…A Three Hour Tour

Ever had a project at work that you thought would just take a little time and effort and turned out to engulf your life? One of those onions with infinite peels? A simple left turn that led you to an alternate universe?

I’ve had a few such instances and in each case the journey, while seemingly endless, was on balance really rewarding. You can bet that anytime there any problem so hairy that every time you find some success, a new vista to explore opens is one that is highly applicable to other situations. If you get closer to the solution (and if you actually find a solution) you will have undoubtedly moved the world forward just a little bit.

In a very real sense, the lack of desire to identify these problems and follow them to their wonderful conclusion is the problem with corporate America. It’s easier to pull up short, to get tired, to retreat to the quotidian tasks of everyday-work.

My suggestion to every professional is to identify that White Whale and to go after it. But instead of slaying it, catch its song.

Creation Myths are Just That….

All cultures have creation myths. All. And that includes Business sub-cultures.

The problem is: The myths are JUST THAT- myths.

Let me try my hand at reciting the generic story:

A brilliant man (almost always a man as the myth goes) or MAYBE two brilliant men had an idea and an incredible urge to do something big and change the world.

They started small.

But through pluck and brilliance they innovated, sold, innovated more, and sold more.

Soon they were medium sized.

They kept going.

Then they became BIG.

They hired other charismatic men.

They did the right thing and innovated more. And more. And sold more.

They were rugged individuals. No pain no gain. Second place is the first loser. The company was their first love.

The problem is: the myth is rubbish. The Unitary Executive does NOT exist.

Innovation comes from a milieu. Not from a single mind.

That doesn’t mean there aren’t smart, forceful, amazing individuals. But let’s not let our need for positive thinking (about individuals and what they can do if they just try hard) delude us into denying the facts.

Hanging Together

On an incredible day over two centuries ago, the polymath Benjamin Franklin said to an assembly, “We must all hang together, or assuredly we shall all hang separately.”

The date was August 2, 1776. The Occasion was the signing of the Declaration of Independence.

Like many more of Franklin’s utterances, the meaning transcends time and place and has a lesson for each of us in our present contexts, even in the workplace.

Stick together or be picked off, one by one.

Most of the folks I have met rarely pay this admonition heed. Most folks make deals in their own favor, opportunistically.

But the Greats don’t. The Greats stick with their peers and defend them.

In the corporation, innovation takes place when enough people join hands and circle the wagons, protecting the “creative fires” from the fire-in-belly-dousing processes of bureaucracy. Great professionals don’t sell out innovative people and ideas to the boss, in order to look “mature” and “move up.”

So next time an executive asks you if you support an outlier employee or believe in a cool-but-whacky idea, search your soul.

Was Franklin right?

Your call.

Gov 2.0: The Next Internet Boom

The Gov 2.0 Expo just wrapped up in Washington D.C. today with the White House urging federal agencies to make statistical data and other information available to the public, the Internet’s next big opportunity may be tapping that information to boost government transparency, efficiency, and responsiveness.
On their end the government has partnered with companies, most notably Ideascale to collect feedback from federal agencies and the community to help governments work better.

Market Research is Good but NOT as a Starting Point

The rise of Market Research has both powered and accompanied the rise of companies driven by principles of Scientific Management in which Algorithm and Data Management have replaced Intuition as the prime mover behind decision making. MR as a discipline can produce impressive tomes of data –cut every which way –and can be very rigorous and logical. As regards rigor, MR beats pure intuition. MR can also provide frameworks for analysis that provide new ways of thinking about current problems. As regards these frameworks, MR and Intuition are about equal. Where, however , MR falls flat on its face is in idea-generation, the life-blood of entrepreneurs.

Agree or disagree, I challenge you to recall reading about a start-up that grew out of its founders’ in-depth reading of MR tracts. I can’t think of one such story. What I do read about all the time is how companies germinate in the minds of entrepreneurs because of some “experiential deficit,” some perceived lacking in the particular experience of a particular person or small set of people. The person who started an Internet music company because he couldn’t get the songs he wanted on traditional radio, the person who started a shoe company because she couldn’t find comfy-yet-sexy high heels, and so on.

Market Research is important but not as the point of embarkation.

Agree? Disagree? Let me know.

Microsoft’s Decade

The coming decade will belong to Microsoft. Just as the company dominated the Eighties and Nineties and just as equally as it ceded the first decade of this millennium to others, it will rise as the most innovative large company in technology this decade.

