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What is ASSA ABLOY’s “Burning Platform”?

Crossing the Chasm from Product Idea to Sales. What is ASSA ABLOY’s “Burning Platform”?. Cruzando al abismo. From Idea. To Sales. Accelerating Commercialization. Accelerating Commercialization.

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What is ASSA ABLOY’s “Burning Platform”?

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  1. Crossing the Chasm from Product Idea to Sales What is ASSA ABLOY’s“Burning Platform”? Cruzando al abismo From Idea To Sales Accelerating Commercialization

  2. Accelerating Commercialization Our goal is to work in cross-functional teams to build bridges...and cross the chasm faster!

  3. There are two foundational elements that drive commercialization

  4. Making Innovation a Repeatable Process Two foundational commercialization elements:New Product Development Process Reality Concept

  5. End Users Two foundational commercialization elements:Go-to-Market Strategy Develop Innovative Products & Solutions Understand & meet end user needs & generate demand Strengthen Channel Partnerships Added value Channel Partners Contractor Integrator Installer Products & Solutions Manufacturer Influence the Influencers Influencers Codes & Standards 5

  6. Effectively linking these two elements is key to accelerating commercialization! From Idea To Sales Our target: Reach 1st $1mi sales faster:>25% of sales, from NPD intros within last 3 yrs. Go to market & Commercialization Innovation Process (PiP)

  7. …and, we need your leadership to help accelerate commercialization!

  8. Accelerating CommercializationThere are lot’s of opportunities for innovation… High SalesGrowth • VA/VE • LCC Sourcing • Life-extendingPatents • Improved Quality “Killing” Low Low Risk/Uncertainty High 8

  9. Aesthetics Sustainability Logistics Services Accelerating CommercializationThere are lot’s of opportunities for innovation… High SalesGrowth • VA/VE • LCC Sourcing • Life-extendingPatents • Improved Quality “Killing” Low Low Risk/Uncertainty High 9

  10. Aesthetics Sustainability Logistics Services Accelerating CommercializationThere are lot’s of opportunities for innovation… High • New Bus. Models • Niche Applications • Technology • Codes, standards, regulations SalesGrowth • VA/VE • LCC Sourcing • Life-extendingPatents • Improved Quality “Killing” Low Low Risk/Uncertainty High 10

  11. Accelerating CommercializationThere are lot’s of opportunities for innovation… High SalesGrowth “Killing” Low Low Risk/Uncertainty High 11

  12. High SalesGrowth Harvesters Low Risk/Uncertainty Low High Accelerating CommercializationRequires different sales & marketing skills Pioneers Hunters “Killing”

  13. Accelerating CommercializationASSA ABLOY’s “Pioneers” Hall of Fame Tom Lewis Angelo Faenza BIM PERSONA/WiFi Joey Kingma Robb Tibbling Tom Kaika Sandy Matheny Leslie Saunders MicroShield eCylinders Deco Openings

  14. Commercialization Plan Elements for a Successful Business Model ProductOffering OperationalPlan PricePositioning TargetMarket InfluencingInfluencers ChannelStrategy DemandGeneration

  15. Quantum innovation >>Observe your customers’ pain “Take-Aways” • Don’t give up on the low end; keep the monkeys out. Love all markets and all margins!

  16. Quantum innovation >>Observe your customers’ pain “Take-Aways” • Don’t give up on the low end; keep the monkeys out. Love all markets and all margins! Think micro-niche segments & sales specialists • If you’re not on the edges of your market, you’re not positioned to innovate.

  17. Avoid adding un-necessary features. Monkeys will offer good-enough products. “Take-Aways” • Survival is an option; it’s a choice. • Bowling Alley:Building the market step-by-step Think micro-niche segments & sales specialists

  18. “Take-Aways” Market Leadership CustomerIntimacy ProductLeadership Product Leadership Operational Excellence OperationalExcellence Customer Intimacy

  19. Think different, think big • Start small, start several • Experiment a lot, fail fast, fail cheap,learn quicly • e.g. new channels, micro-niche segments… • Prototype rapidly • Pour resources only after proof of concept “Take-Aways” Celebrate Success & Failure

  20. Increase speed to market with new technologies Improve commercialization skills As solutions range & complexity increases  need more sales specialists & more demand generation with key decision makers Improve product line management skills US / Can markets changing = new micro segment opportunities MFH, Healthcare, retrofit aftermarket (Wholesale) Expand further into Central and South America Keep radically reducing costs (the foundation to keep funding innovation and growth!) Supplier network management, planning & logistics skills Leverage more IT across the business Americas Division: challenges, opportunities & priorities

  21. The journey continues…

  22. Everyone loves innovation… …as long as it doesn’t require change… Our job is to drive & accelerate change…

  23. …and, we need your leadership to help accelerate commercialization!

  24. Accelerating Commercialization Thank You and Safe Travels!

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