SMITHERY.CO
@WILLSH
WHY
MAKINGTHINGSPEOPLEWANT
BEATS
MAKINGPEOPLEWANTTHINGS
12.09.2013
ADTECH
LONDON
51.4951°N, 0.2061°W
H...
SMITHERY.CO
@WILLSH
WHATISITYOU
ACTUALLYDO...?
SMITHERY.CO
@WILLSH
NOWITELLPEOPLE...
THELASTTHINGIDID
THENEXTTHINGI’MDOING
SMITHERY.CO
@WILLSH
THELASTTHINGIDIDMONDAY9THSEPTEMBER2013
SMITHERY.CO
@WILLSH
WHYAMIHERE?
SMITHERY.CO
@WILLSH
ISN’TITQUITEFAR
AWAYFROMPHDMEDIA?
SMITHERY.CO
@WILLSH
WHATISMEDIA
NOWADAYS?
SMITHERY.CO
@WILLSH
MEDIAISA
VEHICLEFOR
KNOWLEDGE
CESARHIDALGO,MITMEDIALAB
“
”
SMITHERY.CO
@WILLSH
MEDIAISTHE
CONNECTIVETISSUE
OFSOCIETY
CLAYSHIRKY,NYU
“
”
SMITHERY.CO
@WILLSH
MEDIAISHYBRID
JUSTLIKEBUILDINGS,DEVICES,
SPACES,EVENTSETC
NOTHINGISALL-DIGITALANY
MORETHATIT’SALL-PHYS...
SMITHERY.CO
@WILLSH
MEDIANOWSTARTS
ATPRODUCTCREATION
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
“WORKOF”
SMITHERY.CO
@WILLSH
“GOODSMADE”
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
MARKETINGHASBECOME
ADVERTISINGMANAGEMENT
SMITHERY.CO
@WILLSH
IT’SHARDLYANEWPROBLEM
SMITHERY.CO
@WILLSH
“THEPRINCIPALTASKOFTHEMARKETING
FUNCTION…
SOURCE:ALANMITCHELL-HTTP://RIVETIN.GS/MCKITTERICK
SMITHERY.CO
@WILLSH
“THEPRINCIPALTASKOFTHEMARKETING
FUNCTION…ISNOTSOMUCHTOBE
SKILFULINMAKINGTHECUSTOMERDO
WHATSUITSTHEINTE...
SMITHERY.CO
@WILLSH
“THEPRINCIPALTASKOFTHEMARKETING
FUNCTION…ISNOTSOMUCHTOBE
SKILFULINMAKINGTHECUSTOMERDO
WHATSUITSTHEINTE...
SMITHERY.CO
@WILLSH
“THEPRINCIPALTASKOFTHEMARKETING
FUNCTION…ISNOTSOMUCHTOBE
SKILFULINMAKINGTHECUSTOMERDO
WHATSUITSTHEINTE...
SMITHERY.CO
@WILLSH
“HAS
MARKETING
FAILED,
ORWASIT
NEVERREALLY
TRIED?”
1985PAPERBYSTEPHENKING,JWT
SMITHERY.CO
@WILLSH
FOUR
MARKETING
ROUTESTO
FAILURE...
SMITHERY.CO
@WILLSH
THRUST
MARKETING1
SMITHERY.CO
@WILLSH
marketing
MARKETING
DEPARTMENT
MARKETING2
SMITHERY.CO
@WILLSH
ACCOUNTANT’S
MARKETING3
JANUARY DECEMBER
PAYBACK
SMITHERY.CO
@WILLSH
FORMULA
MARKETING4
success =
x Y
z
+
SMITHERY.CO
@WILLSH
FOUR
ESSENTIAL
ASPECTSOF
REAL
MARKETING
SMITHERY.CO
@WILLSH
STARTWITH
THECUSTOMER1
SMITHERY.CO
@WILLSH
WORKING
OVERTIME2
SMITHERY.CO
@WILLSH
USINGALL
RESOURCES3CEO
marketing
manufacturing
SMITHERY.CO
@WILLSH
INNOVATION4
CREATIVITYTHAT
DELIVERSVALUE
SMITHERY.CO
@WILLSH
ALLDEEPLY
LINKEDTO
PRODUCT
SMITHERY.CO
@WILLSH
YETCURRENTLY,
MARKETINGISFAILING
SMITHERY.CO
@WILLSH
PEOPLE
WOULDNOT
CAREIF70%
OFBRANDS
DISAPPEARED
HAVASMEDIAMEANINGFULBRAND
STUDY,2012
SMITHERY.CO
@WILLSH
PEOPLE
WOULDNOT
CAREIF73%
OFBRANDS
DISAPPEARED
HAVASMEDIAMEANINGFULBRAND
STUDY,2013
SMITHERY.CO
@WILLSH
BRANDSAREINBADSHAPE.
