Diese Präsentation wurde erfolgreich gemeldet.
Wir verwenden Ihre LinkedIn Profilangaben und Informationen zu Ihren Aktivitäten, um Anzeigen zu personalisieren und Ihnen relevantere Inhalte anzuzeigen. Sie können Ihre Anzeigeneinstellungen jederzeit ändern.
On Things And Services
“Things do Jobs” by Hannes Jentsch and Martin Jordan (http://thingsdojobs.tumblr.com
Why “quality p...
On Things And Services
“Things do Jobs” by Hannes Jentsch and Martin Jordan (http://thingsdojobs.tumblr.com
Why “quality p...
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
A B C D E F …
Jobs-to-be-Done
Alternative Solutions
Attach painting to wall
...
...
...
Customer Groups
adapted from Derek...
A B C D E F …
Jobs-to-be-Done
Alternative Solutions
Drill
Adhesive
Laser
Attach painting to wall
...
...
...
Customer Grou...
A B C D E F …
Jobs-to-be-Done
Alternative Solutions
Drill
Adhesive
Laser
Attach painting to wall
...
...
...
Customer Grou...
A B C D E F …
Jobs-to-be-Done
Alternative Solutions
Drill
Adhesive
Laser
Attach painting to wall
...
...
...
Customer Grou...
A B C D E F …
Jobs-to-be-Done
Alternative Solutions
Drill
Adhesive
Laser
Attach painting to wall
...
...
...
Customer Grou...
A B C D E F …
adapted from Derek Abell (1980)
Jobs-to-be-Done
Alternative Solutions
Customer Groups
A B C D E F …
adapted from Derek Abell (1980)
Jobs-to-be-Done
Alternative Solutions
Customer Groups
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Customer´s »Value Chain«
Service Logic at HILTI:
1 2 3
Jobs-to-

be-Done

(JTBD)
“Drilling a hole” “Measuring, opening,

cutting/grinding,

fasteni...
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Your pro...
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Your pro...
Everything is a service.
Your ‘market’ is not the one you think it is.
Your product (in itself) creates no value.
Your pro...
Your product renders a service, too.
Your ‘market’ is larger than you may think.
Your product carries a ‘potential value’,...
Your product renders a service, too.
Your ‘market’ is larger than you may think.
Your product carries a ‘potential value’,...
https://vimeo.com/148199853
Watch a video

of the talk here:
On Things And Services - Why “Quality Products” Don ́t Create Value
On Things And Services - Why “Quality Products” Don ́t Create Value
On Things And Services - Why “Quality Products” Don ́t Create Value
On Things And Services - Why “Quality Products” Don ́t Create Value
On Things And Services - Why “Quality Products” Don ́t Create Value
On Things And Services - Why “Quality Products” Don ́t Create Value
Nächste SlideShare
Wird geladen in …5
×

On Things And Services - Why “Quality Products” Don ́t Create Value

2.852 Aufrufe

Veröffentlicht am

English slides of my '99U Local' keynote in Dresden, Germany.

Veröffentlicht in: Business

On Things And Services - Why “Quality Products” Don ́t Create Value

  1. 1. On Things And Services “Things do Jobs” by Hannes Jentsch and Martin Jordan (http://thingsdojobs.tumblr.com Why “quality products” don´t create value
  2. 2. On Things And Services “Things do Jobs” by Hannes Jentsch and Martin Jordan (http://thingsdojobs.tumblr.com Why “quality products” don´t create value
  3. 3. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value.
  4. 4. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value.
  5. 5. A B C D E F … Jobs-to-be-Done Alternative Solutions Attach painting to wall ... ... ... Customer Groups adapted from Derek Abell (1980)
  6. 6. A B C D E F … Jobs-to-be-Done Alternative Solutions Drill Adhesive Laser Attach painting to wall ... ... ... Customer Groups adapted from Derek Abell (1980)
  7. 7. A B C D E F … Jobs-to-be-Done Alternative Solutions Drill Adhesive Laser Attach painting to wall ... ... ... Customer Groups adapted from Derek Abell (1980)
  8. 8. A B C D E F … Jobs-to-be-Done Alternative Solutions Drill Adhesive Laser Attach painting to wall ... ... ... Customer Groups „MARKET“ adapted from Derek Abell (1980)
  9. 9. A B C D E F … Jobs-to-be-Done Alternative Solutions Drill Adhesive Laser Attach painting to wall ... ... ... Customer Groups AREN A „MARKET“ adapted from Derek Abell (1980)
  10. 10. A B C D E F … adapted from Derek Abell (1980) Jobs-to-be-Done Alternative Solutions Customer Groups
  11. 11. A B C D E F … adapted from Derek Abell (1980) Jobs-to-be-Done Alternative Solutions Customer Groups
  12. 12. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value.
  13. 13. Customer´s »Value Chain«
  14. 14. Service Logic at HILTI: 1 2 3 Jobs-to-
 be-Done
 (JTBD) “Drilling a hole” “Measuring, opening,
 cutting/grinding,
 fastening, sealing” “Fleet management for
 all construction tools” HOW? (User practices) Burst open, drill, laser Glue, 
 punch, 
 sew, … ‘Don’t own the undesirable’: use all processing options instead of owning them Competitive Arena Relieves from product category ‘drill machines’ Expansion of product range to adjacent JTBD Relieves from own range of products → Transition to a platform business Target Group ‘Construction’
  15. 15. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value.
  16. 16. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value. Your product renders a service, too.
  17. 17. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value. Your product renders a service, too. Your ‘market’ is larger than you may think.
  18. 18. Everything is a service. Your ‘market’ is not the one you think it is. Your product (in itself) creates no value. Your product renders a service, too. Your ‘market’ is larger than you may think. Your product carries a ‘potential value’,
 which only your customer can realize.
  19. 19. Your product renders a service, too. Your ‘market’ is larger than you may think. Your product carries a ‘potential value’,
 which only your customer can realize.
  20. 20. Your product renders a service, too. Your ‘market’ is larger than you may think. Your product carries a ‘potential value’,
 which only your customer can realize. Made in, and serviced from GERMANY Out of love for
 our customers
  21. 21. https://vimeo.com/148199853 Watch a video
 of the talk here:

×