#BoS2019 Sketch Notes
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During the sessions at #BoS2019, the incredibly talented Anne-Marie Miller of Carbon Orange drew Sketch Notes of each of the talks. It's fair to say Anne-Marie completed quite the feat of endurance, drawing for over 12 hours over the course of 2 days! The notes were drawn on a whiteboard and the images were captured by Kaptivo's brilliant whiteboard collaboration tool. The videos of the talks will soon be available at: htts://businessofsoftware.org/videos http://carbonorange.com/ https://kaptivo.com/
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BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
AI won't take your job but someone using AI will take your job.
AI is a major topic of discussion today. Debates rage about the ethics, the potential for human extinction, obliteration of the workforce and plenty more between AI sceptics and AI believers. The variety and pace of development of the technology is unparalleled. It's almost impossible to keep up.
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https://businessofsoftware.org/events/business-of-software-conference-usa-2023/autobooks-case-study/BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
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https://businessofsoftware.org/events/business-of-software-conference-usa-2023/how-autobooks-reinvented-itself-2/BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
The average lifespan of a first hire Product Manager is 11 months. This is terrible for Product Manager's and the businesses they join and then leave. What are the most common pitfalls that make this so difficult and what can founders and first hire Product Managers do to change this?
Tim shares an approach to make first hires a success that is focused on product but contains plenty of insights for hires in other functions. He starts before the hiring process starts and then share some tried and trusted guidelines for founders and Product Managers to make the first 12 months in the role a case study in excellence. He shares some templates you will be able to use to set yourself up for better outcomes.
https://businessofsoftware.org/talks/making-first-hire-product-managers-work/
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBusiness of Software Conference
You’ve got a great product customers love and you want to grow your user base. In this session, Lucy will explain why the smartest way to growth is to align your marketing with the strengths of your product so your product becomes a marketing engine.
She will show you how to understand the types of problems your customers experience and how that should shape your marketing to capture demand. Lucy will share case studies of companies that have developed powerful product led marketing approaches successfully including Grammarly, Hubspot. She will help you to understand the problems your customers face so that you can align your marketing and product marketing strategy with insights that will drive effective growth and product development.
https://bos.thebln.com/talks/your-product-as-a-marketing-engine/BoSON23 | Mark Gibson | Better B2B Sales
B2B sales is hard and in a recession it gets harder. Over 70% of buyers think that sales people bring zero value to their buying process.
In this session, Mark will explain why sales can be such a challenge for software companies, why a recession can make it even harder and what you can do to change the narrative. He will share tried and trusted steps to help you, your product and your sales team stand out from the crowd so your buyers value your product and the help you can give them.
https://businessofsoftware.org/talks/better-b2b-sales/
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBusiness of Software Conference
Alex will discuss his journey from author and expert on business models to being CEO and Founder of Strategyzer, the product business that he has built from his mountain retreat in Switzerland. He will discuss how he manages and leads a fully remote team spread across 12 countries, how some of his biggest breakthroughs as an entrepreneur have come from being coached, how coaching has helped him to resolve team conflict and why at the heart of the business is a commitment to transparency that allows everyone to be part of the journey.
https://businessofsoftware.org/talks/alex-osterwalder-coaching-leadership-in-remote-companies/BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
Oyinda’s experience in helping nonprofits transition to digital literacy has given her insights into how we can maximise the impact of technology in the world. How can established organisations make better use of tools and frameworks that we as software people use everyday?
Oyinda will share lessons that help you understand the opportunities, the challenges and the processes that can help technology drive change in the world. From evolving perspectives, adapting and overcoming resistance to change, and why using frameworks for guidance, she will consider how to use frameworks and tools for social impact.
Whatever your business, you will learn how change happens and thus how your business can have more impact.
https://businessofsoftware.org/events/europe-2024/oyinda-bamgbose-how-tech-can-still-save-the-world/
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BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
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The average lifespan of a first hire Product Manager is 11 months. This is terrible for Product Manager's and the businesses they join and then leave. What are the most common pitfalls that make this so difficult and what can founders and first hire Product Managers do to change this?
