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CbusineZ
CbusineZ

CbusineZ is the corporate venturing office of CZ, a major Dutch health insurer. It was established to drive innovation through new ventures, projects, and investments that contribute to a more patient-centric and sustainable healthcare system. CbusineZ has developed processes and tools to manage its portfolio of innovations, including a deal flow list that facilitates transparency into projects' progress and helps determine which ideas should continue or be discontinued. Its culture focuses on results over processes and emphasizes speed, networking, and thinking without boundaries to foster entrepreneurship within a typically risk-averse corporate environment.

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CbusineZ
Corporate venturing in health insurance


         “drive, focus, insights and speed”
Introduction


                          Currently:
                          board of CbusineZ

                          Past:
                          DSM and Managing partner The Essence Consulting

                          Experience in venturing:
                          -  Set up 6 companies as a managing director

                          -  Served on 17 boards as a (non-)executive director
Drs J.G.B. de Groot
                          -  Involved in > 30 M&A deals
Joep.de.groot@cz.nl




                      2
Index


Our environment


Corporate Venture Office in practice: Why and How?


Growth patterns and implications




                  3
CZ a main player in the Dutch health insurer
market


                             Top - 3 H.I.C.

                              3.3 mln affiliates

                               supports 3 labels

                                 staff: 2.450 Fte’s

                                 market share: 20%

                                 turnover: € 6.5 billion




          4
The cost of healthcare have risen            sharply

    Rise cost of hospitalcare in   Cost increase in AWBZ
      Netherlands last 5 year      (elderly care) in 10 year


               30 %                        66 %
             to 20 mrd €                 to 21 mrd €




                                                               5
Life expectancy an increase in the number of
This will increase therisen
      will lead to has coming years
And
elderly people

                                     In 2020
                                     there are
    +3                               3,3 mln 65+


  Baby
    in                     65+ in
    In
  2010:                     2010:
  1970:
   83jr                    2,5 mln
    72
   year




LINH, RIVM,                                        6
Unhealthy lifestyle is not always healthy...
We live longer.... But an important reason for
chronicle illness




                     40% over weight    50% doesn’t
        27% smokes
                       15% obesity     exercise enough




LINH, RIVM,                                              7
Because of higher life expectancy & unhealthy
 Can you imagine what this means for care delivery?
lifestyle the number of chronically ill will rise


                                           1.2 mln
                           1.1 mln



                569.000
    463.000




   Depression   COPD       Diabetes      heartcondition



                                                          8
Index


Our environment


Corporate Venture Office in practice: Why and How?


Growth patterns and implications




                  9
Corporations have a ‘natural’                             problem with
innovation


                                                                              Innovation




  Operational        Tendency to       Different skills    No processes and
    focus           keep status quo          set              experience
   Focus on        There is (or was) A corporation          Corporations and
  ‘getting the       a reason for     requires less        departments have
 business right    doing things they entrepreneurial        no processes nor
 and controlled’      way there        and integral          experience for
                        done…             skills.          guiding innovations
                   A natural inertia
                      to change

                   10
CbusineZ realises innovations that contribute to a
more patient centric, sustainable healthcare




                           Incubator   Participant




            11
CbusineZ portfolio
jan 2013




                     Previously
CbusineZ organisation: the elements have to
aligned
                                              Process &
                       Strategy
                                                Tools




                                  Corporate
   Organisation                    Venture
                                                          Finance
                                    Office




                       Culture                 People


                  13
CbusineZ organisation: the elements have to
aligned
                                              Process &
                       Strategy
                                                Tools




                                  Corporate
   Organisation                    Venture
                                                          Finance
                                    Office




                       Culture                 People


                  14
Position in the CZ organisation:                                     CSF

at board level

                  Board                   Board
                   CZ                    CbusineZ


       Staff
                                        Legally
                                        CbusineZ is a separate legal entity
                                        with its own board
                          Customer
     Marketing
        15
                           service
                                        Functionally
                                        To the CZ organisation the
                          Declaration
       Sales               services     CZ-CbusineZ board present
                                        themselves as one
     Healthcare
    procurement                         So CbusineZ is organised at C-level
CbusineZ organisation
                         Executive board




                      A. van Son        J. de Groot


Support   Investment managers                         Business managers




 R. Yap    A. Bonte                             JH Willemse   B. v.d Kallen U. Soffers
                             T. Talen




                                              GJ van Rossum    H. Agten
              16
CbusineZ network: CbusineZ, Venture managers
and CZ innovators



                                                CbusineZ
 Venture maangers




                                                  Executive board




                                                                                                                  CZ innovators
                                               A. van Son        J. de Groot


