Design It. Test It. Scale It
Practical guides to business model innovation, value proposition design, testing business ideas, and innovation portfolio management. For the teams doing the work and the leaders allocating the budget.
The Value Proposition Canvas assumes one customer profile. B2B buying committees have 6-10 stakeholders with conflicting jobs, pains, and gains. Here is how to build canvases that match the way B2B decisions actually get made.
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Your Business Model Canvas is not a plan. It is a collection of guesses. After 100+ canvas sessions, I can tell you which guesses kill business models and how to turn them into evidence before you invest millions in the wrong direction.
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Most innovation portfolio advice is built for consumer markets. B2B companies face longer sales cycles, procurement committees, and channel partner dynamics that change how you balance explore and exploit. Here is what to do differently.
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The customer profile is where the Value Proposition Canvas succeeds or fails. Most teams rush through it. They list obvious pains, guess at jobs, and skip gains entirely. After 100+ sessions, I can tell within five minutes whether a team has talked to real customers or filled in the canvas from their conference room.
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Business model innovation does not fail because teams cannot fill in a canvas. It fails because the canvas stays on the wall. After 100+ sessions and 25+ years in innovation strategy, here is what separates the sessions that produce real strategic shifts from the ones that produce nothing.
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Most leaders treat innovation as something their organization should do, not something they personally protect. They announce it, delegate it, and ask for quarterly updates. After 25 years working with industrial and B2B leadership teams, here is what actual innovation leadership requires.
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