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Wim GE De Vos

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Genesis: our customer segments 🍰

January 8, 2020 by Wim GE De Vos Leave a Comment

value-proposition-canvas.png

The Strategyzer model we use defines customer segments as follows:

Customer Segments are the different groups of people or organizations your enterprise aims to reach and serve. This includes users who might not generate revenues, but which are necessary for the business model to work
(e.g. users of Google’s free search engine are essential to their advertising-based business model, or doctors are usually an essential, but non revenue-generating part of a pharmaceutical company’s business model).

Questions to ask

  • For whom are we creating value?
  • Who are our most important customers, clients, or users?

Genesis customer segments:

Installers of Technology = IoT´s:

Our delivery channel partners. Specialised engineering companies dedicated to selling, designing, installing, delivering and servicing home technology to premium homes.
We see divide these into 2 groups and call them “Home Technology Architects”:

  1. Apprentice IoT – on route to build a successful business
  2. Mature IoT – established successful business

 

Premium Home Building Professionals:

Our specification channel partners. Professionals, already convinced about the need to include technology in premium homes of today and tomorrow. They are looking to learn how to integrate more technology in a simpler and more beautiful way into premium homes.
Note the niche we are looking to serve… only those focussed on premium homes & are looking to learn…focus.

  1. Visionary architects – looking to learn how technology can serve their vision of the homes they design
  2. Home builder – looking for technology that adds value to the homes they sell
  3. Interior design contract division – looking for technology that serves the design of spaces they create

 

Map your customer segments with your value proposition and you start unraveling the mystery of your business…see image on the top for a first step (courtesy Strategyzer).

Next step then is to answer the following questions:

  • What change are you trying create?
  • Who are you trying to change?
    (for more on the importance of this last question turn to the wizards Seth Godin and Steve Blank – obvious next question then becomes “What change do you want to create?”…)

 

Short questions with BIG answers…


extra context re. home building professionals – below an email sent to our supply partners a while back…

Dear Willie Wonka,

I would like to ask for some extra attention and time to deal with our request below. It concerns our future and success…
As our strategic partner I wanted to ask you for some input and help. Help in growing our business together. The second stage of our rocket 🚀… The so-called “specification channel” stage: ✏️
The “delivery channel”: ✅is established and organically grown further
This we have – about 300 established partners across France, Italy, Spain, Portugal. 
These are our current “installation partners”, “dealers”, “integrators”,  “installers of technology”. 
(The people and companies you see at ISE who sell and install technology products)
Status: We have the trust and the ear of this channel. Based on this channel alone we are able to grow 30-50% under the current favourable market conditions. Our focus is on serving them by making their life simple and work on a project basis when and where we can.
The “specification channel”: ✏️
This is what we need to develop. There are thousands of these.
These are mainly “architects”, “contract divisions of design and build brands” and “technical design offices”.
They are hard to reach as this is one of the most over-marketed groups in the building industry.
Interesting read on how to reach this group here: How to market to architects. Some lighting companies and building component manufacturers do this quite well. Our industry however does not (yet)…
Status: We are reaching out to architects via trade shows ( eg: http://www.architectatwork.com/), Builder Program (https://www.builder-program.eu/) and via some of our installers. We offer to help architects to include (specify) technology in their high-end projects.
Request:
  • What architect-facing marketing materials do you have?
  • Do you have experience in marketing towards architects? If so, could you share best practices?
  • Are there any specific online activities you use to reach architects?
  • How do you handle architects requests for info? Can you elaborate?
  • Do you have a plan or strategy to market to architects?
In our opinion this “second stage of the rocket 🚀”  is what is needed to keep growing and empower installers to sell premium systems. So we invite you to work with us to make this happen.
Thanks in advance and always happy to discuss over the phone or in person to take a deep dive on this.
Wim

Filed Under: Genesis Technologies, Strategy, Uncategorized Tagged With: genesis technologies, marketing strategy growth, strategy

Growing vs leveraging your sales force

January 3, 2020 by Wim GE De Vos Leave a Comment

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Genesis is a pure-play B2B company selling solutions. In our quest for growth we asked ourselves the following question:

  • add sales people ?
    OR
  • leverage the best sales talent we already possess ?

Our sales talent needs to do 3 things basically. More or less 1/3 of their time is spent on the following.