LITERALLY.
SMITHERY.CO
@WILLSH
HTTP://RIVETIN.GS/PYRAMID
SMITHERY.CO
@WILLSH
THEMODERNBRANDIS
LIKEABITTORRENTFILE
SMITHERY.CO
@WILLSH
IMPOSSIBLE
FORANYONE
MINDTO
CONCEIVE...
SMITHERY.CO
@WILLSH
@TOBYBARNES
“MARKETINGIS
WORLDBUILDING.
WITHUNLIMITED
BANDWIDTHWECAN
NOWSHOWYOUTHE
WORLD.”
SMITHERY.CO
@WILLSH
TRADITIONALBRANDSARETHE
WORSTMODERNBRANDBUILDERS
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
“LIKEYACHTRACING,
MODERNMARKETS
AREANENVIRONMENT
DEFINEDSOLELYBYTHE
POSITIONOFTHE
COMPETITORS,RATHER
T...
SMITHERY.CO
@WILLSH
MARKETINGWASTHEVENDÉEGLOBE
SMITHERY.CO
@WILLSH
THEBIGBOATS
CAN’TSEE
ALLTHELITTLEBOATS
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
YOURTONEOF
ACTIONISWHAT
ATTRACTSPEOPLE
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
MODERNECONOMICS:
THEVALUEOFATHING
ISDETERMINEDBY
WHATONEISWILLING
TOGIVEUPTOOBTAIN
THETHING
SMITHERY.CO
@WILLSH
THELABOURTHEORY
OFVALUE
THEVALUEOFSOMETHING
ISDETERMINEDBYTHE
LABOURTHATWENT
INTOITSPRODUCTION
SMITHERY.CO
@WILLSH
PERHAPSTHERE’SA
LABOURTHEORYOF
BRANDVALUE*
*ITMIGHTNEEDABETTERNAME
SMITHERY.CO
@WILLSH
FIELDNOTES
SMITHERY.CO
@WILLSH
£0.99 £3.33
PERPADPERPAD
SMITHERY.CO
@WILLSH
“MARKETINGIS
WORLDBUILDING.
WITHUNLIMITED
BANDWIDTHWE
CANNOWSHOW
YOUTHEWORLD.”
@TOBYBARNES
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
LABOURTHEORY
OFBRANDVALUE:
YOUHAVETOMAKEEVERYTHINGWITHTHE
INFINITECANVASOFTHEINTERNETINMIND
SMITHERY.CO
@WILLSH
WE’DRATHERBUY
THISWORLD...
SMITHERY.CO
@WILLSH
...THANTHISWORLD
SMITHERY.CO
@WILLSH
MARXWAS
HALF
RIGHT...
SMITHERY.CO
@WILLSH
IT’SNOT
ABOUTTHE
MEANSOF
PRODUCTION
SMITHERY.CO
@WILLSH
IT’SABOUTTHE
MEANING
INPRODUCTION
SMITHERY.CO
@WILLSH
THERE’SAFOLKSYAND
AFIELDNOTESFOR
EVERYMARKET,
EVERYPRODUCT,
EVERYSERVICE
SMITHERY.CO
@WILLSH
SOWHATSHOULDWEDO?
SMITHERY.CO
@WILLSH
COOPERATION
COMPLEXITY
FRAGMENTATION EXPERIMENTATION
SMITHERY.CO
@WILLSH
EMBRACETHE
GRANULARITYOF
EVERYTHING
YOU’VEEVERDONE
FRAGMENTATION
SMITHERY.CO
@WILLSH
ITCOULDBE
BLENDING
EVERYTHING
YOUDONOW
WITHARICH
TAPESTRYOF
YOURPAST...