Tim shares an approach to make first hires a success that is focused on product but contains plenty of insights for hires in other functions. He starts before the hiring process starts and then share some tried and trusted guidelines for founders and Product Managers to make the first 12 months in the role a case study in excellence. He shares some templates you will be able to use to set yourself up for better outcomes.
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BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBusiness of Software Conference
You’ve got a great product customers love and you want to grow your user base. In this session, Lucy will explain why the smartest way to growth is to align your marketing with the strengths of your product so your product becomes a marketing engine.
She will show you how to understand the types of problems your customers experience and how that should shape your marketing to capture demand. Lucy will share case studies of companies that have developed powerful product led marketing approaches successfully including Grammarly, Hubspot. She will help you to understand the problems your customers face so that you can align your marketing and product marketing strategy with insights that will drive effective growth and product development.
https://bos.thebln.com/talks/your-product-as-a-marketing-engine/BoSON23 | Mark Gibson | Better B2B Sales
B2B sales is hard and in a recession it gets harder. Over 70% of buyers think that sales people bring zero value to their buying process.
In this session, Mark will explain why sales can be such a challenge for software companies, why a recession can make it even harder and what you can do to change the narrative. He will share tried and trusted steps to help you, your product and your sales team stand out from the crowd so your buyers value your product and the help you can give them.
https://businessofsoftware.org/talks/better-b2b-sales/
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
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Alex will discuss his journey from author and expert on business models to being CEO and Founder of Strategyzer, the product business that he has built from his mountain retreat in Switzerland. He will discuss how he manages and leads a fully remote team spread across 12 countries, how some of his biggest breakthroughs as an entrepreneur have come from being coached, how coaching has helped him to resolve team conflict and why at the heart of the business is a commitment to transparency that allows everyone to be part of the journey.
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Oyinda will share lessons that help you understand the opportunities, the challenges and the processes that can help technology drive change in the world. From evolving perspectives, adapting and overcoming resistance to change, and why using frameworks for guidance, she will consider how to use frameworks and tools for social impact.
Whatever your business, you will learn how change happens and thus how your business can have more impact.
https://businessofsoftware.org/events/europe-2024/oyinda-bamgbose-how-tech-can-still-save-the-world/
BoSEU24 | Ninnu Campbell | How to Make People Fail
Ninnu will share her experiences and insights on the things people and companies do that get big stuff done or lead to the destruction of the company. She’s worked for startups and global companies, in highly regulated industries, as well as ones where there are few rules. She has a strong understanding of how to get the best from teams and how companies often fail their people. She will share the good and the bad and some frameworks to get the best from your teams and encourage them to fail.
Humans fear failure but some failure is essential to progress. How can you encourage the right kind of failure in your organisation?
https://businessofsoftware.org/events/europe-2024/ninnu-campbell-how-to-make-people-fail/
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
Joe discusses why managing an effective external board for your organisation starts with understanding and managing your own internal board.
Your mind has a number of relatively discrete and often conflicting subpersonalities affecting how you come to decisions. The strongest personalities change in the moment. Understanding which personality is speaking and the history that informs them, helps you to understand why they give the advice they do.
You can learn to manage your mind, the voices you amplify and control in different contexts. The same is true for external boards – each member comes with unique history and perspective. Joe shares how understanding your inner board allows you to manage your board’s voices, amplify the right voices at the right time and know when you need to find new input.
https://businessofsoftware.org/events/europe-2024/five-traits-of-a-modern-ceo/
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
Imogen started her first company, Qudini, after leaving university and sold the business 10 years later, 2 months before Imogen’s first child was born.
She will share some of the lessons she learned along the way in a journey that started with a hackathon she attended at age 23 where she met her Co-Founder and CTO. She will talk about her experience raising funds when she did not believe she would be a unicorn, growth hacking, choosing advisers, why she decided it was time to sell, and how she ultimately steered her business to a successful exit.
https://businessofsoftware.org/events/europe-2024/imogen-wethered-how-to-start-sell-a-software-business-in-a-decade/
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
Do you know what the top five regrets of the dying are? Wishing you had worked harder, surprisingly, isn’t on the list. Eleanor will discuss the importance of discovering one’s true purpose as a key step in the way to long-term fulfillment.