1. Admin of some sort (system design, expenses, email replies,…)
2. Prospecting for new opportunities (projects, clients, applications, relationships,…)
3. Magic moments. Spend time building relationships and developing opportunities with existing customers (when the magic happens)

At Genesis we have chosen to leverage the best sales talent we have.
Statistics really… 
Multiply guaranteed success vs multiplying the number of gambles…

Using dedicated software has helped us leverage the success of our best sales talent as follows:

A. Reduce admin time and effort.
So more valuable time is freed up for prospecting and magic moments.

  • find information faster
  • easy system design and accumulative learning (templates and sharing of best practices)
  • clients can self-serve (getting information, initial system design/spec,…;

B. Optimise prospecting for new opportunities (data leads us to insights…):

  • premium homes = the opportunity
  • visionary architects = the creator
  • best-in-class installers of technology = the craftsman

C. More magic moments…

  • tailored system designs – The difference between style and fashion is quality. (Giorgio Armani)
  • perfect timing – A wizard is never early. He is never late. He is always perfectly on time. (Lord of the Rings)
  • Gamification of our work-life – badges, leaderboards and fun trips for our loyal partners.

Leveraging your best sales people is always a good idea (small a-teams run circles around large abc-organizations…) but has proven to work especially well in the following scenarios:

  1. Selective distribution: grow via a select group of partners (relationships and insights are key)
  2. Moving from product to system sales (systems are sum of products + knowledge + services and tailored to specific opportunities)
  3. When good and experienced are in short supply
  4. When it takes a long time to train new salespeople

Small decision that get us to where we want to be.

The choice is (y)ours. as always.

Note: more on where to start your digital transformation journey in this post.

Filed Under: Digital transformation, Strategy, Uncategorized Tagged With: digital transformation

Employee engagement: no rental cars at the car wash…

January 2, 2020 by Wim GE De Vos 1 Comment

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def.: Employee engagement is the emotional commitment people have to their organisations, colleagues, partners, goals.
(And it is not the same as employee satisfaction.)

Employee engagement it is the corner stone of a successful company. And the good news is it is relatively easy to push to the forefront.


Question: Why don´t we see rental cars at a car wash?

Because drivers do not own the car. They only care about the short term benefit = temporary transportation. Not about the long term effects.

The same is true for a company and its employees.

People who are engaged have a sense of ownership and will make decisions in the best interest of the organization whenever they can. Both short and long term. And this is how everyone wins.

Otherwise they will simply drop off the keys every day as if it were a rental car…and leave a mess behind for others to clean up.


4 pillars of employee engagement:

1. Transparency

Transparency should be the default setting inside a company. People want to make a difference but need information to be able to do so.

So what information should you share?

  • share the wins: individual or team achievements, acquisition of new business and contracts, a great quarter,…
  • share opportunities: potential new customers about sign up, new markets about to open or exciting new products being launched that could grow the business exponentially,…
  • share the vision: where are we going? are we there yet? what are we trying to achieve? who and what are we trying to change?

Note: Transparency should be built into Software tools and platforms by offering company wide access to key information. But it only works if the company makes this information available = it is a mindset, a reflex to share, a company culture. People make better decisions when they have more information at their disposal. We use PartnerZone, Slack and Xero to share information.

2. Goal setting

Working towards goals helps people to be engaged because it offers a guide to follow. Setting goals goes hand in hand with maximising autonomy for each individual. Goals should be set together and fit the company vision.

This will set people free to be their best self under various circumstances and deal with challenges.

Make goals ambitious but achievable.

Note: As a Software tool we use Trello which reflects and shares the yearly, quarterly and even monthly goals we set together to achieve the company vision. In partnerzone we have leaderboards and badges for our own team and partners.

3. Employee development

People want to get better at stuff. Grow. Learn. Flourish.

Employee development can be achieved in several ways and ideally a combination of the following:

  1. training: define a training plan together with each person.
  2. job variation and even rotation: have people be challenged by new situations on the job. Often colleagues and customers are happy to be part of the learning experience.
  3. mentoring, coaching, personal investment in people. A bit more about mentoring as it is often overlooked or pushed aside as we all get very very busy with stuff…

Note on Mentoring

Luke Skywalker had Yoda, Frodo had Gandalf, and Harry Potter had Dumbledore.

Mentorship is a critical aspect of employee engagement and growth. Mentors makes an investment in the personal growth of those around them and share the experiences that helped them get to where they are. (more mentors in a previous post: “mentor or hero?“)

Some fundamental concepts regarding mentoring:

  • Mentoring starts with believing in the potential of others and a desire to develop it further.
  • Mentors are a resource. Employees are required to be proactive if they want to make use of it.
  • Mentors are not sponsors, magicians or free protection. They give insight with unknown situations, sound board for hard problems or big opportunities , offer feedback to grow personally, share experiences. In the end it is the employee who will have to deal with the situation or opportunity.
  • Mentors should make time and an extra effort to be available. The key activity will often be to listen and respond with directed questions. Above all avoid to intervene directly.