                         Support   Investment managers                         Business managers




                          R. Yap    A. Bonte                             JH Willemse   B. v.d Kallen U. Soffers
                                                      T. Talen




                                                                       GJ van Rossum    H. Agten




                    17
CbusineZ network: CbusineZ, Venture managers
         and CZ innovators

                                                                                                                                 CbusineZ event:
                                                                                                                                 (Every 3 months)

                                                                                                                                 Deal flow
                                               CbusineZ
                                                                                                                                 Presentation on relevant
Venture maangers




                                                 Executive board




                                                                                                                 CZ innovators
                                                                                                                                 topic
                                              A. van Son        J. de Groot
                                                                                                                                 (eg strategy, innovation
                        Support   Investment managers                         Business managers

                                                                                                                                 lessons from Jobs)
                         R. Yap    A. Bonte                             JH Willemse   B. v.d Kallen U. Soffers
                                                     T. Talen



                                                                                                                                 Thought provoking topic:
                                                                      GJ van Rossum    H. Agten
                                                                                                                                 (eg design, serious game)

                                                                                                                                 Networking


                   17
We celebrate the successes and acknowledge
the business manager/ CZ innovator




         19
CbusineZ organisation: the elements have to
aligned
                                              Process &
                       Strategy
                                                Tools




                                  Corporate
   Organisation                    Venture
                                                          Finance
                                    Office




                       Culture                 People


                  20
CbusineZ attracts employees from CZ and
  ‘reprograms’ them

                                                              Intensive coaching program:
              Board
                                                              from “corporatee” to innovator
               CZ                                CbusineZ

   Staff                                 1                    Attitude
                                                              -  Results Instead of process
                                             2
                      Customer
                                                    Venture   -  Don’t tell me why it can’t be
 Marketing
    14
                       service
                                         3                       done, tell me what you need
   Sales
                      Declaration                             -  Connect instead of protect
                       services
                                                     Opera
 Healthcare
procurement
                                                              Skills
                                                              -  Focus, focus, focus
                                                              -  PRISMA (problem solving)
                 1 Investment managers
                                                              Speed
                2 Venture manager                             -  Enourmous acceleration

                3 Consultant

                                    21
What is the biggest difference between working for
CZ and for CbusineZ?

        In my opinion is the biggest difference that CZ has a control
        and process driven culture. It requires you to think: “does it
        fit and what pre conditions”. It tries to avoid risks in every
        aspect of work.

        CbusineZ expects you to think in terms of possibilities and
        forces me to think/work without boundaries up front
                                                                         T. Talen




                                   For me the big difference between
                                   working at CZ and CbZ is focus.
                                   Focus on theme's, goal setting,
                                   results.
 A. Bonte                          And focus leads to speeding up!




                    22
CbusineZ organisation: the elements have to
aligned
                                              Process &
                       Strategy
                                                Tools




                                  Corporate
   Organisation                    Venture
                                                          Finance
                                    Office




                       Culture                 People


                  23
CbusineZ developed (only last year) a process and
                                    tools to manage innovations and ventures
                                                                                                                                                      2.1 New Venture
                             1.                                                                                                                                                                                                                                     3.                           4.Exit
                  0.
                             Screen                                                                                                                        BP           Start up Scale up Expansion                                                                 Develop                      Exit
                  Idea                                                                                                                                                                                                                                                                             Venture
                                                                                                                                                                                                                                                                    mature                       Venture
                  Generation lead/idea
                                                                                                                                                              M&A                                                                                                   Venture
                                                                                                                                                      2.2 Participation




                             Deal Flow                                                                                                    Strategic                                 Venture Mngt model                                                                                  contract library
                                                                                                                                          Goal Map
                                                                                                                                                                                                                                Marketing &
dealflow en innovatie-mngt Cbusinez                                                18-okt-11                                            Strategic Goal Map                                                                        sales
Innovaties
naam                                                             soort   CVM-status                BMngr     Mijlpaal gereed% gereed
NIEUWE VENTURES                                                          CVM-status
Businessplan 1 1/2 dermatologie                                  NV      NV-2 Opstart + M&A-3      TT             01-12-11      25%


                                                                                                                                        1. Market Map
Introductie PROMS                                                NV      NV-2 Opstart              JvV/JdG        01-09-11      95%
Matching Talen: marktplaats voor Vp                              NV      NV-2 Opstart              TT             01-12-11      30%                                                                                Business                   Partner
Nieuw Concept voor B&G (profielgericht verzuimmngt)              UVV     NV-2 Opstart              TF             09-07-11      10%
                                                                                                                                                                                                                   plan          strategy     network
Centrale inkoop voor v&v huizen                                  NV      NV-1 Businessplan         JN             01-02-12       0%
Premium Care & Living                                            NV      NV-1 Businessplan         BLE       ?

