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Looking for Pain

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Looking for Pain

In the States there is a class of attorneys known as “ambulance chasers.”  They follow accident victims to the hospital and offer their services to get justice or payment for their injuries.  I am not diminishing the role of personal injury cases and the legitimate rights of those victims, but those attorneys are looking for pain and suffering.  In fact, it fuels their business.

All of us in business have a similar need to look for the pain.  The most successful companies, and the products and services that they offer, address an unmet pain and solve it in a unique way.

As innovators and business strategists we should always be in the hunt for the pain. 

  • What costs too much?
  • What takes too long?
  • What ends too soon?
  • What can we not get enough of?
  • What do we have too much of?

These kind of questions, can lead to the insights that create new customers, new business models, new products, and fuel the enterprise into the future. 

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Lean MKTG at PDX Marketing Forum

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Lean MKTG at PDX Marketing Forum

It was a pleasure to join with marketing leaders in Portland for the PDX Marketing Forum and discuss how we can apply principles from Lean Six Sigma and Agile Development to the new challenges that marketers face in our dynamic environment and economy.  Thanks to Dan Bruton and the organizing committee for inviting me to share some insights.

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Customer Feedback

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Customer Feedback

Nothing beats customer verbatims.  Marketing teams might roll-up feedback from surveys.  Sales teams may advocate for their accounts.  But nothing is more powerful than the words (or video) of a customer talking about their experience.  Find more ways to get that into the organization and your products will be better and your customers more loyal.

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Rediscovery

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Rediscovery

“Grandma, you have to see this new show that we found on Netflix.  I think you’d really like it!” my son told my Mom.  “Really?  What is it?” replied my Mom, intrigued. “It’s a show about a Dad and his son and his crazy co-workers in this small town.  It’s really funny and doesn’t have bad language,” he continues.  “You’ve probably never heard of it,” he adds.  “It’s called the Andy Griffith Show.”

This conversation really occurred in my house last year, when my kids thought they had discovered this show which ran 8 seasons in the 1960s.  They were shocked to learn that their grandma already knew about the show.  In fact, she had watched it every week when it was broadcast, first in black and white and then in color.  My kids “discovered” Andy Griffith like Columbus “discovered” the new world or the world “discovered” TED talks over the past few years.  Things around for decades, centuries, or even millennia get rediscovered when new technology makes it possible.

My kids would have never watched Andy Griffith without NetFlix serving up suggestions.  Columbus would have never discovered America without the help of ships and navigation technologies (however flawed they were).  TED would have never extended beyond an event for 1,200 people in Canada each year, if it weren’t for the ability to stream video online, which extended the platform of the events and the “ideas worth sharing” to multiple continents and cultures.

What old things are worth discovering again?  What technology innovation will be required to make that discovery possible?

 

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What Thermostats Teach Us about the B2B Internet of Things?

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What Thermostats Teach Us about the B2B Internet of Things?

We just got a new thermostat in the house from EcoBee. Their claim to fame is that instead of one sensor (at the thermostat), you can put temperature measurement devices around the room or space to generate a better picture of the living environment, be more comfortable, and save energy.  Pretty cool, new solution to an old problem:  how do we allocate expensive and scarce resources (in this case, heat), more effectively?

I wonder what business problems could be solved by moving from a single point of measurement to multiple measurement points.  The sensors have to be cheap (either embedded into a process already done or solved with cheap technology).  Instrumenting various other parts of the organization might lead to allocating expensive and finite/scare resources more effectively?

 

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LinkNYC: an experiment in wealth creation

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LinkNYC: an experiment in wealth creation

If access to information makes you smarter.

If being smarter and better informed allows for better or faster decision making and better utilization of resources.

If better decisions, lead to better outcomes or results.

And better outcomes lead to the creation of wealth

Then, LinkNYC, with its broad distribution of broadband internet to the streets of New York, might be the largest wealth creation experiment in recent history.

 

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Zero Sum Game

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Zero Sum Game

Each year, the National Basketball Association (NBA) has a fixed number of games among a fixed number of teams.  This means each season is a zero sum game.  There will be equal number of wins and losses.  Those wins and losses might fall on different teams each season, but still they are equal to the number of scheduled games.  

Like other things that are fixed in this scenario, we have to optimize within those constraints or work around them.  