SMITHERY.CO
@WILLSH
ORITCOULD
BESHOWING
EVERYONE
EVERYTHING
YOUDOTO
MAKETHEIR
THING...
SMITHERY.CO
@WILLSH
h
IT’SALLABOUTPEOPLE,
ANDWHATTHEYDO
TOGETHERTOMAKE
GREATTHINGSHAPPEN
COOPERATION
SMITHERY.CO
@WILLSH
YEP.
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
HAVINGLOTSOF
PEOPLEINA
COMPANY
MAKESITEASY...
SMITHERY.CO
@WILLSH
OWNINGLOTSOFBRANDS
MAKESITHARD
SMITHERY.CO
@WILLSH
DON’TCONSOLIDATE.
FRAGMENTBY
SECTOR,
PRODUCT,
COUNTRY,
REGION...
COMPLEXITY
SMITHERY.CO
@WILLSH
THEREISNO
“ONESIZE
FITSALL”
INYOUTUBE
SMITHERY.CO
@WILLSH
WITHTHERIGHT
MECHANIC,
COMPLEXITY
BECOMES
AMAZINGLY
COMPELLING...
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
EXPERIMENTATION
SHOWPEOPLETHE
FUTUREYOU
WANTTOLIVEIN
WITHTHEM
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
SMITHERY.CO
@WILLSH
YOUHAVETO
GIVEUP
SOMETHING
FOREACHOF
THESE...
SMITHERY.CO
@WILLSH
PERFECTIONISM
FRAGMENTATION
CONTENT
GIVEUP
TOEMBRACE
SWAPITFOR
SMITHERY.CO
@WILLSH
COOPERATION
GIVEUP
CONTROL
TOEMBRACE
SWAPITFOR
COMMUNITY
SMITHERY.CO
@WILLSH
GIVEUP
CONSOLIDATION
TOEMBRACE
COMPLEXITY
SWAPITFOR
SPEED
SMITHERY.CO
@WILLSH
GIVEUP
KNOWING
TOEMBRACE
EXPERIMENTATION
SWAPITFOR
LEARNING
SMITHERY.CO
@WILLSH
THENEXT
THING
I’MDOING
SMITHERY.CO
@WILLSH
THANKYOUJOHNVWILLSHIRE
HTTP://SMITHERY.CO
@WILLSH
JOHN@SMITHERY.CO
ARTEFACTCARDS-HTTP://SHOP.SMITHERY....
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Why Making Things People Want beats Making People Want Things - Ad:tech 2013

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"Why Making Things People Want beats Making People Want Things" is a talk I gave at Ad:tech 2013 in London at the Kensington Olympia.

It's nearly two years since I stumbled across the phrase as a galvanising idea for the work I do with clients and agencies here at Smithery, so it's been great to reinterrogate the notion slighty in the context of some other things. As always, a smattering of economics and maker culture infuses it all.

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Why Making Things People Want beats Making People Want Things - Ad:tech 2013

  1. 1. SMITHERY.CO @WILLSH WHY MAKINGTHINGSPEOPLEWANT BEATS MAKINGPEOPLEWANTTHINGS 12.09.2013 ADTECH LONDON 51.4951°N, 0.2061°W HTTP://RIVETIN.GS/ADTECH2013 JOHNVWILLSHIRE,SMITHERY
  2. 2. SMITHERY.CO @WILLSH WHATISITYOU ACTUALLYDO...?
  3. 3. SMITHERY.CO @WILLSH NOWITELLPEOPLE... THELASTTHINGIDID THENEXTTHINGI’MDOING
  4. 4. SMITHERY.CO @WILLSH THELASTTHINGIDIDMONDAY9THSEPTEMBER2013
  5. 5. SMITHERY.CO @WILLSH WHYAMIHERE?
  6. 6. SMITHERY.CO @WILLSH ISN’TITQUITEFAR AWAYFROMPHDMEDIA?
  7. 7. SMITHERY.CO @WILLSH WHATISMEDIA NOWADAYS?