                                                                                                                                        2a. Strategic goal for the parent                                                                                Product
PARTICIPATIES                                                            CVM-status                BM        Mijlpaal        % gereed
                                                                                                                                                                                                 Control                        Strategic goal
Plannings- communicatiesysteem voor mantelzorg
Fusie en schaalvergroting WMO KT
                                                                 NV
                                                                 Part
                                                                         MA-2 Screening aanbod
                                                                         MA-2 Screening aanbod
                                                                                                   NvL
                                                                                                   JdG
                                                                                                                  01-10-11
                                                                                                                  15-11-11
                                                                                                                                90%
                                                                                                                                50%
                                                                                                                                        2b. Needed results
Bekijken mogelijke participatie in Medicinfo van APO             Part    MA-2 Screening aanbod     JdG            01-12-11      25%
Fusie PROMs en Miletus & aanscherpen CQI                         Part    MA-2 Screening aanbod     JdG            01-12-11       0%

                                                                                                                                                                                                                                                                       Intellectual
                                                                                                                                                                                                     Financial




                                                                                                                                        3. Business goals for the Venture
Verkoop Huisartsenscan aan derde partij                          Part    Ex-4 Onderhandelen voorwaarden
                                                                                                     ABO          01-01-12      50%




                                                                                                                                                                                                                                                          Product
Projecten                                                                CVM-status                                                                                              Financial                                                                              Property/
Zorgregelaar                                                     Proj    PJ-4 Uitvoering           ABO            01-04-12      25%
                                                                                                                                                                                 structure                                                                           Strategic assets
Lichtere cardio processen met ehealth (Philips)
ZDF: Proces rondom verstrekking aan- en uittrekhulp verbeteren
                                                                 Proj
                                                                 Proj
                                                                         PJ-3 Ontwerp
                                                                         PJ-3 Ontwerp
                                                                                                   TK/JdG
                                                                                                   JD
                                                                                                                  29-06-11
                                                                                                                  22-06-11
                                                                                                                                10%
                                                                                                                                10%     4a. Needed links with the parent
                                                                                                                                        4b. Needed links with other
ZDF: serious game ontwikkelen                                    Proj    PJ-2 Opstart              JdG            01-04-12      50%
Mental ehealth in 2e lijn                                        Proj    PJ-1 Projectplan          NS                           10%


                                                                                                                                            Ventures in the portfolio                        Financial                                                    Delivery
Verbeteren inzet Best Doctors                                    proj    PJ-1 Projectplan          ABO                           5%

                                                                                                                                                                                                                          Organisatie
IDEE EN VERKENNINGFASE
Arbo diensten te koop?
                                                                         1-2
                                                                         2. verkenning             TT                           90%
                                                                                                                                                                                             performance                                                 processes
Informatieuitwisseling binnen ouderenzorg met MMG                        2. verkenning             HA        ?                  75%

                                                                                                                                        5. JV partner selection and abilities                                    Structure &                  Managing
Ondersteuning BMI 30-35                                                  2. verkenning             TT                           70%
                                                                                                                                                                                                                               Organisation
Model ziekenhuis met Bernhove                                            2. verkenning             JdG                          50%                                                                              governance                   director
Bekijken mogelijkheid KZN voor fysiotherapie
KZN voor AWBZ ism buurtzorg&omaha systeem
                                                                         2. verkenning
                                                                         2. Verkenning
                                                                                                   GvR
                                                                                                   HA        ?
                                                                                                                                50%
                                                                                                                                25%
                                                                                                                                           to be transferred
Qiy als alternatief voor het EPD (incl investering/toezicht)             2. Verkenning             WCA            01-09-11      10%
Kwaliteit meten door gezondheidswinst te bepalen                         2. verkenning             JdG                          10%
DICA als benchmark voor oncologie                                        2. verkenning             JdG                          10%
Obesitas ondersteuning met mobiel (icm Rabobank)                         2. verkenning             JdG                           5%                                                                                            Team & key
                                                                                                                                                                                                                                personnel




                                                                                                                                        24
Deal flow list facilitates                                                                                                                      progress by transparency
and killing                                                                                         projects that won’t progress
                                                                                                                                           Managers want to show progress
   dealflow en innovatie-mngt Cbusinez                                                18-okt-11


