Tag: technology

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A database nobody was asking for, a display company that had just lost a string of tenders, and a Swiss railway station: how the control room of the future was co-created against the grain.

CGI’s SPARK centres and the technologies on display

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in Value Co-Creation Cases

The innovation centres were never really showcases for CGI’s own products. They were venues where a supplier convened its technology ecosystem and its customers to co-create what came next.

Rolls-Royce and the power by the hour

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in Value Co-Creation Cases

When a manufacturer charges for the outcome rather than the engine, supplier and customer become locked into co-creating a great experience — because only a great experience keeps the meter running.

Selling a Future Nobody Can Predict

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in Field Notes, Value Engineering

A decade ago, Robovision sold a defined solution against a fixed roadmap. Today it sells a capability for a future neither it nor its customer can yet describe — and that single change has rewritten what its salespeople must be.

The Gentil Organisateur

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in Field Notes, Value Engineering

How a consulting firm stopped selling software and started orchestrating change — and what it teaches every B2B supplier about what comes next.

The five dimensions of customer value — a working diagnostic

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in Value Engineering

B2B buyers now evaluate value across six dimensions — ROI, Risk and Resilience, Life-Cycle and Circular, Strategic, People, and Planet and Societal. Not all six matter in every deal. The framework is a diagnostic, not a checklist. A working guide to what each dimension asks the supplier to argue.

What the Layered Business Case actually does

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in Systemic Value Selling

A modern B2B purchase is decided by a coalition of stakeholders, each weighting a different dimension. They do not need separate decisions. They need one decision that can be defended in multiple registers. The Layered Business Case is the structural device that does this work — a named layer per activated dimension, FAB evidence, a…

Why traceability arrived — a short history of externalities returning to the invoice

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in Value Engineering

Twenty years ago, the costs of opaque sourcing — deforestation, child labour, depleted fisheries — were paid by communities, ecosystems, and labourers, never by the buyer. Today they show up in CSRD, CSDDD, and EUDR. A short history of how externalities returned to the invoice — and what the pattern says about the next decade…

The four stages of Systemic Value Selling — Discover, Design, Justify, Align

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