0229 - Go To Market Operations with Neil O'Herlihy
Design Talk (dot IE)
English - May 09, 2024 18:08 - 46 minutes - 41.5 MBTechnology Education technology design conversations creative software games ireland europe education Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
A podcast episode recording of the first session of the Pepperdine/UCD MBA-MSC workshop held on April 17th, 2024.
Neil O'Herlihy talks about why your strategic 'gut instinct' is probably going to be wrong in a rapidly changing technology product environment. We are so used to thinking in terms of averages that we find it hard to develop an intuitive understanding of markets where power-law demand/reward curves work.
"We don’t know what’s going to happen in the future, we just need to be ready when it does!”
Case Study Overview:
InceptionExp is a fictitious rapidly growing Silicon Valley company offering unique AI solutions that can improve and optimize themselves through AI. InceptionExp have low costs of sales and very high year-over-year (YoY) revenue growth with huge headroom. They are operating in a context of technology and scale race where there are strong economies of learning and scale. The rapid pace of technological innovation means the environment is highly uncertain. Demand for InceptionExp's product/service in EMEA is skyrocketing, requiring rapid expansion to address this market. InceptionExp's customers and markets exhibit power-law distribution, meaning a small percentage represent the bulk of the opportunity.
Given the rapid innovation in the AI-building-AI market we need to decide:
1. How should InceptionExp build its EMEA go-to-market team,
2. Should it use an EMEA go-to-market hub location
3. How it should prioritize resources in a power-law market, and
4. How much to focus on sales efficiency?
Notes:
Competing on the Edge: Strategy as Structured Chaos by Shona L. Brown, Kathleen M. Eisenhardt
The Lean Startup by Eric Reis
HBR on Strategy podcast (https://hbr.org/podcast/2023/07/defining-a-growth-strategy-in-uncertain-times)
episode recounting the different responses by Bill Gates and Steve Jobs on the future of the mobile phone.
Acknowledgements
Music
Title: “It was just cold”
Artist: Andrew Codeman
Source: https://bit.ly/2Msarcj
License: “CC BY 4.0”
Cover Art
Title: Eras ITC + photo of Neil presenting + 300% sat, 6,500K, pastels smooth.
Artist: Allen Higgins
Source: podcast-NeilOHerlihy.pptx
License: CC BY-NC-SA 4.0
Podcast License
Design Talk (dot IE) CC BY-NC-SA 4.0
The license can be viewed at https://creativecommons.org/licenses/by-nc-sa/4.0
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