About this Author
Gwen Smith Ishmael, Sr. Vice President of Insights and Innovation at Decision Analyst in Arlington, TX, has led marketing and new product development activities in the CPG and technology industries since 1986. She also conceived and developed ground-breaking Web-based promotional vehicles, two of which are patent pending. Gwen holds an MBA in Marketing and is a featured speaker on insights and innovation around the world. Her writings have been featured in international text books, most recently in Managing 4 Ps of Marketing FMCG Sector, and Product Innovation: A Strategic Tool for Growth, by ICFAI Publications, 2006 and 2007, respectively.
Founding Author

Renee Hopkins Callahan started IdeaFlow and serves as chief blog-wrangler. She is Director of Innovation Services at Decision Analyst in Arlington, Texas, is a former journalist who worked as an editor and reporter for The Dallas Morning News and the Nashville Tennessean, and was managing editor of D, the Dallas city magazine. She has a master's degree in rhetoric and has also taught college-level English and informal logic.
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February 28, 2007
Posted by Renee Hopkins Callahan
Sami Viitamaki emailed me this model for crowdsourcing. He calls it the FLIRT model. I like this -- it offers a useful way of viewing many crowdsourcing efforts.
I think what would be fascinating would be some kind of meta-view of crowdsourcing in general. In the main it's not new. And some of the "old" methods have their places, still. And some of the old methods have undergone and will continue to undergo change. For example, marketing research is an "old" method that is scoffed at by many today, but it has its uses even in the crowdsourced world.
And crowdsourcing brokers, as Sami quite rightly calls Innocentive, are serving yet another purpose. I don't think there's any one way that's best for companies to open themselves to customer communities, but discovering all the ways to do this and all the ways Web 2.0 is changing this landscape is immensely helpful.
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+ TrackBacks (0) | Category: Crowdsourcing | Customer Co-Creation | Customer Viewpoint | Marketing | Marketing Research | New Products | Open Innovation
January 26, 2006
Posted by Renee Hopkins Callahan
Part 3 of a four-part series from the paper Looking for Ideas in All the Wrong Places, An Argument for Staying in the Box, by Gwen Smith Ishmael and Renee Hopkins Callahan
Why Staying In The Box Is A Good Thing
Although staying in the box is not a widely used approach, it certainly is a highly respected one. One of the world’s leading experts on creative thinking had this to say about idea generation as many of us might define it:
“There are far too many practitioners out there who believe that creativity is just brainstorming and being free to suggest crazy ideas. Creative thinking is different from normal thinking. It is not just normal thinking that is more free.
“...If we suspend judgment, feel innocent and childlike, and try to use the right side of the brain, should we not then be creative? We will certainly be more creative than before, but not very much more. We will be able to use our natural creativity. Unfortunately, natural creativity is not very powerful.
“It is not enough to be innocent and uninhibited and to have a creative attitude. The normal behavior of the brain in perception is to set up routine patterns and to follow these. In order to cut across patterns we can use deliberate techniques ... These techniques can be learned, practiced, and used deliberately.”
Serious Creativity, Dr. Edward de Bono
Creativity Inside The Box
As Dr. de Bono states, we will be creative, at least to a degree, if we allow ourselves free reign to come up with whatever sounds unique and original. In this way we will usually come up with a few new and innovative ideas. But by staying in the box, we force our brains to acknowledge reality, and we dig down beyond the obvious. In this way, we will come up with greater numbers of ideas, and these ideas will be not only new and innovative, they will also be more likely to work within our reality.
When we venture outside the box, the lack of constraints actually can work to our detriment. If we are given permission to wander and ignore the constraints of the business, the result can be lots of ideas that span a very broad range, but that are shallow and not highly actionable.
In the past few years, TLC’s Trading Spaces has been one of the most popular reality shows in America. What was it that made the show so irresistible to viewers? Was it the creativity of the designs or the drastic nature of the makeovers? In part, yes. But if those were the only reasons, why weren’t shows such as Designing for the Sexes or Homes Across America just as popular?
What truly set Trading Spaces apart was the fact that every one of those amazing transformations was the result of creative thinking that took place inside a well-defined box:
1. The design budget was held to $1,000.
2. The timeframe in which to create the new look was limited to two days.
3. The work was done by one designer, one carpenter, and two homeowners.
Because the teams were forced to work within the constraints of budget, time, and resources, their designs were much more innovative than if they had been allowed the freedom to change the shape of the box, or ignore it altogether. Do you really think we would have seen chandeliers made of tree branches sprayed with silver paint and wrapped with Christmas tree lights if the homeowners had been given larger budgets?
