1. Digital / Physical Interface In Decision Base
REFLECTS THE FOLLOWING FEATURES
Higher margins on blended solutions
Greater competitive immunity
Customer continuity for blended solutions
No change to board, customer cards, or guide
Does not disturb the variables that are considers when determining what markets to enter or products to invest in
Increased penalties for non-delivery

2. Digital / Physical Interface In Decision Base
Some customers will require these solution starting in year 4, noted as a blue dot on the contract card
We have identified a subset of customers in all markets, and across all products, that require these solutions, and thus have a blue dot on the contract at the market table
Customers requiring these solutions extend over all markets/products so as to not disturb the strategic decisions teams make to enter various markets or products

3. Digital / Physical Interface In Decision Base
Approximately 5 customers per round/year, spread evenly across markets and products, desire the digital products
A team cannot accept these customers without investing in the technology: 6M one-time investment. This is paid as misc. expenses on board.
Teams invest and pay at the same time of “investing in new markets” on the checklist. Failure to invest means they cannot pursue there customers
Teams that invest get a sticker from the bank and place it on table name card to identify that they have paid for this R&D.

4. Digital / Physical Interface In Decision Base
Teams retain the customer for 2 years if won at the market table
Teams that win these customers receive an extra 3M in revenue for each of the two years.
The additional 3M revenue per contract is used to determine market leadership/market position before leaving market table
Teams must retain these customers for two years. The contract is returned to the team at the market table, by the facilitator, at the start of the next years’ market table session
The additional 3M revenue reinforces the concept that there are higher margins and revenue for these customers
The two-year term of the contract conveys competitive immunity

5. Digital / Physical Interface In Decision Base
While there are higher margins/revenue and competitive immunity, there are additional risks and penalties
If you fail to deliver,
In year 1, there is no revenue for late delivery, the card is surrendered, and you lose 1 level in market position
- If you fail to deliver in year 2, you will go to
bottom of market position and receive no
revenue for year 2

6. Digital / Physical Interface In Decision Base
This modified approach to DB has been
Run at Honeywell four times with great success
Lear Corp and was also successful