1. CBI’s Consortium for Innovative Growth 2011-2012
Kick-off meeting
September 22nd, 2011
Center for Business Innovation
Innovation Engineering and Management
Chalmers University of Technology
Sweden
12/6/2011

2. Agenda
 Format
 Companies
 People
 Process
 Methods
 Challenges & Results (so far)

3. 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
12/6/2 3

4. Consortia Company Examples
12/6/2 4

5. 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

6. 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

7. Oxeon – Fastest growing profitable
company 2010
12/6/2 7

8. 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

9. 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

10. Affärsutvecklingsteam
 VD - projektledare
 VDs närmaste medarbetare
 1 serieentreprenör
 1 affärscoach från inkubator
 1 CBI - processledare

11. Serial entrepreneurs
 Rickard von Horn
 Johan Sköld
 Göran Netzler
 Sven Sandberg
 Lennart Svantesson
 Magnus Wennerholm

12. Incubator coaches
 Anett Kansanen
 Henrik Jansson
 Markus Bredberg
 Per Stenman
 Timo Lehes

13. Center for Business Innovation
 Sören Sjölander
 Henrik Berglund
 Jonas Hjerpe
 Ivan Angsvik

14. Process for Customer Centric
Business Innovation
?

15. 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

16. Process for Customer Centric Business Innovation
BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Sep Okt Nov Dec Jan Feb Mars Apr Maj Juni Juli Aug

17. BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Sep Oct
Opening meeting
Palo Alto
Sep 22 kl 17-
18.30 Oct 10-14
5 days

18. BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Oct Nov Dec
Business Model Workshop Students Sven - Marketing Dorf - Customer Customer discovery
Customer Discovery Planning meet strategy & customer Development presentation
Canvas 1.0 companies insighting 29 Nov 8 Dec Kl 13-17
1 Nov? Kl 13-15
Oct 27-28 10-11 Nov
Kl 8-16 Kl 8-16 Cutomer discovery
Kl 8-13 student presentation (at
companies)
Innan 7 Dec

19. BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Dec Jan
Canvas 2.0 Presentation
Creation of project plan
Jan 25
Kl 8-13

20. BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Feb Mar Apr May
Sales – Johan Sköld
Joint Workshop 1 Joint Workshop 2 Joint Workshop 3 1,5 days including 0,5day lecture,
Canvas 3.0 Canvas 4.0 Canvas 5.0 1d ay sales process evaluation,
identification of areas of
Feb 22 Mar21 Apr18 improvement
Kl 8-13 Kl 8-13 Kl 8-13
16 Maj Kl 8-16
17 Maj Kl 8-13

21. BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Jun Jul Aug
Preliminary Final project reporting
results
Aug 21
Jun 13 Kl 8-16
Kl 8-16

22. Process for Customer Centric Business Innovation
BM Basic
Training and Project
Project start Growth
planning
BM Trials Results
Challenge
Identification
Sep Okt Nov Dec Jan Feb Mars Apr Maj Juni Juli Aug

23. Kick of in
Palo Alto
23

24. Palo Alto

25. APPROACH
12/6/2 25

26. Focus: Innovating the Business Model
key value customer
activities proposition relationships
key customer
partners segments
cost revenue
structure key streams
resources channels
(c)2010 K+S Ranch Consulting Inc. 26

27. Customer Discovery, Validation, Creation
Customer Customer Customer Company
Discovery Validation Creation Building
Do-Over
(c)2010 K+S Ranch Consulting Inc. 27

28. A Deeper Look at
Customer Discovery
Customer Phase 3 Phase 4
Discovery Test Verify, Iterate &
Product Expand
Hypothesis
To Validation
Phase 1
Phase 2
Test
Problem Hypothesis
Hypothesis

29. 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
12/6/2 29

30. 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.

31. 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

32. 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

33. 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

34. 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

35. Aluwave – Intelligent modules and lighting
systems based on LED technology
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

36. 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

37. 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

38. Mindmancer – Technology for cost-effective camera
monitoring with emphasis on integrity protection
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

39. 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

40. 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

41. 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