                                                                                                                                           The deal flow makes the progress transparent.
   Innovaties
   naam                                                             soort   CVM-status                BMngr     Mijlpaal gereed% gereed
   NIEUWE VENTURES                                                          CVM-status
   Businessplan 1 1/2 dermatologie                                  NV      NV-2 Opstart + M&A-3      TT             01-12-11      25%
   Introductie PROMS                                                NV      NV-2 Opstart              JvV/JdG        01-09-11      95%
   Matching Talen: marktplaats voor Vp                              NV      NV-2 Opstart              TT             01-12-11      30%
   Nieuw Concept voor B&G (profielgericht verzuimmngt)              UVV     NV-2 Opstart              TF             09-07-11      10%
   Centrale inkoop voor v&v huizen                                  NV      NV-1 Businessplan         JN             01-02-12       0%
   Premium Care & Living                                            NV      NV-1 Businessplan         BLE       ?




                                                                                                                                           Managers want to show progress to the board and
   PARTICIPATIES                                                            CVM-status                BM        Mijlpaal        % gereed
   Plannings- communicatiesysteem voor mantelzorg                   NV      MA-2 Screening aanbod     NvL            01-10-11      90%
   Fusie en schaalvergroting WMO KT                                 Part    MA-2 Screening aanbod     JdG            15-11-11      50%
   Bekijken mogelijke participatie in Medicinfo van APO             Part    MA-2 Screening aanbod     JdG            01-12-11      25%
   Fusie PROMs en Miletus & aanscherpen CQI                         Part    MA-2 Screening aanbod     JdG            01-12-11       0%




                                                                                                                                           the rest of the CbusineZ community
   Verkoop Huisartsenscan aan derde partij                          Part    Ex-4 Onderhandelen voorwaarden
                                                                                                        ABO          01-01-12      50%



   Projecten                                                                CVM-status
   Zorgregelaar                                                     Proj    PJ-4 Uitvoering           ABO            01-04-12      25%
   Lichtere cardio processen met ehealth (Philips)                  Proj    PJ-3 Ontwerp              TK/JdG         29-06-11      10%
   ZDF: Proces rondom verstrekking aan- en uittrekhulp verbeteren   Proj    PJ-3 Ontwerp              JD             22-06-11      10%
   ZDF: serious game ontwikkelen                                    Proj    PJ-2 Opstart              JdG            01-04-12      50%
   Mental ehealth in 2e lijn                                        Proj    PJ-1 Projectplan          NS                           10%
   Verbeteren inzet Best Doctors                                    proj    PJ-1 Projectplan          ABO                           5%


   IDEE EN VERKENNINGFASE                                                   1-2
   Arbo diensten te koop?                                                   2. verkenning             TT                           90%
   Informatieuitwisseling binnen ouderenzorg met MMG                        2. verkenning             HA        ?                  75%
   Ondersteuning BMI 30-35                                                  2. verkenning             TT                           70%




                                                                                                                                           Facilitates killing projects
   Model ziekenhuis met Bernhove                                            2. verkenning             JdG                          50%
   Bekijken mogelijkheid KZN voor fysiotherapie                             2. verkenning             GvR                          50%
   KZN voor AWBZ ism buurtzorg&omaha systeem                                2. Verkenning             HA        ?                  25%
   Qiy als alternatief voor het EPD (incl investering/toezicht)             2. Verkenning             WCA            01-09-11      10%
   Kwaliteit meten door gezondheidswinst te bepalen                         2. verkenning             JdG                          10%
   DICA als benchmark voor oncologie                                        2. verkenning             JdG                          10%
   Obesitas ondersteuning met mobiel (icm Rabobank)                         2. verkenning             JdG                           5%




                                                                                                                                           Corporate habit:
          Simple list with                                                                                                                 We have invested a lot of effort in this project, so
          Ventures & projects                                                                                                              it would be a shame to stop now...
          with their status and
          milestone deadline                                                                                                               Kill and kill early!
                                                                                                                                           Ventures/projects that won’t progress are killed!


                                                                                                                                           “Don’t be temped to let it simmer”
                                                                                                              25
Index


Our environment


Corporate Venture Office in practice: Why and How?


