info@100open.com Phone: +44 (0)20 8133 1006

1. 08/11/2012 © 100%Open 2012 1
100%Open – An Introduction

2. 01/08/2012 © 100%Open 2012 2
Our Products
• 100% Plan: Research & strategy
• 100% Train: Training in skills &
techniques
• 100% Ecosystem: Establishing &
running networks
• 100% Grow: Venturing & go-to-
market support
• 100% Innovation Programmes:
Project design & execution

3. 01/08/2012 © 100%Open 2012 3
100%Open Innovation Process
Explore Extract Exploit
Identify A shortlist of partners Taking investable
Interesting Questions and solutions propositions to market

4. 01/08/2012 © 100%Open 2012 4
Two Models of Open Innovation
Discover™ and Jam™
Discover Jam
• Starts with ‘what’ question: an innovation • Starts with a ‘who’ question: finding
brief detailing a specific unmet need partners to explore a broad opportunity
• Is a competitive marketplace amongst • Is a cooperative community & process ,
customers, suppliers or users with customers, suppliers or users
• The innovation process is mediated by a • The innovation process is facilitated
Trusted Agent through a Catalyst
• Innovations are extracted through a • Innovations are built using an iterative
linear process process
• Tend to be internal routes to market (e.g. • Tend to be external routes to market (e.g.
license deals) joint ventures)

5. 08/11/2012 © 100%Open 2010 5
100%Open – Airlock & Case Studies

6. November 8, 2012 © 100%Open 2010 6
100%Open Process Overview
Output: Output: Output: Output:
A clear rationale for open Long list of viable innovations Short list of investable Innovations transferred /
innovation propositions partnership arrangements in place
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7. November 8, 2012 © 100%Open 2010 7
Process Overview
Explore Extract Exploit
100%Plan Fast-tracked
Blueprint
Airlock
License
Problem Deal
Pow Wow Proposition
Expert Y Y
Build/Spec Ideas & IP Decision
Launch Review People Pitch
Platform Submission 90 days
Panel
N
N
Build
Protection Acquisition
Network
[optional]
Archive & Archive & Feedback
Feedback IP Reverts Back
8 weeks 8 weeks 12 weeks +

8. 08/11/2012 © 100%Open 2010 8
Our Process
Explore Extract Exploit
• Trusted Agents select credible new • Certain propositions are fasttracked to • The final phase if an Airlock is
suppliers with original and feasible the client if they ready to go. designed to ease the transfer of IP,
answers to a specific brief detailing an technology or ideas.
unmet need. • Trusted agents facilitate workshops
that build good ideas into investment • Coach, rehearse and polish the final
• The Airlock precludes passing specific ready business propositions. innovator presentations so that there is
information to the large company. This clear value in a realistic collaborative
is important on both sides to build • Work with the Trusted Agents to clarify business model.
trust, and maximise the change of a and check feasibility of ideas.
productive exchange when they do • The final pitch presentations and helps
finally meet. • Employ partners who can prototype the Brand make decisions to adopt.
products or services.
• An Airlock is a phase of a Competitive • The Brand then has limited time to
process that should seek to produce • Bring in business planners and IP make a commercial decision (typically
hundreds of ideas, technologies and consultants as appropriate. 90 days), else the IP reverts back to the
potential partners. innovators.
• Proof of concept funding for
• Deliverable: Long list of up to viable prototyping and legal services as agreed • Management is required to help
concepts in the project planning stage. successfully embed a new technology.
• Deliverable: Short list of clear • Deliverable: New innovations
investment-ready propositions transferred

9. 01/08/2012 © 100%Open 2012 9
100%Open Innovation Airlock Process
Explore Extract Exploit
Airlock
NDA NDA Problem Needs Optional
Pow-Wow Analysis Online Insight Farm
Client/ Customer/ Customer/ Customer/
100%Open 100%Open 100%Open 100%Open 100%Open/Customer
Design Airlock Initial
Toolkit & Blueprint Meeting
Client/
Customer/ Stimulus
Client/100%Open
100%Open Preparation
Client/
100%Open
Sign Off Collaborative
Theme Jam Workshop
Client/ Client/Customer/
Customer/ 100%Open YES
100%Open Joint Venture
Capability
Mapping
Client/
100%Open
Prototype Pitch Decision
Brand Strategy Project Proposition Client/ 60 days
Client/ Customer/ Customer/
Customer
100%Open 100%Open Client
NO
IP Reverts Back
Oct – Dec Jan – Mar Apr onwards
Deliverables: 5 interviews, 1 scoping workshop, Deliverables: 100+ Unmet needs prioritised, Deliverables: 5 investable propositions
1 Airlock Toolkit Deck. Customer Engagement Stimulus & Capability Map, 10 Collaborative Concepts designed, 3 business plans, 1 JV’s approved

10. 08/11/2012 © 100%Open 2010 10
Programme of Activities
Explore Extract Exploit
NDA’s are signed between Client and 100%Open would then facilitate a Problem 100%Open then work closely to coach,
100%Open. We then work together to Pow-Wow with the customer around the rehearse and polish the final pitches so
create an open innovation toolkit and theme, to identify key unmet needs which that there is clear value in a realistic
blueprint with a view to be presented are captured, analysed and prioritised. collaborative business model.
to the Customer, though constructed Separately, a different team from 100%Open facilitate the pitch process of
so it could be used with other 100%Open work closely with relevant Client innovations to senior panel of
customers. teams across Client to map relevant decision makers within the Customers
This design phase consists of a capabilities related to the theme and to who have up to 60 days to make a
combination of initial internal prepare stimulus in preparation for the commercial decision, whether to
stakeholder interviews, 1 scoping next step. proceed or not with each proposition.
workshop, desk research and analysis. Next, selected people from both Client and If the decision is to proceed, standard
The findings are presented internally the Customer come together for a commercial negotiations and planning
to secure buy-in from across Client. Collaborative Jam workshop – on or ensue for a joint venture or project. If
The Airlock concept is then presented offline – to explore and co-create new the decision is not to proceed the IP
to the Customer at an initial meeting concepts. reverts back to Client who are free to
and their feedback and approval These concepts are then analysed and a explore the IP elsewhere as appropriate.
sought for both the process and the shortlist are worked up into fully 100%Open are on hand to help facilitate
necessary commitments. developed and protected propositions by smooth transition of the go-to-market
Following buy-in from the Customer Client and 100%Open. These include strategy, and to help embed and
the theme is agreed and a separate business model, IP protection, visual productise the Airlock process and
storyboards or prototypes and a top level
NDA is signed between the Customer materials, as well as codifying the
business case.
and 100%Open to kick off the Airlock. lessons learned.
Oct – Dec Jan – Mar Apr onwards
Deliverables: 5 interviews, 1 scoping workshop, Deliverables: 100+ Unmet needs prioritised, Deliverables: 5 investable propositions
1 Airlock Toolkit Deck. Customer Engagement Stimulus & Capability Map, 10 Collaborative Concepts designed, 3 business plans, 1 JV’s approved

11. 08/11/2012 © 100%Open 2012 11
Thank you
Roland Harwood
Co-Founder & Networks Partner
South Building | Somerset House | Strand | London | WC2R 1LA
Phone: +44 (0)20 8133 1006
Mobile: +44 (0)7811 761 435
Email: roland@100Open.com
Web: www.100Open.com
Twitter: @rolandharwood @100open