How disruptive Innovation can be realized in Banking & Insurance Why is this successful? - results are almost guaranteed due to the funnel - winning ideas are likely to be AWESOME, because they have seen many iterations - bad ideas drop out immediately high cost savings - highly motivated employees We create new products/services, entire startups or a digital unit for you With our approach, team, technology and entrepreneurial attitude we identify, validate and evolve business opportunities and quickly turn them into highly profitable businesses – potentially even realizing a disruptive product. We have a proven track record with top market players across a wide range of industries. Talk to us to see how we can develop awesome ideas for your digital future. We love to design the future – together with you. 1 | Robust Framework A blend of the best Silicon Valley-proven methodologies forms our comprehensive framework: Design Thinking Business Model Generation, Lean Startup, Lean Marketing, Lean Analytics, Customer Development, Agile, Scrum, Kanban … We guide the project team throughout the process using our framework. 1 | New products, services and disruptive business ideas We build digital products and services for B2C and B2B that we validate in multiple iterations with your potential customers. In the next stage, we launch the product/service as a Minimum Viable Product (MVP) to validate it by a larger target group and that’s when we start pivoting and tweaking. If customers love the product/service and are willing to pay for it, we consider the product investment ready and that’s when we start growth-hacking the new business. Naturally, all decisions are data-driven. THIS IS AWESOME - Company Builder 2 | From new departments to entire startups New products and services lead to: a new venture as an autonomous business that may later be reintegrated back into your existing organization a new department within your exiting organization adoption by an existing department within your organization You can count on our experience, knowhow and resources every step of the way. 3 | Innovation unit / Digital unit Talk to us if you want to set up your own innovation or digital unit within your organization. We can get you standing on your own two feet by training you to use our framework and handing over everything you need to run the CATAPULT™ software stack on your own. Technology With our HR, training and mentoring programs, we’re with you every step of the way until you’re ready to run independently. Talents

1. THIS IS AWESOME ©2016 1
Presented by
Stefan F. Dieffenbacher
München, 28.09.2016
How disruptive Innovation can be realized in
Banking & Insurance
Achieve digital transformation. Create profit.
Become independent. Shape the future.

2. THIS IS AWESOME ©2016 2
Company builder helping
corporates to build up
new digital business.
Focus: revolutionary, new offerings.
About me: Stefan Dieffenbacher
Currently running two companies:
Strategy / Exeuction Advisory
focused on digital helping
corporates to take their next
step with their existing digital
channels.
Focus: evolution of existing.
Active investor through THIS IS AWESOME / private –
currently active shareholder in four additional companies & startups.
Heavy background in FS:

3. THIS IS AWESOME ©2016 3
Everything changes depending on
whether you are working on a castle or a
speedboat type of challenge, including:
§ Org structure
§ People & their capabilities
§ Approach
§ Technology setup
§ Customer approach
§ Etc.
This presentation focuses on
how to work as a speedboat.
Define your starting position: are you solving a
castle or a speedboat type of challenge?
Your existing digital channels / banking
platform / products / services.
Any future innovative or disruptive
products or services.
Most castle’s (aka. large organisations) are trying to solve speedboat issues with their
castle operating procedures. That is their prime point of failure.

4. THIS IS AWESOME ©2016 4
What have corporates done to realize their
own disruptive ideas?

5. THIS IS AWESOME ©2016 5
Incubation vs. Acceleration

6. THIS IS AWESOME ©2016 6
25% of European corporates have setup an internal incubator.
92% of investments fail within 12 months*
>€4.5m lost
Idea … long process …
4.
5.
3.
2.
1.
6.
7.
8.
9.
10.
Business
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k only
1 successful
business
9 businesses
failed/closed
* Study of large companies in EU – source: Gartner 2015

7. THIS IS AWESOME ©2016 7
>€4.5m lost
Idea … long process …
4.
5.
3.
2.
1.
6.
7.
8.
9.
10.
Business
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k
> €500k only
1 successful
business
9 businesses
failed/closed
25% of European corporates have setup an internal incubator.
92% of investments fail within 12 months*
* Study of large companies in EU – source: Gartner 2015
Issue 1: ideas
appear out of the
blue typically
supported by an
organisational
leader (because
he can organise
funding)
Issue 2: it takes the
average organisation two
years and millions of
invest years to bring
something alive.
Issue 3: Customer
Validation is at best an
afterthought. Ideas are
untested till go-live.

