Value Creation and the Internet of Things

Chapter 6The Dynamic Enterprise

What is the question to which your enterprise is the answer?

Questions and Value

In an earlier section I talked about an organization’s need to understand why people engage with its products or services, and understanding the motivation at the root of behaviors resulting in products or services being purchased and used. I suggested then that Nike’s answer to the question above might be ‘how do I attain my personal fitness goals’? Understanding the question to which one’s products are the answer, places the organization on the center stage of someone’s life, and also in their aspiration for a better life, as it is the aspiration for the quality of a thing that users value most. The ultimate benefit is what one ...