Growth patterns and implications




                  26
An ideal venture develops in phases and
                       when reaching it goals develops new business
Value of the Venture




                                                                                            Time
                       BP   Start up        Scale up   Expansion   Develop mature venture




                                       27
At Business plan phase the business                                 concept
                       and organisation is designed


                                               Result :   Business plan
Value of the Venture




                                               Important:
                                               -  Quantitative research with potential customers and
                                                  partners
                                               -  Clear value proposition
                                               -  Design of the value delivery organisation
                                               -  “real world” financials




                                                                                                         Time
                       BP   Start up        Scale up       Expansion            Develop mature venture




                                       28
At Start up phase the organisation                              will be
                       build and launching customers will start

                                               Result :   Organisation and key personnel
Value of the Venture




                                                          Product / service 0.1
                                                          Launching customers

                                               Important:
                                               -  Updated business plan with new insights
                                               -  Top quality CEO and key personnel
                                               -  Marketing & Sales plan for next phase




                                                                                                         Time
                       BP   Start up        Scale up        Expansion           Develop mature venture




                                       29
The hurdles to reach ‘critical mass’ are to
successfully scale up operations and improve product

                                               Result :   ‘Critical mass’ & satisfied customers
                                                          smooth operation
Value of the Venture




                                                          cash flow positive / break even

                                               Important:
                                               -  Use of customer feedback to improve product
                                               -  Focus on customer needs AND delivery
                                               -  Cash to finance the growth




                                                                                                           Time
                       BP   Start up        Scale up        Expansion             Develop mature venture




                                       30
The challenge in Expansion phase is the balance
                       between growth and professionalization
                        Result :   Desired market share
                                   & profitability
Value of the Venture




                        Important:
                        -  Professionalise processes
                           & control
                        -  Team able to expand &
                           control
                        -  Cash to finance Growth




                                                                                               Time
                       BP     Start up        Scale up    Expansion   Develop mature venture




                                         31
A mature ventures needs to foster                it’s core while
                       developing new business
                        Result :   Profitable core &
                                   New business
Value of the Venture




                        Important:
                        -  Rationalise & improve core
                           product and processes
                        -  Develop new business
                        -  Keep up the ambition!

                                                                          Core




                                                                                              Time
                       BP     Start up        Scale up   Expansion   Develop mature venture




                                         32
Unfortunately... Ventures “sometimes” deviate from
                       the optimal growth pattern
Value of the Venture




                                                                                          Stand Still




                                                                           Slow grower



                                                                   Flat liner or Zombie
                                                                                                    Time
                       BP   Start up        Scale up   Expansion    Develop mature venture


                                Crashed

                                       33
We had no tool to analyse organisational
maturity and to coach the venture director
How good are the ventures in the                               How can we help ventures to
portfolio?                                                     progress to the next phase?




                                   Value of the Venture
                                                                                                       Core




                                                                                                                           Time
                                                          BP    Start up   Scale up   Expansion   Develop mature venture




                34
Bell-Mason framework




          35
We’ve changed some aspects because of our
environment, CSF in our experience & mature phase
                                                Marketing &
                                                  sales


                                   Business                   Partner
                                   plan          strategy     network

                 Control                        Strategic goal           Product


                                                                                       Intellectual
                     Financial




                                                                          Product
 Financial                                                                              Property/
 structure                                                                           Strategic assets


             Financial                    Organisatie                     Delivery
             performance                                                 processes
                                 Structure &                  Managing
                                               Organisation
                                 governance                   director


                                               Team & key
                                                personnel

                     36
Based on literature,experience and case
study we devoloped our own rules set
 Venture management                                 Experience
 literature



                                                      Cases


 Subject literature




                      CbusineZ Venture Management
                            Heuristic rules set

                37

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Cvo in practice (reader)

