Hitendra Patel - Accelerating 10x Growth Through Innovation

Expo Gestao V1.0 05/03/2017 © 2008 -2017 IXL Center Inc. All Rights Reserved
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Accelerating 10x Growth
Through Innovation
EXPO Gestao
May 10, 2017

2
Accelerating 10X Growth Situation in Brazil
Brazil is going through a tough economic crisis
2009 2015
Corruption
Inflation
Unemployment
Strikes
Education
Crime
Health

3
Many companies are choosing survival as a tactic during these difficult times
1. Cash is King
2. Don’t Expand
3. Protect Yourself First
4. Don’t Take Risks
5. Clean House
6. Focus on Core
Six Tenants for Survival
Accelerating 10X Growth Situation in Brazil Survival Tactics

4
If you go to far then there is a risk that you business may not survive the
recession
Implications of Going to FarSurvival Tactics 101
Accelerating 10X Growth Situation in Brazil Implications of Survival Tactics
1. Cash is King
2. Don’t Expand
3. Protect Yourself First
4. Don’t Take Risks
5. Clean House
6. Focus on Core
• Cut muscle and bone and it will be hard to grow
• Stop investing in the future and there will be no future
• Abandon your friends and they may never trust you
again
• Focus too much on risks and you will eliminate all
opportunities for competitive differentiation
• Go too lean and mean and you lose essential flexibility
and entrepreneurship
• Win the battle and lose the war as new convergent and
disruptive trends emerge

5
However, the best companies lean forward during a crisis to distance
themselves from the pack to get 10X growth!
0
1
2
3
4
5
1998 2000 2002 2004 2006 2008 2010 2012
USA’s Market Share
%ofUSMarket
Financial Crisis
Accelerating 10X Growth Situation in Brazil Lean forward
Other Car Manufactures
• Sales drop
• All major players drop price
• Sales does not pick up
• GM/Chrysler File Bankruptcy
HYUNDAI
• Sales drop
• Hyundai holds price
• Offers bring your car back if
you lose your job
• Sales go up and market
share increases

6
You should lean forward to get 10X growth
Lean Forward
&
10X Growth
Pursue Survival
&
Shrink

7

8
IXL Center is a world leader in helping organizations through its IXLerator to
generate breakthrough ideas and drive them to commercialization
Our Point of View Our Experience IXLerator
10x Growth
Lean Accelerator
• Public Companies
• Private Companies
• Non-profits
• Start-ups
Helps Drive

9
Five years ago, the Colombian government asked IXL to help them develop
hundreds of entrepreneurs to drive economic growth with $8 MM
Colombian Government
Generate thousands of jobs and new tax revenues
Drive Growth through Entrepreneurship
We said , “You are wasting your money! We are not Interested!”
• Seed hundreds of start-ups
• Fund each with $100 K
• Some of them become the next Facebook

10
Instead of driving growth through start-ups, we suggested driving 10X growth
in existing companies where there is less risk
CEO/Founder Knows How-To
• Hire or Fire People
• Do Accounting and Finance
• Make or Sell Things
• Be Resilient
Existing Companies have Assets
That Can Be Leveraged
• Customers
• Suppliers
• Competences
• Teams
• Some Cash/Credit
DRIVE 10X GROWTH
w/ LESS RISK

11
We took cohorts of 20-30 companies across a structured and discipline six
month program focused on Purchase Order as the deliverable
Mes 0 Mes 2 Mes 3 Mes 4Mes 1 Mes 5 Mes 6
Taller 1
WORKSHOPS
WEBINAR
WORKING
GROUPS
CONSULTING
Taller 2 Taller 3 Taller 4
4 5 6 7
Pre-workshop
webinar
2 3
Workshop 1
FAQ
Pre-workshop 2
webinar
Workshop 2
FAQ
Pre-workshop 3
webinar
Workshop 3
FAQ
Pre-workshop 4
webinar
1 2 3 4 5 6
1

12
Over the last 4 years, we worked were asked by the Colombian Government to
do the same program with an increasing number of companies
20
50
120
233
0
50
100
150
200
250
2014 2015 2016 2017
#ofCompanies
Year
Companies Accelerated

13
These companies came from all industries and ranged from small to very large
companies
We have worked with 400 companies in the past 4 years

