iengines - seb bankasproduct service market customer user problem process customer development npd...
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iEngines Start your innovation engines!
Alar Kolk European Innovation Academy
iEngines - New sources of growth:
Easy to innovate Growth oriented Faster & safely to the market
The iEngines tool is based on: Design Thinking Lean Management Customer Development
Workshop 1 Customer
Development
Workshop 2 Innovation
Engines
Workshop 3 Operations
Wo
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- 3
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s
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? Workshop 1 30 min
Workshop 2 55 min
Workshop 3 45 min
Innovation is a product or a service commercialization in the market.
Know your competition, but do not copy it! – Eric Schmidt
Innovation = Stand out from the crowd
Innovation is an invention, paired with a
process and a market
Invention Product Service
Market Customer User Problem
Process Customer Development NPD
Entrepreneurship
Innovation Starts With Defining the Product or Service
AD 1900 - 2000
90% new electronics devices fail
Make sure you’re part of the 10% that DON’T!
Innovation Starts With Defining the
Problem
AD 2004 - ….
“If I had asked people what they wanted, they would have said faster horses.” ― Henry Ford
ARE YOU SOLVING THE RIGHT PROBLEM?
“If I were given one hour to save the planet, I would spend 59 minutes defining the problem and one minute resolving it,” Albert Einstein
Most firms are not and that undermines their innovation efforts…
There are NO FACTS in your office, only opinions!
Steve Blank
Companies are “Getting Big Fast”
HP Decades
Google 10 years
Twitter 4 years
Facebook 2 years
Groupon 1 year
SnapChat 1 year
WhatsApp 1 year
Scale or die?
For many companies, almost no barrier to enter the industry
Scale / adoption key factor in funding
Customer Problem
Solution For Customer
Companies grow fast if they discover a Problem/Solution Fit
Customer development iEngines What problem do you
want to solve?
Customer development is a serious business development tool. Origins from design thinking (Stanford, IDEO) & lean management.
Customer development iEngines What problem do you
want to solve?
• a problem/passion - many others have? • a problem serious enough? • a problem worth solving? • How often does the problem occur?
Google’s “Toothbrush test” – Larry Page insists that new products or services must be important enough that people will use them at least twice a day.
Customer development iEngines What problem do you
want to solve?
James Dyson made 5127 prototypes to invent the world’s first bagless vacuum cleaner through a problem discovery oriented engineering process.
VS
Customer development iEngines Who is your customer?
Analyze the elements to discover the unique customer: • Appearance • Demographics • Behaviours • Needs
Customer development iEngines Who is your customer?
To Market Successfully, Your
Customer Can't Be 'Everyone'
Customer development iEngines Who is your customer?
Analyze the elements to discover the unique customer: • Appearance • Demographics • Behaviours • Needs
Customer development iEngines How do you solve the
problem?
• Uniqueness of your solution? • Easy or complex solution? • Sustainable? • Easy to protect?
Know your competition, but do not copy it! – Eric Schmidt
Innovation = Stand out from the crowd
Customer development iEngines How do you solve the
problem?
• Uniqueness of your solution? • Easy to protect? • Easy or complex solution? • Sustainable?
Solution protection iEngines How do you solve the
problem?
Each new product or service will face up to
10 copy-cats in China!
Customer development iEngines How do you solve the
problem?
• Uniqueness of your solution? • Easy to protect? • Easy or complex solution? • Sustainable?
Minimum Viable Product (MPV) Product Vision
Customer development iEngines How do you solve the
problem?
Customer development iEngines How do you solve the
problem?
The sprint: a five-day process for
answering business questions through
design, prototyping, and testing ideas with customers in the
market.
Problem/Solution Fit
Customer development iEngines Problem/Solution Fit
Companies fail to grow if there is no Fit
Customer development is a serious business development tool. Origins from design thinking (Stanford, IDEO) & lean management.
Animal
Farmers in NZ / Australia
Electric fence
delivering shocks
Keep animals from
destroying property
Crops
Farmers in Asia (e.g. India)
Keep
wildlife off cultivated land
Wildlife
reserves in African countries
Keep
big wildlife inside reserves
Keep
people in and out
Government facilities, prisons, electricity &
gas facilities
Electric fence with
people access system
Customer development iEngines Problem/Solution Fit
Customer development iEngines Let’s Practice!
Use your Canvas!
1. Define a serious Customer Problem
2. Define the most promising
Customer Persona
3. Propose a unique &
protectable Solution Use the post-it notes to share your ideas!
Who are the mentors? SEB client executives European Innovation Academy experts How to get the mentors? Just raise your hand to
find you!
Mentors' coaching iEngines Ask advice from the
experienced mentors!
Customer development iEngines Let’s Practice!
Use your Canvas!
1. Define a serious Customer Problem
2. Define the most promising
Customer Persona
3. Propose a unique &
protectable Solution Use the post-it notes to share your ideas!
Connect with me on
iEngines Start your innovation engines!
Alar Kolk European Innovation Academy