MasterCard represents another example of creativity inside the box. For a good portion of the 1990s, Visa was the undisputed leader in the credit card industry, in large part due to its “And They Don’t Take American Express” campaign. The ads were designed to appeal to consumers’ desires to experience the best in life, to reach a level of achievement beyond that which most people could ever hope to enjoy – sort of a “you-are-what-you-buy” position.
MasterCard, on the other hand, had launched five different advertising campaigns within a decade, none of which had provided the brand with anything it could claim as its own. So, the company took a step back and examined the box in which it lived. Then, it created a campaign that built on the virtues of that box – the “Priceless” campaign.
Rather than positioning itself as the card that could give people the lifestyles of the rich and famous, it focused on enhancing the quality of consumers’ every day lives. The company’s 2004 annual report refers to the positioning as “the better way to pay for everything that matters.” As a result, there were 16,700,000,000 MasterCard transactions around the world in 2004, growth to which the company attributes in large part to its “Priceless” campaign.
PREVIOUSLY:
Part 1, Introduction
Part 2, The Goal of the Fuzzy Front End
NEXT: Part 4, What Goes Inside the Box
[Technorati Tags: innovation ideas creativity new product development]
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+ TrackBacks (0) | Category: Creativity | Idea Generation | In the box innovation | Innovation, General | Looking For Ideas In All The Wrong Places | New Products | White papers
January 25, 2006
Posted by Renee Hopkins Callahan
Part 1 of a four-part series from the paper Looking for Ideas in All the Wrong Places, An Argument for Staying in the Box, by Gwen Smith Ishmael and Renee Hopkins Callahan
Many issues are still debated when it comes to new product innovation, but fortunately marketers and product developers seem to have stopped debating the issue of whether or not it’s important to keep the product and service development pipelines full. This is critically important. Study after study has demonstrated that new product and service success is relatively rare, such as the London Dun and Bradstreet study in which the accompanying chart was found. As the chart indicates, for every profitable new product, there are approximately sixty ideas or concepts that do not make it to market successfully.
Much has been said regarding the importance of having a structured, repeatable process for new product and service development. Experts such as Dr. Robert Cooper and his colleagues have spent countless hours laboring on defining exactly what such a development process should look like, resulting in charts now familiar to many new product developers.
Yet even Dr. Cooper has stated,
“Don’t expect a well-oiled new product process to make up for a shortage of quality ideas: if the idea was mundane to start with, don’t count on your process turning it into a star!” Optimizing the Stage-Gate Process. What Best Practice Companies are Doing – Part 1, Cooper, R., Edgett, S., Kleinschmidt, E., 2002
So while there’s not much debate that success in the Idea Stage, or the Fuzzy Front End as it’s often called, is critical to the success of a new product development and innovation program, there’s still a great deal of discussion about why the Fuzzy Front End is such a challenging part of the product or service development process. Perhaps this is because, unlike other portions of the development process, more time has been spent in this sort of discussion compared to the relatively small amount of time that has been spent defining how to make the Fuzzy Front End more efficient and productive. Or perhaps it’s because of the still-pervasive notion that ideas are just supposed to “appear” from customers, or employees, or from some corporate initiative encouraging people to be creative and innovative.
It’s our experience that it is possible to structure the Fuzzy Front End in such a way that it not only produces innovative results, but that those results can positively affect the entire development process.
NEXT: Part 2, The Goal of the Fuzzy Front End
[Technorati Tags: innovation ideas creativity new product development]
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+ TrackBacks (0) | Category: Creativity | Customer Viewpoint | Idea Generation | In the box innovation | Innovation, General | Looking For Ideas In All The Wrong Places | New Products | White papers
December 23, 2005
Posted by Renee Hopkins Callahan
Dilbert on the state of new product innovation (click image to see larger version in a popup window):

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December 9, 2003
Posted by Renee Hopkins Callahan
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| Category: Commercialization | Creativity | Customer Viewpoint | Innovation, General | Marketing | New Products | Technology
November 26, 2003
Posted by Renee Hopkins Callahan
In previous chapters, The Innovators Solution authors Christensen and Raynor explored a disruptive strategy of competing against nonconsumption. But in so doing, companies are faced with the immediate challenge of how to find and sell to the nonconsumers who can become your customers. A case study with which many of us are familiar how Sony scored numerous times with disruptions such as the transistor radio and the Walkman illustrates the point perfectly.
