מצגת ד"ר בעז תמיר בכנס אסטרטגיית לקוחות באוניברסיטה העברית של customer-obsession

1. ‫מבריקה‬ ‫אסטרטגי‬ ‫כשיש‬ ‫לקוח‬ ‫צריך‬ ‫מי‬
July 011th 2913
Boaz Tamir
ILE
www.worldview.biz

2. Strategy Inside-Out
2
The Market The Company The Strategic Questions
What customer
value do we
deliver with
what
capabilities?
Outside-In Questions
• How can we sell more?
Gain more market share?
Improve productivity
(Increase profits)?
• How can we best leverage
our brand?
• Where can we apply our
new technology?
Starting Point for
Inside-Out Strategies

3. 3
Lean Startup
Enterprise
Disruptive- Technology ‫חברתי‬ ‫צדק‬ ‫רוצה‬ ‫העם‬

4. From Mass-Production to
Craft-Production & Back
4

5. disruptive innovation-Clayton Christensen
5
The Innovator's Dilemma: When New Technologies
Cause Great Firms to Fail,
.
Christensen suggests that successful companies can put too
much emphasis on theirs own technology or customers'
current needs, and fail to adopt new technology, updated
management mindset, or business models that will meet
customers' unstated or future needs; he argues that such
companies will eventually fall behind.

6. Flexible-Specialized Networks to Create Value
Products / Technologies
‫לקוחות‬Clients / End Users
PUSH
Mass production
By Product
Value Stream
PULL by the Client
6
Wi-Fi GPSVLSI TestingRFBluetooth

7. Strategy Outside-In
7
The Market The Company The Strategic Questions
Starting Point for
Outside-In Strategies
• Is our value Proposition
perceived as Superior?
• How are the needs of
our customers
changing?
• What new competitors
are anticipating and
meeting these needs?
What customer
value do we
deliver with
what
capabilities?
Outside-In Questions
•How can we deliver new value
to our customers?
•How can we best leverage our
brand and customers assets?
•How should we defend
against competitors’ attacks?
•What new capabilities do we
need?

8. Purpose
PeopleProcess
8
Problems
Solving
PDCA

9. 9
Product
Problem

10. Customer’s Needs – Real Problem
10
Empathize Define Ideate Prototype Test
Pain-Driven Design (PDD)
Real Problem

11. 11
True
North
Current
Condition
situation
The goal:
the Future state -Next
standard
Problems
Bridging the Gaps

12. Learning by Managing Validation
12
Idea
(Problem Counter
Measure)
Product
(Beta)
Design
(Target Market)

13. 13
PDCA - Cycle

14. ‫ניהול‬ ‫תפיסות‬ ‫שתי‬ ‫היום‬ ‫קיימות‬
‫ופוקד‬ ‫מכוון‬ ‫ניהול‬
‫ציות‬ ‫ולקבל‬ ‫לשלוט‬ ‫חתירה‬
‫מנהלים‬"‫יודעים‬"
‫להשגה‬ ‫יעדים‬ ‫מיקוד‬"‫מחיר‬ ‫בכל‬"
‫ומנהלים‬ ‫עובדים‬ ‫משלבת‬ ‫תרבות‬
‫יכולות‬ ‫ובונה‬ ‫מאמן‬ ‫מנהל‬
‫ועובדים‬ ‫מנהלים‬"‫לומדים‬"
‫תוצאות‬ ‫להשגת‬ ‫בתהליכים‬ ‫מיקוד‬
‫ויישום‬ ‫שכפול‬
‫פתרונות‬
‫פתרון‬
‫בעיות‬
‫על‬ ‫וניהול‬
‫למידה‬ ‫ידי‬
‫לפתור‬ ‫כדי‬ ‫למידה‬ ‫של‬ ‫נתיב‬
‫עסקיות‬ ‫בעיות‬
‫פתרונות‬
‫וניהול‬ ‫מדף‬
‫ידי‬ ‫על‬
‫שליטה‬
P
D
C
A
P
D
C
A
P
D
C
A

15. Role of the Manager
MBO
Management By Objectives MBM
Management By Means
Or
MBA
Management By Absence

16. Lean Enterprise
“Lead as if you
have no power”
John Shook
MBO + MBM = MBLP

17. Boaz@worldview.bizBoaz Tamir:
‫באתר‬ ‫המאמרים‬ ‫בספריית‬ ‫לעיון‬ ‫הזמנה‬:
www.worldview.biz
‫בשיח‬ ‫ולהשתתף‬