1.
Accelerate internal project
Go-To-Market
full program & tools to

2.
“We want to integrate customers
earlier and more frequently”
“We need to speed up the time to
market of innovation projects”
“We want to target successful
projects earlier”
“We need a structured process
to guide our project teams.”
In general:
For organisations that
want to speed up go-to-
market of existing projects
Typical challenges to tackle:

3.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
Example Go-to-market Accelerator (3-4 months)
Pitch
the roadmap
Output:
Validated projects
#1 - Mapped ecosystem to
identify hurdles
- Clarified value proposition
for each project
- Identified customer
insights & buyer types
#2
output:
Mission - Problem/Solution -
Sales /Roadmap
#2
#1 - Market segmentation to
target potential new leads
- Roadmap for go-to-market
- List of goals/targets each
project wants to achieve
after execution
- Hands-on tools
- Structured experiments
- Mapped
B2B customer journey
- Overview of results
- List of recommendations
- Structured guidebook
output:
Challenge
#1 - Understand challenges of
existing projects
- Map out opportunities of
the projects
- Align expectations & goals
of existing projects

4.
Solution
Organising solution features.
Delivering a value proposition,
Problem
Segmenting your customers,
Discovering customer problems,
Understanding the customer journey.
Team Mission
Define vision and pursue of the project,
Select assets that create a competitive advantage.
Organisation Assets
Focus on a strategic vision of the organisation.
Explore the corporate assets and competences
Market
Sales funnel,
value chain mapping,
Partnership exploration.
$
EXISTING PROJECTS / BU / TEAMS
A FRAMEWORK TO
STRUCTURE GO-TO-MARKET
By running through this structured process,
project teams re-evaluate their assumptions
with the goal of finding real value for the
customer and the organisation.
Emmanuel Rigaux
CEO and Managing Director LH Zambia
We didn’t just brainstorm, we
went through a methodological
process focussed on real
projects. The beauty of it was
that it was not a training, but a
session what enabled us to put
in perspective and to put some
structure around tangible
actions that we want to take.

5.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
Pitch
the roadmap
Lean B2B canvas*
*Etienne Garbugli - Lean B2B
- Understand challenges of
existing projects,
- Map out opportunities of
existing projects,
- Align expectations & goals of
existing projects.
Challenging the Status Quo
Brusssels, BE

6.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
- Focus on a strategic goal
of the organisation,
- Explore the corporate
assets and competences.
- Define vision and pursue of
the project,
- Select assets that create a
competitive advantage.
Pitch
the roadmap
Resource radar
Johannesburg SA
Alignment

7.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
- Segmenting customers,
- Discovering customer problems,
- Understanding the customer
journey.
- Organising solution features.
- Delivering a value proposition.
Pitch
the roadmap
Stakeholder discovery B2B customer scan
London, UK
Problem / Solution fit

8.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
Pitch
the roadmap
- Define the sales funnel,
- Map out the value chain,
- Partnership exploration.
- Describe the full roadmap,
- Pitch for resources for the coming months.
Value chain mappingSales cycles
London, UK
Target Sales & define roadmap

9.
SUPPORT
DURING
EXECUTION
SET UP
SALES FUNNEL
& ROADMAP
UPGRADE
PROBLEM &
SOLUTION
ALIGN
COMPANY ASSETS
&TEAM MISSION
CHALLENGE
EXISTING
PROJECTS
Tailor
the process
Evaluate
the results
- Overview of learnings,
- Validated prototypes,
- Business cases,
- Executive pitching.
- Final Go/No Go
- Roll out and execution
- Creation of internal ambassadors
- Share learnings and tools to replicate
Pitch
the roadmap
Experiment mapping*
*Javelin experiment board
Execution & Follow-up
Lyon, FR
Tool guides

10.
CASE STUDY - LAFARGEHOLCIM
Aligning cross-regional innovation processes
and accelerating innovation projects
in the building materials industry
*World Leader in the building materials industry
CASE: LafargeHolcim
*90 countries and 115,000 employees
merger in July 2015 of cement companies Holcim and Lafarge
combined net sales of EUR 27 billion in 2014.