The Sony case also illustrates another point made in this chapter, which is that disruptive products often require disruptive channels for sales and distribution. This point is even more pertinent when you use the broader definition of channels that the authors are using: A companys channel includes no just wholesale distributors and retail stores, but any entity that adds value to or creates value around the companys product as it wends its way toward the hands of the end user. Example: computer makers such as IBM and Compaq are the channels through which Intels microprocessors and Microsofts operating system reach the end-use customer.
So if a disruptive strategy of competing against nonconsumption makes so much sense, the authors point out, why do incumbent companies do the opposite, which is trying to stretch the disruptive innovation to compete against and ultimately supplant established products sold by well-entrenched competitors in large, obvious market applications? The answer has to do with resource allocation.
Mistake No. 1 is to frame the disruption as an opportunity. Christensen and Raynors theory (much of which they credit to HBS professor Clark Gilbert) is that the disruption should be framed not as a potential opportunity for further growth, but as a threat to existing business that cannot be overlooked. Framing the disruption as a threat allows for top-level resource commitments. Then the disruptive technology should be developed by an autonomous organization (another division, a spin-off company) that can frame it as an opportunity.
Mistake No. 2 is to promise big numbers in the future in exchange for resources in the present. The very effort of trying to articulate a convincing case for resources actually forces the entrepreneurs to cram the innovation as a sustaining technology in the existing market, because the biggest markets whose size can be substantiated are those that already exist. Then when the results fall short of the promised numbers because the market of nonconsumers is not being effectively targeted resources are cut.
The authors suggest that companies that try new-market disruption establish a parallel process in which to evaluate potentially disruptive opportunities, a process in which the go/no go decisions are made based not on numerical rules but on how well they fit the pattern for disruption already explicated by the authors. And even then, the best that can be predicted is that the initial conditions are conducive to successful growth.
Disruption is, after all, still a risk.
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| Category: Books | Clayton Christensen | Commercialization | Customer Viewpoint | Innovation, General | Marketing | Marketing Research | New Products | Technology
November 19, 2003
Posted by Renee Hopkins Callahan
Back to Innovators Solution Chapter 3, What Products Will Customers Want To Buy? is one that hits close to home for me, considering the business my team is in (and our company). But theres a disappointment on the first page of the chapter: Over 60% of new product efforts are scuttled before they ever reach the market, and of the 40% that do see the light of day, 40% fail to become profitable and are withdrawn from the market, says Christensen. The disappointment isnt just that the failure rate is high, but that the numbers are sourced (in one of those wonderful endnotes!) from a 1996 publication the book Wellsprings of Knowledge by Dorothy Leonard (actually, the endnote says the book was published in 1996; Amazon says the hardback came out in January 1995 and a paperback version in 1998). In client presentations weve been using similar numbers that weve sourced from a 1998 Dun & Bradstreet study, but its disappointing to find even older numbers in a hot-off-the-press book.
In any case, Christensen points out that though the new-product failure rate is high, failures are not really random. They are a result of the difficulty of the task: How to connect disruptive innovations with the right customers to create a foothold in the market, then grow profitably along the sustaining trajectory. And identifying those disruptive footholds means connecting with specific jobs your customers are trying to get done in their lives.
Interesting discussion about market segmentation, which he defines as the categorization stage of theory building. And heres correlation vs causation again according to Christensen, attribute-based categorization of either/both products or customers can reveal correlations between attributes and outcomes
but only
circumstance-based categorization (ie., segmentation schemes) tell causality what features, functions, and positioning will cause customers to buy a product.
In other words, customers hire products to do specific jobs, so its best to segment the markets to mirror the way customers experience life. The critical unit of analysis is the circumstance, not the customer, which to me suggests qualitative, not quantitative, research. My instincts tell me this is right. And it actually also fits with the way we already structure our ideation projects, so that makes me all the happier about it!
Bottom line: One disruptive strategy is to compete against nonconsumption for nonconsumers. Traditional quantitative market research wont identify these folks or the jobs they are trying to do. The best way to determine this market is to observe what people seem to be trying to do, then ask them about it. And only after you have identified those needs would you then move into quantitative research to determine the size of the market. Until you know whats needed, you cant figure out how many people might have that need.
