Enabling business to grow further and faster

Enabling business to growfurther and faster

Professor Peter [email protected]

They want instant, intelligentand integrated solutions to

grow faster and further

Every business has theopportunity to grow

like never before

The winning businessesare global and hybrid,

fast and local

We live in an incredible time

VolatileUncertain

ComplexAmbiguous

VibrantUnrealCrazyAstounding

Virtual world becomes real

Spectacles to Snap

Alibabas $18bn Day

Uber and beyond

Driverless in Singapore

Worlds largest sports event

Unlimited executive jets

Quarzazate Solar Farm

Global internet for all

Xiaomi, the new AppleHyperloop redefines travel

Nanodegrees in the future

Anything is possible

2010Pop 6.9BnGDP $63T

G7


E7

E7 = China, Malaysia, Chile, Poland, Peru, Mexico, Philippines


G7


E7

Human Technology

Global

Personal

Circular Economy

Reputation andPrivacy

CollaborativeConsumption

AnytimeAnywhere

Wearables and Sensors

Primary Megatrends

Enabling Megatrends

SupportingMegatrends

Human Technology

Global

Personal

Circular Economy

Robotics and Intelligence

Big Dataand Clouds

Smart Cities &Creative Hubs



Social Change and New Tribes

Wellbeing andBiotech

AnytimeAnywhere


Primary Megatrends

Enabling Megatrends


Human Technology

Global

Personal

Connectivity &Convergence

New Business Models

Circular Economy

Robotics and Intelligence

Big Dataand Clouds

Smart Cities &Creative Hubs



Social Change and New Tribes

Wellbeing andBiotech

Emerging markets

Urban Livingand Travel

AnytimeAnywhere

3D Printing &Smart Systems


Primary Megatrends

Enabling Megatrends


+genius


like never before


fast and local

Moonshot thinking

Why be 10% better?

When you could be 10x better?

Shaping the future

es

1. 23 & Me2. Aravind3. Editas4. Genentech5. Intuitive Surgical6. NarayanaHosp7. Organova8. PatientsLikeMe9. Scanadu10. Second Sight

1. Amazon2. Aussie Farmers3. Etsy4. Farfetch5. Le Pain Quotidien6. Pinterest7. Positive Luxury8. Rackuten Ichiba9. Trader Joes10. Zappos

1. Apple2. Beautyin3. DJI4. Go Pro5. Lego6. Method7. Natura8. Nike+9. Oculus Rift10. Renova

1. Alibaba2. ARM3. Bharti Airtel4. GE5. Google X6. OneWeb7. Raspberry Pi8. Samsung9. Slack10. Xiaomi

1. Aeromobil2. Air Asia3. Airbnb4. CitizenM5. Emirates6. Kulula7. RedBus8. Uber9. Virgin Galactic10. Zipcars

1. 3DHubs2. Corning3. DP World4. Dyson5. Embraer6. Local Motors7. Space X8. Syngenta9. Tata10. Tesla

1. Brewdog2. GrameenDanone3. Graze4. Juan Valdez 5. LA Organic6. Moa Beer7. Modern Meadow8. Nespresso9. Yeni Reki10. Zespri

1. Ashmei2. 1Atelier3. Desigual4. Jonny Cupcake5. Inditex6. Patagonia7. Rapha8. Shang Xai9. Threadless10. Toms

1. Aspiration2. Fidor3. First National4. Moven5. M-Pesa6. Robinhood7. Square8. TransferWise9. Umpqau10. Zidisha

1. Al Jazeera2. Buzzfeed3. Netflix4. Pledge Music5. Red Bull6. RiotGames7. Snap8. Ushahida9. ViceMedia10.WeChat

futureproduct futurefashion futurefood

futurehealth futuretech futuremakersfuturebank

futuretravel

N/S American brands European brands African/Arab brands Asia/Pacific brands

futuremedia

1. Ashoka2. AzuriTech3. GraalBio4. IBM Watson5. IDEO6. Kickstarter7. Li & Fung8. Live Nation9. Salesforce10. Y Combinator

1. Bitcoin2. Bhutan3. City FC4. The Elders5. FanDuel6. ParkRun7. Michelle Phen8. Planetary Res9. Udacity10. You

futureservice futurebrands

Peter Fisk [email protected]

www.theGeniusWorks.com

futurestore

audacious

networked

intelligent

Change

Whyenabling

collaborative

es

1. 23 & Me2. Aravind3. Editas4. Genentech5. Intuitive Surgical6. NarayanaHosp7. Organova8. PatientsLikeMe9. Scanadu10. Second Sight

