It’s great to be back. Last week, we held a workshop for a major software company focused
on business value creation and exploring how to create measurable, monetizable business
value. We examined various frameworks. At the conclusion of this workshop, someone
asked an intriguing question: “This is all well and good for established commercial
companies, but what about startups or digital natives? How does the value conversation
change?” This question shifted our discussion towards risk, particularly in the startup
environment, where discussing the types and probabilities of risks, as well as their costs, is
often more impactful than traditional value conversations with founders and CXOs of
startups.

This doesn’t mean choosing between discussing value or risk exclusively; rather, it’s about
understanding the importance of balancing both. However, the sequence in which these
discussions occur should be tailored to the nature of the organization. Traditional,
established industries might lead with business value discussions and then address risks,
whereas startups and digital natives are often better served by starting with risks before
discussing value.

This approach provides a nuanced perspective on how value and risk can be measured and
monetized, ensuring that customers truly understand the unique benefits your service or
product offers. I hope you find this insight helpful. If you’re looking to deepen your
understanding of value creation, I’m eager to continue this conversation and explore these
concepts further with you.