Eleven in-depth cases
| Strategy | Company | BM innovation | “I want to” | |
|---|---|---|---|---|
| Profitability | Hardware store | Small family business in Finland since 1992 | The company wants to become more efficient by changing its business model, from three separate stores to a chain BM Due to the economic recession and competition, the CEO decides to integrate and optimise back office processes and to harmonise their offering and pricing, before starting to exploit new channels | 2012-2016 (5 years): Increase efficiency/operational excellence Harmonise and determine prices Increase efficiency/operational excellence Increase internal information and knowledge sharing Select suppliers and reduce the product range |
| Candy manufacturer | Small family business in Spain established in 1914 | The company wants to survive in a mature business sector. It wants increased efficiency, improved products and new distribution channels. Operating in the food industry requires high optimising, accountable production processes, while trying to achieve market expansion internationally | 2014-2016 (3 years): Stay in business Increase efficiency/operational excellence (quality assurances, physical infrastructure) Know my customers Expand the offering New channels | |
| Wine trader | Micro-sized family business in Spain established in 2012 | The company wants to reduce its product portfolio, from delicatessen to wine, and focus on its own production to prevent lock-in by suppliers | 2015-2016 (2 years): Reduce product line scope Reduce operating costs Know my customers Focus on profitable product lines Redefine channels and find the right partners | |
| Growth | High-performance computing | Small company in Slovenia established in 1992 | This high-tech company wants to increase sales by entering markets in neighbouring countries, where it needs to offer new services | 2012-2016 (5 years): Grow customer base Know my new customers Improve/expand my offering Find and convince partners Find new channels enabling growth |
| Meal delivery service | Medium-sized company in Lithuania established in 2014 | The company wants to expand its business by replicating the BM in selected countries and by partnering. The BMI is based on replication | 2015-2016 (2 years): Attract more customers Explore markets Find and convince partners Expand to foreign markets | |
| Sewing service | Micro-sized company in Lithuania originally established in 1990 | SME aims to transform from low-cost mass sewing services into a specialised sewing service provider. By offering high-quality services, the aim is to gain access to an international upmarket | 2013-2016 (4 years): Find new customers Explore potential markets Find and convince partners Create brand and expand in foreign markets | |
| Space saving containers | Micro-sized company in the Netherlands established in 2008 | Technology-driven SME wants to increase its business by exploiting IPR of its invention. Creating economies of scale is core, due to continuous product development and large upfront costs. Company wants to play an active role in marketing | 2015-2016 (2 years): Attract more customers Exploit our IPR Finding new channels | |
| Start a new business | Platform for the elderly | Micro-sized company in the Netherlands established in 2015 | SME, inspired by social responsible entrepreneurship, wants to start a business with a new match-making platform in elderly care | 2013-2015 (3 years): Explore the market Develop viable proposition and BM Test my BM Find and convince partners Raise funding Find technology Determine price (revenue model) Test my BM |
| Sports prescription | Micro-sized company in Finland established in 2014 | This SME wants to provide a healthcare service to further improve patients’ physical health and fitness by enabling Medical Doctors (MDs) to prescribe medically reliable physical exercises, in the form of a “personalised activity programme”, together with incumbents | 2011-2014 (4 years): Explore the market Develop viable proposition and BM Test my BM Find and convince partners Analyse technology Determine revenue model (price) Test my BM Develop proposition and BM | |
| Lottery as a service | Micro-sized company in the Netherlands established in 2014 | The company wants to offer lottery formats as a white label for charities, from the local football or bingo club, to Warchild, to raise funds | 2015-2016 (2 years): Know my customers’ needs Test my business model Explore the market | |
| Portable solar cells | Micro-sized company in Austria established in 2010 | Successful award-winning high-tech product design, production and marketing focussed SME wants to convince partners and funders, and enrich the product with additional features | 2013-2015 (3 years): Identify more customers Develop viable proposition and BM Convince partners about my idea Enrich my product with IT services Raise funding Test my BM Viable proposition and BM |
| Strategy | Company | BM innovation | “I want to” | |
|---|---|---|---|---|
| Profitability | Hardware store | Small family business in Finland since 1992 | The company wants to become more efficient by changing its business model, from three separate stores to a chain BM | 2012-2016 (5 years): |
| Candy manufacturer | Small family business in Spain established in 1914 | The company wants to survive in a mature business sector. It wants increased efficiency, improved products and new distribution channels. Operating in the food industry requires high optimising, accountable production processes, while trying to achieve market expansion internationally | 2014-2016 (3 years): Stay in business | |
| Wine trader | Micro-sized family business in Spain established in 2012 | The company wants to reduce its product portfolio, from delicatessen to wine, and focus on its own production to prevent lock-in by suppliers | 2015-2016 (2 years): | |
| Growth | High-performance computing | Small company in Slovenia established in 1992 | This high-tech company wants to increase sales by entering markets in neighbouring countries, where it needs to offer new services | 2012-2016 (5 years): |
| Meal delivery service | Medium-sized company in Lithuania established in 2014 | The company wants to expand its business by replicating the BM in selected countries and by partnering. The BMI is based on replication | 2015-2016 (2 years): | |
| Sewing service | Micro-sized company in Lithuania originally established in 1990 | SME aims to transform from low-cost mass sewing services into a specialised sewing service provider. By offering high-quality services, the aim is to gain access to an international upmarket | 2013-2016 (4 years): | |
| Space saving containers | Micro-sized company in the Netherlands established in 2008 | Technology-driven SME wants to increase its business by exploiting IPR of its invention. Creating economies of scale is core, due to continuous product development and large upfront costs. Company wants to play an active role in marketing | 2015-2016 (2 years): | |
| Start a new business | Platform for the elderly | Micro-sized company in the Netherlands established in 2015 | SME, inspired by social responsible entrepreneurship, wants to start a business with a new match-making platform in elderly care | 2013-2015 (3 years): |
| Sports prescription | Micro-sized company in Finland established in 2014 | This SME wants to provide a healthcare service to further improve patients’ physical health and fitness by enabling Medical Doctors (MDs) to prescribe medically reliable physical exercises, in the form of a “personalised activity programme”, together with incumbents | 2011-2014 (4 years): | |
| Lottery as a service | Micro-sized company in the Netherlands established in 2014 | The company wants to offer lottery formats as a white label for charities, from the local football or bingo club, to Warchild, to raise funds | 2015-2016 (2 years): | |
| Portable solar cells | Micro-sized company in Austria established in 2010 | Successful award-winning high-tech product design, production and marketing focussed SME wants to convince partners and funders, and enrich the product with additional features | 2013-2015 (3 years): |
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