This document discusses how only a small percentage of companies achieve fast growth, breaking through barriers to the next stage of development. It identifies that ambitious growth targets, product and service innovation, strong international outlook, and partnerships are characteristics of fast growing companies. The primary condition for breakthrough is excellence in attitude, market insights, and managing the growth process through clear goals and an iterative feedback loop. Growth must be carefully managed through four steps, with a focus on execution to deliver results and outperform competitors. Different growth stages require focusing on different aspects such as validating the business concept, building management capabilities, or expanding production and sales.
Living In An Agile World: the Role of Product Management When Development Goe...Pragmatic Marketing
No matter how agile Development is, you'll never build a successful product if the work being done isn’t aligned to the company strategy and market needs.
Living in an Agile World discusses how Agile development methods have drawn product managers into deeper tactical, technical activities than ever before. But spending so much time with internal teams means less time spent outside the company in the market.
Chris scafario's marketing and sales tools for successChris Scafario
Chris Scafario’s market development approach helps companies build a competitive edge resulting in top-line growth and improved margins, custom designed to meet individual client needs and tracked for a maximum return on investment.
In this presentation Chris Scafario shares a variety of marketing and sales programs, from strategic marketing solutions to tactical approaches for lead generation to support sales efforts.
If you ever wanted to learn more about: Strategic Planning, Competitive Benchmarking, Porter’s Five Forces, the Ansoff Model, Boston Matrix Analysis, Conducting Primary and Secondary Market Research, and Best Practice Marketing for Small Businesses Chris Scafario has put this presentation together to help you on your way.
How to make products that don't suck - RISE Austin - Mar 30 2012CompellingPM
Most start-up companies begin with what they think is a brilliant idea and they immediately jump to building the product, and most of these products suck. Creating innovative products that result in market breakthrough requires a process of multiple iterations of discovery that drive you deeper into understanding the market problems and how to solve them with a differentiated solution. Breakthrough products are based upon solving a significant Market Problem with a Product and Business Model that create a competitive advantage and a Market Strategy that motivates buyers to purchases your product. In this session, learn this iterative discovery process that leads to breakthrough products and how to apply it to your own products.
Is Your Product Launch Doomed
10 ways to identity an impending product launch disaster.
The process of introducing a product to market is a serious undertaking. Unfortunately for many companies it’s merely an afterthought; a set of deliverables created from a checklist at the end of product development. There are ten easily identifiable signs that can help forecast if a product launch may be in trouble. Signs you can address and fix before the launch becomes a disaster.
A Sharing of Gary Hamel's Book
Part 1: Facing up to the revolution
Part 2: Finding the revolution
Part 3: Igniting the revolution
Part 4: Sustaining the revolution
How to keep your Product Management sanity and perspective: John Milburn (Pra...ProductCamp Toronto
Is Product Management still the President of the product as development moves to Agile or Scrum? Why are we so confused? What’s changed, and what has remained the same?
Learn the fundamental of innovation concepts and foundation for value creation.
Learn Concurrent, reverse, value engineering concept and tools to facilitate successful innovation.
Lohra Miller highlights Marissa Miller this month as one of the most influential business women in the workforce today. Her dedication to excellence and living a balanced life is evident from her actions.
Living In An Agile World: the Role of Product Management When Development Goe...Pragmatic Marketing
No matter how agile Development is, you'll never build a successful product if the work being done isn’t aligned to the company strategy and market needs.
Living in an Agile World discusses how Agile development methods have drawn product managers into deeper tactical, technical activities than ever before. But spending so much time with internal teams means less time spent outside the company in the market.
Chris scafario's marketing and sales tools for successChris Scafario
Chris Scafario’s market development approach helps companies build a competitive edge resulting in top-line growth and improved margins, custom designed to meet individual client needs and tracked for a maximum return on investment.
In this presentation Chris Scafario shares a variety of marketing and sales programs, from strategic marketing solutions to tactical approaches for lead generation to support sales efforts.
If you ever wanted to learn more about: Strategic Planning, Competitive Benchmarking, Porter’s Five Forces, the Ansoff Model, Boston Matrix Analysis, Conducting Primary and Secondary Market Research, and Best Practice Marketing for Small Businesses Chris Scafario has put this presentation together to help you on your way.