In this interactive session, (pens and paper provided…), she will challenge you to consider your own personal history, how it has shaped your identity and values and show how understanding that can help you lead a more meaningful life. Living a life that aligns with your values can be hard when you may have concerns about the opinions of others. Aside from the value individuals take from understanding their purpose, or ‘why’, in the workplace, more engaged and self-aware employees are happier, more engaged, productive and creative in the workplace – if your company values are aligned with theirs.
https://businessofsoftware.org/events/europe-2024/dr-eleanor-gunn-the-top-five-regrets-of-the-dying-what-you-can-do-now/
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
How well do you know your best customers? Why do they choose your solution over all the others? Reality check – most of us guess.
Knowing what to focus on is hard. Knowing who your best customers are, quantifying and measuring how they feel value, gives you a top decile advantage. It enables you to operationalise growth.
Claire will show you how to match your product experience with real customer needs. Your teams will be better equipped and more focused to unlock product growth and revenue.
You’ll learn:
- Why identifying your best customers unlocks your product growth strategy.
- How to use what customers value to reverse engineer your ideal product experience.
- How to identify your leading indicators of success (which will more effectively influence your lagging KPIs like your free/trial to paid % & MRR growth).
- How to spot success gaps in your customer experience your team can fill.
https://businessofsoftware.org/events/europe-2024/claire-suellentrop-how-to-operationalise-customer-value-to-maximize-product-growth/
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
How can you take a team of infighting execs, each with their own goals and turn them into a disciplined team with a single shared purpose?
As you evolve, priorities may change, but the need to keep your team focused on the big goal (singular) of your org is a constant challenge for founders and professional leaders alike.
In this talk, Bruce will share the core principles you need to understand your stakeholders, negotiate priorities, set and manage the metrics that will drive your teams forward together in pursuit of the strategy you have set for the business.
https://businessofsoftware.org/talks/bruce-mccarthy-aligning-your-executive-team/
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
Jobs to be Done provides a framework to help you leverage the force of your customers’ behaviour in order to drive your product improvement.
In a highly interactive session, Bob, architect of JTBD, and long time friend of BoS, (he loves the people he meets and is always one of the top three rated speakers), will work through some of the challenges you have implementing the framework in your organisations. From running successful interviews, collecting the data, using it to drive insights that will help inform your product, sales and marketing strategies, you will hear live case studies from your peers in the audience that will help you build better products and companies. Attendees will be invited to share their case study prior to the event for discussion on stage.
https://businessofsoftware.org/events/europe-2024/bob-moesta-live-jobs-to-be-done-case-studies-and-problem-shooting/
BoSEU24 | Bill Thompson | Talk From Another Century
Talk about the misuse of AI and the dangers it could bring if not used properly, focusing attention on the wrong things. Keeping humans at the center of the technology, not to replace.
“We are in 2107 years in the future, we are looking back in time to warn 2024 of the misuse of AI.
We have 2 billion less of the population, water levels rose and took land, harvest and some technology away from us and not everyone survived or knew how to do everything you do in the present.
We should have worked together more, we do now. We could have focused on the right things to use AI for rather than to help the rich stay rich and live longer. We appreciate what value people can offer rather than making them redundant.”
- Mike 🙂
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
The document discusses problem solving as one of the individual's key strengths. People who know the individual note that they are great at solving problems, which comes naturally to them and seems to energize them. Problem solving is something the individual habitually does and has been noted by others as a strength on multiple occasions. The document explores problem solving as a potential "super power" for the individual.
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
The document introduces the Jobs-to-be-Done (JTBD) Needs Framework for putting companies on the most efficient path to growth. It explains that there are three types of customers - job executors who use products, product lifecycle support teams, and economic buyers who make purchasing decisions. Each customer type has different "jobs" they are trying to get done. The framework maps out the core job, job steps, and desired outcomes to provide a complete set of need statements to guide innovation. It provides examples of how various companies have used the JTBD Needs Framework across industries to generate new revenue and market insights.
