Do you know my Story of Haens’chen (little Hans) and Hans?

In the Digital Transformation of Tech Companies, Software and IT Firms, and Startups, I usually start with this story:
You can initiate 2 types of projects – Haens‘chen or Hans projects.

With Haens‘chen (small decision makers), you often succeed in convincing them with features and functions –
however, the budget is usually not enough for an enterprise-wide implementation.

Therefore, I advise Hans projects as the next step.
Hans represents the C Level Decision Maker in the story.

The Dilemma: Hans speaks a different language, namely: Value – Value – Value!

For this reason, I help to strategically adapt the existing product portfolio and align it to value generation in terms of content and communication.
And this along the dimensions of Time – Cost – Quality.

This value must be ambitious and measurable and convince the decision makers.

Example from my time at Mercedes: When asked by the CEO about the value of the requested end-to-end digital twin, my answer was: 30 – 12 – 1 Ready.

• 30% reduction of physical prototypes and their costs,
• 12 months acceleration of the product development process, and
• 1st time Right in quality and maturity safeguarding the market entry dates.

With the company’s customized value message, my next step is to accompany the Go To Market by connecting, pitching, convincing and collaborating with Hans.

This works across all industries, especially in Automotive and Defense.
When talking to Executives, my large networks helps.

Of course the story fits just as well with Marie’chen and Maria.