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cohesive enterprise designErik Roscam Abbing & Mike Clark
May 28th 20151
a joint effort between cohesion 360 and zilver innovation
on mike and erik
2Erik Roscam AbbingMike Clark
inside out and outside in are both missing the pointwhat’s going on and what are we missing?
3
chapter 1
the new world has new challengescustomers are more in the know
the growth of digital the commoditization of technology
brands are less about promise and more about delivery of that promise4
and businesses’ old ways of addressing them no longer work
defining strategies based on capabilities inside out perspective no brand perspective
shareholder value vs customer value focus on incrementally improving existing capabilities
5
we must figure out how to address the right needs
that’s where design comes in! the customer centricity cult
customer insights for CX and UX but what about the brand?
and what about the business?6
Nice. But still there’s a gaphow can the world of business strategy meet the world of customer insights?
how do I know I can deliver on my promise? how do I know I’m focussing on the right things?
how do I know I’m choosing the right strategies to invest in? how do I know which parts of the proposition I need to change?
innovation lacks coherenceit lacks coherence between inside out and outside in
it lacks a value perspective: what is the clearer path to value
we must adopt an outcome perspectivewhat are customers actually trying to achieve by using our value proposition?
what do they want to be able to do?
cohesive enterprise design
so how do you piece all this together?
10
chapter 2
the cohesive enterprise design framework
looking closer
12
chapter 3
the outside worldthe inside world
the outside worldthe inside world the outside worldthe inside worldthe
brand
navigating the levels
Keeping the big picture in mind
28
chapter 4
Choosing the right battle
Entering the right level
39
chapter 5
Bringing it to life
Using the blueprint
47
chapter 6
Value Business value
BenefitsBusiness benefits
3. Outcomes 2. Outcomes5. Value Propositions
1. Needs4. Capabilities
Value
Benefits
Customer value
Customer benefits
cohesive enterprise design framework
Operational outcomes
Functional outcomes
Function innovations
Functional tasks
Operational capabilities
Business outcomes
Experience outcomes
Value innovations
Experience needs
Business capabilities
Aspirational outcomes
Aspirational outcomes
Meaning innovations
Aspirational feelings
Aspirational capabilities
Outcomes OutcomesValue proposition
NeedsCapabilities Value
Apple watch example
now concretely
50
chapter 7
Outcomes OutcomesValue proposition
NeedsCapabilities Value
Operational outcomes
Functional outcomes
Function innovations
Functional tasks
Operational capabilities
Business outcomes
Experience outcomes
Value innovations
Experience needs
Business capabilities
Aspirational outcomes
Aspirational outcomes
Meaning innovations
Aspirational feelings
Aspirational capabilities
We’re able to provide personalized gym programs so
we can increase watch demographics and customer satisfaction and unlock new
revenue
I’m able to track my gym performance so I can be motivated and see my
improvements and feel good about myself
share your hartbeat with friends, track your sleep patterns, communicate
with your doctor
I need to be stimulated to continue going to the gym
we need to be capable of heart rate monitoring
We’re able to deliver health monitoring apps within a
watch form factor so we can maximize our presence in
health services that will bring us additional revenue
I’m able to have access to information that tells me how
healthy I am
a watch that helps you be always connected
and track and monitor your health real time
I need to take better care of myself and my fitness
we need to be capable of reliably interpreting heart
rates
We’re able to shift the apple domain from gadgets to health so that we’re seen as a lifestyle company not a tech company
so that we can enter new markets
I’m able to be healthier, more productive and more
attractive
a lifestyle device that makes healthy living part of your everyday
rituals
I want to feel healthy and good about myself
we need to be capable of generating trust with our
customers and health partners
What will you redesign?
now it’s your turn
Coming soon CohesiveEnterpriseDesign.com
cohesive enterprise designmasterclass
Erik Roscam Abbing and Mike Clark invite you to join their full day masterclass on Cohesive Enterprise Design: an approach to outcome driven value proposition design, that brings together the best service design and enterprise architecture have to offer.
We combine outside in and inside out approaches to arrive at a coherent approach to innovation that brings strategy to life and vision to action.
June 29th London July 10th Rotterdam
more info: welcome@zilverinnovation.com | www.zilverinnovation.com | www.bridging-the-gap.me | www.bit.ly/cohesiveenterprisedesign
1
Value Business value
BenefitsBusiness benefits
3. Outcomes 2. Outcomes5. Value Propositions 1. Needs4. Capabilities
Value
Benefits
Customer value
Customer benefits
thanks!!on mike and erik
53
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