  • 1. CbusineZ Corporate venturing in health insurance “drive, focus, insights and speed”
  • 2. Introduction Currently: board of CbusineZ Past: DSM and Managing partner The Essence Consulting Experience in venturing: -  Set up 6 companies as a managing director -  Served on 17 boards as a (non-)executive director Drs J.G.B. de Groot -  Involved in > 30 M&A deals Joep.de.groot@cz.nl 2
  • 3. Index Our environment Corporate Venture Office in practice: Why and How? Growth patterns and implications 3
  • 4. CZ a main player in the Dutch health insurer market Top - 3 H.I.C. 3.3 mln affiliates supports 3 labels staff: 2.450 Fte’s market share: 20% turnover: € 6.5 billion 4
  • 5. The cost of healthcare have risen sharply Rise cost of hospitalcare in Cost increase in AWBZ Netherlands last 5 year (elderly care) in 10 year 30 % 66 % to 20 mrd € to 21 mrd € 5
  • 6. Life expectancy an increase in the number of This will increase therisen will lead to has coming years And elderly people In 2020 there are +3 3,3 mln 65+ Baby in 65+ in In 2010: 2010: 1970: 83jr 2,5 mln 72 year LINH, RIVM, 6
  • 7. Unhealthy lifestyle is not always healthy... We live longer.... But an important reason for chronicle illness 40% over weight 50% doesn’t 27% smokes 15% obesity exercise enough LINH, RIVM, 7
  • 8. Because of higher life expectancy & unhealthy Can you imagine what this means for care delivery? lifestyle the number of chronically ill will rise 1.2 mln 1.1 mln 569.000 463.000 Depression COPD Diabetes heartcondition 8
  • 9. Index Our environment Corporate Venture Office in practice: Why and How? Growth patterns and implications 9
  • 10. Corporations have a ‘natural’ problem with innovation Innovation Operational Tendency to Different skills No processes and focus keep status quo set experience Focus on There is (or was) A corporation Corporations and ‘getting the a reason for requires less departments have business right doing things they entrepreneurial no processes nor and controlled’ way there and integral experience for done… skills. guiding innovations A natural inertia to change 10
  • 11. CbusineZ realises innovations that contribute to a more patient centric, sustainable healthcare Incubator Participant 11
  • 13. CbusineZ organisation: the elements have to aligned Process & Strategy Tools Corporate Organisation Venture Finance Office Culture People 13
  • 14. CbusineZ organisation: the elements have to aligned Process & Strategy Tools Corporate Organisation Venture Finance Office Culture People 14
  • 15. Position in the CZ organisation: CSF at board level Board Board CZ CbusineZ Staff Legally CbusineZ is a separate legal entity with its own board Customer Marketing 15 service Functionally To the CZ organisation the Declaration Sales services CZ-CbusineZ board present themselves as one Healthcare procurement So CbusineZ is organised at C-level
  • 16. CbusineZ organisation Executive board A. van Son J. de Groot Support Investment managers Business managers R. Yap A. Bonte JH Willemse B. v.d Kallen U. Soffers T. Talen GJ van Rossum H. Agten 16
  • 17. CbusineZ network: CbusineZ, Venture managers and CZ innovators CbusineZ Venture maangers Executive board CZ innovators A. van Son J. de Groot Support Investment managers Business managers R. Yap A. Bonte JH Willemse B. v.d Kallen U. Soffers T. Talen GJ van Rossum H. Agten 17
  • 18. CbusineZ network: CbusineZ, Venture managers and CZ innovators CbusineZ event: (Every 3 months) Deal flow CbusineZ Presentation on relevant Venture maangers Executive board CZ innovators topic A. van Son J. de Groot (eg strategy, innovation Support Investment managers Business managers lessons from Jobs) R. Yap A. Bonte JH Willemse B. v.d Kallen U. Soffers T. Talen Thought provoking topic: GJ van Rossum H. Agten (eg design, serious game) Networking 17
  • 19. We celebrate the successes and acknowledge the business manager/ CZ innovator 19
  • 20. CbusineZ organisation: the elements have to aligned Process & Strategy Tools Corporate Organisation Venture Finance Office Culture People 20
  • 21. CbusineZ attracts employees from CZ and ‘reprograms’ them Intensive coaching program: Board from “corporatee” to innovator CZ CbusineZ Staff 1 Attitude -  Results Instead of process 2 Customer Venture -  Don’t tell me why it can’t be Marketing 14 service 3 done, tell me what you need Sales Declaration -  Connect instead of protect services Opera Healthcare procurement Skills -  Focus, focus, focus -  PRISMA (problem solving) 1 Investment managers Speed 2 Venture manager -  Enourmous acceleration 3 Consultant 21
