ASCI 2×2: Embracing the business model

The other day, A Smart Bear wrote about leverage thru embracing differentiated, long-term strengths; “do you” was the idea. What that really means, though, is embracing your business model – including in your messaging. Imagine that your business falls somewhere on this matrix. Wherever it falls, strengths and weaknesses come with it. Types of B2B Solutions           slow decision-speed fast deep        | Type A | Type B  | insight      —————+————— shallow      | Type X | Type Y | Well, who wouldn’t want to be Type B: fast decisions plus deep insight? And who in their right mind would choose Type X, shallow on insight and slow-moving? A lot of businesses actually; let’s take a quick tour of the matrix. Type A (examples: R&D teams, strategy consulting) has a lot going for it: Develops tailored and innovative solutions Long-term profitability based on deep relationships But… slow decisions can mean missed opportunities, misunderstanding of new trends – plus high cost research and analysis work. Type B (examples: agile software shop, real-time market analytics product) can respond more quickly to opportunities and stack profits quickly – but they also incur the most risks, for their clients and their own firms. Type X (examples: a standardized CRM, a bookkeeping package) might not be such a bad deal if you like predictable revenue, an easier selling cycle and lower overall risk, in exchange for lower growth potential. And Type Y (examples: a rapid prototyping service, datasets-for-sale)  has revenue flexibility and solution agility – the only issue is the solution might fall flat and do little for customers. I’m guessing you know which quadrant you fall in – if so, you have some clues on what to focus on in your messaging.

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ASCI 2×2: Embracing the business model

June 20, 2023

The other day, A Smart Bear wrote about leverage thru embracing differentiated, long-term strengths; “do you” was the idea.

What that really means, though, is embracing your business model – including in your messaging. Imagine that your business falls somewhere on this matrix.

Wherever it falls, strengths and weaknesses come with it.

Types of B2B Solutions

             slow     decision-speed    fast

 deep        |    Type A    |    Type B    |
insight      ---------------+---------------

shallow      |    Type X    |    Type Y    |

Well, who wouldn’t want to be Type B: fast decisions plus deep insight?

And who in their right mind would choose Type X, shallow on insight and slow-moving?

A lot of businesses actually; let’s take a quick tour of the matrix.

Type A (examples: R&D teams, strategy consulting) has a lot going for it:

  • Develops tailored and innovative solutions
  • Long-term profitability based on deep relationships

But… slow decisions can mean missed opportunities, misunderstanding of new trends – plus high cost research and analysis work.

Type B (examples: agile software shop, real-time market analytics product) can respond more quickly to opportunities and stack profits quickly – but they also incur the most risks, for their clients and their own firms.

Type X (examples: a standardized CRM, a bookkeeping package) might not be such a bad deal if you like predictable revenue, an easier selling cycle and lower overall risk, in exchange for lower growth potential.

And Type Y (examples: a rapid prototyping service, datasets-for-sale)  has revenue flexibility and solution agility – the only issue is the solution might fall flat and do little for customers.

I’m guessing you know which quadrant you fall in – if so, you have some clues on what to focus on in your messaging.

(This was originally published on Art of Message – subscribe here)