INDUSTRY INSIGHTS
How Is Innovation Implemented?

When 7 new software solutions land on your desk EACH DAY, you need a way to decide which tools are best.

Cue the innovation framework of $2bn Rogers O’brien - OPTIMA.

The OPTIMA framework is a step-by-step approach that guides organisations through the process of setting objectives, aligning people, defining targeted outcomes, integrating processes, selecting modern tools, and accurately measuring progress.

OPTIMA - A Step By Step Guide

The first step in the OPTIMA framework is defining a clear objective. This means focusing on the specific problem you're trying to solve and aligning it with your company's overall strategy. "It's so important to obsess around your problems as a company," Wynne emphasises. "That's why you can filter all that noise of all these startups and point solutions."

Once the objective is set, the next step is identifying the right people to lead the initiative. "You have to have that investment in time around the people that are gonna solve the objective," Wynne advises. Empowering these individuals with the necessary resources and focus is crucial to their success.

The third step is defining targeted outcomes – clear, measurable key results that indicate progress towards the objective. Wynne stresses the importance of having the team align around what "winning" looks like. "Lock yourself in a room with a whiteboard and paint the canvas of what done looks like," he suggests.

The next steps in the OPTIMA framework are integrating processes and selecting modern tools. It's important to choose processes and tools that support the objective and align with the company's existing tech stack and data strategy. However, Wynne cautions against relying solely on tools: "The tool isn't the challenge. The process isn't the challenge. Getting people to change their habits is the challenge."

The final step is accurate measurement – regularly gauging progress against the targeted outcomes and using those measurements as a feedback loop. If sufficient progress isn't being made, organizations should be willing to revisit and adjust their approach.

Throughout the process, Wynne advises companies to stay focused on the core problem they're trying to solve. "Don't fall in love with specific solutions," he warns. "Obsess over your problems more than solutions."

Another key insight from Wynne is the importance of shaping people's environment to encourage them to embrace change. "You can't change people," he explains. "But you can change something. You can change their environment."

Selling To Innovation Departments

With this knowledge, how should one approach selling into companies like RO? We dissected the OPTIMA and came up with the following points?

Focus on solving specific problems: Instead of simply pitching your product, identify the key problems that Rogers O'Brien is looking to solve and demonstrate how your solution addresses those challenges effectively.

Align with their data strategy: Ensure that your product can integrate seamlessly with Rogers O'Brien's existing tech stack and data strategy. Wynne emphasizes the importance of easy data accessibility and manipulation.

Provide a clear path to value: Show how your solution can help Rogers O'Brien achieve their objectives faster or more efficiently. Quantify the potential time and cost savings or other benefits they can expect.

Offer change management support: Recognize that implementing new technology involves disrupting existing processes and habits. Be prepared to support Rogers O'Brien in driving adoption and helping their people adapt to the change.

Build a strong understanding of their business: Demonstrate a deep knowledge of the construction industry and the specific challenges faced by companies like Rogers O'Brien. This will help build trust and credibility.

Highlight your technology's scalability: Ensure that your product is built on a solid, scalable foundation that can accommodate future growth and evolving needs. Be transparent about your technology roadmap and plans for managing technical debt.

Foster a partnership mindset: Approach the relationship as a collaborative partnership rather than a one-time sale. Show a willingness to listen, learn, and adapt your solution to best fit Rogers O'Brien's needs

Interested in learning more? Check out the full episode with Todd Wynne 👇

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