Avalon Consulting Innovation Credentials

Avalon has teamed up with Inovo to bring in Innovation to the Indian businesses AVALON CONSULTING Inovo Technologies  Innovation consulting firm in Ann Arbor, Michigan founded in 2001  Creators of the Innovation course at the Ross School of Business at University of Michigan  Philosophy focusing on needs and evidence of motivation to buy 13/09/08 – Js/pr 2

Innovation is an essential ingredient for success AVALON CONSULTING  Customer Needs and desires are opportunities for value creation. Solutions Needs & Desires These are dynamic – change with time and across geographies Uniqueness  Great solutions that address these needs and desires might not remain great tomorrow e.g. Horse Relevance Cart – Car ; Walkman – IPod  For sustained value creation, there is a need to continuously offer Unique, Relevant, and Ubiquitous Ubiquity solutions – This calls for INNOVATION  Innovative companies are Innovations rewarded more than others – Apple, Google, Suzlon, etc. 3

Historically over 90% of new products and services fail* AVALON CONSULTING Innovation’s Success Rate  How do you tell a good idea from a bad one when all you have is the 20% idea itself?  How do you find new ideas with big upside, especially if they’ve never 7.5% been done before? >4%  How will a new idea do in the 3% >3% 4% >1% >2% >2% 2% market? Who will want it? Why? What will the return be? Computer Computer Pharmaceutic Groceries Airlines Financial Investments Telephony Toys Music Hardware Services Software  What decision process do you use Mobile since you can’t measure what hasn’t VC als been done before? * Source – Doblin group 4

The Front End Determines Success AVALON CONSULTING Discovery Development Commercialization Design compelling Connect with customers. Understand new offerings Create market pull demand creation Blockbuster ‘batting average’ Increase the ‘home runs’ Get more So-So Failure What you do Determines here success here 13/09/08 – Js/pr 5

Our Innovation offering is a proven Front-End Process that helps discover new opportunities, create new solutions and model market acceptance AVALON CONSULTING ADOPTS- Our Innovation Offering reveals the fundamental types of customers and their motivations New Business Offerings Business Strategy Strategic Business Domains Hypothesis develops specific identifies the creates new uncovers numerous portfolios of offering platforms and concepts and untapped options and strategic areas for models their opportunities implementation new growth adoption alternatives 13/09/08 – Js/pr 6

It delivers solutions that are rooted in customer motivations AVALON CONSULTING Opportunities  Specific unmet needs and desires that are potential sources of new value Personas Customer insight Capture the Mind of  The different types of customers and what makes the Customer™ them tick New Existing Software Solution Reference Persona Model A portfolio of new options Concepts Alternatives  Specific offerings that satisfy true customer wants Predict Adoption & Demand Creation Dynamics of adoption  Insight into why customers will (or will not) adopt a Perception solution $ Dynamics Business potential  Comparison with alternatives, place in the Time ecosystem, revenue possibilities 13/09/08 – Js/pr 7

The ADOPTS™ Tool AVALON CONSULTING Results  High-potential, business-aligned solution candidates  Insight into Revenue potential and relative adoption time compared to existing benchmarks Answer the questions…  What products will be attractive & to whom?  Which features are worth developing?  What trade-offs should be made?  Who will buy? Who won’t? Why? 13/09/08 – Js/pr 8

Distinguishing Features AVALON CONSULTING How different?  Based on a well established theory – A proven methodology for searching ‘impossibly’ large spaces  Taps hidden knowledge – Wisdom-of-crowds employed at many levels – Decisions informed by more than ‘a few people in a room’ – Rigorous, structured debate shapes the opportunity (why good?, why bad?)  Once primed, process output is significant and continuous 13/09/08 – Js/pr 9

Agenda AVALON CONSULTING Case Study 10

The ADOPTS process has give our client, a fortune 50 company, a continuous pipeline of new opportunity ideas, leading to three opportunity assessments AVALON CONSULTING One week One month On-going Shallow Dives Deep Dives 3 Market Opportunity Domain Assessments Hypothesis Statement Profile Cycle = 200 Cycle=50 Cycle=8 Opportunity Opportunity Opportunity Sub-Domains Hypotheses Statements Profiles (1 hr/OH) (8hrs/OS) (40 hrs/OP) 11

For the three opportunities distilled for detailed assessment, the suitable solutions are being tested using customer personas - an adoption curve is being developed, the best solution will be identified for development AVALON CONSULTING Opportunity Assessment Stage Personas Capture the Mind of the Customer™ New Software Persona Existing Solution Model Reference Concepts Alternatives Predict Adoption & Demand Creation Perception Dynamics $ Time 12

Typical timelines AVALON CONSULTING M1 M2 M3 M4 M5 M6 Domain Exploration and Discovery Activity 6 Month Exploration - 200 Opportunity Hypotheses 50 Opportunity Statements 8 Opportunity Profiles Opportunity Hypotheses: 12-18 a week 3 Assessments Yield: 20 – 25% Opportunity Statements: 2-3 a week Yield: 15 – 20% Opportunity Profiles: 2 a month Development Yield: 50% Assessment: 2-3 months Options Assessment: 2-3 months Yield: 67% Assessment: 2-3 months 13/09/08 – Js/pr 13

Contact Information AVALON CONSULTING Company Profile mumbai Raj Nair or Jaldeep Sodhi or Ryan Lowe Casa Avalon, 61 Dr. S.S.Rao Road Parel, Mumbai 400 012 - India Phone : 91-22- 66191100 Fax : 91-22- 66191122 E-mail : mumbai@consultavalon.com Website : www.consultavalon.com chennai C. Premchand No. 10, Spur Tank Road, Chetpet, Chennai 600 031 Phone 91-44- 43455 345 Fax : 91-44- 43455 345 E-mail : chennai@consultavalon.com new delhi Sridhar V. E-141, Okhla Phase 3 New Delhi 110 020 Phone : 91-11-40516600 Fax : 91-11-40516650 E-mail : delhi@consultavalon.com 14

Avalon Consulting Innovation Credentials

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