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Understanding Innovation Trigger Points and Their Impact

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Chapter 1: The Concept of Trigger Points

Trigger points are those small knots found within muscles that can cause pain not just at the site but also in seemingly unrelated areas. These points can limit mobility and lead to quicker muscle fatigue. For instance, a sharp discomfort in your elbow may actually stem from a trigger point located in your shoulder blade. This type of pain, known as referred pain, arises from nerves affected by the root of the issue. While you seek relief for the evident elbow pain, its origin lies in a weakness in a different area.

Identifying innovation trigger points is crucial when implementing transformation programs within organizations.

Section 1.1: Disruptive Innovation Explained

As Clayton Christensen notes, "Disruptive innovations don’t aim to provide better products for existing customers in established markets. Instead, they disrupt and redefine those markets by introducing simpler, more convenient, and less expensive options for new or less demanding customers." This insight is vital for understanding the dynamics of innovation.

To illustrate this concept, consider SonoSite’s handheld ultrasound machines. Before their invention, family doctors and nurses could only assess problems by feeling beneath the skin, often allowing serious issues to go undetected until they worsened.

Handheld ultrasound innovation

Section 1.2: The Case of SonoSite

SonoSite introduced two types of handheld products: the Titan, comparable in size to a laptop, and the iLook, which was significantly smaller and more affordable. While the iLook was less sophisticated and generated lower profits, it was far more portable and had already garnered a thousand sales leads within six weeks of its launch.

However, despite this initial interest, sales of the iLook were lacking. To understand the disconnect, Kevin Goodwin, the company’s CEO, took a proactive approach by joining a sales call.

The first video, "How to Release Trigger Points Easily," discusses strategies for addressing trigger points effectively.

Goodwin observed that the salesperson was focused solely on selling the Titan, ignoring the iLook altogether. Even after multiple prompts from Goodwin to present the iLook, the salesperson continued to highlight the Titan's features. This situation revealed a deeper issue tied to the incentives driving the salesperson's behavior.

Subsection 1.2.1: The Motivation Behind Resistance

The true challenge lay in the compensation structure; selling the Titan was more lucrative for the salesperson, leading to a lack of interest in promoting the iLook. Goodwin learned that the compensation system was at odds with the instructions he provided.

This scenario exemplifies how innovation trigger points manifest—symptoms often obscure the underlying causes. Leaders must recognize that resistance may stem from personal stakes, such as status or profit, rather than outright opposition to change.

Chapter 2: Overcoming Innovation Challenges

In navigating change, consider the words of Upton Sinclair: "It is difficult to get a man to understand something when his salary depends on his not understanding it." This insight serves as a reminder for leaders to evaluate the motivations of their teams critically.

On this week's Innovation show, we delve into a 4-part masterclass by Shameen Prashantham, author of "Gorillas Can Dance: Lessons from Microsoft and Other Corporations on Partnering with Startups." Additionally, we have a personal reinvention episode featuring Dr. Nerina Ramlakhan, author of "Finding Inner Safety: The Key to Healing, Thriving, and Overcoming Burnout."

The second video, "TRIGGER POINTS Release: Fast N Easy!" provides practical techniques for quickly alleviating trigger points.

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