Esquema Detallado del Curso
IoE and the need for business value
- How digitalisation transforms industries and creates value
- Evaluate ways to unhide value creation through IoE
- Understand the strategic top-down approach
Analyse the outside & inside world
- Understand the link of Strategy, Operations/OT & IT (functional layers)
- Identify the macro-economical influencing factors
- Evaluate the competitive rivalry of a business
- Identify the customers’ business model and value proposition (BMC)
Uncover Opportunities
- Identify new business capabilities through IoE (front/core/foundation)
- Structure new business capabilities and underlying use cases
- Turn capabilities & use cases into sales opportunities
- Structure and validate opportunities (opportunity map)
Find the (business) stakeholders
- Identify relevant and responsible stakeholders (elevated Org Chart)
- Describe buying center and power/interest of stakeholders
- Analyse the stakeholders’ business challenges and build a strong value proposition accordingly (value maps)
Message to the market
- Understand the ingredients of a strong message
- Apply the messaging ingredients for different types of stakeholders
- Create messages for each stakeholder
Closure & contract
- Take the lead and define responsibilities, actions and time
- Articulate next steps and embed into daily sales business
Wrap