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Distinct or Extinct - Rock Stars of the B2B Age

This seminar discusses the importance of being distinct in the electronic lifestyles industry and the need for brands to embrace talent, performance, pay, and women leaders. It emphasizes the power of weirdness and the role of e-commerce in re-inventing businesses.

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Distinct or Extinct - Rock Stars of the B2B Age

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  1. Distinct or … ExtinctTom Peters Seminar2000CEDIAIndianapolis9 September 2000

  2. NAPM (April 2000):“You are the Rock Stars of the B2B Age!”

  3. CEDIA Members:THIS IS YOUR MOMENT!

  4. “Electronic Lifestyles Industry” = THE WORLD

  5. Summer 2000 …KOA wires up!

  6. N.W.O./Auto Mirror per Gentex: Portal for Wireless, Internet, Navigation, Etc.Auto-dimmingMap lightsEmergency assistanceCell phones, Voice mail, email, Internet access

  7. Levi’s and PhilipsStephano Marzano (Philips Design), Levi Strauss, Italian designer Massimo Ossi: jacket with cell phone and MP3 player built into pockets!Source: Red Herring (09.00)

  8. Part I: Brand InsidePart II: Brand OutsidePart III: Brand Leadership

  9. Brand InsideBrand Org:Lean, Linked, Electronic & Malleable

  10. Cisco, Dell =Brand-owning companies who sell Customer SatisfactionSource: David Schneider & Grady Means, MetaCapitalism

  11. Brand InsideBrand Talent: The Great War for Talent

  12. There is no “talent shortage” … if…you are a GPTW**Great Place To Work

  13. Obsession! Greatness! Performance!Pay!Women!Weird!

  14. ObsessionP.O.T.* = All Consuming*Pursuit of Talent

  15. “The leaders of Great Groups love talent and know where to find it. They revel in the talent of others.”Warren Bennis & Patricia Ward Biederman, Organizing Genius

  16. 2. GreatnessOnly The Best!

  17. Home Depot:7 new growth initiatives ($20B to $100B in 5-7 years)Arthur Blank: BEST PERSON IN THE WORLD TO HEAD EACH INITIATIVEE.g.: COO of IKEA to head international expansionEd Michaels, War for Talent (05.17.00)

  18. 3. PerformanceUp or out!

  19. “We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia Pacificchanged 20 of his 40 box plant managers to put more talented, higher paid managers in charge.He increased profitability from $25 million to $80 million in 2 years.”Ed Michaels, War for Talent (05.17.00)

  20. 4. PayFork Over!

  21. “Technically savvy and innovative people have become unbelievably expensive.”Peter Drucker, Business 2.0/08.2000 [Drucker adds that there’s no reason for them to be on anyone’s payroll.]

  22. “Top performing companies are two to four times more likely than the rest to pay what it takes to prevent losing top performers.”Ed Michaels, War for Talent (05.17.00)

  23. 5. WomenBorn to Lead!

  24. Women and new-economy management …

  25. The New Economy …Shout goodbye to “command and control”!Shout goodbye to hierarchy!Shout goodbye to “knowing one’s place”!

  26. Women’s Stuff =New Economy MatchImprov skillsRelationship-centricLess “rank consciousness”Self determinedTrust sensitive IntuitiveNatural “empowerment freaks” [less threatened by strong people]Intrinsic [motivation] > Extrinsic

  27. “TAKE THIS QUICK QUIZ: Who manages more things at once? Who puts more effort into their appearance? Who usually takes care of the details? Who finds it easier to meet new people? Who asks more questions in a conversation? Who is a better listener? Who has more interest in communication skills? Who is more inclined to get involved? Who encourages harmony and agreement? Who has better intuition? Who works with a longer ‘to do’ list? Who enjoys a recap to the day’s events? Who is better at keeping in touch with others?”Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson

  28. “Boys are trained in a way that will make them irrelevant.”Phil Slater

  29. 6. WeirdThe Cracked Ones Let in the Light!

  30. “Our business needs a massive transfusion of talent. And talent, I believe, is most likely to be found among non-conformists, dissenters and rebels.”David Ogilvy

  31. Mantra2000Talent = Brand

  32. Part I: Brand InsidePart II: Brand OutsidePart III: Brand Leadership

  33. Forces @ Work IIThe Commodity Trap

  34. “The ‘surplus society’ has a surplus of similar companies, employing similar people, with similar educational backgrounds, working in similar jobs, coming up with similarideas, producing similar things, with similarprices and similar quality.”Kjell Nordstrom and Jonas Ridderstrale,Funky Business

  35. “We make over three new product announcements a day. Can you remember them? Our customers can’t!”Carly Fiorina

  36. Brand OutsideStrategy 1:Use E-Commerce toRe-inventEverything!

  37. OVERVIEW

  38. Tomorrow Today: Cisco!87% of $20B*(Cisco Connection ONLINE)Save $500M(service and tech support)* = $48,000,000 … per DAY

  39. COMMUNITY!/ COMMUNITY SERVICES!

  40. B2C Success“Genuine brand strength”“Build community”Source: Geoffrey Moore

  41. Tomorrow Today: Cisco!87% of $20B(Cisco Connection ONLINE)Save $500M(service and tech support)C.Sat e >> C.Sat HCustomer Engineer Chat Rooms/CollaborativeDesign ($1B “free” consulting)

  42. CUSTOMER PERSPECTIVE: D.I.Y./ CONTROL

  43. Welcome toD.I.Y. Nation!“Changes in business processes will emphasize self service. Your costs as a business go down and perceived service goes up because customers are conducting it themselves.” Ray Lane, Oracle

  44. Anne Busquet/ American ExpressNot: “Age of the Internet”Is: “Age of Customer Control”

  45. Shop in your UnderwearSource: SM’d logo for www.ae.comae = American Eagle Outfitters

  46. I’net Freedom ManifestoI AM IN CHARGE HERE! I CAN DO WHATEVER I NEED OR WANT TO DO WHENEVER I WANT TO DO IT!

  47. Amen!“The Age of the NeverSatisfied Customer”Regis McKenna

  48. “The Web enables total transparency.People with access to relevant information are beginning to challenge any type of authority. The stupid, loyal and humble customer, employee, patient or citizen is dead.”Kjell Nordstrom and Jonas Ridderstrale, Funky Business

  49. Brand OutsideStrategy 2:Fighting Back viaSystemsIntegration!

  50. THE CASE

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