14
100% of the companies were able to generate a growth idea with 60% having
received a purchase order in less than 6 months
100%
generated a
new growth
idea
60%
were able to
get a Purchase
Order in
6 months
$25
Million
total value of
Purchase
Orders
Results Delivered within Six Months*
2X
Return on
Investment
within 12
months
*Results reported by the National Science Foundation of Colombia

15

16
The Innovation Journey as assumed by the CEO ….
Our Point of View Making 10X Ideas Real Innovation Journey
Finish
Start
Actual
Impact
Big
Idea

17
The Innovation Journey as assumed by a Manager….
Finish
Start
Actual
Impact
Big
Idea

18
The real Innovation Journey ….
Finish
Start
Actual
Impact
Big
Idea

19
What to DO What NOT to DO
We have learned a lot of what to do and what not to do in this process
Our Point of View Lessons from the Leaders

20
These are seven key success factors you need to have to drive 10x growth in
your company
Our Point of View Lessons from the Leaders Key Success Factors
1. CEOs who want 10x growth get 10X growth
2. Ideas that leverage existing capabilities and markets are more actionable
3. Project teams of 4-5 individuals with mind-sets of explorers deliver results
4. Innovation process with multiple rapid learning-cycles find a path forward
5. Teams that partner get things done faster and for a lower cost
6. Teams that focus on getting a customer get leadership support
7. Leaders who monitor team progress get results

21
CEOs must want and communicate 10x growth for
their companies

22
Consistently communicating one innovation definition & creating an innovation
imperative states the urgency to change, and provides focus for team efforts
What to DO
• Leaders establish clear growth goals and metrics
• Provide a clear direction for what type of growth is
interesting for the company
• Repeats same message at every occasion
• Stay the path
CEO Wants &
Communicates 10X
Growth
Driving 10X Growth CEO Drives Innovation Lessons learned

23
Ideas that leverage existing capabilities and markets
are more actionable
Industry Definition and
Beyond
Your Company

24
Understanding current capabilities and markets allows you to focus in an
actionable growth platform
Driving 10X Growth Actionable Ideas Lessons learned
Ideas Leverage
current capabilities
What to DO
• Idea must have potential to provide 10X growth
• Provide a clear criteria for prioritizing best ideas that
• Leverage existing capabilities for actionability
• Utilizes core competences to provide differentiation
• Provides a compelling value proposition to customers
and partners
• Link similar ideas together to harness synergies and
learnings

25
Dedicated project teams of 4-5 individuals with
mind-sets of explorers deliver results

26
Dedicated project teams of 4-5 individuals deliver the best results
Innovation
Teams
Driving 10X Growth Project Teams Lessons Learned
What to DO
• Team Size of 4-5
people deliver better
results matters
• Team allocated of
more than 50%
results in 4X higher
value purchase order
# of People in a Team
ScorecardImprovement
2 3 4 5
<60% >60%
Avg.ValueofPOsAvgValueofPOs

27
Indivudal on teams project teams of 4-5 individuals with mind-sets of
explorers deliver results
Innovation
Teams
Driving 10X Growth Project Teams Lessons Learned
What to DO
• Individuals on teams have an explorer-mind-set
• Team-mates bring different skills to the team and
embrace/appreciate the value brought by different individuals
• There is an assigned leader of the team

28
Innovation processes have multiple rapid learning-
cycles to find a path forward

29
Being Prepared for Obstacles means learning to pivot as you experiment and
iterate
Finish
Big
Idea
$$$
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Experiments
Results
Experiments
Results
Experiments
Results
Start
Driving 10X Growth Innovation Process Iterate & Experiment

30
Companies that focus on artifacts and iterate them 5x (or more) are 82% more
likely to get a purchase orders/letter of intent
Iterate &
Experiment
Driving 10X Growth Innovation Process Iterate & Experiment
What to DO
• Recognize that innovation is a journey of exploration and
not a recipee
• Design in opportunities to learn-by-doing what works but
also equally what does not work
• Re-do is part of the innovation process

31
Teams that partner get things done faster and
for a lower cost
We have the
equipment
that you do
not have
Who else
can help us
build this
concept?
I can provide
the channel to
market
Our team
cannot do all
of this alone

