A validated methodology for acceleration

1. A validated methodology for acceleration
Marko.Komssi@F-Secure.com
Tiina.Apilo@vtt.fi
Kaisa.Still@vtt.fi
Justyna.Dabrowska@lut.fi

2. Acceleration
Target Faster to the right markets
To whom Companies targeting new business creation with customers
What Drafting, creating, testing, validating
How Experimentation, business modelling, utilizing social media, KPIs
Inspiration Lean startup, business model creation, growth hacking, Word-of
Mouth Marketing, design thinking
Reality The need for financing and resources in acceleration activities

3. Idea
Product/
Problem/
Scaling
• High value concept
• User acceptance
• Resources to move forward
• Money to create
new business ideas
• Channels,
networks,
brand
• Validated and
desired solution
• Initial business model
• Resources to move
forward
• Initial concept
• Vision of new business
• Committed people
Growth discovery
How to create fast growing
and sustainable business?
Customer discovery
What is the problem
that is worth solving?
Solution discovery
What is the solution
that has real demand?
Value proposition discovery
How to acquire and retain the customers
with a scalable business model?
Solution fit
Market fit
Acceleration journey

4. 8 to-do’s for new business acceleration
1. Step outside of the building to recognize the real problems your potential
customers are facing: e.g. apply user and customer experience thinking.
2. Make the whole acceleration journey with and for your users and
customers.
3. Act fast but remember to invest time on eliciting material from the problem
space, competitors and indirect competitors. There needs to be a well-argued
problem statement.
4. Never stop with idea generation and small experimentations also with your
business model. Continue it at every phase of your business.
5. Use the power of social media: e.g. in identifying problems, finding solutions,
creating awareness and new markets.
6. Test and find social media channels suitable for you: utilise multiple
supporting accounts and utilise platforms’ own analytics.
7. To guide your journey to scalable business, progressively select and use KPIs
to track customer experience, business performance and learning.
8. Use acceleration tools & mindset and startup-like structures regardless of
your company’s age and size.

5. Idea
Product/
Problem/
Scaling
Solution fit
Market fit
Drafted Created Tested Validated
Problem
Solution
Value
proposition
Sustainable
business
Business model development during the acceleration process

6. Crowdsourcing
Opportunity experiments
Co-design hypothesis & experiments
Internal startup/ subsidiary
Customer Experience & Business Performance
Learning & Organization
Behavioural segmentation / persona /360 view
(Lean) business model canvas
Digital content marketing
WoMM
Run-time intelligence and data analytics
Wide lenses
Design Thinking
Internal Incubatory
Experimental social media accounts
Value proposition safari
Business model experiments
Growth hacking
Pre-order
Idea
Problem/
Solution fit
Product/
Market fit
Scaling
Methods - Examples

7. Market size & Growth
Potential market share
Estimated costs
Trend, partner, strategy, portfolio & ecosystem fits
Strength & number of ”weak signals”
# of unique visitors, engagement, bounce & conversion rates
Success rate of proposals & Order Intake
# of installs & average product review score
Source of prospects
Customer Experience & Business Performance
Learning & Organization
# of accelerated solutions by phase
Renewals & Retention
Revenue growth
ARPU & Market share
Referral & cross-sales rates
NPS
EBIT (Profit)
# of business model experiments
# of idea submissions
% of potential new business ideas
Idea
Problem/
Solution fit
Product/
Market fit
Scaling
KPI’s - Examples

8. Idea Stage
Problem /
Solution Fit
Product /
Market Fit
Scaling
Value
Creation
Value
Capture
Value
Sustainability
Description of the 4 phase model
(© Sirris 2016)
www.slideshare.net/omohout/genesis-43234459
www.slideshare.net/omohout/exodus-problem-solution
4 phase acceleration framework methodology description
/masterclasses/ebooks

9. More information
www.accelerateproject.eu
www.twitter.com/accelerateproj
www.slideshare.net/accelerateproject