  8. 8. SMITHERY.CO @WILLSH MEDIAISA VEHICLEFOR KNOWLEDGE CESARHIDALGO,MITMEDIALAB “ ”
  9. 9. SMITHERY.CO @WILLSH MEDIAISTHE CONNECTIVETISSUE OFSOCIETY CLAYSHIRKY,NYU “ ”
  10. 10. SMITHERY.CO @WILLSH MEDIAISHYBRID JUSTLIKEBUILDINGS,DEVICES, SPACES,EVENTSETC NOTHINGISALL-DIGITALANY MORETHATIT’SALL-PHYSICAL DANHILL,FABRICA “ ”
  11. 11. SMITHERY.CO @WILLSH MEDIANOWSTARTS ATPRODUCTCREATION
  12. 12. SMITHERY.CO @WILLSH
  13. 13. SMITHERY.CO @WILLSH “WORKOF”
  14. 14. SMITHERY.CO @WILLSH “GOODSMADE”
  15. 15. SMITHERY.CO @WILLSH
  16. 16. SMITHERY.CO @WILLSH MARKETINGHASBECOME ADVERTISINGMANAGEMENT
  17. 17. SMITHERY.CO @WILLSH IT’SHARDLYANEWPROBLEM
  18. 18. SMITHERY.CO @WILLSH “THEPRINCIPALTASKOFTHEMARKETING FUNCTION… SOURCE:ALANMITCHELL-HTTP://RIVETIN.GS/MCKITTERICK
  19. 19. SMITHERY.CO @WILLSH “THEPRINCIPALTASKOFTHEMARKETING FUNCTION…ISNOTSOMUCHTOBE SKILFULINMAKINGTHECUSTOMERDO WHATSUITSTHEINTERESTSOFTHE BUSINESS SOURCE:ALANMITCHELL-HTTP://RIVETIN.GS/MCKITTERICK
  20. 20. SMITHERY.CO @WILLSH “THEPRINCIPALTASKOFTHEMARKETING FUNCTION…ISNOTSOMUCHTOBE SKILFULINMAKINGTHECUSTOMERDO WHATSUITSTHEINTERESTSOFTHE BUSINESSASTOBESKILLEDINCONCEIVING ANDTHENMAKINGTHEBUSINESSDO WHATSUITSTHEINTERESTSOF THECUSTOMER“ SOURCE:ALANMITCHELL-HTTP://RIVETIN.GS/MCKITTERICK
  21. 21. SMITHERY.CO @WILLSH “THEPRINCIPALTASKOFTHEMARKETING FUNCTION…ISNOTSOMUCHTOBE SKILFULINMAKINGTHECUSTOMERDO WHATSUITSTHEINTERESTSOFTHE BUSINESSASTOBESKILLEDINCONCEIVING ANDTHENMAKINGTHEBUSINESSDO WHATSUITSTHEINTERESTSOF THECUSTOMER“ SOURCE:ALANMITCHELL-HTTP://RIVETIN.GS/MCKITTERICK JOHNMCKITTERICK,GE,1957
  22. 22. SMITHERY.CO @WILLSH “HAS MARKETING FAILED, ORWASIT NEVERREALLY TRIED?” 1985PAPERBYSTEPHENKING,JWT
  23. 23. SMITHERY.CO @WILLSH FOUR MARKETING ROUTESTO FAILURE...
