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Mind the Hump – how the market influences your delivery approach

Last week we had an opportunity to host our friend Andrea Tomasini and discuss ORGANIC agility. One of the key things Andrea mentioned is that an organization should behave differently depending on the maturity of the market in which it operates. On the left-hand side of the hump, the organization is in the “sell-to-make” mode – it first has to sell the product (the idea!) to the customers in order to come in the position to actually produce it! On the right-hand side of the hump, the organization is in the “make-to-sell” mode – the product is known, there is nothing new to discover, the organization needs to build the product as efficiently as possible and sell it with the best margin it can get.