Your org as an API for platform adoption by Ryan Choi

Transcript

1. Your org as an API for platform adoption #APIStrat @rchoi
2. @rchoi
3. @rchoi • Early engineer, salesforce.com
4. @rchoi • Early engineer, salesforce.com • Director of Engineering, Zuora
5. @rchoi • Early engineer, salesforce.com • Director of Engineering, Zuora • MBA, MIT Sloan
6. @rchoi • Early engineer, salesforce.com • Director of Engineering, Zuora • MBA, MIT Sloan • Head of Partner Engineering, Twitter
7. Org as an API for platform adoption
8. Org as an API for platform adoption • Platform strategy
9. Org as an API for platform adoption • Platform strategy • Organizational structures and networks
10. Org as an API for platform adoption • Platform strategy • Organizational structures and networks • Organization design
11. Platform strategy • Technology-push vs. Market-pull
12. Head vs. Torso vs. Tail
13. Head vs. Torso vs. Tail
14. Platform strategy • Technology-push vs. Market-pull • Stage: Feedback vs. Adoption
15. Platform strategy • Technology-push vs. Market-pull • Stage: Feedback vs. Adoption • Adoption: Head vs. Tail
16. Platform strategy
17. Head vs. Torso vs. Tail
18. Head vs. Torso vs. Tail
19. Platform strategy • Technology-push vs. Market-pull • Stage: Feedback vs. Adoption • Adoption: Head vs. Tail
20. Organizational structure Informal networks: the company behind the chart (HBR, 1993)
21. Organizational structure Informal networks: the company behind the chart (HBR, 1993)
22. Organizational networks Informal networks: the company behind the chart (HBR, 1993)
23. Organizational networks • Connectors • Brokers • Specialists The role of networks in organizational change (McKinsey, 2007) Public Human Resource Management (Ryu, 2012)
24. Networks: Connectors • People whom others consult frequently for information, expertise or decision-making
25. Networks: Brokers • People who connect different subgroups in network • Subgroups are often departments, locations, divisions, tenures
26. Networks: Specialists • Experts with specific kinds of information or technical knowledge
27. Organization design Designing Organizations (Galbraith, 1995)
28. Organization design “Organization design is the deliberate process of configuring structures, processes, reward systems, and people practices to create an effective organization capable of achieving the business strategy.” Designing Organizations (Galbraith, 1995)
29. Organization design: Star model Designing Organizations (Galbraith, 1995)
30. Organization design: Star model • Strategy • Structure • Resources • Rewards • Processes Designing Organizations (Galbraith, 1995)
31. Org design: Departments class Department(): def __init__(self, strategy=None, structure=None, resources=None, rewards=None, processes=None): self.strategy = strategy self.resources = resources self.structure = structure # self.rewards = rewards # self.processes = processes def execute(self, departments): return None
32. Org design: Product class Product(Department): def __init__(self): self.strategy = "Capture of opportunities via product development & innovation" self.resources = "Product development” self.structure = "Specialist"
33. Org design: Product class Product(Department): def __init__(self): self.strategy = "Capture of opportunities via product development & innovation" self.resources = "Product development" self.structure = "Specialist" def execute(self, departments): if Marketing in departments: return "Product optimized for long-term market” if Sales in departments or BusinessDevelopment in departments: return "Product optimized for short-term wins”
34. Org design: Marketing
35. Org design: Marketing class Marketing(Department): def __init__(self): self.strategy = "Discovery and creation of global optima opportunities" self.resources = ["Market research & sizing", "Collateral”, "Lead pipeline generation”] self.structure = "Connector"
36. Org design: Marketing class Marketing(Department): def __init__(self): self.strategy = "Discovery and creation of global optima opportunities" self.resources = ["Market research & sizing", "Collateral”, "Lead pipeline generation”] self.structure = "Connector" def execute(self, departments=None): return “Go-to-market strategy"
37. Sales vs. Marketing vs. Product
38. Sales vs. Marketing vs. Product
39. Org design: Sales class Sales(Department): def __init__(self): self.strategy = “Growth via direct customer engagement” self.resources = ["Prospecting & qualification", “Negotiation"] self.structure = "Specialist"
40. Org design: Sales class Sales(Department): def __init__(self): self.strategy = “Growth via direct customer engagement” self.resources = ["Prospecting & qualification", “Negotiation"] self.structure = "Specialist" def execute(self, departments): return “$$$”
41. Org design: Sales class Sales(Department): def __init__(self): self.strategy = "Growth via direct customer engagement" self.resources = ["Prospecting & qualification", "Negotiation"] self.structure = "Specialist" def execute(self, departments): # return "$$$" return "Distribution"
42. Org design: Business Development
43. Org design: Business Development class BusinessDevelopment(Department): def __init__(self): self.strategy = "Leveraged growth via strategic business partnerships” self.resources = ["Partner research", “Relationships”, “Dealmaking”] self.structure = “Broker"
44. Org design: Business Development The difference between Sales and Business Development (Dumont, 2014)
45. Org design: Business Development class BusinessDevelopment(Department): def __init__(self): self.strategy = "Leveraged growth via strategic business partnerships” self.resources = ["Partner research", “Relationships”, “Dealmaking”] self.structure = “Broker"
46. Org design: Business Development class BusinessDevelopment(Department): def __init__(self): self.strategy = "Leveraged growth via strategic business partnerships” self.resources = ["Partner research", “Relationships”, “Dealmaking”] self.structure = “Broker" def execute(self, departments): if Product in departments and Marketing in departments: return ["Lighthouse customer wins", "Leveraged platform integrations"]
47. Org design: Business Development class BusinessDevelopment(Department): def __init__(self): self.strategy = "Leveraged growth via strategic business partnerships” self.resources = ["Partner research", “Relationships”, “Dealmaking”] self.structure = “Broker" def execute(self, departments): if Product in departments and Marketing in departments: return ["Lighthouse customer wins", "Leveraged platform integrations"] else: raise ValueError("\_(ツ)_/¯")
48. Org as an API for platform adoption • Platform strategy • Organizational structures and networks • Organization design
49. #thankyou @rchoi