  24. 24. SMITHERY.CO @WILLSH THRUST MARKETING1
  25. 25. SMITHERY.CO @WILLSH marketing MARKETING DEPARTMENT MARKETING2
  26. 26. SMITHERY.CO @WILLSH ACCOUNTANT’S MARKETING3 JANUARY DECEMBER PAYBACK
  27. 27. SMITHERY.CO @WILLSH FORMULA MARKETING4 success = x Y z +
  28. 28. SMITHERY.CO @WILLSH FOUR ESSENTIAL ASPECTSOF REAL MARKETING
  29. 29. SMITHERY.CO @WILLSH STARTWITH THECUSTOMER1
  30. 30. SMITHERY.CO @WILLSH WORKING OVERTIME2
  31. 31. SMITHERY.CO @WILLSH USINGALL RESOURCES3CEO marketing manufacturing
  32. 32. SMITHERY.CO @WILLSH INNOVATION4 CREATIVITYTHAT DELIVERSVALUE
  33. 33. SMITHERY.CO @WILLSH ALLDEEPLY LINKEDTO PRODUCT
  34. 34. SMITHERY.CO @WILLSH YETCURRENTLY, MARKETINGISFAILING
  35. 35. SMITHERY.CO @WILLSH PEOPLE WOULDNOT CAREIF70% OFBRANDS DISAPPEARED HAVASMEDIAMEANINGFULBRAND STUDY,2012
  36. 36. SMITHERY.CO @WILLSH PEOPLE WOULDNOT CAREIF73% OFBRANDS DISAPPEARED HAVASMEDIAMEANINGFULBRAND STUDY,2013
  37. 37. SMITHERY.CO @WILLSH BRANDSAREINBADSHAPE. LITERALLY.
  38. 38. SMITHERY.CO @WILLSH HTTP://RIVETIN.GS/PYRAMID
  39. 39. SMITHERY.CO @WILLSH THEMODERNBRANDIS LIKEABITTORRENTFILE
  40. 40. SMITHERY.CO @WILLSH IMPOSSIBLE FORANYONE MINDTO CONCEIVE...
  41. 41. SMITHERY.CO @WILLSH @TOBYBARNES “MARKETINGIS WORLDBUILDING. WITHUNLIMITED BANDWIDTHWECAN NOWSHOWYOUTHE WORLD.”
  42. 42. SMITHERY.CO @WILLSH TRADITIONALBRANDSARETHE WORSTMODERNBRANDBUILDERS
  43. 43. SMITHERY.CO @WILLSH
  44. 44. SMITHERY.CO @WILLSH
  45. 45. SMITHERY.CO @WILLSH “LIKEYACHTRACING, MODERNMARKETS AREANENVIRONMENT DEFINEDSOLELYBYTHE POSITIONOFTHE COMPETITORS,RATHER THANBYANYABSOLUTE GEOGRAPHY” JOHNCRONK,2001
  46. 46. SMITHERY.CO @WILLSH MARKETINGWASTHEVENDÉEGLOBE
  47. 47. SMITHERY.CO @WILLSH THEBIGBOATS CAN’TSEE ALLTHELITTLEBOATS
  48. 48. SMITHERY.CO @WILLSH
  49. 49. SMITHERY.CO @WILLSH
  50. 50. SMITHERY.CO @WILLSH
  51. 51. SMITHERY.CO @WILLSH
  52. 52. SMITHERY.CO @WILLSH YOURTONEOF ACTIONISWHAT ATTRACTSPEOPLE
  53. 53. SMITHERY.CO @WILLSH
  54. 54. SMITHERY.CO @WILLSH
  55. 55. SMITHERY.CO @WILLSH
  56. 56. SMITHERY.CO @WILLSH MODERNECONOMICS: THEVALUEOFATHING ISDETERMINEDBY WHATONEISWILLING TOGIVEUPTOOBTAIN THETHING
  57. 57. SMITHERY.CO @WILLSH THELABOURTHEORY OFVALUE THEVALUEOFSOMETHING ISDETERMINEDBYTHE LABOURTHATWENT INTOITSPRODUCTION
  58. 58. SMITHERY.CO @WILLSH PERHAPSTHERE’SA LABOURTHEORYOF BRANDVALUE* *ITMIGHTNEEDABETTERNAME
  59. 59. SMITHERY.CO @WILLSH FIELDNOTES
  60. 60. SMITHERY.CO @WILLSH £0.99 £3.33 PERPADPERPAD
  61. 61. SMITHERY.CO @WILLSH “MARKETINGIS WORLDBUILDING. WITHUNLIMITED BANDWIDTHWE CANNOWSHOW YOUTHEWORLD.” @TOBYBARNES
  62. 62. SMITHERY.CO @WILLSH
  63. 63. SMITHERY.CO @WILLSH LABOURTHEORY OFBRANDVALUE: YOUHAVETOMAKEEVERYTHINGWITHTHE INFINITECANVASOFTHEINTERNETINMIND
  64. 64. SMITHERY.CO @WILLSH WE’DRATHERBUY THISWORLD...
