Roger L. Martin

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Roger L. Martin

Roger L. Martin

@RogerLMartin

Thinker, author, strategist, advisor, & author of new book #anewwaytothink

Fort Lauderdale, FL Katılım Ekim 2012
5.7K Takip Edilen33.4K Takipçiler
Roger L. Martin
Roger L. Martin@RogerLMartin·
I am back to both AI and an original Playing to Win/Practitioner Insights piece, my third co-authored with Ahmad Zaidi and Guilherme Loureiro. This one is on Building an AI Augmented Enterprise: How to Leverage AI Strategy. rogerlmartin.substack.com/p/becoming-an-… Strategy is fractal. The enterprise makes the five choices across the Strategy Choice Cascade – and then so must entities within the enterprise, including businesses, functions, and regions. All Strategy Choice Cascades must fit with and reinforce each other – including the AI Strategy Choice Cascade. This piece shows how you can make AI strategy choices that build an AI Augmented Enterprise – and provides examples to illustrate. Enjoy!
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Roger L. Martin
Roger L. Martin@RogerLMartin·
Clearly, I don't read enough current novels because someone had to point out to me that Playing to Win is featured in the 2025 Booker Prize winner Flesh by David Szalay. amazon.com/Flesh-Novel-Da… The hero - sort of - is reading PTW (first reference on p. 204). It is fun see the reviewers - probably most of whom had to read their first ever business book to deduce the author's meaning behind the hero reading PTW - do varying qualities of jobs in understanding what PTW is about! In any event, David, from one Canadian born writer to another, thanks for using PTW in your prize-winning novel!
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Roger L. Martin
Roger L. Martin@RogerLMartin·
Sure thing.
Lethal Weapon@Riggs_martin

@RogerLMartin When you write this article may I suggest you add a few words on 1st mover advantage (FMA) in the age of digital? Many people seem to assume there's almost always a FMA because of accumulated client data and/or network effects but as TikTok vs Facebook showed it's not that simple

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Indeed. That is key for first movers - a theory of CA after entry and competitive responses.
Vikas Temani@vikas_temani

@RogerLMartin That would be great. Could creating a brand/memorability or stickiness/switching cost or network effect or cornering a resource be advantageous in certian cases?

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Welcome to Chapter Three of the Playing to Win/Practitioner Insights (PTW/PI) book club. I am reprising the 37 pieces that were ranked highest by readers – and they make up one books-worth of content. The third is Strategy & Artificial Intelligence rogerlmartin.substack.com/p/ptwpi-all-st… This is the first of five pieces on AI in the PTW/PI series. In this one, I use the concept of the Knowledge Funnel, from my 2009 book The Design of Business, to characterize the fundamental role of AI. I argue that AI has a particular Where-to-Play and How-to-Win (WTP/HTW). Its WTP is to find the mode/median/mean of a distribution and its HTW is to get there more cheaply, quickly and accurately. Outside that WTP, the HTW of AI is considerably weaker. So, figuring where to use AI is a critical decision in business today. I provide my commentary on the original piece and then the link to it. I hope you enjoy it.
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Roger L. Martin
Roger L. Martin@RogerLMartin·
I am always delighted to engage with thoughtful commentators - and you are clearly one. Keep on thinking/working.
Zach Henderson@BasedCampZH

Even though he sees it differently - and he's the master here - I'm still elated to get feedback like this straight from the source himself. Roger Martin's books and the plethora of materials he has put out throughout his career have shaped my mindset and approach in many ways. Such a cool opportunity to interact directly with an author and thought leader you've followed most of your career. X is unique in that capacity.

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Zach, I really appreciate the effort and the thinking you have done. But I am afraid I don't agree with the prescription. For starters, I don't argue that you should start at the upper left and go down. It is a system in which you have to toggle up and down the cascade until you get five choices that fit with and reinforce each other. There is no 'best place to start' and AI for sure doesn't make it best to start at the last box(es). I typically start with WTP/HTW combinations and then ask is that a motivating WA and is it realistic in terms of the MHC/EMS.
Zach Henderson@BasedCampZH

"Most organizations fail because their strategy sucks. One of the ways that strategies suck is that they ignore the last two boxes on the Strategy Choice Cascade" - @RogerLMartin

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Agree. It is a bit like the difference between a nice-to-have and a need-to-have in reverse-engineering a possibility.
Lethal Weapon@Riggs_martin

@bovolox @RogerLMartin is a challenge that does not stop you from achieving an ambition, really a challenge? Maybe just a nuisance? 😃

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Roger L. Martin
Roger L. Martin@RogerLMartin·
I agree. Creating a great WTP/HTW is a non-trivial exercise.
Lethal Weapon@Riggs_martin

@bovolox @RogerLMartin Bloody Hell!!! I feared something like that. I also expect some people honestly tried to develop a strategy but gave up when they failed to generate WTP/HTW choices that are truly different from the competition and went back to analyses to "guide" them, which is much easier.

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Welcome to Chapter Two of the Playing to Win/Practitioner Insights (PTW/PI) book club. I am reprising the 37 pieces that were ranked highest by readers – and they make up one books-worth of content. The second is Why Planning over Strategy? rogerlmartin.substack.com/p/ptwpi-all-st… In this one, I explain why planning – even when it is called ‘strategic’ – dominates over strategy. It is a self-sealing system that dominates business education, executive management and ‘strategy’ consulting firms. It produces and puts technocrats more in charge than strategists. I provide my commentary on the original piece and then the link to it. I hope you enjoy it.
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Roger L. Martin
Roger L. Martin@RogerLMartin·
Another nice piece of work, Felipe. Congrats. I had never made the tie to cybernetics that you did - very enlightening.
Felipe Bovolon@bovolox

Why does strategy consulting rarely work on actual strategy? Because it mostly focuses on the games that enable strategy instead. And confusing them has a high cost. Misapply optimization tools into strategy, and you destroy your chances of true differentiation. This week, I wrote about the full game of strategy and the danger of category collapse. It builds on @RogerLMartin's classic article, "Is Strategy a Zero-Sum Game?" Link below 👇

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Hah. I love the comparison. Gets back to the Karl Weick central criterion for evaluating theories: Is it useful?
Felipe Bovolon@bovolox

As I read elsewhere, "everything in business is about resources" is true at a sufficiently abstract level, but is also like saying "all diseases are ultimately about cells." Technically correct and practically useless. The value of good strategic frameworks is providing methods and prescriptions that can be predicted and tested...

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Roger L. Martin
Roger L. Martin@RogerLMartin·
The question is whether you have a logic/methodology for making the prediction?
Vikas Temani@vikas_temani

@RogerLMartin Sir I have a question about RBV. Why can we not predict beforehand that a resource is valuable and rare? It seems possible in a lot of cases, if not all.

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Roger L. Martin
Roger L. Martin@RogerLMartin·
Welcome to Chapter One of the Playing to Win/Practitioner Insights (PTW/PI) book club. I am reprising the 37 pieces that were ranked highest by readers – and they make up one books-worth of content. The first is Michael Porter’s Three Great Strategy Contributions. He saved the strategy academy, he bolstered strategy over planning, and he provoked the conversion of strategy and marketing. I provide my commentary on the piece and then the link to it. I hope you enjoy it. open.substack.com/pub/rogerlmart…
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