Isolde targeted hospital and big labs that needed gene based diagnosis. Isolde focused more on making revenue from the stuff they were selling. Isolde also didn’t seem to have a defined revenue model. She just insisted they made money and that they focused on selling stuff to make lots of money.
Emanuel was targeting universities and labs that needed for gene based studies. Emanuel would adjust his prices to meet his customers demands. So his business model would change to match the market. In other words, the business or revenue model was just to do whatever it took to stay competitive in the market as it changed. Emanuel would also focus moreso on making money on the machine.
The pros of having a structure of a single revenue model is that you always have a foundation. You can always have some basis to fall back on or make every decision for. This provides consistency and dependability. On the other hand, markets do change. Having an outdated revenue model might be detrimental to the company if it no longer works with the existing market. The pros of having a flexible revenue model is that you are constantly adjusting to the market so you are less likely to face unexpected loss. The perils are that you have no consistency and also sustainability. If the market is constantly changing, then you are constantly changing what you are doing as well which in the long run, could be unsustainable for the company. Additionally, it doesn’t seem optimal for huge growth or success. If there is no structure, then there’s also no known direction so the company is just at the mercy of the market.
If I were the PM in this situation, I would first have each party establish their top 3-5 values or priorities. They both will have opinions and wants for many things but understanding what is most important to them is the first step. From there, we could together share those values and figure out where they align or disalign. Understanding differences or goals is crucial for compromise. I would also ask both parties to see what their vision is for the company for the next 5-10 years. I think understanding the long term picture is important as from day one, there needs to be a common long term goal or direction.