8. An alternative
(and much better!)
approach

9. THIS IS AWESOME ©2016 9
Start with 100 ideas (not with one)
Test ideas with customers and let the best one’s survive
Number of Ideas
Outstanding quality of idea as a
result of pivoting and selection.
Further, the idea is customer proofed
and the business model is validated
in practice.
100 10 1 to 3 min. 1
data driven
decision
data driven
decision
data driven
decision
Time + money spent

10. THIS IS AWESOME ©2016 10
And be damn fast! Experiments cannot take 2 years to go live!
$ saved
$ saved
data driven
decision
data driven
decision
data driven
decision
$ saved
~ 4 months
~ 6 months
Number of weeks
4 6 12
launch
Time + money spent

11. THIS IS AWESOME ©2016 11
An overview of the proposed
approach

12. THIS IS AWESOME ©2016 12
The approach we are using is based on best & proven
Silicon Valley methods
Based on your customer’s needs we
identify typically over 100 new business
ideas. The 10 best ideas are selected
data driven.
The Minimum Viable Product (MVP)
allows a validation at a larger scale and
pivoting. Once customers have proven
to love the product/service and are
willing to pay for it, we consider the
product/service investment ready.
Ideas are validated with real customers
and in real life. In parallel we develop a
business model. 1 to 3 best ideas are
selected data driven.
We help you to scale the business
with our execution know-how, our HR
knowledge and the unique technology
setup.
Idea
Generation
Problem /
Solution fit
Solution /
Market fit (MVP)
Build &
Scale Business1| 2| 3| 4|
100 ideas 10 ideas 1-3 ideas
4 weeks 6 weeks 12 weeks
Steve Blank
„Customer
Development“
KANBAN
MVP launch
MANAGEMENT Y

13. THIS IS AWESOME ©2016 13
Let’s examine the key stages

14. THIS IS AWESOME ©2016 14
Build &
Scale Business
The proposed approach for New Product / Service development
Based on your customer’s needs we
identify typically over 100 new business
ideas. The 10 best ideas are selected
data driven.
The Minimum Viable Product (MVP)
allows a validation at a larger scale and
pivoting. Once customers have proven
to love the product/service and are
willing to pay for it, we consider the
product/service investment ready.
Ideas are validated with real customers
and in real life. In parallel we develop a
business model. 1 to 3 best ideas are
selected data driven.
We help you to scale the business
with our execution know-how, our HR
knowledge and the unique technology
setup.
Idea
Generation
Problem /
Solution fit
Solution /
Market fit (MVP)1| 2| 3| 4|
100 ideas 10 ideas 1-3 ideas
4 weeks 6 weeks 12 weeks
Steve Blank
„Customer
Development“
KANBAN
MVP launch
MANAGEMENT Y

15. THIS IS AWESOME ©2016 15
Innovation space
Define an “opportunity space” & create 100+ ideas
(as opposed to simply starting with one idea)
Totally new
business models
Major new product or
service innovations
Minor product or
service innovations
Temporary micro-insurance
Micro-insurance
Property-insurance
Feeling & being safe
Insurance in general
Ways to being safe in
retirement
Business view Customer view
(examples from insurance industry)