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| Category: Books | Clayton Christensen | Customer Viewpoint | Marketing | Marketing Research | New Products | Technology
November 7, 2003
Posted by Renee Hopkins Callahan
"Voice of the Customer" will be held Dec. 8-10 in Coconut Grove, Fla. This conference, which is the only PDMA-endorsed "Voice of the Customer" event, incorporates VOC findings throughout the value chain, from new product development and brand strategy to product launch in the B2B or retail space.
On the agenda: Professor Gerald Zaltman of the Harvard Business School (author of How Customers Think) and conference chairman Dr. Joseph Plummer, EVP of McCann-Erickson Worldgroup will present - for the first time publicly - their marketing survey findings on the newest corporate top-line priority: Creating Consumer Demand.
Please note: IdeaFlow is a media partner for this conference. That means we're involved with the conference, though no actual money is changing hands! If you register because you saw this, please let them know.
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| Category: Conferences | Customer Viewpoint | Marketing | Marketing Research | New Products
Posted by Renee Hopkins Callahan
A lengthy power outage at my hotel today kept me away from blogging, but it's been resolved now, and so on to Chapter 2, which I read on the plane yesterday.
Here's another one of those counterintuitive statements that, once you think about it, seems perfectly obvious -- "Few technologies or business ideas are intrinsically sustaining or disruptive in character. Rather, their disruptive impact must be molded into strategy as managers shape the idea into a plan and then implement it." Those who would argue for a process view of innovation already understand this. Innovation is relative to the context in which it occurs.
And even the type of innovation is contextually relative -- "an idea that is disruptive for one business may be sustaining to another."
This chapter also introduces a third contextual dimension to the disruptive innovation model introduced in Dilemma. In this dimension lie the contexts of consumption and competition that give rise to two different kinds of disruptions -- new-market disruptions in which the new technology, service, or product is aimed at introducing new people into the market, and low-end disruptions that attack the least-profitable and most overserved customers.
I still love the endnotes in this book. Check this out from page 70, in a long note pointing out how wrong people were who complained that Dilemma was flawed because sometimes an industry leader manages to avoid being killed by a disruptive competitor. The authors' response: "When we see an airplane fly, it does not disprove the law of gravity."
Links to Innovator's Solution resources
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| Category: Books | Clayton Christensen | Innovation, General | New Products | Technology
October 30, 2003
Posted by Renee Hopkins Callahan
Your hard-working IdeaFlow bloggers have been having a little off-blog conversation about Clayton Christensens long-awaited new book The Innovators Solution: Creating and Sustaining Successful Growth (co-authored with Michael E. Raynor). Our conversation went something like this:
Renee: I've got the new Clayton Christensen
Anybody seen it? I'll be posting on it soon, so if you've read it or know the authors, feel free to weigh in.
Joyce: Renee, I'm in the process of digesting and figuring out how to share info about Innovator's Solution ... which I think is MUST reading ... however, it will probably also be fairly overwhelming to most folks because it has so much counterintuitive material ... and there's so much that could only be implemented or changed at very senior levels.
Leslie: Joyce, I agree with you that so much can only be implemented at very senior levels. It was interesting to me to see that, a year ago, a lot of the engineers at Dell were reading Innovator's Dilemma. And yet, at Dell, the innovation is in the supply chain and the manufacturing, not in the software and hardware that goes out the door (these were software engineers). Those folks certainly did face a dilemma. They could not do anything about what they could see.
John: Yeah, totally.
So lets take a deep breath and start. I can tell you that the first chapter deserves careful attention and savoring. Last night I settled down at a local Starbucks with a cup of Tazo Zen tea and The Innovators Solution. Place was quiet except for Lucinda Williams CD, World Without Tears, playing on the sound system. I began to read, underline, make check marks, scrawl notes in the margins.
How do I love this book? Let me count the ways: the carefully rendered statement of the thesis, the placement of the starting point for the argument -- and, oh boy, the footnotes!
It begins, of course, with the now-familiar Innovators Dilemma: Once a company matures, growth through innovation is a very risky undertaking at which few companies succeed because the very fact that the strategies used to run a successful, mature company are wildly at odds with the strategies needed to sustain disruptive innovation.
Pretty quickly Christensen dispenses with the top two reasons for this failure bad management, risk-averse management and zeroes in on this one: the widely held belief that growth is so hard to achieve repeatedly and well because creating new-growth businesses is simply unpredictable. The process, he says, looks unpredictable because its results are unpredictable. But you cannot say, just by looking at the results of the process, whether the process that created those results is capable of generating predictable output. You must understand the process itself. And predictability, he explains, comes from well-researched theory.