How to make products that don't suck - RISE Austin - Mar 30 2012CompellingPM
Most start-up companies begin with what they think is a brilliant idea and they immediately jump to building the product, and most of these products suck. Creating innovative products that result in market breakthrough requires a process of multiple iterations of discovery that drive you deeper into understanding the market problems and how to solve them with a differentiated solution. Breakthrough products are based upon solving a significant Market Problem with a Product and Business Model that create a competitive advantage and a Market Strategy that motivates buyers to purchases your product. In this session, learn this iterative discovery process that leads to breakthrough products and how to apply it to your own products.
Is Your Product Launch Doomed
10 ways to identity an impending product launch disaster.
The process of introducing a product to market is a serious undertaking. Unfortunately for many companies it’s merely an afterthought; a set of deliverables created from a checklist at the end of product development. There are ten easily identifiable signs that can help forecast if a product launch may be in trouble. Signs you can address and fix before the launch becomes a disaster.
A Sharing of Gary Hamel's Book
Part 1: Facing up to the revolution
Part 2: Finding the revolution
Part 3: Igniting the revolution
Part 4: Sustaining the revolution
How to keep your Product Management sanity and perspective: John Milburn (Pra...ProductCamp Toronto
Is Product Management still the President of the product as development moves to Agile or Scrum? Why are we so confused? What’s changed, and what has remained the same?
Learn the fundamental of innovation concepts and foundation for value creation.
Learn Concurrent, reverse, value engineering concept and tools to facilitate successful innovation.
Lohra Miller highlights Marissa Miller this month as one of the most influential business women in the workforce today. Her dedication to excellence and living a balanced life is evident from her actions.
Yahoo would be unimaginable without its well-known, although publicly criticized CEO, Marissa Mayer. In the following presentation, we take a closer look at the corporate transformation undertaken by Yahoo’s leadership, while paying special attention to the change strategy used for trying to radically re-establish itself in today's changing environment. In so doing, we analyze the company’s turnaround strategy and discuss the advantages, as well as potential dangers such measures can entail.
Do successful companies think differently and act differently? Do they fear recession? How do they stay
at the helm as market or technology leaders? Do they pile on cash for future or invest now?
Katallaxy is a strategic marketing firm. We help companies of all sizes find opportunities in the marketplace, and fulfill those opportunities profitably. The business solutions we deliver reflect our practical experience, our multi-disciplined approach and our dynamic, entrepreneurial model.
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Pitney Bowes is a 90+ year old company that has been undergoing a transformation by shifting focus from Mail Stream Management to Customer Communications Management. We have been leveragining Portfolio Analysis as a key tool to help us allocate resources in our strategic planning process. The session will cover the approach we’ve taken, how to analyze core vs. growth offerings across a diverse portfolio of Hardware, Software and Services and what has and has not worked so far.
Portfolio analysis as a foundation to long term strategy.
Combining market, competitive and performance data to allocate resources across a diverse set of offerings.
Business Planning in Real Life, Part 1John Doxaras
In the context of "Innovation and Entrepreneurship" course of Health and Exercise MSc of University of Thessaly we gave the following lecture on business planning (http://www.pe-uth.gr/msc/). We adopted a case study approach elaborating on a project that resonates with the background of the majority of the students in the class, originating from medical, coaching and nutritionist backgrounds.
In particular we describe a fitness and biorhythms monitoring portal where end users upload their trainings and life-casting behaviors, socializing and getting advices from experts on fitness straining, diets, supplements and apparel!
We're a different kind of innovation firm.
Motiv is a premier innovation strategy consulting firm led by thought leader Jeneanne Rae. Our clients love working with us because we're more collaborative, joyful, and passionate than the typical consulting firm. While we're deadly serious about results, we like to create meaningful and energizing partnerships with our clients.
2. Every year only a few companies make it to the top. Why?
That’s where we have been working on, that’s our passion, that’s
our expertise……..
3. ONLY 1 IN 5 BREAKS THROUGH TO FAST GROWTH
• Growing with minimum of 60%
revenue growth in 3 years
• 18,8% of Dutch companies belong to
the top growing class
• But…. 18,8% is not the max.