This creative thinking lead to the development of fantasy leagues.  When you pick players from multiple franchises and pit them statistically, you aren’t as limited to the same number of games or teams.  In fact, a fan can have multiple teams, each created with different players and played with different strategies.  

 

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What Fire Teaches Us About Innovation

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What Fire Teaches Us About Innovation

You can imagine the excitement of the first tribe to learn to control fire. Maybe the remnant of a lightning storm or perhaps the spark from a flint tool, it was probably lauded as the greatest invention of the age. “Better than sliced bread,” the patriarch announced. “What is bread?” replied his confused, but adoring family. Anthropologists claim that the discovery was a turning point in the cultural aspect of human development and it is no wonder. Fire has a lot to teach us about innovation.

It’s intuitive.

Professor Chris Dede from Harvard commented in a seminar recently that fire is a wonderful technology, because you can get warm just by standing beside it. It’s purposes are obvious.

Intuitive interfaces and natural technologies are very important to modern technology advancements as well. The best products tell you how to use them using only the basic human senses of sight, hearing, smell, taste, or touch. Buttons are meant to be pushed. Tones to be answered. Doors handles opened.  At my company we make electronic displays and video walls, and some of the best innovations we have invented are things that can be appreciated simply by passive observation. The displays simply look better.

It is multi-functional.

Fire can be used as a source of heat on a cold day, a source of light on a dark night, and as a way to cook food. It is also a useful weapon unto itself and can be used to forge weaponry. It was and still used in ceremonies, religious and secular. After all, what is a prayer service or a birthday cake without candles? Even the sight or sound of it can be a source of comfort (as evidence by the cable channels that present a virtual, crackling fireplace). The product manager for fire, didn’t have to spend time doing in-depth research or SIC code analysis to determine the target market or problem it solved. In the ancient world, fire solved them all.

Most technology advancements since fire have had to pick a problem (or few) to solve. The need for relevant information drove the printing press, newspapers and Twitter. The need for better return on marketing investment has driven innovations as far flung as the questionnaire to Google Analytics. The needs solved by our modern inventions, like the smart phone or cloud storage, solve multiple problems. But at the core, the best technologies offer their users multiple ways to use the technology.

It scales.

Fire is infinitely personalizable. You can collaborate at a bonfire or you can use a personal lighter on your cigar. You can ignite a gas burner on a stove to make yourself a pot of tea or you can use a grill to cook food for a crowd.  The same fire that creates the fearsome scene of a forest fire blazing out of control is the same in the fireplace where you sit and rock your sleeping infant. 

As we think about technologies that have impacted our world, they also can scale up and down. They can improve individual lives and the experiences of groups. This is a holiday week in the US and I am reminded that airplanes, such an amazing invention, started in the early 1900’s by moving a person or two (either the Wright brothers or the New Zealand farmer, Richard Pearse, or the Brazilian, Alberto Santos-Dumont, living in Paris, depending on which account you read) and now allow families to be reunited across the continents. And yet, this same technology is used by aviation enthusiasts individually and many of the aerodynamic concepts forms the basis of today’s drone technology and helps fuel innovation in our space exploration and automotive industries as well. 

It changes lives.

Being able to control fire allowed the expansion of human activity to the darker and colder hours of the night. It wasn’t a technology just for those who learned to use it. It was a technology the changed lifestyles, which changed lives, which changed the course of history.

The technologies that I think the most fondly of are ones that changed my life. My RIM Blackberry (and the Palm Pilot before that) changed the way that I waited and communicated. Uber has changed the way I move about a city and think about material assets.  And business to business innovation changes lives as well, enabling new business models, customer connections, and efficiencies never before possible.  I am sure you have similar examples of how technologies, both consumer and commercial, have changed your life. 

The smart phone alone has changed so many things about our lives. Your elementary school math teacher would tell you that you need to learn long division because “you won’t always have a calculator with you.” Boy, we proved her wrong!

It can be used for both evil and good.

Fire can be used to warm and comfort or burn. Seven people die each day in home fires (National Fire Protection Association Report 2013). According to the US. Fire Administration (did you know there was such an agency?), the risk of dying in a fire was 10.7 per million in 2014. Strangely, the highest risk states of fire death is Mississippi, Oklahoma, West Virginia, and the highly urban Washington DC.  It seems no one is safe. There is even a special name for intentional fire starting (arson) and experts attest that most fires are caused by children just playing around. Even in a world where we control fire, it can sometimes get out of control, if we mean harm or aren’t careful.