The evidence for this comes not from some revolution in the internal dynamics of the company. Nor does it arise from the company’s unparalleled ability to make money, no matter how adverse the economy is. Nor still does it stem from some “secret project” that will soon be unveiled (not that I’d know about it anyway.)

My conviction, heretical to a generation smitten by iPhones and Tweeting, comes in fact because Microsoft is deemed irrelevant by the countless people who opine about things outside of their abilities to know.

Yes, there is certainly something fashionable and neat about boldly declaring that the most successful software company in history (still, rolling out successes- see Windows 7) is in the beginning of decline, so soon after its highpoint. Clichés about the Roman Empire (even ones about the rapid decline of the Third Reich) abound. These trivialities admittedly are tempered by thoughtful excurses by industry analysts and former insiders who refer to a siloed and stilted culture, a culture of internal politicking, and a desire to maintain and not to build. And yes, Microsoft was late to the Internet, still struggles in search, and missed the consumerization-revolution led by an industrial-design-meets-simplicity logic.

And yet the company endures. And turns out record quarter after record quarter.

What is more, we have seen that technologies can change the economic landscape very quickly. Witness the speed of Google’s rise and of Apple’s rebirth. So what would prevent Microsoft from changing the game completely (and quickly)? Does any of us REALLY know who will be on top in five years? I predict Microsoft; others are free to pick a start-up that will be the new Microsoft.

I am forced here to consider JP Morgan’s famous quip about how he “called” the Stock Market crash of 1929. When his shoeshine boy talked about the stocks he wanted to buy, Mr. Morgan knew the market was seriously overbought.

So given this, I have used a simple methodology to make my grand prediction: When too many people speak in stentorian tones about how “Microsoft sucks” or “is not innovative” and, further, when a good number of these people don’t even know the degree to which they use Microsoft products every day, I know the perception is “oversold.” Similarly, when everyone in Seattle boasted constantly without introspection, one knew that Microsoft had a tough decade ahead.

Well, people at Microsoft today are incredibly thoughtful about the mistakes they’ve made but are also very bright about the future. That’s a pretty deadly combination.

[Full Disclosure: I worked at Microsoft for over 7 years, learned more there about Marketing than I can describe, made some amazing friends there, and still work with the company indirectly. Consider that for what it is, but not for what it’s not.]

Marketing’s Acupressure Problem

Peanut-Buttered Marketing has little hope for success. Marketing that stems from the “meridian” philosophy of early Chinese medicine is the only real way to go. In Acupuncture and Acupressure, certain nodal points in the body are located as “meridians” that when stimulated have far-reaching effects throughout the body. Marketers need to know the acupressure points in their ecosystem if they hope to ever show the results they claim they can. Spreading marketing evenly, while understandable, is by and large a failing proposition.

Consider the following problem: Let’s say you are CMO of a company that wants to get Developers to write applications for your new Mobile operating system. You want to incite action and participation from Developers by getting them to change their perceptions of your company and your competitors. Where would you spend the bulk of your marketing efforts? Well, clearly, you’d spend resources in Silicon Valley, the well-known “headwaters” of perception in the world of technology and home to Apple Corporation, maker of the iPhone and incumbent perception-leader in its space. It would be foolish to spend equal amounts in the Valley and in, say, Los Angeles though the latter is a bigger market.

Consider, further, the following: Statistics show that 90% of goods are purchased offline i.e. in brick and mortar stores. Studies have shown, further, that the bulk of purchase decisions are made “in store.” Yet less than 10% of marketing dollars are spent on in-store marketing. No wonder, then, that retailers are struggling for ways to improve their businesses and have not been considered particularly innovative in this matter. Marketing spread-evenly and not in the acupressure zone, while possibly beneficial, is neither sensible nor optimal.

These examples are hyperbolic but illustrative of a tendency in business to take the easy way out and to elevate appearances over outcomes. Acupressure marketing requires aggressive bet-making and risk-taking that is anathema to the grinding corporate culture so prevalent today because a focused investment, if ultimately incorrect, is glaringly so. The peanut butter approach on the surface appears more judicious and comprehensive. But while it is safer, it is also less efficacious.

These Acupressure points come in a variety of forms. They can be geographical, demographic, audience-based, or medium-based. They can be based on style or creative expression. They can be related to process or product. Howsoever you choose them, the key is to make the choice to identify them and to act in accordance with the plan you generate.

In all areas of endeavor, epoch-making changes result by incurring risk in the hopes of innovation or even revolution.

Marketing needs to be more risky and marketing bets have to be bigger and bolder.