What Makes a Winning Solution

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The document discusses what makes a winning solution from a business perspective. It identifies the key factors as trust, differentiation, authenticity, empathy, logic, and adaptability. It emphasizes that solutions must truly understand customer needs through empathy, stand for authentic values, and solve problems in a convenient, differentiated way for customers. Technology alone is not a competitive advantage. The document provides advice and questions to help product developers evaluate their solutions against these factors.

Small Business & Entrepreneurship

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
A checklist for beginners and advanced audiences
Designing for Product-Market Fit

© 2018 Challengers© Challengers @mrclng 2018
* Simone Giertz

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
provider
product
service
sale

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Trust
DifferentiationAuthenticity

© 2018 Challengers© Challengers @mrclng 2018
What makes a losing solution?
Trust missing…

© 2018 Challengers© Challengers @mrclng 2018
Adaptability missing…
What makes a losing solution?

© 2018 Challengers© Challengers @mrclng 2018
What makes a losing solution?
Differentiation missing…

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
A
E
L
Trust

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Trust
Adaptability
Empathy
Logic
* Prof. Frances X. Frei, Harvard Business School

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Empathy
Do you understand your customer, user, buying center? Really?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Compared to your customer,
you don’t know sh*t about  
your customer
Marc C Lange

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Authenticity
What are you standing for? Can I believe you?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Logic
How consistent is the argument that you make?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Logic
How consistent is the argument that you make?
Why do I need
drones again?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Logic
How consistent is the argument that you make?
So you’re telling me I could  
never build this myself…

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Trust
Adaptability
Empathy
Logic

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Adaptability
Convenience 
- Adaptation Barriers 
= Adaptability
* Marc C Lange

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Adaptability
Convenience
Adaptation Barriers
* Marc C Lange

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Adaptability
Convenience
Adaptation Barriers
* Marc C Lange
better
cooler
smarter
faster
cheaper
more entertaining
lighter
…
harder to use
learning curve
pricier
heavier
bad integration
hard to get
…

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Adaptability
Convenience
Adaptation Barriers
Phew!
* Marc C Lange

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Adaptability
Convenience
Adaptation Barriers
* Marc C Lange
Adaptation barriers are always
perceived relative to their context

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Trust
DifferentiationAdaptability

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
What
Who
Why
* Ian MacMillan,
* Wharton School

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
Who
Who are you? 
Does anything make you special?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
What
What is the product? What does it do? 
Does it do that better than any other product?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
Why
Why do you do what you do? 
Does that make you special?

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
Blockchain, AI, drones…

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
Why
Blockchain, AI, drones…

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
What
Who
Why
Technology 
is not a USP

© 2018 Challengers© Challengers @mrclng 2018
What makes a winning solution?
Differentiation
What
Who
Why

© 2018 Challengers© Challengers @mrclng 2018
What’s missing?
Trust
DifferentiationAuthenticity

© 2018 Challengers© Challengers @mrclng 2018
What’s missing?
How

© 2018 Challengers© Challengers @mrclng 2018
What’s missing?
How
Nobody cares how you solve their problem.

© 2018 Challengers© Challengers @mrclng 2018
So please don’t build this…

© 2018 Challengers© Challengers @mrclng 2018
…when you know you can build…

© 2018 Challengers© Challengers @mrclng 2018
* Intelligent Automation

© 2018 Challengers© Challengers @mrclng 2018
THANKS
Marc C Lange

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