11.
ALGERIA
SOUTH-AFRICA
BRASIL
CASE: Multiple GTM Accelerators Executed
ZAMBIA
CANADA
MALAYSIA
MEXICO
CHINA
FRANCE POLAND

12.
CASE STUDY - LAFARGEHOLCIM
We finished an accelerator program with 6 countries. With this process we see plenty of
opportunities to take the very pragmatic projects they put on the table and help them to push
them through in a very structured manner but also forcing them to think in a different way.
Carlos Espina
Senior Vice President Research & Development LafargeHolcim
John McCabe
Vice President - Canada
This process helps us to structure creative thinking.
By running through a few steps it made us reconsider outside the norm
and open new opportunities. The process, tools and techniques make
it a lot easier to become more creative.
Emmanuel Rigaux
CEO and Managing Director Zambia
It was great to spend some time together to talk about innovation. Asking the questions such
as: How we could change the interactions with the different stakeholders, helped us to
change our concepts.
CASE: References

13.
CASE STUDY - LAFARGEHOLCIMOutput: Go-to-market tool guide
INTERACTIVE TOOLGUIDE
This tool helps to structure the
innovation process, by sharing
examples and tools, in order to
accelerate the go-to-market of
existing projects.
Interactive version online (downloadable for ipad)

14.
“It’s our goal to make corporates
innovate like startups.”
mixing proven methods from
Design Thinking & Lean StartupLisbon
Amsterdam

15.
strong network & culture of sharing
Mexico
LinkedIn Group:
+17K people
Slideshare Channel
+4 Million views
Sharing of
tools & inspiration
+7000 subscribers
subscribe to
newsletter
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16.
for Fortune500 & global innovation leaders
Heavy industry/manufacturing
Utilities/Chemicals/Pharma
Commodities/Automotive/…
Banking/Finance/Payroll/HR
Telco/Publishing/Travel/
FMCG/…
B2B
B2B2C & B2C
Tokyo

17.
for Fortune500 & global innovation leaders
Heavy industry/manufacturing
Utilities/Chemicals/Pharma
Commodities/Automotive/…
Banking/Finance/Payroll/HR
Telco/Publishing/Travel/
FMCG/…
B2B
B2B2C & B2C
Tokyo

18.
What clients say:
“It was really amazing to see how Board of
Innovation has succeeded to even get production
and cost saving minded paper industry people to
creative ideas and out of the box thinking,
concluding with very successful business case
pitches for generating new revenue streams.”
- T. Kratochwill, Executive Director at Sappi
Paper Industry, $6B, 13K people, 100 countries
“The O-I Accelerator project contains many
learnings, combining team work, dedication,
deployment and excitement . It brings many
valuable insights to the company when dedicated
teams start working on exploration and
development of new valuable business concepts;
From exploring market insights, industry wide
researches and use of both internal & external
focus groups to development of Business Models
and Talent Management.”
- R. Brouwer - Specialty Business Leader Europe at O-I
Glass Industry, €7B, 21K people, Fortune500
“Board of Innovation brought a youthful but at the
same time experienced perspective to the table
which challenged even the most hardened
business developer ”
- T. Kidd, New Business Development at DSM
Life Sciences & Chemicals, €10B, 21K people
“ Fantastic experience in a structured and creative
approach to free up minds to new biz models.”
- C. Hillegeer, Senior Vice President Strategy at GDF SUEZ
Energy & Utilities, €74B, 152K people, 70 countries
- Vice President R&D, LafargeHolcim
Building Materials, $12B, 61K people, 51 Countries
“Plenty of learnings for everybody to take the very
pragmatic projects they’ve put on the table and
[BoI] helped them to push them through, in a very
structured manner , but also forcing them to think
in a very different ways.”
“I was really impressed by the workshop. Thanks
to the excellent tools, real-life examples, and
hands-on approach, BOI helped us shifting from a
corporate mindset, to a startup mindset. ”
- Dirk Kamphaus, Senior Product Manager at adidas AG
Apparel & Sporting lifestyle, €14B, 53K people

19.
Team with T-shaped consultants
Industrial Design/Engineering
Innovation Mgmt/Business
Entrepreneurial
more info via www.boardofinnovation.com

20.
Board of Innovation, at your service.
Innovation & New Business People & Transformation
• Innovation Strategy & Process
• Digital Transformation
• Disruptive Ideas
• New Business Model design
• Validation & go-to-market
Innovation solutions
Special programs
• Corporate Innovation Accelerator
• Guerrilla Club
• Hackathon
• Corporate Innovation Day
• Lean Entrepreneur / Lean Coach
• Design Thinking
• Innovation & Creativity
• Lean Startup
• Business Model Innovation
• Pitching & selling your project
Training programs
• Bootcamps (HR focus)
• Leadership programs
• Young Graduates programs
Talent Development programs
Questions? philippe@boardofinnovation.com