CHALLENGES WITH OKR PLANNING & DEPLOYMENT - How to manage lean and agile teams with data
Discover how to set Objectives and Key Results
Inspiring and empowering with shared perspective, unity and direction, answers and timely advice
Typical reasons for challenges
Stop and think where the root cause of your challenges are. Eg:
- It is unclear what "Good looks like". Need support and data to define Objectives
- Strategy design is done top-down and it is hard to translate for operational development
- Insufficient diagnosis of the situation. What are the pareto levers that we need to influence in order to drive results
- Unclear about what and how Key Results connect with Objectives. Need for clarity and priorization
- It is unclear how to split organization to teams. Building teams based on previous departments is suboptimal
- The data we have doesn't give enough direction and answers
How can we help?
Connecting Topsight Objectives and defining Activities and Key Results
According to multiple researches, majority of employees don't really understand their employer's strategy and don't see how strategy should influence their everyday activities. There is a great disconnect between management and staff.
We are helping with this challenge with bottom-up analytics and tools that create a bridge between strategic objectives and customer relationship reality. All data, risks and prospects have their foundation on individual customer IDs and you can define priorities for activity planning and discover insights about what to influence for what expected outcome. When the same data steer all internal levels, teams and stake holders, it is easier to create synergies and collaboration, succeeding together. This is about driving change that makes sense.
Discover where your potential is
Different business sectors and industries represent very different types of potential and opportunities. In some industries you can serve customers with large variety of services, and in other with just one or two. Defining where the growth is available and accessible is an imperative sales support and help you allocate resources as well as budget bottom-up. This analysis gives you broad view towards question: "Where's the money?"
Monetary potential is one thing, the next is about timing. Are your target customers non-compliant, on addressable, obtainable of active markets. Learn more here
Discover how to optimize team work with current value & prospects
Our standard approach is to create a segmentation based on current value (Annual Revenue Per Account = billing/year) and growth potential. This will help you recognize Farming customers, which have no growth potential as well as strategic, Growth and priority new customer acquisition targets. The customer typology is an invaluable source of insights for goal setting and prospects about account development and customer care model design. It can be very valuable in defining the roles of agile teams and their work to optimize customer care models and turning potential to sales.
Learn more here
Develop market conditions for your benefit
When we are setting goals for Key Results, we need to understand market conditions that we are addressing. Active market is the easy part, because these customers are asking RFIs and RFPs and can be recognized from analytics. The hard part is to make a difference between addressable market that doesn't have the product fit and only consume resource. Or to discover that we can innovate something that moves customers from Addressable market to Obtainable markets and by doing so expand the size of potential growth and market share victories. The value of this analysis is strongly dependent on outside-in data and insights
Customers in Obtainable Markets have the product fit, but they are not actively looking for answers. How we catch their attention, get them to pay attention and start considering is a path to growth and market share. This endeavour is very exiting platform for lean development and learning.
Need based segmentation
When companies have grown organically and with M&A they have also developed new offerings and offerings may have very different position in their offering life cycle. Some might work on saturated and declining markets and others in growth markets.
When we are analyzing history with time series analysis and aggregating potential by offering, we are likely to discover offerings that have been in the sidelines of strategy, but hold very tempting prospects. By segmenting customers, we will be able to recognize growth potential in existing offerings but in context that have not been considered as strategic.
Need based segmentation is a tool for discovery for use cases and growth potential. These use cases and strategic segments offer great platform for creation of objectives and defining Key Results to go after. This type of data also gives very clear advice for activity and value proposition development, Customer Journey Design and Customer Lifecycle planning. It builds a shared platform for offering, marketing, customer facing organization and management.
Measure what matters most
Objectives are not measured in numeric form, but key results must be. Our approach is to concentrate on what is happening with customers and markets, which is an approach that offers shared view and Key Reults that unite people, give purpose and empower them. Having a shared narrative and transparency is a must in OKR planning and deployment. With our help, it is easy.
How we can help you succeed?
Fast and low effort
Quick start with data dumps. Low datamaturity requirements. Easy to use for sales and Contact Center
Transparent and equal
The developments are constantly measured in single source of truth.
Discovery and Answers
Capability to analyze markets by industry segments and by offerings. Readiness and Risk tools help you discover answers to WHY-questions
Purpose and Unity
Shared and common tools to collaborate and succeed together. This approach brings people together and unite them with shared perspective and objectives
Measure what matters
We all speak one language, money. Everything is analyzed in monetary perspective to steer attention
Stay tuned with markets
Markets and customer's situations change. Discover how to make most of those changes. Get timely advice to your next sprint
Book a demo, intro & sparring
Let's have a discussion. We can show you the demo and would love to discuss about your challenges and how we could possibly help you.