54. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERYLATE
Cultureof
consensus
Just get stuff
out there!
Current State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
56. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERY LATE
Cultureof
consensus
Just get stuff
out there!
Desired State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
57. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERY LATE
Cultureof
consensus
Just get stuff
out there!
Desired State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
FAST
Early
customer
validation
58. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERY LATE
Cultureof
consensus
Just get stuff
out there!
Desired State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
FAST
Early
customer
validation
Confident
decision
making
Balance
technical and
customer
Steady
progress
A languageof
the customer
59. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERY LATE
Cultureof
consensus
Just get stuff
out there!
Desired State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
FAST
Early
customer
validation
Confident
engineers
Customer
focusExperimental
culture
Confident
decision
making
Balance
technical and
customer
Steady
progress
A languageof
the customer
60. The Culture Map
Outcomes
Behaviors
Levers
(stated)
Levers
(unstated)
SLOW. Lots of
waiting
Drive
innovation
Inertia,
frustration
Customer
validation
VERY LATE
Cultureof
consensus
Just get stuff
out there!
Desired State
Deep detail
prematurely
Passing the
exams
Stalling
Seeking
approval, not
insight
Too technical
Reward
hardware
sales
Engineering
anxiety Technical
focusJapan-Europe
culture
differences
Customer
research
skepticism
Redesign
exam?
HW, SWand
service sales
FAST
Early
customer
validation
Confident
engineers
Customer
focus
Simple ruleof
meeting
Experimental
culture
Confident
decision
making
Balance
technical and
customer
Steady
progress
A languageof
the customer