  65. 65. SMITHERY.CO @WILLSH ...THANTHISWORLD
  66. 66. SMITHERY.CO @WILLSH MARXWAS HALF RIGHT...
  67. 67. SMITHERY.CO @WILLSH IT’SNOT ABOUTTHE MEANSOF PRODUCTION
  68. 68. SMITHERY.CO @WILLSH IT’SABOUTTHE MEANING INPRODUCTION
  69. 69. SMITHERY.CO @WILLSH THERE’SAFOLKSYAND AFIELDNOTESFOR EVERYMARKET, EVERYPRODUCT, EVERYSERVICE
  70. 70. SMITHERY.CO @WILLSH SOWHATSHOULDWEDO?
  71. 71. SMITHERY.CO @WILLSH COOPERATION COMPLEXITY FRAGMENTATION EXPERIMENTATION
  72. 72. SMITHERY.CO @WILLSH EMBRACETHE GRANULARITYOF EVERYTHING YOU’VEEVERDONE FRAGMENTATION
  73. 73. SMITHERY.CO @WILLSH ITCOULDBE BLENDING EVERYTHING YOUDONOW WITHARICH TAPESTRYOF YOURPAST...
  74. 74. SMITHERY.CO @WILLSH ORITCOULD BESHOWING EVERYONE EVERYTHING YOUDOTO MAKETHEIR THING...
  75. 75. SMITHERY.CO @WILLSH h IT’SALLABOUTPEOPLE, ANDWHATTHEYDO TOGETHERTOMAKE GREATTHINGSHAPPEN COOPERATION
  76. 76. SMITHERY.CO @WILLSH YEP.
  77. 77. SMITHERY.CO @WILLSH
  78. 78. SMITHERY.CO @WILLSH
  79. 79. SMITHERY.CO @WILLSH HAVINGLOTSOF PEOPLEINA COMPANY MAKESITEASY...
  80. 80. SMITHERY.CO @WILLSH OWNINGLOTSOFBRANDS MAKESITHARD
  81. 81. SMITHERY.CO @WILLSH DON’TCONSOLIDATE. FRAGMENTBY SECTOR, PRODUCT, COUNTRY, REGION... COMPLEXITY
  82. 82. SMITHERY.CO @WILLSH THEREISNO “ONESIZE FITSALL” INYOUTUBE
  83. 83. SMITHERY.CO @WILLSH WITHTHERIGHT MECHANIC, COMPLEXITY BECOMES AMAZINGLY COMPELLING...
  84. 84. SMITHERY.CO @WILLSH
  85. 85. SMITHERY.CO @WILLSH EXPERIMENTATION SHOWPEOPLETHE FUTUREYOU WANTTOLIVEIN WITHTHEM
  86. 86. SMITHERY.CO @WILLSH
  87. 87. SMITHERY.CO @WILLSH
  88. 88. SMITHERY.CO @WILLSH
  89. 89. SMITHERY.CO @WILLSH
  90. 90. SMITHERY.CO @WILLSH
  91. 91. SMITHERY.CO @WILLSH YOUHAVETO GIVEUP SOMETHING FOREACHOF THESE...
  92. 92. SMITHERY.CO @WILLSH PERFECTIONISM FRAGMENTATION CONTENT GIVEUP TOEMBRACE SWAPITFOR
  93. 93. SMITHERY.CO @WILLSH COOPERATION GIVEUP CONTROL TOEMBRACE SWAPITFOR COMMUNITY
  94. 94. SMITHERY.CO @WILLSH GIVEUP CONSOLIDATION TOEMBRACE COMPLEXITY SWAPITFOR SPEED
  95. 95. SMITHERY.CO @WILLSH GIVEUP KNOWING TOEMBRACE EXPERIMENTATION SWAPITFOR LEARNING
  96. 96. SMITHERY.CO @WILLSH THENEXT THING I’MDOING
  97. 97. SMITHERY.CO @WILLSH THANKYOUJOHNVWILLSHIRE HTTP://SMITHERY.CO @WILLSH JOHN@SMITHERY.CO ARTEFACTCARDS-HTTP://SHOP.SMITHERY.CO
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