow?re
venu
e
time
Breakthrough apps that WOW!
Good & better apps
Why? Critical for growth, even crucial for survival
Surprisingly easy to add wow impact:
•Follow five straight forward rules80 – 90% of the solution
•Get a little creative Problem/ solution choice for theming; naming, stories; … (important but less than 20% of the solution)
The Five Rules for Wow
Today Wow is Everywhere
Lessons from the PC Breakthrough
Lessons from the iPod Breakthrough
Lessons from the iPhone Breakthrough
Lessons from the iPad Breakthrough
Leaders Thrive, Others Struggle
Product focus
Sales focusMar
ket L
eade
rship
Time
Succ
ess
Hand
-to-h
and
com
bat
1. Real customers with clear, pressing needs
2. Listen to customers to learn how to lead them
3. Showcase theme-based problem-centric stories
4. Change the game to win
5. Only leaders thrive
The Five Rules for Breakthrough Wows
The Executive Leadership Conference:•Creating the Wow
•Crafting the Wow Message
•Building Wow Marketing Campaigns
•Driving Strategic Vision and Value
•Creating Wow Products
•The Breakthrough Bootcamp
Putting the “Rules” to Work
The Breakthrough Bedrock:
• The all-the-data breakthrough
• The connected applications breakthrough
• The Active Analytics breakthrough
• The mass personalization breakthrough
• The single, cohesive technology stack
InterSystems Breakthrough Platform
WOW!WOW!What, Why and HowWhat, Why and How
2013 Executive Leadership ConferenceRichard Currier