<a href="http://beyondbridges.net/wp-content/uploads/2015/01/image-26-600x450.jpg"><img class="alignleft size-thumbnail wp-image-3269" src="http://beyondbridges.net/wp-content/uploads/2015/01/image-26-600x450-150x150.jpg" alt="image-26-600x450" width="150" height="150" /></a>You know I am a big fan of Ben Thompson. <a href="http://stratechery.com/2015/end-trickle-tech/" target="_blank" rel="noopener noreferrer">This one popped up the other day</a> - where he is asking if Geoff Moore's Crossing The Chasm theories are still relevant. Personally, I think they are - however - it did get me to thinking - so I pinged my friends <a href="https://www.linkedin.com/profile/view?id=330742&amp;authType=NAME_SEARCH&amp;authToken=7UPH&amp;locale=en_US&amp;trk=tyah2&amp;trkInfo=tarId%3A1422135018008%2Ctas%3Astuart%20robbins%2Cidx%3A1-1-1" target="_blank" rel="noopener noreferrer">Stuart Robbins</a> - and yes - <a href="https://www.linkedin.com/in/geoffreyamoore" target="_blank" rel="noopener noreferrer">Geoff Moore</a>.

Geoff has not yet got back to me – but Stuart wrote a wonderfully considered piece (he always does) – and the line below called out particularly leapt out to me. I will add his full commentary – when I have his permission – and of course – when / if Geoff replies – with his permission will do the same. Stand by.

I don’t think it is “trickle down” technology, but technology that leaps in a viral manner across the chasm.

[Later] : This just in from another friend – thanks Larry.

Geoff’s keynote at Strata in 2014 where he addresses the relevance of the Chasm in today’s business.

And while we are on Geoff video – this one is quiet brilliant – using a video I had seen before – but describing the technology adoption lifecycle as it applies to consumers – all based on a dancing man at Sasquatch 2009.

            <a href="http://beyondbridges.net/wp-content/uploads/2014/10/Feedly_Logo.png"><img class="alignleft size-thumbnail wp-image-3218" src="http://beyondbridges.net/wp-content/uploads/2014/10/Feedly_Logo-150x150.png" alt="Feedly_Logo" width="150" height="150" /></a>@DaveWiner is a man that I do not know - but read a lot of his words - and generally am in agreement with his ideas and principles. It was Dave that finally inspired me to close down Facebook. The walled garden, taking my content, it all is fine - but I found myself ONLY posting there - and <a href="http://beyondbridges.net/2014/10/i-am-closing-facebook/" target="_blank" rel="noopener noreferrer">ignoring my other channels</a>.

But all that’s old news. This morning reading through my daily feeds (provided by the mighty Feedly organization) I saw this post right at the top of the page … BRILLIANT – true Netizens working for the common good.

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            <a href="http://beyondbridges.net/wp-content/uploads/2013/06/Peter-Principle.jpeg"><img class="alignleft size-thumbnail wp-image-3393" src="http://beyondbridges.net/wp-content/uploads/2013/06/Peter-Principle-150x150.jpeg" alt="Peter Principle" width="150" height="150" /></a>Judith Kavanaugh ( @newsj44 ) commented on <a href="http://beyondbridges.net/2013/06/product-is-the-new-consulting/" target="_blank" rel="noopener noreferrer">this post from yesterday</a> - 'Product Is The New Consulting' ... and wrote that  "90 percent of the waste in big corporations is from ego, incompetence or defensiveness. And they often travel together in sort of a trifecta."

It tickled me because I do have a running meme about the death of the Large Corporation.

How apt that Defensiveness, Incompetence, Ego could be EXACTLY what causes that death.

Thankyou Judith for reminding me of The Peter Principle.

            <a href="http://beyondbridges.net/wp-content/uploads/2013/06/JP-Fractal.jpg"><img class="alignleft size-thumbnail wp-image-3018" alt="JP-Fractal" src="http://beyondbridges.net/wp-content/uploads/2013/06/JP-Fractal-150x150.jpg" width="150" height="150" /></a>It's a long story - but 'Fractals' has been part of my persona for over 20 years. It all started when I was at a cross roads in my business career - and I set up a company that was called 'Fractal Communications'. The principle was a 'piece of nougat' in my brain that said that business processes at the largest level all the way to the smallest are in many ways self similar. My company was to be focussed on attention to detail - at each and every level, so that I could (still do in fact), apply the same principles to my work programs today.

Back then I could be running large multi-country events with thousand of attendees – or producing a script for Inside Sales to use to get attendees to a new seminar, or even writing a direct mailing piece. (remember – I did say this was a while back).

History took over – and I moved to the USA – “life” – to quote Mr John Lennon – “is what happens when you are busy making other plans”.

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            <a href="http://beyondbridges.net/wp-content/uploads/2013/06/this-changes-nothing.jpg"><img class="alignleft size-thumbnail wp-image-2971" alt="This Changes Nothing" src="http://beyondbridges.net/wp-content/uploads/2013/06/this-changes-nothing-150x150.jpg" width="150" height="150" /></a>I found the block quote below in my snippet collection from a year ago this month. The depressing thing isn't that the situation is no different, I could live with that. No, the depressing thing is that it is worse.

The Upside ?

…. the opportunity is even greater for the customers, and the enterprises and the people in the value chain that can help and the applications they can acquire and the consultants that can …. oh wait – that last one is going to be a problem – see why in my next post. Quite the contrary to ‘This Changes Nothing’ – this one really does change everything !