In effect hes starting out 10 paces behind where most business books start. Hes laying out all the basis on which hes going to build a theory, not just laying out a theory. And these couple of pages that expound on what makes a theory good and solid are written so elegantly that, like the rest of the chapter, they seem almost buoyant, not nearly as weighty as it sounds when I describe it.
This elegance I attribute partly to the skillful use of footnotes (actually, they are chapter endnotes). These are big, solid, meaty footnotes, filled with arguments that if put in the chapter itself would just bog it down. Yet they are there at the end of the chapter if you want them.
The endnotes are well worth the time it takes to read them. They go off in fascinating directions reasoned criticism of management research, a collection of references to articles and books on theory-building, a short discourse on the need for anomaly-seeking (as opposed to anomaly-avoiding) research.
I half expected that note to include a reference to Heideggers Being and Time (when something is unusable for some purpose, then the assignment becomes explicit). Or to semiotics after all, an anomaly phenomena the existing theory cannot explain -- could be considered a break in the code (the theory). And to a semiotician it is the places where the code breaks in which the meaning of the code itself is laid bare.
So maybe this is going to turn out to be a semiotics of innovation? I suspect not, but it was fun to sit back after reading Chapter One and spend a little time sipping green tea and meditating on the logical difference between correlation and causality. And looking forward to the next chapter.
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| Category: Books | Clayton Christensen | Innovation, General | New Products
October 15, 2003
Posted by Renee Hopkins Callahan
"Voice of the Customer" will be held Dec. 8-10 in Coconut Grove, Fla. This conference, which is the only PDMA-endorsed "Voice of the Customer" event, incorporates VOC findings throughout the value chain, from new product development and brand strategy to product launch in the B2B or retail space.
On the agenda: Professor Gerald Zaltman of the Harvard Business School (author of How Customers Think) and conference chairman Dr. Joseph Plummer, EVP of McCann-Erickson Worldgroup will present - for the first time publicly - their marketing survey findings on the newest corporate top-line priority: Creating Consumer Demand.
Please note: IdeaFlow is a media partner for this conference. That means we're involved with the conference, though no actual money is changing hands! If you register because you saw this, please let them know.
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| Category: Conferences | Customer Viewpoint | Marketing | Marketing Research | New Products
October 13, 2003
Posted by Renee Hopkins Callahan
If you're not too conferenced out yet, Naomi Moneypenney of ManyWorlds.com gave me permission to share her notes from the recent Emerging Technologies Conference:
Just thought I'd share a few thoughts about the ETC conference at MIT that happened last week, pertaining to innovation and creativity. Speakers included Jeff Immelt, Michael Dell, Bob Metcalfe, Leroy Hood, Rodney Brooks and many other luminaries.
It was great to see the renewed focus on innovation, even from big companies like GM, Pfizer and Intel, though the word 'innovation' did not crop up that much it was core to their new directions.
Nathan Myhrvold had some great ideas on setting up Idea Factories so that people who are great at inventing could just invent, and sell 'ideas' that others could make and sell. Though this seems unrealistic, and the patent systems of our government would probably crack under the weight of a number of idea factories, it does seem a logical progression.
Technology innovations were of course at the fore. And most strongly in pharamceuticals, healthcare and fuel technologies. Interestingly many 'new' innovations had come from two sources: 1) Recombining ideas or products from other sources (like already appproved medications) or building on research inventions; 2) Opening new markets with existing products used in a new way.
I saw less 'step-change' ideas, and more 'incremental' innovation.
I summarized a few trends for the ManyWorlds.com newsletter to subscribers and I'll repeat them here:
- Idea Factories: Leave invention to those who are best at it. Nathan Myhrvold's perspective may not be for everyone, but he argued strongly for specialist firms that do nothing but invent, leaving others to manufacture and market the inventions.
- Reinvent Venture Capital: In line with the previous trend and the failure of so many innovation stage-gate processes or funnels in large companies, the venture capital industry is overdue for a major shake up.
- Learn from Biological Systems: Evolution has had the benefit of millions of years of experimentation. Whether in genomics, nanotechnology, cutting edge work in materials science or using biological algorithms to study social networks or personalize medicines, learning from living systems is a great way to bootstrap our understanding.
- Combinatorics: Once an obscure term in math textbooks, combinatorics is just a fancy word for the process of recombination. No longer bound by mere network effects(!), recombining ideas, people, products is the way of the future. Indeed, the award for top young innovator this year went to a startup that combines 2 or 3 FDA approved medications to produce new synergistic treatments for major diseases like cancer, diabetes and arthritis. Sounds simple in principle, but exploring the viability of options that thousands of combinations throw off is a complex task. But those that can solve the multi-dimensional Rubik's Cube the fastest, will win.
