How To Develop Value Propositions, for CIOs

How to Develop a Value Proposition Walter Adamson June, 2003 Version C Contact: [email_address] Tel: +61 403 345 632

A Common Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Understanding Value - 1 Advantages Lead To Features Benefits Lead To

[object Object],Understanding Value - 1 Generic Value Benefits Advantages Features Value

Understanding Value - 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Innovation VP Model ,[object Object],[object Object],[object Object],[object Object],IT Analysis Innovation Business Analysis Act Plan Do Check Maintenance Cycle Alignment Pre-Alignment Generate VP

VP Model - Business Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],VP Model – IT Analysis The CIO needs to know who the industry IT innovators are , why they can sustain that lead, and how that relates to the business factors, absorptive capability and risk appetite of their own organization.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],VP Model - Industry Analysis Bringing this kind of information to a business unit is extremely powerful as most do not have the time and capability to study the industry and competitors. This type of information can underwrite a new value proposition and business innovation , as well as building outstanding relationships and demonstrating the value of IT.

VP Model - Asking Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

VP Model - Discovering Needs 1 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

VP Model – Discovering Needs 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

VP Model – Generate the VP ,[object Object],When we have this ..... We will be able to do these things ... Which means this in business terms ...... And we’ll be able to measure the benefits this way .....

VP Model – Generate the VP ,[object Object],When we have this... We will be able to do these things.. Which means this in business terms.... And we’ll be able to measure the benefits this way..... Describe the business as we see it in the future.. Express the vision for the business process ......

VP Model – Generate the VP ,[object Object],When we have this... We will be able to do these things.. Which means this in business terms.... And we’ll be able to measure the benefits this way..... Describe or state the new things that are possible. State what is achievable now that was not previously

VP Model – Generate the VP ,[object Object],Source : CPI Methodology When we have this... We will be able to do these things.. Which means this in business terms.... And we’ll be able to measure the benefits this way..... Describe in business terms what the impact of the improvement will be...... What is the impact on the business ?

VP Model – Generate the VP ,[object Object],When we have this... We will be able to do these things.. Which means this in business terms.... Cost per transaction in process (reduction) Cost to prepare a presentation (reduction) % Reused material in reports (reduction) And we’ll be able to measure the benefits this way.....

Test the Value Proposition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

IT Support for the Value Proposition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

IT Risks in the Value Proposition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Conclusion ,[object Object],[object Object],[object Object],[object Object],IT Analysis Innovation Business Analysis Act Plan Do Check Maintenance Cycle Alignment Pre-Alignment Generate VP

How To Develop Value Propositions, for CIOs

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