16. THIS IS AWESOME ©2016 16
Build &
Scale Business
A blend of best & proven Silicon Valley methods, used by companies like Google, Uber, Airbnb – adopted to large companies
The proposed approach for New Product / Service development
Based on your customer’s needs we
identify typically over 100 new business
ideas. The 10 best ideas are selected
data driven.
The Minimum Viable Product (MVP)
allows a validation at a larger scale and
pivoting. Once customers have proven
to love the product/service and are
willing to pay for it, we consider the
product/service investment ready.
Ideas are validated with real customers
and in real life. In parallel we develop a
business model. 1 to 3 best ideas are
selected data driven.
We help you to scale the business
with our execution know-how, our HR
knowledge and the unique technology
setup.
Idea
Generation
Problem /
Solution fit
Solution /
Market fit (MVP)1| 2| 3| 4|
100 ideas 10 ideas 1-3 ideas
4 weeks 6 weeks 12 weeks
Steve Blank
„Customer
Development“
KANBAN
MVP launch
MANAGEMENT Y

17. THIS IS AWESOME ©2016 17
Validate everything in practice with real customers.
Go out on the street!
Users are co-
producers/co-designers
of the new products
and services.
The alternative is desk-
research (this is what
Consultancies do). This
however is typically
very limited when it
comes to innovative /
disruptive ideas.
Partner
Awesome
Awesome Consumer
Awesome
Customer
Awesome
Awesome
Partner
Partner
Customer

18. THIS IS AWESOME ©2016 18
Build &
Scale Business
A blend of best & proven Silicon Valley methods, used by companies like Google, Uber, Airbnb – adopted to large companies
The proposed approach for New Product / Service development
Based on your customer’s needs we
identify typically over 100 new business
ideas. The 10 best ideas are selected
data driven.
The Minimum Viable Product (MVP)
allows a validation at a larger scale and
pivoting. Once customers have proven
to love the product/service and are
willing to pay for it, we consider the
product/service investment ready.
Ideas are validated with real customers
and in real life. In parallel we develop a
business model. 1 to 3 best ideas are
selected data driven.
We help you to scale the business
with our execution know-how, our HR
knowledge and the unique technology
setup.
Idea
Generation
Problem /
Solution fit
Solution /
Market fit (MVP)1| 2| 3| 4|
100 ideas 10 ideas 1-3 ideas
4 weeks 6 weeks 12 weeks
Steve Blank
„Customer
Development“
KANBAN
MVP launch
MANAGEMENT Y

19. THIS IS AWESOME ©2016 19
MVP - Minimum Viable Product
Building a “Potemkin village” –
the customer facing part
of the business model
Key takeaways
§ No integration with existing IT
§ Potentially use an invented
brand for testing (as to avoid
brand damange)
§ Get out as quickly as possible.
Failing = learning

20. THIS IS AWESOME ©2016 20
Build a Minimum Viable Product instead of a Maximum Possible
Product – and then start pivoting to customer’s taste
Minimum Viable Product (MVP) Maximum Possible Product
FAKE IT UNTIL YOU MAKE IT
Source: Left: http://www.dailymail.co.uk/news/article-1328863/Heart-Attack-Grill-Free-food-customers-weigh-25st.html,
Right: http://www.heartattackgrill.com/images/6.jpg?crc=294938557 - Heart Attack Burger Grill Las Vegas

21. THIS IS AWESOME ©2016 21
“Silicon Valley isn’t a place,
it’s a state of mind that we bring to you.”

22. THIS IS AWESOME ©2016 22
Outcomes

23. THIS IS AWESOME ©2016 23
new
company
internal
department
Potential outcomes / results
feedback product ideas feedback business ideas
line organization
And a lot of failures:
fail fast! J
reintegration
after growth
stay
autonomous
new
department
adaption by
existing
department

24. Why is this successful?
results are almost guaranteed due to the funnel
winning ideas are likely to be AWESOME,
because they have seen many iterations
bad ideas drop out immediately
high cost savings
highly motivated employees

25. THIS IS AWESOME
We are no consultancy - nor an agency.
We are entrepreneurs - with a holistic approach.
We prefer to execute, together with your team –
rather then bullshit bingo and endless PowerPoint
slides.
We do customer centric validation and pivoting,
rather then academic market research.
We want you to succeed.

26. THIS IS AWESOME ©2016 26
Let’s create winning digital businesses –
together
Achieve digital transformation. Develop independence.
Create profit. And design the future.

27. THIS IS AWESOME ©2016 27
Get in touch with us: