When you are running a global business, how can you bring together dispersed R&D teams and create clear direction for technology development that addresses market needs in different segments and geographies? AJ and Simon will share their insights from a recent innovation roadmapping project designed to achieve just this for Hilti Solar, as well as identifying the transferable lessons applicable to other industries.

1. Mapping a Bright Future
Using innovation roadmapping
to enhance Hilti Solar’s position as a pro-active market leader
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Innovation Day 2012
Arend Jan van Bochoven, Cambridge Consultants
Simon Rolshoven, Hilti Solar
Commercially Confidential 5 November 2012 S3938-P-065 v4.1

2. Content:
1 Hilti Solar outset situation
2 Mapping a bright future for Hilti Solar
3 Key benefits and learnings
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3. Hilti Solar outset situation
Hilti delivers systems solutions and has rapidly grown its solar business from its
core business of fastening systems
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4. Hilti Solar outset situation
Hilti Solar offers PV mounting solutions for roofs and fixed parks
Shadowing Solar glass Façade
BIPV
Effort of mounting
Residential homes Public Buildings Large industrial
Roof
mounted
Off-grid Tracking Solar Parks Fixed Solar Parks
Ground
mounted
Size of the system
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5. Hilti Solar outset situation
Hilti has an established team of solar specialists in every major solar market
Southern / Western
Europe:
Team of 86 Solar
employees Central / Eastern Europe:
Team of 8 Solar Specialists
Asia Pacific:
Team of 10 Solar
employees
North America:
Unirac
100 employees
More than 230 solar dedicated employees all across the globe
Commercially Confidential 5 5 November 2012 S3938-P-065 v4.1

6. Content:
1 Hilti Solar outset situation
2 Mapping a bright future for Hilti Solar
3 Key benefits and learnings
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7. Mapping a bright future for Hilti Solar
Hilti mandated CC to develop a technology roadmap
Hilti Roadmap targets Project & partner needs
Business driven roadmap Alignment of all functions
Increase Unirac integration Secure mid-term product pipeline
3-5 year time horizon Moderation & innovation expertise
Cambridge Consultants
Over 300 engineers, Innovation facilitators &
scientists, designers technology management
& innovators methods
Commercially Confidential 7 5 November 2012 S3938-P-065 v4.1

8. Mapping a bright future for Hilti Solar
We will show how we addressed the needs of Hilti Solar, using a customised
innovation roadmapping approach
~10 weeks
Task 1 Task 2 Task 3 Task 4 Task 5 Task 6 Task 7
Concept
Interview Roadmapping Validate Final
Kick-off Generation Solution Map
Programme Workshop Resource Plan Presentation
Workshop
Top people need to Diversity in stimuli The power of
expose their views breeds quality the moderator
Quickly immerse team Work together Multiple ‘lenses’
sufficiently to challenge but separately to balance portfolio
Commercially Confidential 8 5 November 2012 S3938-P-065 v4.1

9. Mapping a bright future for Hilti Solar
Exposing the personal views of stakeholders was key because presenting
strategy and defining prioritisation criteria engaged them in the project early on
Definition Brainstorming Review
Homework
workshop workshop workshop
Senior management Technical experts Senior mgmt
Business strategy Brainstorming Elaboration of Presentation
elevator pitches of results
Selfish needs Elevator pitches
Knock-out criteria Rating of Review of
Weighting criteria elevator pitches rating
e.g. Time to market, cost, risk,
fit to Hilti business model…
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10. Commercially Confidential 10 5 November 2012 S3938-P-065 v4.1

11. Mapping a bright future for Hilti Solar
A powerful and flexible moderator is key to successful workshops and a
successful project
Directive
Co-operative
Autonomous
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12. Mapping a bright future for Hilti Solar
Immerse the consulting team quickly so it can challenge the experts
Hilti Solar Industry Cambridge Consultants
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13. Mapping a bright future for Hilti Solar
Diversity in innovation inputs, both from the industry and beyond, breeds quality
Inputs from PV industry to pull roadmap Inputs from other industries to pull roadmap
Solar experts CC experts
Industry Stimuli to pull the roadmap
trends
to address business needs
with relevant innovations Technology
Customer needs
Product stimuli
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14. Mapping a bright future for Hilti Solar
How do these objects trigger creative new fixing solutions for Hilti Solar?
Commercially Confidential 14 5 November 2012 S3938-P-065 v4.1

15. Mapping a bright future for Hilti Solar
Working together and separately brought the dispersed teams closer together
1. Brainstorm & Cluster 4. Validate & action roadmap
(Cambridge, UK) (Liechtenstein)
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3. Create roadmap 2. Develop elevator pitches
(San Francisco, USA)
Project team in three dispersed locations:
1 Hilti Solar, Liechtenstein
2 Unirac, Albuquerque, USA
3 Cambridge Consultants, Cambridge, UK
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16. Mapping a bright future for Hilti Solar
Solution map is a ‘lens’ to give a value chain view to ensure roadmap coverage
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17. Mapping a bright future for Hilti Solar
However, multiple ‘lenses’ are needed to balance the roadmap and ensure its
ambitions are achievable
+22%
5 50 44
37 39
40
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30
20
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Fit
3 M 10
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Attractiveness G
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Likelihood of Success
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18. Content:
1 Hilti Solar outset situation
2 Mapping a bright future for Hilti Solar
3 Key benefits and learnings
Commercially Confidential 18 5 November 2012 S3938-P-065 v4.1

19. Key benefits and learnings
Benefits Be a pro-active leader
Sell new ideas
internally
Commitment
& confidence Bond Hilti EMEA & USA
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20. Key benefits and learnings
Key learnings
1. Consultants investing time upfront to understand the industry pays off
2. Stakeholder management by senior management exposing their views
– Honest and open engagement of senior management ensures buy in
3. External stimuli generate new ideas beyond known concepts
– Structured review makes sure all stones have been turned up
4. The moderator is essential to drive through difficult phases in a project
5. Face time between geographically separate organisations is fundamental to build
trust and ensure good communication
Commercially Confidential 20 5 November 2012 S3938-P-065 v4.1