CBI-dagen Sören

CBI’s Consortium for Innovative Growth 2011-2012

Kick-off meeting

September 22nd, 2011

Center for Business InnovationInnovation Engineering and ManagementChalmers University of TechnologySweden

04/10/2023

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


Project start

BM Basic Training and

Growth Challenge

Identification

Project

planning

BM Trials Results

Project start


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


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


Growth Challenge

Identification

Project

planning

BM Trials Results

Dec Jan

Canvas 2.0 PresentationCreation of project plan

Jan 25Kl 8-13

Project start


Growth Challenge

Identification

Project

planning

BM Trials Results

Feb Mar Apr May

Joint Workshop 3Canvas 5.0

Apr18Kl 8-13


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


Feb 22Kl 8-13

Project start


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


Project start


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’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


Abinitio offers the market sound absorbent, decorative textiles.

Project participants: CEO Marie Richardsson and Per Claesson

www.abinitio.se

http://www.abinitio.se/


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

http://www.aluwave.com/

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

http://www.imego.com/

Lumen Radio - Wireless solutions for the lighting industry


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

http://www.lumenradio.com/


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

http://www.mindmancer.se/

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

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