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Hitendra Patel - Accelerating 10x Growth Through Innovation
1.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved Bogota Bolzano Boston Cairo Dubai Istanbul Mexico City Sao Paulo Seoul Shanghai Singapore Accelerating 10x Growth Through Innovation EXPO Gestao May 10, 2017
2.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 2 Accelerating 10X Growth Situation in Brazil Brazil is going through a tough economic crisis 2009 2015 Corruption Inflation Unemployment Strikes Education Crime Health
3.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 3 Many companies are choosing survival as a tactic during these difficult times 1. Cash is King 2. Don’t Expand 3. Protect Yourself First 4. Don’t Take Risks 5. Clean House 6. Focus on Core Six Tenants for Survival Accelerating 10X Growth Situation in Brazil Survival Tactics
4.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 4 If you go to far then there is a risk that you business may not survive the recession Implications of Going to FarSurvival Tactics 101 Accelerating 10X Growth Situation in Brazil Implications of Survival Tactics 1. Cash is King 2. Don’t Expand 3. Protect Yourself First 4. Don’t Take Risks 5. Clean House 6. Focus on Core • Cut muscle and bone and it will be hard to grow • Stop investing in the future and there will be no future • Abandon your friends and they may never trust you again • Focus too much on risks and you will eliminate all opportunities for competitive differentiation • Go too lean and mean and you lose essential flexibility and entrepreneurship • Win the battle and lose the war as new convergent and disruptive trends emerge
5.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 5 However, the best companies lean forward during a crisis to distance themselves from the pack to get 10X growth! 0 1 2 3 4 5 1998 2000 2002 2004 2006 2008 2010 2012 USA’s Market Share %ofUSMarket Financial Crisis Accelerating 10X Growth Situation in Brazil Lean forward Other Car Manufactures • Sales drop • All major players drop price • Sales does not pick up • GM/Chrysler File Bankruptcy HYUNDAI • Sales drop • Hyundai holds price • Offers bring your car back if you lose your job • Sales go up and market share increases
6.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 6 You should lean forward to get 10X growth Lean Forward & 10X Growth Pursue Survival & Shrink
7.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 7
8.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 8 IXL Center is a world leader in helping organizations through its IXLerator to generate breakthrough ideas and drive them to commercialization Our Point of View Our Experience IXLerator 10x Growth Lean Accelerator • Public Companies • Private Companies • Non-profits • Start-ups Helps Drive
9.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 9 Five years ago, the Colombian government asked IXL to help them develop hundreds of entrepreneurs to drive economic growth with $8 MM Colombian Government Generate thousands of jobs and new tax revenues Drive Growth through Entrepreneurship We said , “You are wasting your money! We are not Interested!” Our Point of View Our Experience IXLerator • Seed hundreds of start-ups • Fund each with $100 K • Some of them become the next Facebook
10.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 10 Instead of driving growth through start-ups, we suggested driving 10X growth in existing companies where there is less risk CEO/Founder Knows How-To • Hire or Fire People • Do Accounting and Finance • Make or Sell Things • Be Resilient Existing Companies have Assets That Can Be Leveraged • Customers • Suppliers • Competences • Teams • Some Cash/Credit Our Point of View Our Experience IXLerator DRIVE 10X GROWTH w/ LESS RISK
11.