BoSON22 | Rita McGrath | Discovery Driven Planning
This document discusses the concept of discovery-driven planning, which involves planning startups and new ventures with an assumption of uncertainty. It recommends defining success metrics upfront, imposing market discipline, documenting assumptions, and planning for checkpoints to evaluate progress and make course corrections if needed. At each checkpoint, founders should consider whether to redirect, accelerate, continue, or exit their plans based on what has been discovered. This iterative approach aims to learn at the lowest possible cost and decrease risks through testing and adapting plans as more information becomes known.
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBusiness of Software Conference
Rich Mironov discusses incompatible world views between those focused on individual customers/deals versus those focused on the aggregate impact and long-term success of products. He notes sales, implementation, and support teams focus on revenue from single deals and fastest implementations, while product, engineering, and design focus on features and adoption over time. Both have different metrics, considerations, and timeframes. Mironov argues these viewpoints often ignore each other's arguments, creating friction, and discusses how companies can better align these perspectives to make decisions benefiting long-term, sustainable growth.BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
This document discusses using a focused set of metrics to align a startup's efforts. It recommends identifying a North Star metric that measures overall customer value delivery. Key drivers that directly impact the North Star should also be selected, including identifying the rate-limiting step. Additional nuance metrics provide important context. Regularly revisiting the metrics helps ensure continued focus on what matters most for growth. Implementing this approach through tools like a KPI sheet can help prioritize work and resources.
BoSUSA12 | Gail Goodman | The Long Slow SaaS Ramp of Death
This document summarizes a presentation by Gail Goodman of Constant Contact about the challenges of growing revenue over time for SaaS companies, referred to as the "long, slow ramp of death". It notes that revenue grows gradually over many years as prospects are contacted and converted to customers through various channels like partners, viral marketing, and product changes. The key is driving customer lifetime value through retention, referrals, and innovation across all areas to eventually reach an inflection point of sustainable growth.
BoSUSA23 | Chris Mele | Art of Software Pricing
Software Pricing Partners is a company that provides pricing strategies and optimization for software companies. It describes itself as the category creator and leader in pricing for software firms worldwide. The document discusses Software Pricing Partners' history of innovating pricing models for software, including concurrent user licensing in 1987, fair use policies in 1989, subscription billing for on-premises software in 1990, and usage-based pricing in 1992. It emphasizes that mastering monetization strategies allows companies to control their economics, valuation, and destiny.
BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive Change
BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive ChangeBusiness of Software Conference
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Lauren Kelley, CEO of OPEXEngine, presented on using benchmarks and peer comparisons to drive continuous improvement and top quartile performance. OPEXEngine is a leading benchmarking database for software companies, with data on over 1,000 customers ranging from $1M to $1B in revenue. Benchmarking against relevant peers allows companies to identify issues, set targets, and make incremental improvements to optimize growth, margins, and key metrics like the "Rule of 40". Kelley discussed common benchmarking use cases around improving efficiency, expanding margins, and maximizing returns on sales, marketing, and R&D investments.
BoSUSA23 | April Dunford | How to Craft a Killer Sales Pitch
This document discusses the importance of communicating differentiated value in sales. It argues that founders often dislike sales because of lies and selfishness. To be helpful guides for customers, sellers must understand their unique value proposition and clearly explain the alternatives, tradeoffs, and best choice. The document provides an example of how to structure a sales narrative around market insights, alternatives, the seller's solution, proof of value, and objections. It advocates adopting principles of calm confidence by fighting for good fits and embracing one's role as a guide for customers.
BoSUSA23 | Jason Cohen | Building your Permanent Defensible Strategy
The document discusses strategies for creating an individualized strategy for a business. It outlines extracting choices from a status quo description to develop alternative strategic positions. Choices around price, features, service, and other attributes are developed into consistent strategic alternatives like a low-cost leader or premium provider. Conflicts between choices are resolved to create coherent strategic options. The goal is to integrate understanding of the company, customers, market, and execution needs to develop a practical "Mach 2" strategy for how the business will win.
