cbi-dagen sören
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CBI’s Consortium for Innovative Growth 2011-2012
Kick-off meeting
September 22nd, 2011
Center for Business InnovationInnovation Engineering and ManagementChalmers University of TechnologySweden
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Agenda
Format Companies People Process Methods Challenges & Results (so far)
Consortia Format
Focus: Enhancing profitable growth “Client: 6 growth companies/year “Intermediaries” 3 incubators Time for dev. process: 1 year+ Business development teams: 1/company Development mode; Collaborative Method/approach; systematic , “customer
development” Time period; Oct 2009-Sept 2011
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Consortia Company Examples
MicVac – readymade food pac systems
The company was founded in 2000.
MicVac offers the food industry an unique solution for the production and packaging of convenience food with maintained taste and nutrition.
The offer consists of a microwave tunnel, packaging material
and expertise when developing new products
Among customers are Nestlé, Rieber & Søn and
Witterstrands.
Project participants: CEO Philip Nordell and
Head of Sales Johan Zetterberg
Oxeon – spread tow reinforcements
Founded in 2003.
Oxeon develops, produces and markets patented spread tow carbon
reinforcements that give users better surface finish, weight reduction and
design possibilities.
Among customers are Ferrari, Nike Bauer
and Asia Seiko.
Project participants: CEO Henrik Olofsson
and Business Development Manager
Andreas Josefsson
Oxeon – Fastest growing profitable company 2010
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Hemsida:http://www.heliospectra.com
Offering:Heliospectra’s patented system can reduce energy consumption by up to 50% in greenhouses
while at the same time producing a crop that looks better, tastes better and has a longer shelf-life. In addition growth can be increased or slowed down which results in a controlled adjustment of product to demand.
Customer:Greenhouses, researchers
Project Participants:Staffan Hillberg, CEO
Tessa Pocock, Director of Research
Hemsida:http://www.admeta.com
Offering:Admeta is a leading provider of online ad platforms in Europe. We are an independent
technology provider that maximises revenue for our customers and help them work more efficiently.
Customer:Publishers and advertisers
Project Participants:Ola Tiverman, CEO
Affärsutvecklingsteam
VD - projektledare VDs närmaste medarbetare 1 serieentreprenör 1 affärscoach från inkubator 1 CBI - processledare
Serial entrepreneurs
Rickard von Horn
Johan Sköld
Göran Netzler
Sven Sandberg
Lennart Svantesson
Magnus Wennerholm
Incubator coaches
Anett Kansanen
Henrik Jansson
Markus Bredberg
Per Stenman
Timo Lehes
Center for Business Innovation
Sören Sjölander
Henrik Berglund
Jonas Hjerpe
Ivan Angsvik
Process for Customer Centric Business Innovation
?
Innovation is the process (or its result) by which something new and valuable is brought into the market and into widespread use by customers at mutual benefit/profit
Sep Nov Dec Feb Apr Maj AugOkt Jan Mars Juni Juli
Process for Customer Centric Business Innovation
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Sep Oct
Opening meeting
Sep 22 kl 17-18.30
Palo Alto
Oct 10-14 5 days
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Oct Nov
Business Model WorkshopCustomer Discovery Planning
Canvas 1.0
Oct 27-28Kl 8-16
Dec
Sven - Marketing strategy & customer
insighting
10-11 NovKl 8-16Kl 8-13
Dorf - Customer Development
29 NovKl 13-15
Customer discovery presentation
8 Dec Kl 13-17
Cutomer discovery student presentation (at
companies)Innan 7 Dec
Students meet
companies1 Nov?
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Dec Jan
Canvas 2.0 PresentationCreation of project plan
Jan 25Kl 8-13
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Feb Mar Apr May
Joint Workshop 3Canvas 5.0
Apr18Kl 8-13
Joint Workshop 2Canvas 4.0
Mar21Kl 8-13
Sales – Johan Sköld1,5 days including 0,5day lecture, 1d ay sales process evaluation,
identification of areas of improvement
16 Maj Kl 8-1617 Maj Kl 8-13
Joint Workshop 1Canvas 3.0
Feb 22Kl 8-13
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Jun Jul Aug
Preliminary results
Jun 13Kl 8-16
Final project reporting
Aug 21Kl 8-16
Sep Nov Dec Feb Apr Maj AugOkt Jan Mars Juni Juli
Process for Customer Centric Business Innovation
Project start
BM Basic Training and
Growth Challenge
Identification
Project
planning
BM Trials Results
Kick of inPalo Alto
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Palo Alto
APPROACH
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(c)2010 K+S Ranch Consulting Inc. www.steveblank.com
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images by JAM
customer segments
key partners
cost structure
revenue streams
channels
customer relationships
key activities
key resources
value proposition
Focus: Innovating the Business Model
Customer Discovery, Validation, Creation
CustomerDiscovery
CustomerValidation
CompanyBuilding
CustomerCreation
(c)2010 K+S Ranch Consulting Inc. www.steveblank.com
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Do-Over
A Deeper Look atCustomer Discovery
CustomerDiscovery
Phase 1
Hypothesis
Phase 2TestProblemHypothesis
Phase 4Verify, Iterate & Expand
Phase 3TestProductHypothesis
To Validation
Challenges - results
To really commit having tons of conversations with customers without selling only focus delivery on learning
All companies learnt important and surprising stuff for their business model once they got into it: – New category definition, different position– Skip old slow segments, got into new agile ones– New revenue models– Other products and services (train controll etc)
Results: So far very good. In depth analysis will be done during 2012
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Icomera – internet onboard
Icomera was founded in1999. The company designs and manufactures
technology which bridges Wi-Fi and ethernet with mobile networks,
enabling internet access on among others cargo and passenger
railway transports.