1. Amazon2. Aussie Farmers3. Etsy4. Farfetch5. Le Pain Quotidien6. Pinterest7. Positive Luxury8. Rackuten Ichiba9. Trader Joes10. Zappos

1. Apple2. Beautyin3. DJI4. Go Pro5. Lego6. Method7. Natura8. Nike+9. Oculus Rift10. Renova

1. Alibaba2. ARM3. Bharti Airtel4. GE5. Google X6. OneWeb7. Raspberry Pi8. Samsung9. Slack10. Xiaomi

1. Aeromobil2. Air Asia3. Airbnb4. CitizenM5. Emirates6. Kulula7. RedBus8. Uber9. Virgin Galactic10. Zipcars

1. 3DHubs2. Corning3. DP World4. Dyson5. Embraer6. Local Motors7. Space X8. Syngenta9. Tata10. Tesla

1. Brewdog2. GrameenDanone3. Graze4. Juan Valdez 5. LA Organic6. Moa Beer7. Modern Meadow8. Nespresso9. Yeni Reki10. Zespri

1. Ashmei2. 1Atelier3. Desigual4. Jonny Cupcake5. Inditex6. Patagonia7. Rapha8. Shang Xai9. Threadless10. Toms

1. Aspiration2. Fidor3. First National4. Moven5. M-Pesa6. Robinhood7. Square8. TransferWise9. Umpqau10. Zidisha

1. Al Jazeera2. Buzzfeed3. Netflix4. Pledge Music5. Red Bull6. RiotGames7. Snap8. Ushahida9. ViceMedia10.WeChat

futureproduct futurefashion futurefood

futurehealth futuretech futuremakersfuturebank

futuretravel

N/S American brands European brands African/Arab brands Asia/Pacific brands

futuremedia

1. Ashoka2. AzuriTech3. GraalBio4. IBM Watson5. IDEO6. Kickstarter7. Li & Fung8. Live Nation9. Salesforce10. Y Combinator

1. Bitcoin2. Bhutan3. City FC4. The Elders5. FanDuel6. ParkRun7. Michelle Phen8. Planetary Res9. Udacity10. You

futureservice futurebrands

Peter Fisk [email protected]


futurestore

Peter Fisk 2017theGeniusWorks.com

Rockets Creative Beer

Lululemons Yoga Beer

New Zealands Moa Beer

+genius

Beer 52 by Subscription

They want instant, intelligentand integrated solutions to

grow faster and further


like never before


fast and local

Businessmodel

FinanceNetworking

2. Networkingenterprises structure/value chain

1. Business modelhow the enterprise makes money

Channel

DeliveryBrand Customer

experience

10. Customer experience how you create an overall experience for customers

9. Brandhow you express your offerings benefit to customers

Coreprocess

ProcessEnablingprocess

3. Enabling processassembled capabilities

4. Core processproprietary processes that add value

6. Product systemextended system that surrounds an offering

Productperformance

OfferingProductsystem

Service

7. Servicehow you service your customers

5. Product performancebasic features, performance and functionality

8. Channelhow you connect your offerings to your customers

10 types of business innovation

Volume of innovation effortsLast 10 years

Businessmodel

FinanceNetworking Channel


experienceCoreprocess


Productperformance


Service


Businessmodel

FinanceNetworking Channel


experienceCoreprocess


Productperformance


Service

Cumulative value creationLast 10 years


Think Tesla

Think Nespresso

Think Amazon

Ashmei: global sourced, niche audience

Farfetch: 400 boutiques, from one place

Triangl: Crowdfunded, buy from the app

Enabling businesses to grow further and faster

Dollar Shave: fast, simple, subscription

Ipsy: social influenced, curated beauty

Warby Parker: personalised to your door

Etsy: local artisans, available globally

Pinterest: social shared, click to buy

77 Diamonds: luxury bought with a click

Where to start?

