Workshop: Portfolio Business Outcomes Mapping

As the name suggests, the Portfolio Business Outcomes Map identifies the overarching business value delivered by the Solution Provider across its families of solutions.

The Portfolio Map provides a powerful way for Solution Providers to respond to new market opportunities, competitive threats or to expand focus to new Business Drivers and Investment Areas in demand by customers.

The value of the map is in the cross-functional discussion and debate, leading to the alignment and buy-in by internal teams and external partners regarding the suite of customer business outcomes the portfolio is designed to deliver. 

A Portfolio Business Outcomes Map identifies and prioritizes “inspirational” Business Outcomes over “features” — to maximize and optimize the achievement of what customers need to be successful.

Workshop: Solution (Family) Business Outcomes Mapping

The Business Outcomes Framework provides a standard approach for buying organizations to communicate the Business Outcomes they need and solution providers to communicate the proven Business Outcomes they have achieved for others in the market.

A Solution Provider maps each Solution Family to the Business Drivers and Investment areas they impact in the market. Business Outcomes are captured leveraging this framework and then selected to highlight to Buying Organizations interested in achieving similar Business Outcomes.

This Map and deep discussion, align and prioritize the key Business Outcomes the Solution Provider wishes to resource and be known for in the market.

Workshop: Opportunity Business Outcomes Mapping

When a Solution Provider’s response to an RFP clearly articulates the Business Drivers and Investment Areas where their solutions deliver impact and the proven Business Outcomes their solutions achieve, they provide valued clarity and confidence for the buying organization.

This alignment facilitates effective communication and collaboration, leading to streamlined and focused efforts. It enables optimal resource utilization, as all parties prioritize efforts in line with the shared Business Outcomes, minimizing waste and duplication.

These clear definitions of success and accountability make it easier to measure progress and make necessary adjustments.

Ultimately, this collective focus significantly increases the likelihood of the initiative’s success, ensuring that all efforts are effectively contributing to the desired business outcomes.

This mapping speaks directly to the buying organization’s board and leadership and articulates the return they will receive from their investment.

Workshop: Implementation Business Outcomes Mapping

Aligning the extended team of a buying organization, solution providers, and consultants on Business Drivers, Investment Areas and Business Outcomes is essential to a unified vision of success.

This alignment facilitates effective communication and collaboration, leading to streamlined and focused efforts. It enables optimal resource utilization, as all parties prioritize efforts in line with the shared Business Outcomes, minimizing waste and duplication.

These clear definitions of success and accountability make it easier to measure progress and make necessary adjustments. Ultimately, this collective focus significantly increases the likelihood of the initiative’s success, ensuring that all efforts are effectively contributing to the desired business outcomes.

An Implementation Business Outcomes Map fosters a common understanding that sharpens decision-making, focusing implementation choices on achieving the desired Business Outcomes.

Workshop: Optimization Business Outcomes Mapping

A regular review of existing solution installations and their business outcomes is valuable for everyone involved.

For Solution Providers, the Optimization Business Outcomes Map offers valuable insights into how well solutions and services are meeting the needs of customers providing for continuous improvement and adaptation to changing market demands.

Developing an optimization map strengthens customer relationships by demonstrating a commitment to their ongoing success and can uncover opportunities for additional features or services to meet new needs.

For the customer, such reviews help in ensuring that solutions continue to align with their evolving vision, strategy and goals, identifying areas for optimization or upgrade to further return value on the investment.

Actively supporting Business Outcomes after the sale demonstrates a Solution Provider’s commitment to their customers’ ongoing success and can uncover opportunities for additional features or services to meet new needs.