1082: Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard

Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the innovation from within or to find a partner who can from without. Sean shares the attributes of such a leader and how their innovation operating model works. Their functional transformation is a subversive approach toward changing behaviors. They celebrate small wins so their partners can then tell the story to their own stakeholders and continue to get the resources to be successful. HIGHLIGHTS Commercialization leaders: An emerging role to fill a gap Portfolio-based approach towards venture-building Innovating Bridgestone and growing U.plus 600% Survive the recession by investing in your relationships QUOTES Innovation in big companies is both inside-out and outside-in Sean: "Outside-in means I have a problem, I think there's a startup out there that could solve it for me. So I go out and I scout and I try and find a startup that I can either buy from, invest in, acquire, or partner with in some way. And then there's inside-out innovation. We know we can provide a digital version of our current physical experience or we need connected services for our hardware or our equipment, as an example, but we don't have the people to do it." Usher functional transformation, not cultural transformation Sean: "We do what I call functional transformation. Our approach is we want to find the truth about where our product or service fits with the user or market, what to do about it. We want to create a functional learning organization, now the teams that are responsible for doing it, so we do it at the team level, which is quite possible."  Find out more about Sean in the links below: LinkedIn: https://www.linkedin.com/in/seansheppard/ Twitter: https://twitter.com/seanasheppard Email: sean@u.plus More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.