Expo Gestao V1.0
05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 11 We took cohorts of 20-30 companies across a structured and discipline six month program focused on Purchase Order as the deliverable Our Point of View Our Experience IXLerator Mes 0 Mes 2 Mes 3 Mes 4Mes 1 Mes 5 Mes 6 Taller 1 WORKSHOPS WEBINAR WORKING GROUPS CONSULTING Taller 2 Taller 3 Taller 4 4 5 6 7 Pre-workshop webinar 2 3 Workshop 1 FAQ Pre-workshop 2 webinar Workshop 2 FAQ Pre-workshop 3 webinar Workshop 3 FAQ Pre-workshop 4 webinar 1 2 3 4 5 6 1
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 12 Over the last 4 years, we worked were asked by the Colombian Government to do the same program with an increasing number of companies Our Point of View Our Experience IXLerator 20 50 120 233 0 50 100 150 200 250 2014 2015 2016 2017 #ofCompanies Year Companies Accelerated
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 13 Our Point of View Our Experience IXLerator These companies came from all industries and ranged from small to very large companies We have worked with 400 companies in the past 4 years
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 14 100% of the companies were able to generate a growth idea with 60% having received a purchase order in less than 6 months Our Point of View Our Experience IXLerator 100% generated a new growth idea 60% were able to get a Purchase Order in 6 months $25 Million total value of Purchase Orders Results Delivered within Six Months* 2X Return on Investment within 12 months *Results reported by the National Science Foundation of Colombia
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 15
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 16 The Innovation Journey as assumed by the CEO …. Our Point of View Making 10X Ideas Real Innovation Journey Finish Start Actual Impact Big Idea
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 17 The Innovation Journey as assumed by a Manager…. Finish Start Actual Impact Big Idea Our Point of View Making 10X Ideas Real Innovation Journey
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 18 The real Innovation Journey …. Finish Start Actual Impact Big Idea Our Point of View Making 10X Ideas Real Innovation Journey
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 19 What to DO What NOT to DO We have learned a lot of what to do and what not to do in this process Our Point of View Lessons from the Leaders
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 20 These are seven key success factors you need to have to drive 10x growth in your company Our Point of View Lessons from the Leaders Key Success Factors 1. CEOs who want 10x growth get 10X growth 2. Ideas that leverage existing capabilities and markets are more actionable 3. Project teams of 4-5 individuals with mind-sets of explorers deliver results 4. Innovation process with multiple rapid learning-cycles find a path forward 5. Teams that partner get things done faster and for a lower cost 6. Teams that focus on getting a customer get leadership support 7. Leaders who monitor team progress get results
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 21 CEOs must want and communicate 10x growth for their companies
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 22 Consistently communicating one innovation definition & creating an innovation imperative states the urgency to change, and provides focus for team efforts What to DO • Leaders establish clear growth goals and metrics • Provide a clear direction for what type of growth is interesting for the company • Repeats same message at every occasion • Stay the path CEO Wants & Communicates 10X Growth Driving 10X Growth CEO Drives Innovation Lessons learned
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 23 Ideas that leverage existing capabilities and markets are more actionable Industry Definition and Beyond Your Company
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 24 Understanding current capabilities and markets allows you to focus in an actionable growth platform Driving 10X Growth Actionable Ideas Lessons learned Ideas Leverage current capabilities What to DO • Idea must have potential to provide 10X growth • Provide a clear criteria for prioritizing best ideas that • Leverage existing capabilities for actionability • Utilizes core competences to provide differentiation • Provides a compelling value proposition to customers and partners • Link similar ideas together to harness synergies and learnings
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 25 Dedicated project teams of 4-5 individuals with mind-sets of explorers deliver results
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 26 Dedicated project teams of 4-5 individuals deliver the best results Innovation Teams Driving 10X Growth Project Teams Lessons Learned What to DO • Team Size of 4-5 people deliver better results matters • Team allocated of more than 50% results in 4X higher value purchase order # of People in a Team ScorecardImprovement 2 3 4 5 <60% >60% Avg.ValueofPOsAvgValueofPOs
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 27 Indivudal on teams project teams of 4-5 individuals with mind-sets of explorers deliver results Innovation Teams Driving 10X Growth Project Teams Lessons Learned What to DO • Individuals on teams have an explorer-mind-set • Team-mates bring different skills to the team and embrace/appreciate the value brought by different individuals • There is an assigned leader of the team
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 28 Innovation processes have multiple rapid learning- cycles to find a path forward
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 29 Being Prepared for Obstacles means learning to pivot as you experiment and iterate Finish Big Idea $$$ Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Experiments Results Experiments Results Experiments Results Start Driving 10X Growth Innovation Process Iterate & Experiment