Among customers are Greyhound, SJ, GNER and Arriva.
Project participants: CEO Michael Sigvardsson and Executive Vice
President Frederik Gustafsson.
NanoFactory – nano-tools
NanoFactory was founded in 1999.
The company offers users of transmission electron microscopes tools that
enable measuring and manipulation of small samples while at the same
time observing them.
Among customers are Harvard, Stanford,
Lawrence Berkeley Laboratories, and Samsung.
Project participants: CEO Mikael von Dorrien
and CTO Johan Angenete
Qbtech – Neurological diagnostic tools, ADHD & Parkinson
Qbtech develops and markets a computer based
test for objective clinical evaluation and assessment
of treatment effects for ADHD and Parkinson’s disease.
The company was founded in 2002.
The company’s existing customers are
Jansen-Cilag, Lily, Lundbeck and state-run
and private psychiatric clinics.
Project participants: CEO Niklas Prager and
Executive Vice President Carl Reuterskiöld
Vehco – Driver and fleet management support
Vehco’s offer is the product Co-Driver,
a mobile computer which communicates
with a monitoring device at the office.
This enables, among others,
lower fuel costs and a more effective
order handling.
Among customers are Carlsberg, Arla
and many of the larger Swedish haulage
firms.
Project participants: CEO Magnus Orrebrant
and Product Marketing Manager Magnus Gunnergård
Abinitio - Sound absorbent, decorative textiles for public, technical, and commercial environments
The company was founded in 2008.
Abinitio offers the market sound absorbent, decorative textiles.
Project participants: CEO Marie Richardsson and Per Claesson
www.abinitio.se
The company was founded in 2000.
Aluwave has developed a solution that more efficiently takes the heat away from the
temperature sensitive LED components. The main benefits of this are enhanced technical
performance, reduced power consumption, increased reliability and service life and simplified
design with reductions in assembly and component cost.
Most of the customers are in the field of LED-lamps and can be found in the
automotive, design, general, medical, sports and work light industry.
Project participants: CEO Jonas Stålhandske and CTO Jörgen Kjellström
www.aluwave.com
Aluwave – Intelligent modules and lighting
systems based on LED technology
Imego – The path between world-class
research and industrialization
Imego was founded in 1999.
The institute offers customers research in micro- and
nanotechnology and also products based on this research.
Customers are mainly Swedish SMEs.
Project participants: CEO Bill Brox, Gert Andersson
and Peter Björkholm
www.imego.com
Lumen Radio - Wireless solutions for the lighting industry
The company was founded in 2003.
Lumen Radio develops, produces and markets wireless lighting controls. The offered
customer value is reliability, ease of use and cost efficiency. Lumen Radio’s wireless
system is the first system on the market which automatically adapts to its environment,
preventing it from interfering with other wireless communication.
Project participants: CEO Per Hulthén, CTO Niclas Norlén och Anders Ardstål.
www.lumenradio.com
The company was founded in 2006.
Mindmancer develops software for cost efficient camera monitoring. Advanced image
processing and adaptive algorithms enable better detecting capability and higher hit
ratio than with traditional monitoring systems. This also enables increased individual
integrity.
Project participants: CEO Johnny Berlic and COO Niklas Larsson
www.mindmancer.se
Mindmancer – Technology for cost-effective camera
monitoring with emphasis on integrity protection
Hemsida:http://www.burtcorp.com
Offering:An ad campaign analytics tool to digital agencies and advertisers that allows them to test,
track and improve their campaigns. Allows the advertiser to see which ads were shown, which ones performed best, where they were placed, whether they attracted attention, etc.
Customer:Digital agencies and advertisers .
Project Participants:Gustav von Sydow, CEO
John Sjölander, COO
Carl Nelvig
Hemsida:http://www.shopy.se
Offering:An online platform to which retailers send their products and from where the products are
spread througout the Internet by bloggers. Bloggers creates their own blogshops of the products in Shopy and get commission from each sale. Shopy is also integrated with Facebook so the retailer can have a Facebook shop running on their Facebook page in seconds. The retailer instantly gets all orders in to their order system.
Customer:Retailers
Project Participants:Ramo Hedin, CEO
Mikael Andersson
Hemsida:http://www.sca.com
Offering:Products in incontinence care, baby diapers and feminine care products. The company’s products are sold under SCA’s own brands, for example, the TENA global brand for incontinence care, or retailers’ brands and are distributed via the retail trade and care institutions in more than 100 countries.
Customer:Consumers and care institutions
Project Participants:José Ramon Iracheta
Bengt Järrehult
Leader of Venture X