The Progress Economy

fixing innovation, sales, and firing up growth


define your business

forget chasing value.
discover how progress-first thinking
transforms how you sell, innovate and grow


Only 6% of executives are satisfied with their innovation initiatives

McKinsey

» you’re investing in innovation…but are you just performing innovation theatre?

» your teams are out there selling…but you’re missing growth expectations?

» something’s wrong…

The world is facing a decade of stagnation — the “Tepid 20s”.

International Monetary Fund

few suppliers…are able to answer…How you define and measure value?

Anderson and Narus

» but we don’t really want ‘value’…we want to get to more desirable states

» our perception of value emerges from a set of progress comparisons

» it’s time for a more insightful lens: enabling progress

Progress: moving, over time, to a more desired state

The Progress Economy

Learning a language, getting nourished, searching faster, getting fit, moving to another location, hanging up a picture, breaking cryptography,… understanding how a Progress Seeker (you and I) wants to get from where they are now to their more desired state, and what holds them back, gives us powerful insights.

Some very high level examples:

Use CaseProgress SoughtProgress OriginSeeker’s Lack of CapabilitiesContextStrategic Helper Opportunities
Patient supportManaging chronic condition + staying compliant with treatment regimeNewly diagnosed, overwhelmedNo medical skills or knowledge; does not possess measurement capabilitiesPerform measurement at home themselfLoan consumer smart watch with reporting shared with healthcare provider.
Wrap around services: coaching, support groups, periodic in-person healthcare visits
Net-zero transitionCredible, traceable emissions reductionFragmented reporting, unclear baselineData integration, trust, strategyRegulatory scrutiny, investor demandCarbon strategy consulting, carbon measuring services, verified audit trail
Sales enablementGenerate compelling, tailored, Request for Proposal responsesGeneric collateral, low personalisation, non-consistent voice of messagingTime and writing skillsComplex buyer journeysApply GenAI for:
* document drafting
* collateral searching
* document reviewing
* self-marking against criteria and improvement suggestions

» framework

for a deeper, more insightful, view into what seekers are trying to do and their challenges

» operating model

giving strategic insights into “hacking” sales, innovation and growth

» toolkit

a set of tools for driving innovation and sales success

progress » progress attempts » progress propositions » progress hurdles » progress comparisons (value)


» Innovation

» making progress better
» making better progress

Progress economy : what is innovation?

» Progress

» moving, over time, to a more desired state

Progress economy : what is progress?

Sales

» aligning to help make best progress
» may result in local innovation


apply the progress economy levers » improve your innovation, sales and growth

  • Innovation Lever: Improving how to reach today’s progress potential/progress offered

    Improve how Seekers reach the progress they can today »

  • Innovation Lever: Improving progress potential towards individual seeker’s progress sought

    Push the limits of what Seekers can achieve. Help get them closer to the progress they seek than they can achieve today »

  • Innovation Lever: Getting proposition’s progress origin closer to individual seeker’s progress origin

    Help a Seeker through reducing the resource gap to starting or removing nugatory resources »

  • Innovation Lever: Accelerating individual seeker’s value recognition timelines

    Accelerate when Seekers recognise emerged value to keep them engaged. Through smarter business models and/or refined delivery methods. »


Meet
the Actors

Progrerss Seeker

Seekers: always seeking to make progress, with everything in life.

But often has a progress hurdle: they may lack the resources needed to make progress

Everybody is a Progress Seeker (even Progress Helpers are looking to make progress in something)

Progress Helper

Helpers: offer progress propositions (supplementary resources) to enable better progress.

They can be:

» a Seeker that has overcome the lack of resource
» an entity that has deliberately set out to find resources to help progress
» trained by another entity to help progress.

Externalities

Externalities: embed societal safeguards into a Seekers progress journey.

We’re looking at you governments, associations, society!


Interesting
Progress Economy Case Studies

(these are currently likely just placeholders)


Next Steps..

Explore the fundamentals

Check out the architecture

Start innovating, successfully

  • Innovation Problem
  • Innovation in the Progress Economy
  • Progress levers

Lets fix
Innovation, Sales & Growth