hitendra patel - accelerating 10x growth through innovation

Expo Gestao V1.0 05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved

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Accelerating 10x Growth

Through Innovation

EXPO Gestao

May 10, 2017

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


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


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


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

% o

f U

S M

arke

t

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


You should lean forward to get 10X growth

Lean Forward&

10X Growth

Pursue Survival&

Shrink


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 GrowthLean Accelerator

• Public Companies• Private Companies• Non-profits• Start-ups

Helps Drive


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!”


• Seed hundreds of start-ups• Fund each with $100 K• Some of them become the next Facebook


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


DRIVE 10X GROWTHw/ LESS RISK


We took cohorts of 20-30 companies across a structured and discipline sixmonth program focused on Purchase Order as the deliverable


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


Workshop 3 FAQ


1 2 3 4 5 6

1


Over the last 4 years, we worked were asked by the Colombian Government to do the same program with an increasing number of companies


2050

120

233

0

50

100

150

200

250

2014 2015 2016 2017

# o

f C

om

pan

ies

Year

Companies Accelerated



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

http://www.google.com.co/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjP95T8k8zNAhXGdR4KHaAjAvwQjRwIBw&url=http://www.celuguia.com/inicio/component/djclassifieds/ad/directorio-celular/equinorte-s-a-37371.html&psig=AFQjCNHV-T30J_D71TUWoBYXA3-ym5aCiQ&ust=1467252398444983

https://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiLhK29vIfOAhWDgj4KHZ6iCTgQjRwIBw&url=https://twitter.com/hematooncologos/status/623864294149619714&psig=AFQjCNFnohyo4YAoi3k3vPc_Ira77oifuA&ust=1469290651616478


100% of the companies were able to generate a growth idea with 60% having received a purchase order in less than 6 months


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


The Innovation Journey as assumed by the CEO ….

Our Point of View Making 10X Ideas Real Innovation Journey

Finish

Start

Actual Impact

BigIdea


The Innovation Journey as assumed by a Manager….

Finish

Start

Actual Impact

BigIdea



The real Innovation Journey ….

Finish

Start

Actual Impact

BigIdea



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


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


CEOs must want and communicate 10x growth for

their companies


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


Ideas that leverage existing capabilities and markets are more actionable

Industry Definition and Beyond

Your Company


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


Dedicated project teams of 4-5 individuals with mind-sets of explorers deliver results


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

Sco

reca

rd Im

pro

vem

en

t

2 3 4 5

<60% >60%

Avg.

Va

lue

of

PO

sA

vgV

alu

e o

f P

Os


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


Innovation processes have multiple rapid learning-cycles to find a path forward


Being Prepared for Obstacles means learning to pivot as you experiment and iterate

Finish

BigIdea

$$$

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

ExperimentsResults

ExperimentsResults

ExperimentsResults

Start

Driving 10X Growth Innovation Process Iterate & Experiment


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


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

marketOur team

cannot do all of this alone


Accelerate Through Partners

Making 10X Ideas Real Acquire Competencies through Partners

Finish

BigIdea

$$$

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

ObstacleAhead

Start


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

% o

f C

om

pan

ies

that

go

t P

O o

r LI


Teams that focus on getting a Customer or Purchase Order get leadership support

Customer/Purchase Order

Business Plan


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


Leaders who monitor and review team progress get results

Driving 10X Growth CEO Support Monitor Results

Management Review meeting

Time

Team

Eff

ort


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


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

39

About

[email protected]

www.ixl-center.com


Hitendra Patel, Ph.D. Innovation GuruProfessor for Innovation and Strategy

Innovation Books

Innovation Speeches

Innovation Clients

MBA Faculty


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.