ServiceInnovation|DrShaunWest

Bigdata– smallfirms– bigproblems!

Bigdata– innovationconference,Frankfurt,Germany16-17November2016

DrShaunWestshaun.west@hslu.ch+41797705986

goo.gl/kx1G81

ServiceInnovation|DrShaunWest

IntroductionIwilldescribesomeoftheproblemsinsmallerfirmswithbigdata

Toprovidesomelessonsfromcollaboratingwithsmallerfirms

Digitalizationofbusinesspromisesusmanyadvantages– andrequiresnewapproachestobecomesuccessful

Todescribethreechallangesfacedbysmallerfirms

Purposeofthispresentation

Howdoweinnovatein’bigdata’insmallfirms?

Problem

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Ihopethisdoesnothappen!

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MYWORLD:INDUSTRIALFIRMS(SMEsANDLARGER)WITHOLDINFRASTRUCTURE

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Traditionalproductthinkingmanufacturers

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Traditionalmanufacturers

Mixedmachinepark,differentagesandmanyOEMS

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Traditionalmanufacturers

Mixedmachinepark,differentagesandmanyOEMS

Manydatasets,oftenoutsideoftheERPsystems

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ServiceInnovation|DrShaunWest

Traditionalmanufacturers

Mixedmachinepark,differentagesandmanyOEMS

Manydatasets,oftenoutsideoftheERPsystems

Aging– non-digital– workforce

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CHALLENGE1:ANALYSISANDEXPLOITATIONOFEXISTINGDATA

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AnalysisandexploitationofexistingdataDatainthesystemstodaycanbeuse

- DoestheCRMdatamakeusproactive?- Doyougetyourfairsharefromtheinstalledbase?- IstheERPdatausedforinternalbenchmarking?- Doyouknowwho’owns’thedata?

goo.gl/VQqMlu

Startusingthedatayouhaveandlearnhowtouseitinternallyandexternally

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AnalysisandexploitationofexistingdataDataanalysis

- Doyouhavetheskillsandtools?- Doyouknowwhowantswhatinformation?- Whatformisthedataneededin?

goo.gl/HYgmJT

Howmanypeopleinyourfirmcanbuildadashboard

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AnalysisandexploitationofexistingdataExploitingthedata

- Canyoumakeyourcustomermoreeffective?- Doyouunderstandyourcustomer’ssituation?- Doyouusethedatatoimproverelationships?

goo.gl/g8PPqy

Worktomakepeoplesliveseasiernotmorecomplex

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AnalysisandexploitationofexistingdataLessons

- Identifythecustomers- Findhowitcouldthemdotheirjob- Experimentwiththedatawithyourcustomers

Learntousethedatayoualreadyhave andworkwithyourcustomers(notagainstthem!)

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CHALLENGE2:INTERCONNECTIVITYOFEQUIPMENTWITHINTHECUSTOMER’SENVIRONMENT

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Interconnectivityofequipmentwithinthecustomer’senvironmentUnderstandingyourcustomer’secosystem

- Areyouabletodescribeyourcustomer’secosystem?

- Doyouknowwhatequipmentisconnected?- Whoarethe’users’oftheequipment?

Core Company

Community

Custo

mer

Supp

lier

Business Ecosystem

Extended Business

Core Business

Projects/ Systems

Channel 2

Products

Unions

Sub-Supplier B

Supplier B

CompetitorsRegulators

Customer-Partner C

Customer-Partner B

Customer-Partner A

Customer D

Customer C

Customer A

Customer B

Services

Channel 3

Consultant

Sub-Supplier C

Sub-Supplier A

Channel 1

Supplier A

ServicesMonetaryInformation

Goods

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Drawyourcustomer’secosystemsandunderstandtheactorsandtheequipment

ServiceInnovation|DrShaunWest

Interconnectivityofequipmentwithinthecustomer’senvironmentUnderstandingyourcustomer’sequipment

- Howdoestheequipmentsupportstheircoreprocesses?- Whatsystemsdoestheequipmentcommunicatewith?- Whoarethe’users’oftheequipment

goo.gl/2n4IqV

Usesimpleschematicstobetterunderstandyourcustomersequipment

ServiceInnovation|DrShaunWest

Interconnectivityofequipmentwithinthecustomer’senvironmentUnderstandingyourcustomers(businessmodel)

- Doyouknowhowyourcustomermakemoney?- Howdoesyourcustomerdealwithrisk?- Whatareyourcustomer’sbusinessobjectives?

goo.gl/4mVqM4

Modelyourcustomersbusinessmodel(s)

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Interconnectivityofequipmentwithinthecustomer’senvironmentLessons

- Understandtheprocessesofyourcustomer- Understandhowthedifferentprocessfittogether- Rememberyouhavemorethanonecustomer!

Understandhowyoucustomersmaketheirmoneyandhelpthemtomakemore

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CHALLENGE3:DATACOLLECTIONANDMANAGEMENTOFDATA-DRIVENVALUECREATION

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Datacollectionandmanagementofdata-drivenvaluecreationFindawaytocollectthedata

- Doyouknowhowtocollectthedata?- Whatdataisneededinwhatsituation?- Howdoyoucollectdatacheaply?

goo.gl/QrDIij

Thereisalwaysmorethanonewaytogetthedatayouneed

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Datacollectionandmanagementofdata-drivenvaluecreationFindawaytomanagethedata

- Doyouknowwhatformthedataisin?- Doyouunderstandthe’legal’issues?- Howcanyoumovethedatacosteffectively?

goo.gl/jG5op6

Considerpartnertrustaskeytomanagingthedataeffectively

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Datacollectionandmanagementofdata-drivenvaluecreationHelpyourcustomerstomorefromlessinputs– realvaluationcreation

- Canyoumodelyourimpactonthevaluecreation?- HowwelldoyouunderstandcustomerKPIs?- Doyouunderstandwhatleaversyouhave?

goo.gl/48gMAk

Theydon’tknowwhatispossible– wedon’tknowwhattheywant:sofocusontheirjobs-to-be-done

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Datacollectionandmanagementofdata-drivenvaluecreationLessons

- Focusonyourcustomersvaluecreationprocess- Modularflexiblesolutions- Supportindividual’users’andtheirsituations

Standardisewherepossible– designsolutionsaroundtheindividual’users’andbusinessvaluecreation

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SOWHAT?

goo.gl/f3GgRo

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Everythingispossible…… whatfirmswithfocusandresourcescanachieve

But…- SMEsdon’thaveCat’sresources- Manyfirmsareunsureofwhatispossible- Manysuppliersunsureofwhatwouldhelptheircustomers

https://youtu.be/-Tos5PHPzdYo.gl/VQqMlu

Whatcanyoutakeandusefromthisusecaseinyourownbusinesses?

ServiceInnovation|DrShaunWest

WhattodonextBigdata– smallfirms– bigproblems!

Learntousethedatayoualreadyhave

Understandyourcustomers,theirequipmentandtheirproblems

Collectdatathatsupportsyourcustomersbusinessmodels

Bigdatacancreatebigproblemsinsmallfirms.Learningtouseitislikestartingtowalk…

Co-developandco-createwithyourcustomers

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Questiontime…… slidesonwww.slideshare.net/ShaunWest