4. the fun factor…

When people get to know each other as individuals a bond develops that goes beyond the daily tasks and roles. This is how a-teams grow. A-teams never ever consist of superstars. A-teams are always, always, always a bunch of people who have developed a chemistry that makes them nearly invincible.

Think Oceans 11…pretty oddball and maybe even useless as individuals but together they can pull of the heist of the century against all odds…

So throw company parties, go on trips together, create fun events with partners, have a few beers and lots of laughs, celebrate achievements,…look for and ignite the chemistry between people.

You may even want to give this task to a linchpin in the company… And always be on the lookout to create a fun event. There is no such thing as too crazy in this department. Create unforgettable memories whenever possible.

Note: Our mix so far consists of skiing, Peaky Blinders, escape rooms, karting, wine clubs, dancing and other fun events…


 

To conclude: Put your best foot forward, be transparent, set goals together, guide with compassion (don´t micromanage), and go nuts every once in a while.

The choice is (y)ours…like always.

Small decisions that make a BIG impact. 💥

Filed Under: people, Uncategorized Tagged With: people

Motivation & rewards

January 1, 2020 by Wim GE De Vos 1 Comment

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Motivation is the fuel ⛽️ that drives talent 🎨.

So how can a business truly motivate people?

Old thinking tells you to create a system based almost exclusively on carrots & sticks. Extrinsic motivators like money (salary, bonuses, commission, car,…) & punishment (being fired, ridiculed,…). Yet it does not work (any more)… and it often even does harm.

New thinking tells us we can motivate people beyond basic tasks (eg: decision making, creativity, higher order thinking,…) by focussing on intrinsic motivators. These can be divided in 3 building blocks: autonomy , mastery and purpose.


Todays Business Operating System focusses on intrinsic motivators (check out sources below):

🚁 Autonomy (intrinsic): we desire to direct our own lives and work.

To do: Have people set their own goals and make their own decisions within the strategic vision of the company. Increase autonomy radically when choosing priorities, techniques, resources. Make sure everyone feels to be capable and agrees with the strategic vision of the company… eg: ROWE = Results Only Work Environment.
(top-down management works if you want compliance; if you want engagement self-direction works better)

🧙🏽‍♂️ Mastery (intrinsic):  we like to get better at stuff.

To do: Create continuous and constructive feedback loops so learning becomes a second nature. Cultivate a growth mindset. Invest in training. Cumulative 1% improvements.
(hiring people to simply “get the job done” based on the skills they already have today misses the point of growth and opportunity that lies in each individual)

🎯 Purpose (intrinsic): to be part of something meaningful and important beyond our own selves.

To do: State the companies purpose above all else and make sure it is understood and shared by everyone. Show how every individual can and is contributing to the overall purpose. eg: (audacious) fundamentally change and improve an industry; (In B2b) making partners more successful; (social profit) create opportunities for others;…
(when pure financial incentives are dominant or even disconnected from the companies purpose bad shit happens. Unethical behaviour, bad quality products, lousy service,…)


So what about money and punishment? The old and intuitive way of doing things…

🤑 Money (extrinsic): pay people enough to “take this issue of money off the table”.

To do: offer higher fixed salaries, minimum (or no) individual commission or bonus schemes, in other words an “enough” approach.
(goes against the mainstream approach that largely focusses on money rewarding schemes as the way to motivate people. Specifically “high performers”.).

⛏ Punishment (extrinsic):  counter-productive approach that has to be eliminated from current days business practices.

To do: create a context where taking ownership is by definition a positive, where failure is an opportunity to learn collectively, where mistakes are never a taboo.
(goes against the mainstream approach that relies heavily on a logic of blame, punishment, endless rules that lay out individual quid pro quo to scare people into shape).


Once we have the right people on the team, let´s make sure we get the motivation piece right. And this will mean going in against old school thinking…

Small decisions with a big impact 💥.


Sources (aside from own experience): Dan Pinks 📕 Drive and his 🎤 TED talk “the puzzle of motivation”. Interesting summary in this 📹 animated RSA clip.

Filed Under: Building blocks, people Tagged With: organization, people

2020 – making better quality promises.

January 1, 2020 by Wim GE De Vos Leave a Comment

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A new year. A new decade. A new approach to the new years resolution list 📜…
Instead of spitting out fresh new promises let us recycle promises ♻️. Recycle with a twist 🍸.
Revive long lost promises. And make them better 👌🏻.
.
.
This year I am making better quality promises.
.
.
More personal, more precise, more generous.
Small but better promises with a BIG impact 💥 (hopefully).
Let´s try to be a better version of ourselves this year.
Happy 2020 to everyone. 🐬

Filed Under: Pearls of wisdom Tagged With: forward movement, growth, impact

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