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

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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