Rate of fast growers 37,60%
18,80%
12,40%
4. CHARACTERISTICS OF THESE FAST GROWERS ARE KNOWN
Fast growers share:
Characteristics of Fast Growers*
• Explicit ambition
Ambitious growth
• Active market development
targets
• Active innovation
Product innovation
• Social intelligence and
cooperation
Service innovation
• Higher education level
• Strong international orientation Market development
(“Think big”)
Partnerships
Networks
Average
International outlook
Fast growers
0%
20%
40%
60%
80%
100%
*Source: Research ACE / EIM (2009) “Why some companies grow faster than others”
5. IT’S ALL ABOUT CROSSING THE CHASM TO NEXT STAGE
Every company has it’s natural revenue
barriers (e.g. 1 million) that they can’t
grow beyond:
• Serving a new group of users is
required;
• Breakthrough has to come from inside
Well-known thresholds to enter new
market successfully:
• Product vs. market focus;
• Technical functionalities vs. customer
benefits;
• Got to get out of comfort zone again;
• Drive and ambition to do things
differently and improve;
6. PRIMARY CONDITION FOR BREAKTHROUGH:
AIM FOR EXCELLENCE
Attitude of entrepeneur & team
• Think big, Belief in your goal, Be passionate
• Be open, Dare to act, Show stamina.
Insights in market(s)
• Go out, gain insights, Know your (potential)
customers’ issues;
• Pinpoint the market, Sell the problem.
Management of growth process
• Execute first, Incorporate feedback loop,
Stay open for change;
• Empower your team (“you need them”);
• Focus on clear step by step goals.
7. SECONDARY MECHANISM:
GROWTH HAS TO BE MANAGED IN 4 STEPS
1) Short term market 2) & 3) Realisation of the first 4) Continuing fast growth
development, focus growth and creating basics for high and creating mid term
and action
revenue growth, but also with ups company value
and downs, setbacks and failure
THERE IS NO INSTANT SUCCESS
8. SWEETSPOT FOR FAST GROWTH IS IN EXECUTION
DO AND DEVELOP:
Attitude
• Go out and get feedback
• Understand & learn
• Mistakes are OK
• Killer mentality, ready to improve
Insights
• Test and adjust propositions and
market approach
• Prove with facts & figures
• Accelerate when(ever) possible
Management
• Focus and steer on delivery
• Scale activities and results step-
by-step
• Get people out-of-comfort zone
9. RESULTS DELIVERED PRODUCES OUTPERFORMERS
DeBoest
Growth Management Partners
Average Annual
growth 39%
*Inspired by Gold Book of Venture Capital Firms, Bob Zider, “How Venture Capital Works,” Harvard Business Review
10. BUT BEWARE, FOCUS FOR GROWTH DIFFERS PER STAGE
Early Stage
Expansion or Development Stage
Later Stage
Growth
Seed stage
Start-up
First stage
Second stage
Mezzanine
Later stage
Stages
Validate market Find launching Commercial Market expansion
Enter new Boosting
potential
customers
planning
Upsell to existing markets / revenues
Feedback from POC to build BC
Structured clients
categories
market
Choose main market approach
More customers
Product
Potential market
Professionalize New regions
innovations
Focus for
customers in
Get expertise on marketing & Intensify
Growth
pipeline
board
sales
commercial
Build activities
propositions
Validate the Build Expand Provide working Fuel substantial Prepare for
business concept management production, capital once growth (typically initial public
Focus of the (e.g. build team and marketing, or shipping products provided to offering,
prototype, develop
company
complete sales capabilities
or providing business that are usually in the
business plan,
product services
at least break next 6 months
conduct market
research)
development
even)
to a year
Entrepeneur
Entrepeneur
Entrepeneur
Entrepreneur
Entrepeneur
Entrepeneur
Angel Angel investors
Traditional VC
Banks
Banks
Banks
Type of
investors
Traditional VC
Corporations
Traditional VC
Traditional VC
Traditional VC
stake- Fools, friends, Incubators
Corporations
Corporations
Corporations
holders
family
Buyout firms
Buyout firms
Incubators
Investment Investment
banks
banks
Inspired by Gold Book of Venture Capital Firms, Bob Zider, “How Venture Capital Works,” Harvard Business Review
11. Every year only a few companies make it to the top.
Is that that your ambition?
Then stop asking why!
JUST START TODAY
Remarks or questions? Want to discuss with us about these findings? Or
looking for practical examples? Please do not hesitate to contact Bram
Hulshof of DeBoest at bramhulshof@deboest.nl or +31 6 5339 0015