BoSUSA23 | SigmaCorns | New Generation of Robots
This document discusses embracing curiosity and a journey with artificial intelligence. It mentions "Live in the future and build what's missing" as a quote. The document also notes there will be a question and answer section.
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BoSEU24 | Ninnu Campbell | How to Make People Fail
Ninnu will share her experiences and insights on the things people and companies do that get big stuff done or lead to the destruction of the company. She’s worked for startups and global companies, in highly regulated industries, as well as ones where there are few rules. She has a strong understanding of how to get the best from teams and how companies often fail their people. She will share the good and the bad and some frameworks to get the best from your teams and encourage them to fail.
Humans fear failure but some failure is essential to progress. How can you encourage the right kind of failure in your organisation?
https://businessofsoftware.org/events/europe-2024/ninnu-campbell-how-to-make-people-fail/
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
Joe discusses why managing an effective external board for your organisation starts with understanding and managing your own internal board.
Your mind has a number of relatively discrete and often conflicting subpersonalities affecting how you come to decisions. The strongest personalities change in the moment. Understanding which personality is speaking and the history that informs them, helps you to understand why they give the advice they do.
You can learn to manage your mind, the voices you amplify and control in different contexts. The same is true for external boards – each member comes with unique history and perspective. Joe shares how understanding your inner board allows you to manage your board’s voices, amplify the right voices at the right time and know when you need to find new input.
https://businessofsoftware.org/events/europe-2024/five-traits-of-a-modern-ceo/
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
Imogen started her first company, Qudini, after leaving university and sold the business 10 years later, 2 months before Imogen’s first child was born.
She will share some of the lessons she learned along the way in a journey that started with a hackathon she attended at age 23 where she met her Co-Founder and CTO. She will talk about her experience raising funds when she did not believe she would be a unicorn, growth hacking, choosing advisers, why she decided it was time to sell, and how she ultimately steered her business to a successful exit.
https://businessofsoftware.org/events/europe-2024/imogen-wethered-how-to-start-sell-a-software-business-in-a-decade/
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
Do you know what the top five regrets of the dying are? Wishing you had worked harder, surprisingly, isn’t on the list. Eleanor will discuss the importance of discovering one’s true purpose as a key step in the way to long-term fulfillment.
In this interactive session, (pens and paper provided…), she will challenge you to consider your own personal history, how it has shaped your identity and values and show how understanding that can help you lead a more meaningful life. Living a life that aligns with your values can be hard when you may have concerns about the opinions of others. Aside from the value individuals take from understanding their purpose, or ‘why’, in the workplace, more engaged and self-aware employees are happier, more engaged, productive and creative in the workplace – if your company values are aligned with theirs.
https://businessofsoftware.org/events/europe-2024/dr-eleanor-gunn-the-top-five-regrets-of-the-dying-what-you-can-do-now/
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
How well do you know your best customers? Why do they choose your solution over all the others? Reality check – most of us guess.
Knowing what to focus on is hard. Knowing who your best customers are, quantifying and measuring how they feel value, gives you a top decile advantage. It enables you to operationalise growth.
Claire will show you how to match your product experience with real customer needs. Your teams will be better equipped and more focused to unlock product growth and revenue.
You’ll learn:
- Why identifying your best customers unlocks your product growth strategy.
- How to use what customers value to reverse engineer your ideal product experience.
- How to identify your leading indicators of success (which will more effectively influence your lagging KPIs like your free/trial to paid % & MRR growth).
- How to spot success gaps in your customer experience your team can fill.
https://businessofsoftware.org/events/europe-2024/claire-suellentrop-how-to-operationalise-customer-value-to-maximize-product-growth/
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
How can you take a team of infighting execs, each with their own goals and turn them into a disciplined team with a single shared purpose?
As you evolve, priorities may change, but the need to keep your team focused on the big goal (singular) of your org is a constant challenge for founders and professional leaders alike.