The guiding principle of physicians – primum non nocere or “first do no harm” – illustrates that innovation or knowledge in itself is no enough. It must be accompanied by ethics. Whatever the intervention, medicine, or procedure, the person who knows more has an obligation to use the technology for the benefit of the patient or mankind. “Don’t be evil” was famously the corporate motto of Google. It is said to have been suggested in an employee meeting on corporate values.  According to the founder’s letter in their pre-IPO filing in 2004, the motto prohibited conflicts of interest and required objectivity, and perhaps the elevation of long-term good, over short-term gain.

I think the recent US election coverage illustrated how technology can be used for good and evil. How many of breathed in the noxious fumes of fear, misinformation, or tragedy in our social media feeds? Often without taking the time to put out the fire or at least check to see who started it (and why). And messages can resembled a fire in so many ways. Both the good (as information illuminated or revealed) and evil (as lies spread like wildfire or good ideas or even relationship were burned, or at least singed). 

It is taken for granted.

Earlier this year, LiveScience published a list of the top inventions of all time. The top of the list was the wheel. Strangely missing was fire. Although both the nail and the internal combustion engine (both made possible by fire) made the list. The light bulb was included (which for many applications, including street lighting and the Easy Bake Oven, replaced fire). It does make me wonder what other technologies or innovations we are inventing today that will be so ubiquitous, so understood, and so taken for granted that they won’t make tomorrow’s list?

This article was originally posted on LinkedIn Pulse.

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The Road to Building a Brand

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The Road to Building a Brand

We have seen a number of celebrities and taste makers go from representing brands to becoming a brand of their own.  Actresses going from being a “Cover Girl” or spokesperson on late-night TV for the latest acne cream, to launching their own line of skin care or cosmetics.  Reality TV stars who went from having their wardrobe supplied by brands doing product placement to them having their own lines for sale.  It is happening with increasing frequency among consumer goods, but what about B2B products?

In the future, I see more opportunity for this as well.  Thought leaders, influencers, business consultants, and others creating their own products.  They have long created services, in the form of trainings and consulting engagements.  Sometimes that extended to a book publishing deal or some syndicated programs or online classes (which are more of a product).  But would your business be more likely to buy an ERP system named after a large, respected accounting firm?  Would you specify a video conferencing system if it bore the name of a major publisher or business luminary? It is more of a stretch in some cases, but not only is it possible, I think it is the next wave of how B2C business successes are influencing B2B practices.

 

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The Power of Observation

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The Power of Observation

Paying attention is the key to ongoing relevance and evolution in our businesses and in our careers. 

Some of you will excel at the ideation that comes from seeing what others are doing in different markets or segments.  Others will excel at refining and improving the concepts once they are proposed.  Others will focus on implementation.  Some will enable ideas to reach their potential with proper funding and leadership. And others will make their mark in measurement and analysis.  All of those super powers are required.

But no matter if you have super strength, super flexibility, or super speed.  We can all improve our power of observation with practice.  And we can all enjoy the payoff of paying attention.

Read more about companies can take inspiration from other industries to grow their businesses.  Download the free eBook “The Payoff of Paying Attention”.

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Sensoring versus Reporting

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Sensoring versus Reporting

I had a fascinating discussion the other day with someone from Jawbone about the differences between data sources.  Jawbone and many others allow you to count steps using an instrument in a device.  It’s a sensor.  The data, within a few degrees, is accurate.  It can be tallied, analyzed, and predicted.

On the other hand, food journaling is a reporting exercise.  Many apps allow you to jot down what you have eaten and when.  Either with manual entry or database look-up the nutritional content can be tabulated.  But it’s prone with human error and ego.  Not all sugary snacks get recorded.  Whole days and weeks can be missed in the data stream.  This is exactly a problem that faces all self-reported data that the healthcare industry has faced for years.  People lie.  To themselves.  To their doctors.  And now, to their devices.

