Andrea Iorio is one of Brazil’s most requested keynote speakers about Digital Transformation, Innovation, Leadership and Soft Skills, and he shares his thoughts and ideas at the intersection of business, technology, philosophy and neuroscience in his more than 200 keynotes per year. He holds more than 10 years of experience in multinational and tech companies: he has been the Head of Tinder across Latin America for 5 years, and Chief Digital Officer at L’Oréal Brazil.
He is an economist with a Degree from Bocconi University (Milan, Italy), and a MA in International Relations from Johns Hopkins’ SAIS (Washington, DC), and is now an MBA professor at Fundação Dom Cabral
He is the author of the books “6 Competências para Surfar na Transformação Digital” and “O futuro não é mais como antigamente”: both reached the n. 1 position on Amazon in the People Management and Leadership sections in Brazil He has more than 65k followers on Linkedin, and his podcast Metanoia Lab is among the top 100 podcasts in Business in Brazil
Innovating in the Digital world does not necessarily mean inventing something new – nor making something more complex, nor always just adopting the newest technologies. What is innovation then, in the Digital world?
In this talk, Andrea proposes a model of Innovation in the Digital World – which is fundamentally based on 3 main pillars:
1 – Transform Data into Insights to be more focused on the customer;
2 – Experimentation, prototyping, and tolerance for mistakes;
3 – Scaling innovation through loyalty and retention.
But beware: innovation doesn’t stop at the third pillar, but it is a virtuous circle where with each success, you need to go back to square one and re-analyze Data, in order to respond to customer, technology and market changes.
Do you realize that innovation is not a result, but a constant process? That’s why it needs to be part of your organization’s culture.
The leadership style that brought us here, legacy of an analog world, is not the one that will carry us forward. The question for leaders is: are you changing as fast as the world is changing?
It is a fact: the world has changed, and the future is coming faster than you think. It is an exponential and unpredictable world – confirmed even more by the current scenario: real-time and Big Data, Artificial Intelligence and interconnected -, where the role of the leader capable of transforming your organization in the Digital world is increasingly important .
In this talk, Andrea proposes a new model, where Digital leadership is developed along 3 major pillars of transformation:01 — Cognitive Transformation (how the leader thinks and makes decisions);
02 — Behavioral Transformation (how the leader acts and tolerates mistakes);
03 — Emotional Transformation (how the leader connects with others and creates trust)
In the world of Digital Transformation, technology is a means, not the end. It is primarily a human transformation.
In this lecture, which is Andrea’s best-seller, he addresses the main new skills necessary for workers of all areas and sectors to be able to reinvent themselves and navigate their organizations in the world of Digital Transformation.
From the description of what Andrea defines the “5 great forces of the Digital world”, he expands the vision of human competences of the digital age – with a mix of cases, storytelling and practical tools that make his listeners more open and engaged in a process of behavioral change and cultural – , being that the skillset comprises:
It is a fact that the changes in the Digital world, even more accelerated by the pandemic, have radically changed the role of the customer and of the end consumer with respect to businesses.
If in the analog world, the customer had a more passive and reactive posture, today he is more empowered (due to 4 main factors, which Andrea describes in the keynote), more demanding, he holds the power, and expects nothing less than customization and absolute transparency.
How to change customer relationship formats then?
Andrea lists 3 main pillars of change, in this engaging talk perfect for Marketing and Sales teams:
1 – “Know who you are talking to”: use data to personalize the relationship;
2 – “Do not sell a product or service, but an experience”;
3 – “Make it humane”: practice active listening and consultative dialogue.
Till recently, in a predominantly analog world, the intelligence of an employee or leader was measured primarily by their IQ.
But in a world where technology already performs many of these “rational” tasks better than we do (think about whether an Artificial Intelligence is better at making calculations than a human being?), it is necessary to redefine our intelligence contemplating Emotional Intelligence – popularized in the 1990s by the psychologist Daniel Goleman) – because it is what makes us typically human.
Emotional Intelligence, after all, is the breeding ground for Soft Skills (while our IQ is for our hard skills). But for a long time Soft Skills have not been a priority in the work environment: why? Fundamentally due to the fact that they are hard to measure.
But in this talk, with his revolutionary theory on Soft Skills, Andrea solves this problem and redefines the range of Soft skills, contemplating:
In this lecture, Andrea discusses the trends and strategies that have been revolutionizing the way we do marketing in the Digital Age.
Using the case of Tinder, of which he was Director in Latin America for 5 years, and of other successful companies, he reveals how the platform reached the top of the App Store’s highest-grossing Apps in Brazil in 2017: that is, thanks to the theory of “Invisible Marketing”.
In other words, a new way to make marketing more organic, more spontaneous, more personalized, and ultimately faster and cheaper!
3 steps are the basis of the virtuous circle that he defines of “Invisible Marketing”:
The question that every salesperson asks themselves, in the face of Digital Transformation, is: will I continue to be relevant? What will my role be? Will technology replace me?
These are normal questions to ask, given the changes that the Digital world has introduced in sales and customer relationships. But faced with the fear of replacement by technology, Andrea shows the audience that no, we will not be replaced as sales force, but on the contrary – we will be reinforced.
Because the more sales teams outsource to technology what it knows how to perform best (the entire transactional aspect) in the relationship with the customer, it will free more time and emotional resources available for us to truly learn to focus more on the customer and to accelerate our sales in the Digital world.
In this talk, Andrea shares the necessary tools for this salesperson transformation in the Digital world.
In the Digital world, just being resilient is no longer enough: we need to be antifragile.
Resilience comes from the Latin word resilire,that means to “get back to the normal state”: In a world where we experiment more, and fail more as a consequence, organizations and leaders cannot just return to their previous state after a failure, they need to come back stronger.
This is antifragility, that is, our ability to reinforce ourselves through chaos, mistakes, uncertainty – as economist Nassim Taleb has so well theorized.
Therefore, in order to become antifragile, we first need to understand that not every error is bad (and in the lecture, Andrea describes the 3 major categories of error, following the model of Amy Edmondson from Harvard Business School), as well as proposing a new model of interpretation of mistakes, which includes:
A report by Dell Technologies points out that “85% of the jobs that will exist in 2035 haven’t even been invented yet”. The question then becomes: how do I prepare myself for such an unpredictable job market?
The truth is that we inherited from an analog world the belief that in the career we need to follow linear and specialized trajectories, and that in this way we will succeed. The problem is that faced with such an unpredictable and uncertain future of work, we need to change our way of thinking about careers.
In this talk, Andrea explores the future of the job market, presenting the careers that will be most transformed by the Digital Revolution, as well as pointing out the highest skills – for listeners to prepare for the Future of Work and for the Jobs of the Future.
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