32
Accelerate Through Partners
Making 10X Ideas Real Acquire Competencies through Partners
Finish
Big
Idea
$$$
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Obstacle
Ahead
Start

33
Companies that focus on innovating through alliances are 70% more likely to
get a purchase order
Partnerships &
Alliances
Driving 10X Growth Alliances Lessons Learned
• Innovation is about going fast
• Partners with know-how allow you do things better, faster
and cheaper
• Think win-win with all strategic partners
• Companies who partner have higher probability of getting
a PO
What to DO
# Alliances formed
%ofCompaniesthat
gotPOorLI

34
Teams that focus on getting a Customer or Purchase
Order get leadership support
Customer/
Purchase Order
Business
Plan

35
Companies investing 60% (Or more) of the time in building the business could
get 4x larger Purchase Orders and traction with their management teams
Get a Purchase
Order
Driving 10X Growth Leadership Support Get a Purchase Order
• Get insights about your 10X growth concept from the
market and not the conference room
• Use business artifacts to develop the customer, supplier
and partner value propositions e.g. The Brochure
• Get the Purchase Order or Letter of Intent to get
alignment and commitment from customers and your
leadership team
What to DO

36
Leaders who monitor and review team progress get
results
Driving 10X Growth CEO Support Monitor Results
Management Review meeting
Time
TeamEffort

37
Senior leader support makes significant impact on the speed, likelihood and
size of purchase orders
Management
Oversight
• Regular CEO oversight results in 7X more Purchase
Orders
• CEO support results in 200X higher value Purchase
Orders
What to DO
CEO Review
CEO Review

38
These are seven key success factors you need to have to drive 10x growth in
your company
Our Point of View Lessons from the Leaders Key Success Factors
1. CEOs who want 10x growth get 10X growth
2. Ideas that leverage existing capabilities and markets are more actionable
3. Project teams of 4-5 individuals with mind-sets of explorers deliver results
4. Innovation process with multiple rapid learning-cycles find a path forward
5. Teams that partner get things done faster and for a lower cost
6. Teams that focus on getting a customer get leadership support
7. Leaders who monitor team progress get results
Lean Forward & Drive 10X Growth

39
About
hitendra.patel@ixl-center.com
www.ixl-center.com

40
Hitendra Patel, Ph.D.
Innovation Guru
Professor for Innovation and Strategy
Innovation Books
Innovation Speeches
Innovation Clients
MBA Faculty

41
Hitendra Patel is a recognized innovation thought leader and speaker, an innovator
who developed ideas and built businesses and a global professor of innovation
Speaker Bio
Hitendra is the Managing Director of the Center for Innovation, a global innovation consulting
company based in Cambridge, MA. He has helped over 50 global companies and their executive
teams build innovation capabilities and get innovation results. He has helped drive innovation
transformation initiatives at companies like Johnson Controls, Hewlett Packard, LG, Alibaba.com,
CEMEX, Cadbury, Verizon, and P&G. He understands how to make innovation real from the top-
down and bottom-up in complex and large organizations.
Hitendra is a Professor of Innovation and Growth at various top MBA programs and has taught
innovation to over 5,000 students. He developed and leads the largest global innovation action
program in the world. He co-founded the Global Innovation Management Institute and has been
the main driver for creating certification testing standards to make innovation a management
discipline across the globe.
Hitendra is also a co-founder of the Hult Prize, the world’s largest start-up accelerator for budding
young entrepreneurs that provides an annual prize of $1 Million. The Hult Prize partners with
President Clinton and sources globally for the best solutions/teams to end poverty in slums.
Hitendra designed and manages the IXLerator for the Hult Prize.
Hitendra is a thought leader in innovation having written books such as Greenovate!,
Connectivate! and Healthovate! and is currently working on DOTS! He is a global speaker having
given keynote speeches at many international conferences and kicked off many executive
leadership summits of Fortune 1000 companies.
Hitendra was a senior leader of Monitor Group's Innovation Practice. Before that he worked as an
innovation expert at Arthur D. Little. Prior to consulting, Hitendra was technologist working at
Motorola and is the owner of six patents. He is also a founder of various venture-backed
companies and an angel investor.

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