- Learn from other disciplines and industries: Jeff Immelt said the 'day of the one-dimensional manager is over'. We've all heard the multidisciplinary sermon before, but it continues to ring true. The key though in achieving innovation by gaining insights from other areas, is communication. At HP, Stan Williams leads next generation research and put together an elite & broad team by filling it with deep experts in different fields. But he says, it took a whole year before they developed a language that they could all speak.
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| Category: Conferences | Innovation, General | New Products | Technology
October 8, 2003
Posted by Renee Hopkins Callahan
"Return on Innovation: Measuring and Managing Your Innovation Investment," will be held Dec. 3-5 in Coconut Grove, Fla. On the agenda: - Learn to achieve sustainable growth and increase your market share through proven innovations.
- Link innovation to tangible results to prove the value of your investment to upper management who might not see innovation as a priority.
- Learn the latest tools and techniques for measuring innovation from innovators at: IBM, Americredit Financial Services, Motorola Labs, Intel, Hewlett Packard and Georgia-Pacific.
- Saving the best for last: John Wolpert and Joyce Wycoff of IdeaFlow will be speaking!
If you register by November 7th you can save $100. To register, go to www.iirusa.com/returnoninnovation or call 888.670.8200.
Please note: IdeaFlow is a media partner for this conference. That means we're involved with the conference, though no actual money is changing hands! If you register because you saw this, please let them know.
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| Category: Conferences | Innovation, General | New Products | Open Innovation | ROI (Return on Innovation)
October 3, 2003
Posted by Renee Hopkins Callahan
Heres how you know it was a good conference: A majority of the attendees were still there very late in the afternoon of the last day, to hear the last keynote speech. And this one was well worth it. Louis Geeringh of Deloitte Touche spoke on Making Innovation Part of the Corporate DNA: How To Capitalize on Disruptive Times.
What was most interesting about this is that not only does Deloitte consult on innovation, but much of Louis remarks had to do with the innovations Deloitte has put in place for its own company. Louis division (Deloitte-Touche, South Africa) began a program called InnovationZone and doubled the size of their division in two years. Now InnovationZone is a company-wide effort.
Again, more information on how innovation is a top concern for todays CEOs: Louis cited the 6th annual global CEO survey conducted by PwC in conjunction with World Economic Forum (2003), which suggests that ability to innovate is the most important factor contributing to future growth. He also cited an Accenture survey in which CEOs acknowledged that innovation is key to competitive advantage, although 50% admitted that less than 20% of their promising innovative ideas are commercialized.
With these comments, Louis launched us back out into the real world ready to innovate:
- Innovation thrives at the end of the empire. But its not about innovation [per se], but about finding the next wave of profitable growth.
- In an environment of chaos and change, such as we face now, innovation is very important, and flexibility is very important
[at times and in industries] when long-term planning is 2 months, youd better not cast your strategy in stone.
- Strategic planning is dead strategic innovation and discovery are not. Innovation needs to be made a business imperative, part of the business strategy.
- In order to remain in business it is necessary to master both incremental innovation (which is the responsibility of line management) and disruptive innovation (what you need to get from normal to a stretch target). Disruptive innovation is part of senior management responsibilities and is best managed outside the core business, and in fact, a separate innovation process is required to bring ideas to market. You need a focused team, clear revenue targets, measured ROI, to report directly to senior management (you dont make friends when innovating), and the latitude to make decisions.
- Louis described the innovation gap (see chart here) and asked the question: What is the profitability number youre chasing? If its a substantial increase you wont make it without breakthrough innovation.
- The greater the need for breakthrough innovation, the less youll find it inside the organization.
- The very question you cant answer for a disruptive innovation is: How big is the market?
- Consensus is innovations evil twin, and makes for mediocre ideas. Innovation Boards are unhelpful for that reason.
And, one final thought from Louis to wrap up this entire series of notes: Humans are a breakthrough innovation
.radical innovation is in each humans DNA.
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| Category: Conferences | Disruptive Innovation | Innovation, General | New Products
Posted by Renee Hopkins Callahan
One absolutely fascinating talk was by Phil Fawcett, whos a Technology Transfer Agent at Microsoft. Phil, a 20-year veteran of Microsoft (one assumes he probably doesnt have to work anymore!) created this job and has grown it to the point where theres a small staff of people helping him. His goal: Get research and product people to talk to each other. Right now, half of Microsoft ideas get into release. Hed like to increase that percentage so that the $7 billion Microsoft will invest in R&D in fiscal 2004 will be best used.
