Business Models and Organinzational Development

During my mentoring session this morning one of my colleagues posed an interesting dilemma.  The famous success trap.  She was asked to lead development of a solution rapidly.  Which she did famously, so much so that the offering made the IT press channels by word of mouth rather than a publicity campaign.  The problem though is now the company she is working for wants to scale selling it.  The problem however is that the company or rather the various stakeholders in the company don’t understand that the offering is not a simple shrink-wrap product, it is a mixture of product and service and requires customization via configuration setting tuned to the way each organization works and their respective infrastructures.  Thus a marketing person can’t sell a license, have the customer download, install and be successful.  However, marketing just wants a 10 minute dog and pony show from the development organization so they can spread it through the channels to sell just like previous products.

The problem is she needs to either find a service organization that can develop the deep knowledge and readiness collateral to support such or develop such, however, the organization she works in has not come to grips with the concept od services yet.  The way this skunkworks project was successful creates a problem for the organization that understands silos and hierarchy.  It was tough enough to incorporate agile but dynamic groups in addition is a tough pill to swallow.  As I continue my R&D on Enterprise Architecture methodology, I’m thinking there maybe a change formula that will help senior management more accurately understand the challenges of change.  Something like:

 

Change Challenge = { [Organizational Structure Change] x [Process Change] x [Business Model Change] x [Technology Change]} / [Adoption Period]

 

Or a vector model that shows the multiple change dimensions above yields a significant change (e.g., moving 4″ vertical and 4″ horizontal in actual distance is more than 4″.Over 5 1/2 inches which may be too far for the organization to reach in a short period of time).

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About briankseitz
I live in PacNW in a small town and work for Microsoft as a Enterprise strategy and architecture SME. I enjoy solving big complex problems, cooking and eating, woodworking and reading. I typically read between 4-8 business and technology books a month.

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