Keynote at www.di.dk/icdk17 "Capabilities and the Data-Driven Future of SMEs and others" Whether big or not, data and analytical power provide seemingly endless opportunities. Data drives growth through, for example, optimization, new services to traditional products or as the foundation for entirely new business models. Data-driven growth opportunities can generally be planned for and implemented like other types of growth, However, the data-driven context requires a special focus and set of capabilities, which may be a new type of organizational challenge in the SMEs, Startups, and other types of firms. I address these opportunities and challenges using cases on two Danish SMEs, who successfully ‘energized’ a physical product.

1. CAPABILITIES AND THE
DATA-DRIVEN FUTURE
OF SMES AND OTHERS
@hanseibe | #icdk17 | #bigdatabigbusiness
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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2. © 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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3. Agenda
• The keynote’s premise
– Investments, growth and strategy
– Capabilities in brief
• Opportunities and barriers
– Technical or organizational challenge?
• Capabilities for data-driven growth
– 9 in 3 dimensions
• DataProfit: a capability map and tool
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Capabilities | Data-Driven | #icdk17
© 2017 Hans Eibe Sørensen

4. The keynote’s premise
• Why do we run businesses?
– To make owners make more money than
from an ‘alternative investment’
• How do we secure temporary or sustained
profits?
– Competive advantage
– Valuable and Rare resources and capabilities
that are foundation for Inimitable strategies
– Sound Organization
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Capabilities | Data-Driven | #icdk17
© 2017 Hans Eibe Sørensen

5. What type of growth?
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Strategy
Strategy
The Future
Growth
Opportunity
Growth
Opportunity
Growth
Opportunity
Growth
Opportunity
?!
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17

6. Capabilities in brief
• Capabilities (as per George Day and Sidney Winter)
– Are knowledge, skills, processes, and workflows that are
repeatable and routinized – but not in one person alone
– Enables the organization to coordinate activities and make
use of their assets
– Are deeply embedded with the fabric of the organization so
they can be hard for management to identify (on the positive
side it’s even harder for competitors)
– Are manifested in typical activities, such as, order fulfillment,
business development, service delivery…and the handling of
(big) data
© 2017 Hans Eibe Sørensen
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Capabilities | Data-Driven | #icdk17

7. Filters, traps, and…
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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8. Opportunities and barriers
• Technical or organizational challenge?
• Opportunities
– Data and analytics
– Optimization and efficiency
– New services and/or new business (models)
• Barriers
– Mindset
– Competences
– Customer knowledge
– Access to data
© 2017 Hans Eibe Sørensen
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Capabilities | Data-Driven | #icdk17

9. Big Data – en syntese
© 2017 Hans Eibe Sørensen
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Capabilities | Data-Driven | #icdk17

10. Capabilities for data-driven
growth
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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11. DataProfit: a capability map
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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12. DataProfit: tool examples
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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13. Summary
• The keynote’s premise
– Investments, growth and strategy
– Capabilities in brief
• Opportunities and barriers
– Technical or organizational challenge?
• Capabilities for data-driven growth
– 9 in 3 dimensions
• DataProfit: a capability map and tool
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Capabilities | Data-Driven | #icdk17
© 2017 Hans Eibe Sørensen

14. Referencer
• Literature
– Chen, H., Chiang, RH. & Storey, VC., 2012. Business intelligence and analytics: From big data to big impact. MIS
quarterly, 36(4), pp.1165-1188.
– García-Palomares, J.C., Gutiérrez, J. and Mínguez, C., 2015. Identification of tourist hot spots based on social
networks: A comparative analysis of European metropolises using photo-sharing services and GIS. Applied
Geography, 63, pp.408-417.
– Ritter, T., Pedersen, CL & Sørensen, HE. (2017) DataProfit: Kompetencekort til Datadreven vækst. Gratis e-bog/
praksisguide. CBS Competitiveness Platform. http://www.saxo.com/item/58055787
– Sørensen HE. 2012. Business Development: A Market-oriented perspective. John Wiley and Sons, Ltd.
– Sørensen, HE. In Press. Making planning work: insights from business development’, Int. J. Entrepreneurship
and Innovation Management, Special Issue on Business Development.
• BigDataBigBusiness research project
– Blog, results and tools http://blog.cbs.dk/bigdata/
– CC Jensen-case in Ingeniøren 21/4 2017: Kunde sparkede digitalisering i gang hos oliefilterproducent
– Wisecon-case in Børsen 26/4 2017: Dansk rottekonge i trecifret millionsalg: "Vi er super stolte”
© 2017 Hans Eibe Sørensen
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Capabilities | Data-Driven | #icdk17

15. Q&A
hans@eibe.dk
+45 2710 2152
@hanseibe
linkedin.com/in/hanseibe/
blog.cbs.dk/bigdata/kompetencer
© 2017 Hans Eibe Sørensen
Capabilities | Data-Driven | #icdk17
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