Phil says technoloy transfer is a fundamentally social process for managing key technology assets, and its a process that requires trust. Trust and risk must be balanced using communication processes. And this is where Phil comes in. Much of his talk was about how he fosters communication among his constituencies (researchers, product groups, senior management) to create a development environment suited to product-ready research.
One point thats a little beside the point but still interesting: Phil says that for Microsoft researchers, failure isnt fatal. At Microsoft, the real failure is not to document what youve learned from a failure.
Just in case youre curious, here are some of the Nerd Herder Methods Phil says he uses at Microsoft:
- TechFest A technology trade show put on by researchers for the rest of Microsoft.
- Blitz A 2- to 3-hour session, with new researchers or product groups doing demos every 15 minutes.
- Offsite A 1- to 2-day meeting off-campus for the purpose of exchanging ideas about a topic that may lead to awareness of long-term issues, best used before initial product planning when groups are not talking to each other
.need to have key influencers and key combatants there.
- Brainstorm/Collaboration An exchange of ideas in a 1- to 2-hour meeting session, either to create new solutions or to discuss trade-offs between several alternatives.
- Heartbeat Meeting Sessions of 3 to 4 focused researchers and product group staffers who meet every 1 to 2 weeks to drive action items within their respective divisions and monitor level engagement between the two groups.
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| Category: Collaborative Creativity | Commercialization | Conferences | Corporate Climate | Innovation, General | New Products | Technology
Posted by Renee Hopkins Callahan
In previous notes Ive commented that a recurring theme at Convergence was how customer needs play a very important role in a companys innovation and new product development efforts. A specific presentation on this theme was Customer-Centric Innovation: Turning Consumer Pain Into Innovative New Products by Tom Kuczmarski and Scott Lutz (contact info at link isn't current for Scott, but it's a good description of him!).
Tom quoted a 2003 best practices study his company did: 85% of CEO respondents said conducting customer problem/need identification research prior to ideation is the most important driver of new product/service success in their organizations.
A main reason why research for new product development should focus on consumer needs and an understanding of consumers lives rather than product and service attributes is that the resulting ideas are more likely to be true breakthroughs.
This makes absolute sense to me. If you focus on needs, youll come up with new products that meet those needs. These products may or may not resemble current offerings, but at the very least they shouldnt be so far out in left field (a common problem with unfocused new product development efforts) that they dont still meet those needs, since that was the objective.
On the other hand, when you focus on researching what consumers do and dont like about an existing product, the best you can expect is incremental improvement suggestions.
For those in the B2B world, the exploratory research needs to focus around understanding companies and the roles your customers play in their companies, Tom says.
One more point Tom made about starting with pain your new products are more likely to be profitable if they enable the solution to a problem on which consumers place a higher need intensity.
Scotts portion of the presentation focused on the evergreen themes, ongoing consumer needs that many successful new products address: family, health, pleasure, energy, balance and community.
To uncover more focused needs than these, and to drill down into these evergreen themes and uncover specific needs, you need qualitative, not quantitative, research. In my opinion, these qualitative tools depth interviews, lead-user interviews and ethnographic research are the best ways to uncover the fears, wishes, anxieties, desires, frustrations and needs by which consumers express their pain. Quantitative research wont be nearly as revealing, because its not exploratory.
Having noted all of that you may recall that I had a conversation here last month with Andy Hargadon, author of How Breakthroughs Happen: The Surprising Truth About How Companies Innovate, that takes this idea one step further. Our conversation was about how consumers can be an open source for new product ideas. I said then, using consumers for ideation, especially those screened for past product category usage, makes sense from the point of view that the consumers have both domain relevant knowledge (as potential users of the new product) and have creativity skills.
Relating this back to Tom and Scotts presentation lets say you start with some qualitative research around discovering actual consumer pain (cognitive dissonance!). Youd use that as a starting point for ideation, as Tom pointed out in the presentation. But then lets say you are doing that ideation with consumers who have usage experience in that product category. Their own pain is the specific domain-relevant knowledge that keeps them on focused on actual usable ideas, and their creativity is the spark that makes the ideas good.