  • 22. What is the biggest difference between working for CZ and for CbusineZ? In my opinion is the biggest difference that CZ has a control and process driven culture. It requires you to think: “does it fit and what pre conditions”. It tries to avoid risks in every aspect of work. CbusineZ expects you to think in terms of possibilities and forces me to think/work without boundaries up front T. Talen For me the big difference between working at CZ and CbZ is focus. Focus on theme's, goal setting, results. A. Bonte And focus leads to speeding up! 22
  • 23. CbusineZ organisation: the elements have to aligned Process & Strategy Tools Corporate Organisation Venture Finance Office Culture People 23
  • 24. CbusineZ developed (only last year) a process and tools to manage innovations and ventures 2.1 New Venture 1. 3. 4.Exit 0. Screen BP Start up Scale up Expansion Develop Exit Idea Venture mature Venture Generation lead/idea M&A Venture 2.2 Participation Deal Flow Strategic Venture Mngt model contract library Goal Map Marketing & dealflow en innovatie-mngt Cbusinez 18-okt-11 Strategic Goal Map sales Innovaties naam soort CVM-status BMngr Mijlpaal gereed% gereed NIEUWE VENTURES CVM-status Businessplan 1 1/2 dermatologie NV NV-2 Opstart + M&A-3 TT 01-12-11 25% 1. Market Map Introductie PROMS NV NV-2 Opstart JvV/JdG 01-09-11 95% Matching Talen: marktplaats voor Vp NV NV-2 Opstart TT 01-12-11 30% Business Partner Nieuw Concept voor B&G (profielgericht verzuimmngt) UVV NV-2 Opstart TF 09-07-11 10% plan strategy network Centrale inkoop voor v&v huizen NV NV-1 Businessplan JN 01-02-12 0% Premium Care & Living NV NV-1 Businessplan BLE ? 2a. Strategic goal for the parent Product PARTICIPATIES CVM-status BM Mijlpaal % gereed Control Strategic goal Plannings- communicatiesysteem voor mantelzorg Fusie en schaalvergroting WMO KT NV Part MA-2 Screening aanbod MA-2 Screening aanbod NvL JdG 01-10-11 15-11-11 90% 50% 2b. Needed results Bekijken mogelijke participatie in Medicinfo van APO Part MA-2 Screening aanbod JdG 01-12-11 25% Fusie PROMs en Miletus & aanscherpen CQI Part MA-2 Screening aanbod JdG 01-12-11 0% Intellectual Financial 3. Business goals for the Venture Verkoop Huisartsenscan aan derde partij Part Ex-4 Onderhandelen voorwaarden ABO 01-01-12 50% Product Projecten CVM-status Financial Property/ Zorgregelaar Proj PJ-4 Uitvoering ABO 01-04-12 25% structure Strategic assets Lichtere cardio processen met ehealth (Philips) ZDF: Proces rondom verstrekking aan- en uittrekhulp verbeteren Proj Proj PJ-3 Ontwerp PJ-3 Ontwerp TK/JdG JD 29-06-11 22-06-11 10% 10% 4a. Needed links with the parent 4b. Needed links with other ZDF: serious game ontwikkelen Proj PJ-2 Opstart JdG 01-04-12 50% Mental ehealth in 2e lijn Proj PJ-1 Projectplan NS 10% Ventures in the portfolio Financial Delivery Verbeteren inzet Best Doctors proj PJ-1 Projectplan ABO 5% Organisatie IDEE EN VERKENNINGFASE Arbo diensten te koop? 1-2 2. verkenning TT 90% performance processes Informatieuitwisseling binnen ouderenzorg met MMG 2. verkenning HA ? 75% 5. JV partner selection and abilities Structure & Managing Ondersteuning BMI 30-35 2. verkenning TT 70% Organisation Model ziekenhuis met Bernhove 2. verkenning JdG 50% governance director Bekijken mogelijkheid KZN voor fysiotherapie KZN voor AWBZ ism buurtzorg&omaha systeem 2. verkenning 2. Verkenning GvR HA ? 50% 25% to be transferred Qiy als alternatief voor het EPD (incl investering/toezicht) 2. Verkenning WCA 01-09-11 10% Kwaliteit meten door gezondheidswinst te bepalen 2. verkenning JdG 10% DICA als benchmark voor oncologie 2. verkenning JdG 10% Obesitas ondersteuning met mobiel (icm Rabobank) 2. verkenning JdG 5% Team & key personnel 24
  • 25. Deal flow list facilitates progress by transparency and killing projects that won’t progress Managers want to show progress dealflow en innovatie-mngt Cbusinez 18-okt-11 The deal flow makes the progress transparent. Innovaties naam soort CVM-status BMngr Mijlpaal gereed% gereed NIEUWE VENTURES CVM-status Businessplan 1 1/2 dermatologie NV NV-2 Opstart + M&A-3 TT 01-12-11 25% Introductie PROMS NV NV-2 Opstart JvV/JdG 01-09-11 95% Matching Talen: marktplaats voor Vp NV NV-2 Opstart TT 01-12-11 30% Nieuw Concept voor B&G (profielgericht verzuimmngt) UVV NV-2 Opstart TF 09-07-11 10% Centrale inkoop voor v&v huizen NV NV-1 Businessplan JN 01-02-12 0% Premium Care & Living NV NV-1 Businessplan BLE ? Managers want to show progress to the board and PARTICIPATIES CVM-status BM Mijlpaal % gereed Plannings- communicatiesysteem voor mantelzorg NV MA-2 Screening aanbod NvL 01-10-11 90% Fusie en schaalvergroting WMO KT Part MA-2 Screening aanbod JdG 15-11-11 50% Bekijken mogelijke participatie in Medicinfo van APO Part MA-2 Screening aanbod JdG 01-12-11 25% Fusie PROMs en Miletus & aanscherpen CQI Part MA-2 Screening aanbod JdG 01-12-11 0% the rest of the CbusineZ community Verkoop Huisartsenscan aan derde partij Part Ex-4 Onderhandelen voorwaarden ABO 01-01-12 50% Projecten CVM-status Zorgregelaar Proj PJ-4 Uitvoering ABO 01-04-12 25% Lichtere cardio processen met ehealth (Philips) Proj PJ-3 Ontwerp TK/JdG 29-06-11 10% ZDF: Proces rondom verstrekking aan- en uittrekhulp verbeteren Proj PJ-3 Ontwerp JD 22-06-11 10% ZDF: serious game ontwikkelen Proj PJ-2 Opstart JdG 01-04-12 50% Mental ehealth in 2e lijn Proj PJ-1 Projectplan NS 10% Verbeteren inzet Best Doctors proj PJ-1 Projectplan ABO 5% IDEE EN VERKENNINGFASE 1-2 Arbo diensten te koop? 2. verkenning TT 90% Informatieuitwisseling binnen ouderenzorg met MMG 2. verkenning HA ? 