So, is there a way that we could sensor things that were once reported?  Patients who have pacemaker/defibrillators don’t have to report their heart rate or even their level of activity.  Their device does it for them by monitoring their heart from the inside.  An insulin pump doesn’t require a pricked finger in a blood sugar test.  It notes the change and dispenses the intervention automatically.  But those with chronic, life-threatening diseases like heart failure or diabetes will accept these invasive sensors.  But what about the average person just wanting to improve their life and health?

Would you, as a consumer, sign up for a ring or bracelet that tracks your heart rate so you don’t have to record your exercise?  I think the answer is “yes,” due to the broad adoption of FitBit, Apple iWatch, Jawbone, Polar, and other such devices.

Would you sign up for blood sugar monitoring (if it could be done without drawing blood), so you didn’t have to register your food and you could enjoy personalized recommendations and recipes that might give you what your body needed next?

Would you sign up for a virtual assistant that would block your calendar and tell you to get up and walk in the middle of the day?

What would you be willing to sensor to avoid reporting and to gain the benefits of the data?

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It's Better to Know: What Cancer and Back-to-School Taught Me About Marketing

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It's Better to Know: What Cancer and Back-to-School Taught Me About Marketing

I had a neighbor recently diagnosed with breast cancer and as the community has risen up around her to provide her encouragement, gifts, meals, and shuttling-children-to-soccer services, it has got me thinking about tests.

Tests in school are an opportunity for you to demonstrate your mastery (or lack there of) of a subject. Your grade on a well-written test should tell you where you are relative to the standard set by the course and perhaps relative to your peers in the same field of study. 

Medical tests are different. They test for the presence of something or the degree of something. Not against some standard (a good score is always 100), but against a backdrop of normal ranges. They can show progress, just like school tests, but interpreting them can be a challenge.

But both type of tests strike fear into our hearts. Being measured is hard. But is it better to avoid the test? Is it ever better not to know? 

I certainly am thankful that my friend’s test results indicated that she could take action to rid herself of cancer and she is taking those actions. Had she not had the test, she would not have known to take action and the cancer might have taken her.  

And without grades on tests throughout a semester, your grade at the end of the course would be a surprise, and perhaps an unpleasant one. As I was reminded by my children's teachers, tests early in the school year are meant to provide direction and insight. And without constant feedback, you might not know what to focus your study time on and you might not seek out the help or assistance that you need to master a concept or skill.

In marketing, there has been a huge push for measurement and metrics in the past decade. Online advertising has made it possible for even smaller companies or smaller marketing budgets to rely on metrics to help them make investment decisions. Advertising is measured in clicks and conversions. Events can be measured by attendance and a follow-on marketing automation lead nurturing program.  Even digital signage can be measured with sensors and cameras to deliver metrics like impressions, dwell time, and even basic demographic information.  Goals can be set. Campaigns measured against those goals. The value of the campaign taken all the way from the lead to the sale. 

And I have seen marketers both embrace and reject this kind of analysis and the impact it has on their decision making. Some use the metrics to validate experiments, to test variants, and to invest in what has been working. To let the data lead them. Others use it as a source of insight, but choose not to reduce their decision to a scientific equation. To recognize that there are some things that can’t yet be measured. As in medicine and in education, there is both art and science in marketing.

John Wanamaker, the pioneering retail merchant of the turn of the 20th century, is claimed to have said “half the money I spend on advertising is wasted; the trouble is, I don’t know which half.” Despite all the progress, I still feel like that is true. Although I do believe that our probability of success is higher than 50/50 with today’s toolkits, there is still an art to the process of reaching people in a way that affects their thinking and their actions. And throughout, more relevant insight and data can provide confidence. And just like the healing processes in our bodies or in our ability to learn something new, that confidence can make all the difference!

This article was first published on LinkedIn Pulse.

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Superpowers

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Superpowers

I moderated a panel at the recent SEGD Xlab event in New York City with Jared Ficklin from Argodesign and Darren David from Stimulant.  While these designers couldn’t be more different, they agreed on a fundamental idea of human-centered design, whether that be of devices or spaces.  Technology should create magicians.  It should bestow the users with super powers.  They should act and see things changing in their world. 

Technology should read their minds.  It should make previous hard things easy.  It should create conveniences and comforts.  It should support their decisions and their goals.  It should allow them control of their world and environment. 

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