The presentation discusses opportunities and challenges for data-driven business development. It defines business development as tasks that analytically prepare and support growth opportunities but do not include deciding or implementing strategy. The presentation identifies opportunities in data/analytics, optimization, and new services/models, but also barriers like mindset, capabilities, customer knowledge, and data access. It proposes nine capabilities across three dimensions that can enable data-driven growth and introduces the DataProfit tool for assessing capabilities.

1. IMPAKT GmbH
Business Development
Beratung & Services
www.im-pakt.de

2. DATA-DRIVEN
BUSINESS DEVELOPMENT
@TechQuartier | #DataDriven | @hanseibe
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Slides are available at www.eibeconsulting.com

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
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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
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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
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6. What type of growth?
9
Strategy
Strategy
The Future
Growth
Opportunity
Growth
Opportunity
Growth
Opportunity
Growth
Opportunity
?!
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| DATA-DRIVEN BUSINESS DEVELOPMENT |
Nerd corner:
Strategy Development
Business Development

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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
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9. Growth
Opportunity
…in the development phases
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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”

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Slides are available at www.eibeconsulting.com

11. Filters, traps, and…
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12. What’s the ’Big’ in Data
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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
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14. Capabilities for data-driven
growth
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15. DataProfit: a capability map
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16. DataProfit: tool examples
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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
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18. Q&A
growth@eibeconsulting.com
+45 2710 2152
@hanseibe
linkedin.com/in/hanseibe/
blog.cbs.dk/bigdata/
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Slides are available at www.eibeconsulting.com

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”
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