In this talk, Bruce will share the core principles you need to understand your stakeholders, negotiate priorities, set and manage the metrics that will drive your teams forward together in pursuit of the strategy you have set for the business.
https://businessofsoftware.org/talks/bruce-mccarthy-aligning-your-executive-team/
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
Jobs to be Done provides a framework to help you leverage the force of your customers’ behaviour in order to drive your product improvement.
In a highly interactive session, Bob, architect of JTBD, and long time friend of BoS, (he loves the people he meets and is always one of the top three rated speakers), will work through some of the challenges you have implementing the framework in your organisations. From running successful interviews, collecting the data, using it to drive insights that will help inform your product, sales and marketing strategies, you will hear live case studies from your peers in the audience that will help you build better products and companies. Attendees will be invited to share their case study prior to the event for discussion on stage.
https://businessofsoftware.org/events/europe-2024/bob-moesta-live-jobs-to-be-done-case-studies-and-problem-shooting/
BoSEU24 | Bill Thompson | Talk From Another Century
Talk about the misuse of AI and the dangers it could bring if not used properly, focusing attention on the wrong things. Keeping humans at the center of the technology, not to replace.
“We are in 2107 years in the future, we are looking back in time to warn 2024 of the misuse of AI.
We have 2 billion less of the population, water levels rose and took land, harvest and some technology away from us and not everyone survived or knew how to do everything you do in the present.
We should have worked together more, we do now. We could have focused on the right things to use AI for rather than to help the rich stay rich and live longer. We appreciate what value people can offer rather than making them redundant.”
- Mike 🙂
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
The document discusses problem solving as one of the individual's key strengths. People who know the individual note that they are great at solving problems, which comes naturally to them and seems to energize them. Problem solving is something the individual habitually does and has been noted by others as a strength on multiple occasions. The document explores problem solving as a potential "super power" for the individual.
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
The document introduces the Jobs-to-be-Done (JTBD) Needs Framework for putting companies on the most efficient path to growth. It explains that there are three types of customers - job executors who use products, product lifecycle support teams, and economic buyers who make purchasing decisions. Each customer type has different "jobs" they are trying to get done. The framework maps out the core job, job steps, and desired outcomes to provide a complete set of need statements to guide innovation. It provides examples of how various companies have used the JTBD Needs Framework across industries to generate new revenue and market insights.
BoSON22 | Rita McGrath | Discovery Driven Planning
This document discusses the concept of discovery-driven planning, which involves planning startups and new ventures with an assumption of uncertainty. It recommends defining success metrics upfront, imposing market discipline, documenting assumptions, and planning for checkpoints to evaluate progress and make course corrections if needed. At each checkpoint, founders should consider whether to redirect, accelerate, continue, or exit their plans based on what has been discovered. This iterative approach aims to learn at the lowest possible cost and decrease risks through testing and adapting plans as more information becomes known.
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBusiness of Software Conference
Rich Mironov discusses incompatible world views between those focused on individual customers/deals versus those focused on the aggregate impact and long-term success of products. He notes sales, implementation, and support teams focus on revenue from single deals and fastest implementations, while product, engineering, and design focus on features and adoption over time. Both have different metrics, considerations, and timeframes. Mironov argues these viewpoints often ignore each other's arguments, creating friction, and discusses how companies can better align these perspectives to make decisions benefiting long-term, sustainable growth.BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
This document discusses using a focused set of metrics to align a startup's efforts. It recommends identifying a North Star metric that measures overall customer value delivery. Key drivers that directly impact the North Star should also be selected, including identifying the rate-limiting step. Additional nuance metrics provide important context. Regularly revisiting the metrics helps ensure continued focus on what matters most for growth. Implementing this approach through tools like a KPI sheet can help prioritize work and resources.
