Understanding your company’s pace layers helps you diagnose problems and design solutions more effectively. When change initiatives fail, it’s often because they’re operating at the wrong layer or ignoring the constraints imposed by slower layers below. To change how people work, you might need to first change Infrastructure. If you’re thinking about new Infrastructure, you’ll probably need new Governance rules. The pace layers model reminds us that sustainable change usually works with these natural rhythms, not against them.
How does this model help you run your business better? Anyone wrestling with complex systems is either analyzing problems or designing solutions—often both. Pace layers are a practical mental model helping with both.
Many organizational problems stem from breakdowns between layers. I once worked with a software engineering organization which experienced such a problem (which stumped me, I couldn’t diagnose what was going wrong at the time.) Leadership had set what I thought were great new priorities and policies. They’d made all the right calls, set clear direction, and communicated clearly and frequently. But in daily practice, not much changed and output and outcomes largely remained unchanged.
Thinking about this in Pace Layer terms, I’ve come to think the disconnect stems from ignoring Infrastructure. The software engineers heard and understood the messages from the top. And leadership knew this, which made it so hard to comprehend why the expected shift wasn’t happening. But leadership didn’t set up an initiative to deliberately adjust the engineers’ tools, processes or review meetings. Because their daily work environment stayed the same, old habits and engrained ways of working probably pulled them back to the status quo. As the saying goes, it’s a little bit of madness to repeat the same thing and expect a different result.
In another project, we approached things differently. We deliberately started with altered Infrastructure, but strongly backed it up from the Governance layer. Our problem was solving a complex product portfolio issue: we had an unmaintained list of digital location products—maps, traffic data, navigation tools. This created mounting friction in our go-to-market efforts. Sales teams weren’t completely clear what products we actually supported or where we had coverage, leading to a lot of internal information gathering and alignment communication. At the same time, some sales managers try to exploit the confusion by selling non-standard product to customers, creating extra workload and distraction in the Product organization.
We tackled this by creating new tooling: a simple product database and structured launch and deprecation processes. As expected, this in itself didn’t change much. Product managers ignored the new system they weren’t used to working with, and sales managers continued to hand craft deals together. But we had a strong deal governance structure in place, and leveraged it to start enforcing a clear new policy. Nothing could be offered to customers unless it was properly registered in the product tool. But we also guaranteed that anything in the tool would be supported: whether it belonged to be in the list or not, no deal would be blocked.
This changed behavior dramatically. Within 2-3 months, Sales focused on standard products instead of pursuing more creative deals bending the portfolio to customer wishes. Product managers had strong incentives to properly launch standard products, which included paying attention to less obvious tasks such as ensuring SAP codes were created and sales collateral was available. It also instilled discipline to remove outdated or unsupported offerings from the list which initially populated the tool, to avoid sales made new commitments to customers. Once the Work habits had changed and some Infrastructure kinks were ironed out, Sales managed to sell faster and more focused, Product got less distracted, and deal Governance got smoother too.
Pace Layer thinking teaches us to consider the different forces and different time spans at work in our system. When change initiatives fail, we need to ask ourselves if we’re not intervening at the wrong layer or ignoring constraints from slower layers. The most powerful changes will happen when we take an “all layers” approach and make sure they reinforce each other. And obviously we need to respect each layer’s pace. We can’t reasonably expect Culture-layer changes on Infrastructure timelines,.