“There is substantial evidence that large corporations and enterprises are in a similar position to that which they found themselves in the late 90s when the internet emerged as a ‘significant disruptor’, this time in the shape of ‘Social Media’. But unlike the internet, this shift is not just technological, but rather is changing everything.”

 

            Those of you that track this blog will know that I occasionally post pieces that are flagged - 'three legs of a stool'. This happened to catch my eye today - which for me captures the challenge - isolation. The 'three legs of a stool' concept work great - but as you layer and layer and layer - well - them you get into the complexity - and arguably lose sight of the essence.

Venice Biennale 2013

            Somewhere in the Ted Talks is a great piece on the best and the brightest wasting their energy on working out how to make people click more - and not actually solving REAL problems. It is amazing how little you read is really about GREAT innovations. Sure it is happening - we just dont read too much about it - as we get caught up in multi billion dollar valuations of the next picture app.

And then I read this ….

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GinniRometty

I saw this a couple of weeks ago – but as you might have observed – not too much time to be posting just recently !!

The cool thing is how absolutely spectacular it was to to read the headline – “The Social Network Will Drive Value”. Of course it will, we all believe that – right? Some of us can even prove it. But, no, why I am excited is to read the complete article and tucked away in here second of three points is …. well let me explain.

Forever and a month ago I met a great guy – Nick Coutts. Ex IBM, Ex Ogilvy (WPP) and now part of our team at Expert Alumni.

When Nick and I first met he spoke of – now focus for a minute …

“The global shift from the producer efficient supply chain to customer effective demand network is accelerating.”

It’s a bit of a mouthful – but it breaks down nicely. The point that is very much of Nick’s message that he has been drumming home for years (goodness – I was working with him on it 7 years ago at least), is one that describes why I do what I do. The efficiencies of supply chains are getting tighter and tighter every day – because that is where the focus of business effort has been.

Sure – we have had software focussed on ‘the customer’ – but the fact is that the thinking in that space is still around applying manufacturing processes to customer relationships. #FAIL

Nick’s work (and remember – his thinking predates even ‘The’ Facebook, LinkedIN and Twitter – by years ), centred on the idea that the new world was about networks, empowerment of the individual, and that this is where we should be looking for efficacy in business. And I know lots of people mouth those words – but their actions just do not support them.

So – to read point number two from Ginny Rometty’s talk at the Council of Foreign Relations … well – music to my ears ::

“The social network will be the new production line in a company,” Rometty predicted. The primary benefit of new social platforms, she said, is that today’s knowledge workers have access to each other. In the near future, she believes “your value will not be what you know, but what you share.”

This social sharing shift will change the way businesses hire, who they hire and how they compensate workers, said Rometty. Employees will be rated by bosses, colleagues and even customers on the value of the information they create, she said, which could impact compensation. A one-star rating would result in a one-star compensation range, just as a five-star rating would ensure five-star compensation. Like data analytics, more and varied input on each employee’s performance may create more objective pay models.

The article at Forbes can be found hereIBM CEO Predicts Three Ways Technology Will Transform The Future Of Business

            <a href="http://beyondbridges.net/wp-content/uploads/2013/03/image.png"><img class="alignleft size-thumbnail wp-image-2566" alt="image" src="http://beyondbridges.net/wp-content/uploads/2013/03/image-150x150.png" width="150" height="150" /></a><strong>In 2012 - </strong>

“The average B2B buyer is 57% through a typical purchase decision before engaging with a sales person.”

“12% is as much of your customer’s total mindshare you can expect to get as a supplier across the entire B2B purchase path.”

Both these statistics (and/or very similar) are emerging from a number of different sales research organizations and most recently were written about in Forbes. In fact Forbes/ CMO Network extrapolated the first point to write:

“More accurately, 57 percent of the sales process just disappeared.”

My partners at Reality Works have understood this trend for sometime and has been working with large and medium sized sales organizations to attack this and other challenges the modern enterprise faces. We have delivered over 450 other successful client engagements.

  • We Identify and understand best practice data around customer engagement and work to customize to suit your business
  • We deliver solutions that range from core telesales operation, through to customer facing integrated solutions
  • We wrote the book on Sales 2.0 – literally
  • We are the go to people in the industry for working out how to embrace Social Sales into core processes
  • Leading global organizations are working with us to solve the challenges implied by those two quotes.

You can find us here …. or just connect with me directly – love to help you.

            <blockquote>Gimmicks are a loser’s game. If you’re not treating your business as a serious, long-term proposition, then you’ve got bigger problems than trying to figure out which flavor of management strategy to use. Business is 99% about people; people are 99% about human interactions and relationships -- and the strongest relationships, in life and in business, are built on a strong foundation of trust. You can’t build trust by tricking and tweaking, and you can’t build a business, either.</blockquote>

…. Ed Whitacre, Former Chairman and CEO, General Motors

Think about that :

  • Business is 99% about people
  • People are 99% about human interactions and relationships
  • Relationships are built on a strong foundation of trust
  • Trust cant be built by tricking and tweaking

… and then think about the constant gaming and claiming and point collecting and racing to the bottom that goes on in Social Networking – and you begin to understand the ‘other side’ of the coin.

Reinventing the Way We Do Business | Stanford Breakfast Briefings – if you are in the area – you should sign up.


My thanks to a good friend for flagging this one to me. Not credited because she (unusually in these modern times) definitely flies under the radar – but she knows who she is.