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 30 Companies that focus on artifacts and iterate them 5x (or more) are 82% more likely to get a purchase orders/letter of intent Iterate & Experiment Driving 10X Growth Innovation Process Iterate & Experiment What to DO • Recognize that innovation is a journey of exploration and not a recipee • Design in opportunities to learn-by-doing what works but also equally what does not work • Re-do is part of the innovation process
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 31 Teams that partner get things done faster and for a lower cost We have the equipment that you do not have Who else can help us build this concept? I can provide the channel to market Our team cannot do all of this alone
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 32 Accelerate Through Partners Making 10X Ideas Real Acquire Competencies through Partners Finish Big Idea $$$ Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Obstacle Ahead Start
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 33 Companies that focus on innovating through alliances are 70% more likely to get a purchase order Partnerships & Alliances Driving 10X Growth Alliances Lessons Learned • Innovation is about going fast • Partners with know-how allow you do things better, faster and cheaper • Think win-win with all strategic partners • Companies who partner have higher probability of getting a PO What to DO # Alliances formed %ofCompaniesthat gotPOorLI
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 34 Teams that focus on getting a Customer or Purchase Order get leadership support Customer/ Purchase Order Business Plan
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 35 Companies investing 60% (Or more) of the time in building the business could get 4x larger Purchase Orders and traction with their management teams Get a Purchase Order Driving 10X Growth Leadership Support Get a Purchase Order • Get insights about your 10X growth concept from the market and not the conference room • Use business artifacts to develop the customer, supplier and partner value propositions e.g. The Brochure • Get the Purchase Order or Letter of Intent to get alignment and commitment from customers and your leadership team What to DO
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 36 Leaders who monitor and review team progress get results Driving 10X Growth CEO Support Monitor Results Management Review meeting Time TeamEffort
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 37 Senior leader support makes significant impact on the speed, likelihood and size of purchase orders Management Oversight • Regular CEO oversight results in 7X more Purchase Orders • CEO support results in 200X higher value Purchase Orders What to DO CEO Review CEO Review
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 38 These are seven key success factors you need to have to drive 10x growth in your company Our Point of View Lessons from the Leaders Key Success Factors 1. CEOs who want 10x growth get 10X growth 2. Ideas that leverage existing capabilities and markets are more actionable 3. Project teams of 4-5 individuals with mind-sets of explorers deliver results 4. Innovation process with multiple rapid learning-cycles find a path forward 5. Teams that partner get things done faster and for a lower cost 6. Teams that focus on getting a customer get leadership support 7. Leaders who monitor team progress get results Lean Forward & Drive 10X Growth
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39 About hitendra.patel@ixl-center.com www.ixl-center.com
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 40 Hitendra Patel, Ph.D. Innovation Guru Professor for Innovation and Strategy Innovation Books Innovation Speeches Innovation Clients MBA Faculty
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05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved 41 Hitendra Patel is a recognized innovation thought leader and speaker, an innovator who developed ideas and built businesses and a global professor of innovation Speaker Bio Hitendra is the Managing Director of the Center for Innovation, a global innovation consulting company based in Cambridge, MA. He has helped over 50 global companies and their executive teams build innovation capabilities and get innovation results. He has helped drive innovation transformation initiatives at companies like Johnson Controls, Hewlett Packard, LG, Alibaba.com, CEMEX, Cadbury, Verizon, and P&G. He understands how to make innovation real from the top- down and bottom-up in complex and large organizations. Hitendra is a Professor of Innovation and Growth at various top MBA programs and has taught innovation to over 5,000 students. He developed and leads the largest global innovation action program in the world. He co-founded the Global Innovation Management Institute and has been the main driver for creating certification testing standards to make innovation a management discipline across the globe. Hitendra is also a co-founder of the Hult Prize, the world’s largest start-up accelerator for budding young entrepreneurs that provides an annual prize of $1 Million. The Hult Prize partners with President Clinton and sources globally for the best solutions/teams to end poverty in slums. Hitendra designed and manages the IXLerator for the Hult Prize. Hitendra is a thought leader in innovation having written books such as Greenovate!, Connectivate! and Healthovate! and is currently working on DOTS! He is a global speaker having given keynote speeches at many international conferences and kicked off many executive leadership summits of Fortune 1000 companies. Hitendra was a senior leader of Monitor Group's Innovation Practice. Before that he worked as an innovation expert at Arthur D. Little. Prior to consulting, Hitendra was technologist working at Motorola and is the owner of six patents. He is also a founder of various venture-backed companies and an angel investor.
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