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Marion Debruyne
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Presentation for Vlerick Business School MindMeet, Amsterdam June 27 2013
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Outside in done right- mindmeet-handout
1.
OUTSIDE-IN DONE RIGHT PROF
DR IR MARION DEBRUYNE
2.
© Vlerick Business
School THE OUTSIDE-IN ORGANISATION CONNECT CONVERT COLLABORATE
3.
© Vlerick Business
School THE OUTSIDE-IN ORGANISATION CONNECT
4.
“WHEN GIVEN THE
CHOICE OF OBSESSING OVER COMPETITORS OR OBSESSING OVER CUSTOMERS, WE ALWAYS OBSESS OVER CUSTOMERS.” - JEFF BEZOS
5.
© Vlerick Business
School CONNECT 1st LENS ZOOM IN ON CURRENT CUSTOMERS
6.
© Vlerick Business
School 5 PRACTICES 01 CONSTANT FEEDBACK LOOP 02 IMMERSIVE CUSTOMER UNDERSTANDING 03 LEVERAGING INFORMATION 04 CUSTOMERS IDEAS
7.
“SOME OF US
LIVE IN THE FUTURE TODAY, AND SOME OF US WILL STILL LIVE IN THE PAST TOMORROW”
8.
© Vlerick Business
School 5 PRACTICES 01 CONSTANT FEEDBACK LOOP 02 IMMERSIVE CUSTOMER UNDERSTANDING 03 LEVERAGING INFORMATION 04 CUSTOMERS IDEAS 05 CUSTOMERS AS C0-DEVELOPERS
9.
© Vlerick Business
School CONNECT 2nd LENS ZOOM IN ON CUSTOMER’S GOALS
10.
© Vlerick Business
School The customer rarely buys what the seller thinks he’s selling
11.
“CUSTOMERS WERE NOT
BUYING FILM, THEY WERE BUYING THE ABILITY TO MAKE MEMORIES”
12.
© Vlerick Business
School CONNECT 3rd LENS ZOOM OUT
13.
“THE BIGGEST THREATS
ARE THE ONES YOU DON’T SEE COMING”
14.
© Vlerick Business
School “Precisely because firms listened to their customers…, they lost their positions of leadership” C. Christensen BEWARE OF THE CUSTOMER TRAP
15.
© Vlerick Business
School THE OUTSIDE-IN ORGANISATION CONNECT CONVERT
16.
IF WE DON’T
CONSTANTLY INNOVATE, WE DO NOT DESERVE TO SURVIVE JACQUES HOROWITZ – CHATEAUFORM
17.
© Vlerick Business
School ARE YOU STOPPING YOURSELF?
18.
© Vlerick Business
School “...The skills-forward approach says, “We are really good at X. What else can we do with X?” That’s a useful and rewarding business approach. However, if used exclusively, the company employing it will never be driven to develop fresh skills. Eventually the existing skills will become outmoded. Working backwards from customer needs often demands that we acquire new competencies and exercise new muscles, never mind how uncomfortable and awkward-feeling those first steps might be...” Jeffrey P. Bezos Founder and CEO April 2009, Letter to Shareholders
19.
© Vlerick Business
School THE REVERSED VALUE CHAIN Step 1: Connect MarketFocal Company Partner Ecosystem Step 2: Convert Step 3: Collaborate
20.
IN A WORLD
OF RAPID DISRUPTION, COMPANIES NO LONGER MUST--OR CAN--OWN ALL THE SKILLS REQUIRED TO THRIVE.
21.
© Vlerick Business
School
22.
© Vlerick Business
School THE OUTSIDE-IN ORGANISATION CONNECT CONVERT COLLABORATE
23.
“Companies rarely die
from moving too fast, and they frequently die from moving too slowly.” Reed Hastings CEO Netflix, 2011
24.
© Vlerick Business
School THE OUTSIDE-IN ORGANISATION CONNECT CONVERT COLLABORATE
25.
© Vlerick Business
School SMALL IDEAS WITH BIG IMPACT
26.
© Vlerick Business
School THANK YOU! Prof. dr. ir. Marion Debruyne Associate Professor & Partner Vlerick Business School Contact me: Marion.Debruyne@vlerick.com Follow me: MarionDebruyne
Notas del editor
And those people would not be in bad company.
Do your customer have the right capabilities? Installersdon’tknowaboutelectronics,anddon’t want todevelop these capabilities
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