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DATA-DRIVEN BUSINESS DEVELOPMENT // EIBE MGMT // IMPAKT // TECHQUARTIER // FRANKFURT

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The Data-Driven Business Development presentation explains the foundation for success with (big) data-driven growth opportunities. We've identifies 5 types of opportunities, 4 barriers, and 3 dimensions (Basics, Organization, Application) with 9 competencies (Data, Analytics, Permission, Strategy, Business Development, Autonomy, Optimization, Cross-sales, and Upcycling). During the presentation the participants are invited to take a one-pager survey self-assessing their own organization’s data-driven-readiness. Afterwards we will involve the participants in a plenum discussion have some time for networking.

The presentation is based on a BigDataBigBusiness research project by Copenhagen Business School and EIBE MGMT, which is funded with €1mio by The Danish Industry Foundation. The aim is to provide insights in the possibilities and barriers that Big Data growth opportunities bring along.

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DATA-DRIVEN BUSINESS DEVELOPMENT // EIBE MGMT // IMPAKT // TECHQUARTIER // FRANKFURT

  1. 1. IMPAKT GmbH  Business Development Beratung & Services www.im-pakt.de
  2. 2. DATA-DRIVEN BUSINESS DEVELOPMENT @TechQuartier | #DataDriven | @hanseibe © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 2 Log in now at PollEv.com/hanseibe197 Slides are available at www.eibeconsulting.com
  3. 3. Agenda •  The presentation’s premise – Investments, growth and strategy – (What is) Business development •  Opportunities and barriers – Technical or organizational challenge? •  Capabilities for data-driven growth – 9 in 3 dimensions •  DataProfit: a capability map and tool 6 | DATA-DRIVEN BUSINESS DEVELOPMENT | © 2017 EIBE MGMT
  4. 4. The presentation’s premise •  Why do we run businesses? –  To make owners make more money than from an ‘alternative investment’ •  How do we secure temporary or sustained profits? –  Competitive advantage –  Valuable and Rare resources and capabilities that are foundation for Inimitable strategies –  Sound Organization •  Business development –  is a capability that assures better preparation and implementation of growth opportunities –  And customer and competitive knowledge, business models and -plans are our preferred important tools 7 | DATA-DRIVEN BUSINESS DEVELOPMENT | © 2017 EIBE MGMT
  5. 5. Capabilities in brief •  Capabilities (as per George Day and Sidney Winter) –  Are knowledge, skills, processes, and workflows that are repeatable and routinized – but not in one person alone –  Enables the organization to coordinate activities and make use of their assets –  Are deeply embedded with the fabric of the organization so they can be hard for management to identify (on the positive side it’s even harder for competitors) –  Are manifested in typical activities, such as, order fulfillment, business development, service delivery…and the handling of (big) data © 2017 EIBE MGMT 8 | DATA-DRIVEN BUSINESS DEVELOPMENT |
  6. 6. What type of growth? 9 Strategy Strategy The Future Growth Opportunity Growth Opportunity Growth Opportunity Growth Opportunity ?! © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | Nerd corner: Strategy Development Business Development
  7. 7. © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 10
  8. 8. Business development defined •  Business development refers to 1.  the tasks and processes concerning analytical preparation of potential growth opportunities, 2.  the support and monitoring of the implementation of growth opportunities, 3.  but does not include decisions on strategy and execution of growth opportunities or their actual implementation. •  Contextual demarcations on growth opportunities –  Non-trivial and non-strategic –  Within constraints of strategic momentum and corporate strategy © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 11
  9. 9. Growth Opportunity …in the development phases © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 12 Research Product Development Business Development Daily Operations Strategy Development Sales / Marketing… Screening Decision Screening Opportunity generation planning, screening ‘Market Launch’ planning Implementation Business-as-usual : Function : Stage Legend Source: Sørensen (forthcoming IJEIM) “Making Planning Work: The role of business development”
  10. 10. © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 13 Slides are available at www.eibeconsulting.com
  11. 11. Filters, traps, and… © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 14
  12. 12. What’s the ’Big’ in Data © 2017 EIBE MGMT 15 | DATA-DRIVEN BUSINESS DEVELOPMENT |
  13. 13. Opportunities and barriers •  Opportunities –  Data and analytics –  Optimization and efficiency –  New services and/or new business (models) •  Barriers –  Mindset –  Capabilities –  Customer knowledge –  Access to data © 2017 EIBE MGMT 16 | DATA-DRIVEN BUSINESS DEVELOPMENT |
  14. 14. Capabilities for data-driven growth © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 17
  15. 15. DataProfit: a capability map © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 18
  16. 16. DataProfit: tool examples © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 20
  17. 17. Summary •  The presentation’s premise – Investments, growth and strategy – (What is) Business development •  Opportunities and barriers – Technical or organizational challenge? •  Capabilities for data-driven growth – 9 in 3 dimensions •  DataProfit: a capability map and tool 21 | DATA-DRIVEN BUSINESS DEVELOPMENT | © 2017 EIBE MGMT
  18. 18. Q&A growth@eibeconsulting.com +45 2710 2152 @hanseibe linkedin.com/in/hanseibe/ blog.cbs.dk/bigdata/ © 2017 EIBE MGMT | DATA-DRIVEN BUSINESS DEVELOPMENT | 22 Slides are available at www.eibeconsulting.com
  19. 19. References •  Literature –  Chen, H., Chiang, RH. & Storey, VC., 2012. Business intelligence and analytics: From big data to big impact. MIS quarterly, 36(4), pp.1165-1188. –  García-Palomares, J.C., Gutiérrez, J. and Mínguez, C., 2015. Identification of tourist hot spots based on social networks: A comparative analysis of European metropolises using photo-sharing services and GIS. Applied Geography, 63, pp.408-417. –  Kitchin, R., 2013. Big data and human geography: Opportunities, challenges and risks. Dialogues in Human Geography, 3(3), pp.262-267. –  Ritter, T., Pedersen, CL & Sørensen, HE. (2017) DataProfit: Kompetencekort til Datadreven vækst. Gratis e-bog/ praksisguide. CBS Competitiveness Platform. http://www.saxo.com/item/58055787 –  Ritter, T., Pedersen, CL & Sørensen, HE. (2017) DataProfit: a Capability Map for Data-Driven Growth. Free e-book/ Practitioner’s guide. CBS Competitiveness Platform. Soon available on Amazon. Request copy at competitiveness@cbs.dk –  Sørensen HE. 2012. Business Development: A Market-oriented perspective. John Wiley and Sons, Ltd. –  Sørensen, HE. In Press. Making planning work: insights from business development’, Int. J. Entrepreneurship and Innovation Management, Special Issue on Business Development. •  BigDataBigBusiness research project –  Blog, results and tools http://blog.cbs.dk/bigdata/ –  CC Jensen-case in Ingeniøren 21/4 2017: Kunde sparkede digitalisering i gang hos oliefilterproducent –  Wisecon-case in Børsen 26/4 2017: Dansk rottekonge i trecifret millionsalg: "Vi er super stolte” © 2017 EIBE MGMT 23 | DATA-DRIVEN BUSINESS DEVELOPMENT |

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