75% Ondersteuning BMI 30-35 2. verkenning TT 70% Facilitates killing projects Model ziekenhuis met Bernhove 2. verkenning JdG 50% Bekijken mogelijkheid KZN voor fysiotherapie 2. verkenning GvR 50% KZN voor AWBZ ism buurtzorg&omaha systeem 2. Verkenning HA ? 25% Qiy als alternatief voor het EPD (incl investering/toezicht) 2. Verkenning WCA 01-09-11 10% Kwaliteit meten door gezondheidswinst te bepalen 2. verkenning JdG 10% DICA als benchmark voor oncologie 2. verkenning JdG 10% Obesitas ondersteuning met mobiel (icm Rabobank) 2. verkenning JdG 5% Corporate habit: Simple list with We have invested a lot of effort in this project, so Ventures & projects it would be a shame to stop now... with their status and milestone deadline Kill and kill early! Ventures/projects that won’t progress are killed! “Don’t be temped to let it simmer” 25
  • 26. Index Our environment Corporate Venture Office in practice: Why and How? Growth patterns and implications 26
  • 27. An ideal venture develops in phases and when reaching it goals develops new business Value of the Venture Time BP Start up Scale up Expansion Develop mature venture 27
  • 28. At Business plan phase the business concept and organisation is designed Result : Business plan Value of the Venture Important: -  Quantitative research with potential customers and partners -  Clear value proposition -  Design of the value delivery organisation -  “real world” financials Time BP Start up Scale up Expansion Develop mature venture 28
  • 29. At Start up phase the organisation will be build and launching customers will start Result : Organisation and key personnel Value of the Venture Product / service 0.1 Launching customers Important: -  Updated business plan with new insights -  Top quality CEO and key personnel -  Marketing & Sales plan for next phase Time BP Start up Scale up Expansion Develop mature venture 29
  • 30. The hurdles to reach ‘critical mass’ are to successfully scale up operations and improve product Result : ‘Critical mass’ & satisfied customers smooth operation Value of the Venture cash flow positive / break even Important: -  Use of customer feedback to improve product -  Focus on customer needs AND delivery -  Cash to finance the growth Time BP Start up Scale up Expansion Develop mature venture 30
  • 31. The challenge in Expansion phase is the balance between growth and professionalization Result : Desired market share & profitability Value of the Venture Important: -  Professionalise processes & control -  Team able to expand & control -  Cash to finance Growth Time BP Start up Scale up Expansion Develop mature venture 31
  • 32. A mature ventures needs to foster it’s core while developing new business Result : Profitable core & New business Value of the Venture Important: -  Rationalise & improve core product and processes -  Develop new business -  Keep up the ambition! Core Time BP Start up Scale up Expansion Develop mature venture 32
  • 33. Unfortunately... Ventures “sometimes” deviate from the optimal growth pattern Value of the Venture Stand Still Slow grower Flat liner or Zombie Time BP Start up Scale up Expansion Develop mature venture Crashed 33
  • 34. We had no tool to analyse organisational maturity and to coach the venture director How good are the ventures in the How can we help ventures to portfolio? progress to the next phase? Value of the Venture Core Time BP Start up Scale up Expansion Develop mature venture 34
  • 36. We’ve changed some aspects because of our environment, CSF in our experience & mature phase Marketing & sales Business Partner plan strategy network Control Strategic goal Product Intellectual Financial Product Financial Property/ structure Strategic assets Financial Organisatie Delivery performance processes Structure & Managing Organisation governance director Team & key personnel 36
  • 37. Based on literature,experience and case study we devoloped our own rules set Venture management Experience literature Cases Subject literature CbusineZ Venture Management Heuristic rules set 37