Start by understanding your customers (customers) world

CustomerBusiness

Donutselling

Low priced core than sell

extrasRyanair

SAP

Affiliateselling

Helping others to sell

productsAmazonPinterest

Auctionplatform

Selling other products to highest bid

EbayElance

Bartergoods

Exchange goods, no

moneyPay/TweetBarterbook

Cash advanceCustomer

pays before goods made

DellGroupon

Cross selling

Sell adjacent products to sell moreTchiboShell

Crowd funding

Financed by fans as first consumers

PebbleBrainpool

Crowd sourcingIdeas from

customers for reward

ThreadlessP&G

DigitalFormats

Turning physical into digital goods

NetflixDropbox

Directselling

Brand sold direct to customer

FirstDirectAussieFarm

sellingCustomer buys more

than productHarley Dav

Red Bull

Flat rate pricing

Single fee or subscrip. for unlimited use

NetflixSandals

FractionalOwnership

Customers each own

sharesNetjets

Homebuy

Franchise brand

Licensing format for a fee and %

SparLufthansa

FreemiumpaymentFree basic

then charge for premium

SkypeSpotify

Guarantee avaiiableAvailability

becomes key promiseNetjets

Hilti

Guaranteereplace

Builds trust in quality and

loyaltyTimberland

Tumi

revenueAlternative sources, egadvertising

GoogleMetro

Ingredientbranding

Branded part other brand proposition

GoretexIntel

Integrated supplyEfficiency through

supplychainZara

ExxonMobil

BrandCuratorBringing

together best brands

FabPos.Luxury

FunctionalspecialistAdding one

expert step to othersPayPalTrust-e

DataLeverage Reselling

aggregated customer data

Facebook23andMe

License brandLicense

brand, patent or other IPREd Hardy

ARM

UniqueFormatLock-in to compatible

formatsHP

iTunes

Long tail range

Offer huge range to many

nichesAmazoniTunes

MassCustomise

Make it personal for each person

DellBMW

NoFrills

Simple and minimal spec at lower costSouthwest

Accor

Open SourceMake IP

available to everyoneAndroid

Tesla

Solution Integrator

Connecting all sources and partners Li &

FungAccenture

Pay per use

Payment metered by use or time

ZipcarsAzuri Tech

Pay what you wantCustomer

choose the price

RadioheadPanera

Shareduse

Customers buy same productAirbnb

RelayRides

Peer to Peer

Customers buy from

customersCraigslist

Zopa

Resultsbased

Price based on agreed outcomes

Rolls RoyceXerox

Razor and Blade

Low price core, high price refills

GilletteNespresso

Rent dont buy

Time based fee for period

of useXeroxRegus

RevenuesharingShare with

others to inccustom base

AA/BAApp Store

ReverseInnovateSell simple products in mainstream

HaierOneLaptop

One forOne

Charge the rich to fund

the poorToms

Narayana

Self service

Customers do more

themselvesIKEA

McDonalds

Quality assuranceCertification and trusted

endorsementISO

Verisign

Multilevel marketingPyramid of customer

sellingTupperware

Avon

Subscribe to it

Customer pays regular

feeTime

DollarShave

Bottom of pyramid

Tailor offer to less wealthy customersTata NanoWalmart

Trash to cash

Turn waster into new productsBraskomEkocycle

Dynamic pricing

Prices changes by

demandPriceline

WallSt Bar

Co-createDesign

Customers are co-

designers of products

ThreadlessLocal Motors

WhitelabelMake

products for another brand

CottMcBride

Doing good

Benefits society or

environmentOxfam

Ecotricity

Experience

Advertising

GeniusWorks2015 www.theGeniusWorks.com

50 business models to adapt and apply

Future back

Focus on growth

Create disruption

Define proposition

Make it happen

Design thinking

Reframe purpose

Make connections

Redefine business

Accelerate action

Creativity is aboutopening up

to explore new ideasand possibilities

Innovation is aboutclosing down

to make the best ideashappen profitably

Page 16

Visi

on 3

Visi

on 2

Visi

on 1

Deliv

erab

les

3

Deliv

erab

les

2

Deliv

erab

les

1

Resu

lts 3

Resu

lts 2

Resu

lts 1

Horizon 1 delivers

excellence and quick wins

Horizon 2 delivers

new concepts and extensions

Horizon 3 delivers

breakthroughsand a new core

What products and services do we bring together for our customers?

Customers Communication PartnersOfferings

Channels

Relationships Processes

Revenue streams Pricing models Cost streams Investments

Who are our target segments of customers and users?

Which types of distribution channels will we use to reach customers?

What kind of relationship do customers seek with us, and each other?

Who are the external partners to help us create and deliver the offerings?

What distinctive assets do we have to use in existing or new ways?

What benefits do we enable our customers to achieve?

What are the main internal activities to create and deliver the offerings?

What are the main sources of revenue, and which could be largest?

How, when and how often will we charge customers?

What are the most significant ongoing costs to create and deliver the offerings?

How much do we need to spend before we start earning?

Proposition

ResourcesWhat are the main internal resources to create and deliver the offerings?

Assets

Products & Services

What brand do we use? What are the key messages, and how do we engage customers?

Customer BrandJobsGains

Pains

What benefits does the customer expect or desire, both rational and emotional?

