Making the Numbers - How to do it

Digital transformation how to succeed

Stephen AllottChairman, {Pebble Code}16 May 2016

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Trinity College, Cambridge

Xerox

Sun Microsystems (1st lawyer hired outside the US)

McKinsey strategyTech and corporate finance

Micromuse President, CFO and main board director. NASDAQ: MUSE

Cambridge Computer Lab

Trinamo

UK Crown Rep SME

10 chairman roles

Micromuse turnover

(M)

OEM STRATEGYDell big: whats the growth plan and rep deployment?Huawei growth plan and location of manager?Decide on plans for Lenovo, Intel and Cray

MONT VENTOUX

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Topics today

Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out

Market cap of $5.1 billion

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Gov Digital

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Choosing the right pilots

How many?What types?How to manage?

25 GDS exemplar projects

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Division Goals

Product Goals

OrganisationGoals

Functional GoalsDigital Exemplar Best Practice

Right approach

Thing right

Right thingHow to succeed

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Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed

Division Goals

Product Goals

OrganisationGoals

Functional GoalsDigital Exemplar Best Practice

Right approach

Thing right

Right thing

Tools for Thing Right

Know and fill key rolesAssess capability honestlyUse employees in key roles/suppliers as skill building/backupFollow agile best practice with close involvementReplace non-performers

Right thing: user led MVP service mgmtThing right: actually not contractuallyBuild the right thing wellTools for Right Thing

Hack daysUser researchUser lab testing (e.g. at GDS)Minimum Viable ProductA / B testingBeta testingTight link to helpdesk to react to feedback real timeBuild the right thing

BadlySlowlyExpensivelyBuild the wrong thing well

FailEpic failRight thing is the key

Forecast

Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed

Division Goals

Product Goals

OrganisationGoals

Functional GoalsDigital Exemplar Best Practice

Right approach

Thing right

Right thingStart with user led designDevelop Minimum Viable ProductRight size the components, sourcing from suppliers, COTS and open source

Forecast

Secure top down commitmentInsource management and developmentEstablish agile governance (business case, service & product management)How to succeed

Division Goals

Product Goals

OrganisationGoals

Functional GoalsDigital Exemplar Best Practice

Right approach

Thing right

Right thingStart with user led designDevelop Minimum Viable ProductRight size the components, sourcing from suppliers, COTS and open sourceInstall requisite capability across all rolesUse best practice lean start up and agile software development approachesView as a product not a project; its forever

Roles you will need

Programme and project managerPortfolio managerService managerBusiness analyst

Product managerDelivery manager Technical architectProduct / business analyst / data scientistUser researcherInteraction designerFront end developerBack end developer Quality assurance / tester Agile coach

Hosting platform developerWeb operations[Security expert]Infrastructure architect

Business representatives, users and subject matter expertsPortfolio, product and service managementAgile product teamWeb operationsBusiness representatives

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Topics today

Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out

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UK public sector

2014/15, bSource: Kable

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CentralGovernment Departments

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TitleSTEPGENERALG-CLOUDOJEUFRAMEWORKGet in the conversationInform prospectsDont sellUse seminarsDrive referrals from baseResearch current buyers using Gov SpendResearch competitors offerings on the Digital MarketplaceMonitor Contracts FinderMonitor Contracts FinderGet on the frameworksEngage and shape the specificationsPre-market engagement is now clear policy and best practiceGive referencesRespond to inquiriesRespond to PINSEngage pre-marketEngage pre-marketBid and winGet expert helpAnswer the questionGive an exampleGive proofUse Mystery ShopperGood DocumentsFace to face InterviewsUse clarifying questionsDo great bidsUse clarifying questionsDo great bids

Deliver a great result and serviceGood work wins more workFirst timers take extra careWins are publicWins are public

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Use G-Cloud

m

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Topics today

Digital transformation: how to succeedHow to sell to GovernmentA surprising thing I found out

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Title

Aggregation and Centralisation

= conventional wisdom

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Feb 2011Today, we are announcing big changes to the way government does business.

.... wherever possible, were going to break up large contracts into smaller elements, so that SMEs can make a bid and get involved

https://www.gov.uk/government/speeches/pms-speech-at-the-strategic-supplier-summit

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The mistake:

Aggregation by default is wrong

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Peter Kraljic published HBR article in 1983

http://bit.ly/Kraljic

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Kraljic is for fixed spec production parts Not tooling

Buy the Thing Right: getting a dealForecast

Innovation impact

Buy the Right Thing: latest toolsYesNoYesNo

Buy the Thing Right: getting a dealForecast

Buy the Right Thing: latest toolsYesNoYesNoBigger lever?

Buy the Thing Right: getting a deal

Buy the Right Thing: latest toolsYesNoYesNoBigger lever?

Buy the Thing Right: getting a deal

Buy the Right Thing: latest toolsYesNoYesNoTools or Parts?

Forecast

What else do you need .?

A top developer can be 10x more productivethan a mediocre one.1

OEM STRATEGYDell big: whats the growth plan and rep deployment?Huawei growth plan and location of manager?Decide on plans for Lenovo, Intel and Cray

MONT VENTOUX

Chart1136193983142

Sheet11361939831421995199619971998199920002001

Sheet10000000

Micromuse Sales (M)

Sheet2

Sheet3