BoSUSA12 | Gail Goodman | The Long Slow SaaS Ramp of Death
This document summarizes a presentation by Gail Goodman of Constant Contact about the challenges of growing revenue over time for SaaS companies, referred to as the "long, slow ramp of death". It notes that revenue grows gradually over many years as prospects are contacted and converted to customers through various channels like partners, viral marketing, and product changes. The key is driving customer lifetime value through retention, referrals, and innovation across all areas to eventually reach an inflection point of sustainable growth.
BoSUSA23 | Chris Mele | Art of Software Pricing
Software Pricing Partners is a company that provides pricing strategies and optimization for software companies. It describes itself as the category creator and leader in pricing for software firms worldwide. The document discusses Software Pricing Partners' history of innovating pricing models for software, including concurrent user licensing in 1987, fair use policies in 1989, subscription billing for on-premises software in 1990, and usage-based pricing in 1992. It emphasizes that mastering monetization strategies allows companies to control their economics, valuation, and destiny.
BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive Change
BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive ChangeBusiness of Software Conference
The document discusses using stories to inspire and drive change. It notes that over 6.7 million Americans have Alzheimer's and that an additional 1.2 million healthcare workers will be needed by 2030. It then discusses how stories build connection by activating cortisol, oxytocin, and mirror neurons. Stories can bring meaning to values and inspire during hard times. The document outlines the typical structure of a story with a beginning, middle, and end, and provides questions to help construct a solid story around a hero, their want or goal, obstacles, overcoming obstacles, and finding victory.BoSUSA23 | Lauren Kelley | Meaning in Metrics
Lauren Kelley, CEO of OPEXEngine, presented on using benchmarks and peer comparisons to drive continuous improvement and top quartile performance. OPEXEngine is a leading benchmarking database for software companies, with data on over 1,000 customers ranging from $1M to $1B in revenue. Benchmarking against relevant peers allows companies to identify issues, set targets, and make incremental improvements to optimize growth, margins, and key metrics like the "Rule of 40". Kelley discussed common benchmarking use cases around improving efficiency, expanding margins, and maximizing returns on sales, marketing, and R&D investments.
BoSUSA23 | April Dunford | How to Craft a Killer Sales Pitch
This document discusses the importance of communicating differentiated value in sales. It argues that founders often dislike sales because of lies and selfishness. To be helpful guides for customers, sellers must understand their unique value proposition and clearly explain the alternatives, tradeoffs, and best choice. The document provides an example of how to structure a sales narrative around market insights, alternatives, the seller's solution, proof of value, and objections. It advocates adopting principles of calm confidence by fighting for good fits and embracing one's role as a guide for customers.
BoSUSA23 | Jason Cohen | Building your Permanent Defensible Strategy
The document discusses strategies for creating an individualized strategy for a business. It outlines extracting choices from a status quo description to develop alternative strategic positions. Choices around price, features, service, and other attributes are developed into consistent strategic alternatives like a low-cost leader or premium provider. Conflicts between choices are resolved to create coherent strategic options. The goal is to integrate understanding of the company, customers, market, and execution needs to develop a practical "Mach 2" strategy for how the business will win.
BoSUSA23 | SigmaCorns | New Generation of Robots
This document discusses embracing curiosity and a journey with artificial intelligence. It mentions "Live in the future and build what's missing" as a quote. The document also notes there will be a question and answer section.
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BoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
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BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
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BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
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BoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
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BoSEU24 | Bill Thompson | Talk From Another Century
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BoSUSA22 | Mikey Trafton | Finding Your Super Powers
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BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
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BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
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BoSUSA23 | Jamie Woolf & Dr Chris Bell | Using Stories to Inspire Drive Change
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一比一原版新西兰奥塔哥大学毕业证（otago毕业证）如何办理
一模一样【微信：A575476】【新西兰奥塔哥大学毕业证（otago毕业证）成绩单Offer】【微信：A575476】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。
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二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可
三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。
留信网认证的作用:
1:该专业认证可证明留学生真实身份
2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
4:这个认证书并且可以归档倒地方
5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息
6:个人职称评审加20分
7:个人信誉贷款加10分
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→ 【关于价格问题（保证一手价格）
我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。
选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！
Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women Magazine
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