What are the negatives in their current experience, bothRational and emotional?

What is the customer trying to do the job they want to do, or new goal to achieve? Gain creators

How do the products and services create customer gain, for example savings that make them happy, or deliver outcomes beyond expectations?

Pain relievers

Products and services

How do the products and services remove the negatives,eg save time and effort, make them fee better, remove negative impacts, or fears?

What are all the product and service components that enable the customer to achieve their job?

2021Where are the relevanthigh growth markets?

2018

2016

Who are the relevant high growth customers?

What are the relevanthigh growth categories?

What are the relevant high growth

products/services?

2021

2016

Idea

Create

Improve

Pivot

What will you do?

Acting with speed and agility

Connecting ideas and

people

Passion to make life

better

Having an audacious

attitude

Shaping your own

vision

Making sense of change

Persisting to make it happen

+genius

Be boldBe brave

Be brilliant

Peter Fisk helps business leaders make sense of a fast-changing world, to find the best new opportunities for growth, to embrace the best new ideas through insight and creativity, to rethink their entire vision and strategy, business model and customer experience. Being 10% better is just enough to compete in todays world, to stand still. The real question is how to be 10 times better, to get ahead, to stand out, to be the leader who helps the business create and deliver future success.

Peter works across the world, helping business leaders to develop innovative strategies for business and brands. He is a thinker, advisor and practical entrepreneur. He is Professor of Strategy, Innovation and Marketing at IE Business School, one of the worlds top ranked business schools, whilst also founder and CEO of GeniusWorks, a boutique consulting firm, helping clients across every sector to make sense of fast-changing markets, and find new ways to think, compete and win.

Having trained as a nuclear physicist, Peter moved to managing brands like Concorde at British Airways, helping Microsoft to adopt a value-based marketing model, and Virgin to launch into new markets. As a highly experienced consultant he has worked in every sector and region of the world. As CEO of the worlds largest marketing organisation, the Chartered Institute of Marketing, he became a global authority on whats best and next in business and markets.

Finding his own space, he founded GeniusWorks, with offices in London and Istanbul. He works with companies big and small, food to fashion, skincare to stock exchanges, high tech to human and brands as diverse as Aeroflot and Banyan Tree, Coca Cola and Club Med, Cooperative and Courvoisier, Davidoff and DSM, Eczacibasi and Fat Face, Fosters and GSK, Hersheys and Mars, M&S and Nestle, Microsoft and O2, Phillips and Philosophy, Red Bull and Sabre, Santander and Skanska, Shell and Tata, Telia and Turkcell, Unilever and VB Beer, Virgin and Visa, Vodafone and Yapi Kredi to think bigger and smarter, develop innovative strategies, bolder brands, and accelerate growth.

Peters new book Gamechangers: Are you ready to change the world? explores the next generation of business and brands, shaking up markets, innovating and winning in new ways. Based on 100 global case studies, it explores the challenges of new markets, changing customers, brand building, new business models, real-time marketing, harnessing social media, inspiring leadership and positive impact. It has been nominated for Management Book of the Year 2015.

His other books include Marketing Genius explores the left and right-brain challenges of success, and is translated into 35 languages. It was followed by five others Business Genius on leadership and strategy, Customer Genius on building a customer-centric business, People Planet Profit on sustainable innovation, and Creative Genius, the innovation handbook for business leaders, defining what it takes to be Leonardo da Vinci in the 21st Century.

Growing up in rural Northumberland, in the north of England, Peter has a love of running that has taken him from a youthful mile champion to still running every day, 35 years later. He now lives in Teddington, to the west of London, surrounded by the Royal Parks of King Henry VI and his hunting deer. He is married with two teenage daughters, who keep him real and in touch with the Snapchat, Netflix lifestyles of Gen Z.

Inspired by his first job in the airline world, he loves to travel far and wide, indulge in Asian food, together with a well chilled Sauvignon Blanc. His favourite brands range from Ashmei running gear to Rapha cycle club, Paul Smiths fashion design and House Caf in Istanbul, New Yorks MOMA to New Zealands great Moa Beer.

Peter features in the Guru Radar of Thinkers50, and was described by Business Strategy Journal as one of the best new business thinkers. His advice is sought after by business leaders around the world, he adds specialist expertise to key projects, combining new ideas with practical action, inspiration and impact. Helping you to find your own space, to be leaders of change to be bold, brave and brilliant.

Email: [email protected]

Phone: +44 7834483830

Twitter: @geniusworks

Website: theGeniusWorks.com

Peter Fisk