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| Category: Conferences | Customer Viewpoint | Innovation, General | Marketing | Marketing Research | New Products
September 29, 2003
Posted by Renee Hopkins Callahan
Lets just get this straight upfront: I am not a real-time conference-blogging demon! For that reason Im just now getting around to blogging my notes from last weeks Innovation Convergence. But what I lack in speed I hope to make up for in value! Ive got lots of notes and impressions to share.
First, my overall main impression was that Capital I-Innovation has arrived. Last years Convergence had just 70 attendees. This year there were 220, and new conferences on the subject are springing up like mushrooms after a thunderstorm, including this Decembers Return on Innovation, at which IdeaFlow contributors Joyce Wycoff and John Wolpert will both be speakers.
Convergences very first keynote speaker, Mark Turrell of Imaginatik, referenced a famous (in innovation circles, anyway) Gary Hamel quote that seems to be on its way to becoming reality: Innovation must become what quality was 20 years ago.
Turrell sounded another common theme in his keynote, Measuring the Financial Impact of Innovation: Calculating Your Innovation Gap. That common theme was to make a differentiation between innovation and creativity, and pretty much every speaker I heard did this. Boiled down to the basics, the difference seemed to be that innovation is a process and creativity is not. Devotees of a process approach to creativity might beg to differ, but for the purposes of this conference, the distinction allowed most speakers a productive platform from which to dive into their take on the innovation process.
My notes on Turrells innovation/creativity definitions: Innovations a much more corporate thing than creativity, much more of a process. People who dont get creativity are the ones who control the budgets, the ones you must convince to fund innovation.
Innovation is the process of handling new things; creativity is a one-off, invention is a one-off. Invention and creativity are part of the innovation process.
The main point of his talk was to expound on IOI, or the financial Impact of Innovation. He defined this as the proportion of current and future revenue and profit that is dependent on the companys ability to innovate, and defined IOI components as revenue growth, revenue protection, productivity, and disruptive change (unplanned activities, or risk).
He then said the innovation gap is the difference between the target level of innovation (IOI) and the current innovation capacity, which is based on the ability of a firm to handle new things.
Idea management is important, because too many new ideas block the pipeline. You could expect him to say that, since Imaginatik is in the idea-management business, but this was another theme that was sounded by many speakers, including the other opening-day keynote, Dr. George Land of the Farsight Group.
First, Land's innovation/creativity definitions: At the beginning of his talk, A Systems Process for Innovation, he defined innovation as organized creativity.
Lands Advanced Innovation Method is a process for bringing innovation to a corporation. Most important is the first part, determining what strategic innovation would be for the company. Seventy percent of time and budget should go to the first three steps, he says, which doesnt even get you to the generating concepts stage. The important first three steps encompass alignment, an innovation audit, and a determination of an innovation strategy. A big part of this is determining internal and external customers deep needs what does the customer really want or need in the future? Land says his company actually puts a large number of resources into training a client companys customers in creativity to get them to articulate their needs. I of course found this fascinating in light of our own consumer-based approach, which has been discussed here recently.
And, connecting to another discussion weve been having here lately, this time on the Copyright Wars, Land dropped something of a bombshell early on in his speech by declaring that product innovations are very easy to copy, and patents are an invitation to a lawsuit. Sure enough, the first question in the following Q&A was about this assertion. Land explained further: Patents are very easy to go around. The issue is a flow of innovation, and whats in the pipeline to develop after what youve got now has been copied. Always assume youre going to get copied, and try to discover where you can innovate that it will be invisible. Developing intellectual assets documented current and past knowledge that can lead to the creation of new knowledge through systematic innovation -- is better than developing IP, which he defined as knowledge with legal ownership.
According to Land, only 15% of corporate innovation comes from R&D departments, so thats not the most important place to be innovative in a corporation. The companies most successful at innovation are stealthily innovating their process, distribution, or some other aspect thats hard for competitors to grasp and copy.
But in any case, he echoed Turrell by saying, dont bust the dam of ideas until youve got somewhere for the water to go. Innovation efforts must be targeted or they create chaos. Its a duty and an obligation NOT to collect too many ideas, to be ruthless with idea management.
Finally, and this is another theme that was echoed over and over again: The CEO must drive innovation, and financial gap analysis is essential on the front end. You must arm yourself with the facts. Land also felt that a company should have an EVP or C-level innovation executive heading an innovation department that would integrate all functions marketing, technology, business development, etc. And a companys biggest barriers to innovation, in his view, are lack of leadership to drive innovation, and lack of strategic alignment regarding innovation.
And this was just the first part of the first day!!! More to come.
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