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Disruption InnovationTwitter@terrellbjones
Disruption Innovation
Why? I mean…everything is great!
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Are things moving faster?
Don’t you feel like him? If you pushed him hard…he might admit
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“Yea there are tremors…”
“Neither RedBox nor Netflix areeven on our radar screen in
terms of competition”
CEO Blockbuster2008
Peak Employment 60,00010 Years later ZERO SomeLeaders
areworried
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Perhaps disruption is coming?
Self Driving
Cars
Insurance
Hotels
Parking
Gas Station
Deliveries
Auto Repair
Billboards
Healthcare
Traffic Cops!
Truck Drivers
Who is the enemy? Perhaps Godzilla but…
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3,000-4000 Startups per year!
Who & What is likely to disrupt you
What yo
u can do
about it
!
Digital Disruption
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`Get slides @
www.tbjones.com
6 7
3 421
Forces of disruption
1098
5
Foundations
Connectivity
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The InternetFlowed
one way
Information
Connectivity = Opportunity
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DISRUPTION!
• By the song• Digital/Free• Digital/
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Mobility7.3 Billion Cell Phones
5 Billion Network Nodes
50% of P
riceline’s
booking
s =
Mobile
Mobile only last minute hotel
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50 Million Apple Watches
Total of over200mm worldwide
of all brands
•20GB speed •Reduced latency
•Internet of skills •High motion mobility •Autonomous vehicles
Torrent
Stream
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Big Data
2.5 Quint
illion byte
s daily
Where to put it?
CloudWhy is cloud important?
• Instantly available • Insanely inexpensive • Infinitely scalable
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Game Changer
It’s why two guys in a startupHave as much computing power
as a Fortune 500 company!
Big Data
Big data is the oil of the 21st CenturyWe must refine it!
A. I. • Machine Learning• Computer Vision• Natural Language Processing
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Foundations of Disruption
Convergenceof
Technologies
I.O.T.
38 Billion b
y 2020
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I.O.T. Examples From Sensing To MeaningTo ActionAC Shutdown
Section 1`
Backup on Service
Dispatched
“Buildings a
re literally be
coming gian
t computers”
Joshua Emig
- WeWork
Opportunities
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Robotics Robotics
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Drones Drug delivery drone
Additive Manufacturing
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90% of hearing aids 3D printed
In 4 years!
Jet Engine Fuel Nozzle
Part Supply Chain Manufacturer Benefits• Cheaper
• Lighter (25%)
• Stronger (5X)
• Faster (1 Year Faster to Market)
• No Inventory
• Fewer Sub Parts to Maintain (-20 Parts)
• Etc
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Local 3d
Parts
Insurance
Forwarder
Warehouse
Sub Assembly
Assembler
Container Ship
Long Haul Truck
Materials Suppliers
Customs Broker
Truck Drivers
Better to be the disruptor!
40% Mass Reduction 20% Decrease Weight
A. I.
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AI is the new UINatural Language Processing
Amazon Echo
43 Million
of these
devices
installed
U.S.
-
Many Choices
What will it cost to be the only one?
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Advanced Algorithms
Predictive Analytics Predictive Analytics
Google flights predicts delays with
80% confidence
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Predict train overcrowding
Predictive Failure Adaptive Diagnostics
Condition Based Maintenance
Computer Vision
VR vs AR
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Wal-Mart Training
Combination - Self DriveComputer
Vision
Neural Nets
Deep Learning
Natural Language
Self Driving Here Now
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Technology not the only thing changing
Our Customers They work in teams
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They’re untethered They work…anywhere
Want what they Want When they Want it
They don’t understand analog
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They are harder to catch We need a better mousetrap
“Somewhere out there Patrick is the key to increased sales. Find that key, Patrick and bring it to me!”
Relationships are changing
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Selling must change
Selling Speeds &
Feeds
To technical buyers
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Today
Collaboratively designing
For digitally empowered companies
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Solutions to improve their business
Forces of disruption
IIOT
Robotics
Drones3D
Printing
AR/VR
Conn
ectiv
ity
Mobility
Big Data
Cloud
A.I.
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Common Attributes
• All this disruption is digital• All of it is internet connected• All of it is using big data• Much of it uses AI• Much of it is mobile
All of this is vulnerable!
Opportunity
Threat
“If you don’t like change, you’re going to like irrelevance even
less.”
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Hide? Hold it
Back?
Kodak invented thedigital camera!
Instructed to
“Tell no one about it!”
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Instagram raised$1 Billion
The day Koda
k went bank
rupt
What’s holding
youback?
50% of executives are dissatisfied with
the state of innovation in their company
Boyd & Goldberg“Inside the box”
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Check the mirror Risk
v I Started My Career As A Receptionist in a travel Agency - 45 years ago
Vega Travel
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1st Startup
2nd Startup Sold to American Airlines
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• CIO• VP Computer Ops• VP Applications• Asst VP Product• Asst VP ADS Div• Director
18 Years AA Big Risk
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• Boards• 7 startups• 3 went public
• 4 public companies• 1 non profit
• Consulting company• Venture Capitalist• Speaker• Author
Recently I went all in again…
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Ran outta money
`
75% of venturebacked startups
FAIL
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vTake the first risk! • Change how you partner• Change how you sell• Change how you think
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Come together
Why can’t I buy a concept car?
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Clarity
Chained to an old model?
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We’ve ALWAYS done it this way
We’ve NEVER done it
that way
“What is dangerousis not to evolve”
Jeff Bezos
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“Established organizations view disruption as a threat”
How cou
ld we do
that?
TheirInnovation Your
Disruption
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InnovationDisruption
You can act!
Stop being disrupted - Innovate!
Innovation
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Culture Team
Culture eats strategy for lunch Dick Clark Merck
You won’t get any ideas unless...
Nurture the flame
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This is NOT the Olympics
“Success isn’t permanent and failure isn’t fatal ”
-Mike Ditka
You’ve got to experiment
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Copy Writer Editor
35% Mo
re
A/B/C/D Testing!
20% of K
ayak is a
test
When you fail......
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Kill projects...NOT peopleCoach
Early on we built a CD Rom based travel product
Spent $1 million dollars
Lost $1 million dollars
“What did you learn?”
Everyone needs a coachCulture is a contact sport
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Cul
ture Team
It’s all about the team
This New World requires Old World knowledge mixed with youthful exuberance
This Industry is broken Only we can fix it Messianic Zeal No Industry Knowledge No Industry Contacts
.com
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Suits Industry Is Fine Doesn’t Need Fixing Slow Pace Domain Expertise
.corp.corpse
Staffing A Balance of views
People who don’t fit in? Can One
Person Make
A Difference?
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One Person
Can make
ALL THE Difference
Satya NadellaMicrosoft
Allen MulallyFord
One Persistent Guy Beat Us Doubled Their Sales!
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Keep teams small Generating Ideas
Where do good ideas originate? Listen to customers
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Listen To Your Customers!
• The Phone Booth Is A Symbol• Every person in every job
required to listen to two customer calls per month
• Must discuss root cause at staff meeting
Paul English, CTO
Clay in the customer’s hands
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60,000,000 Downloads
Behavior just like the desktop!
Resources
U. S Mars
Mission
$730,000,000 $73,000,000
IndianMars
Mission
“Martian
” = $10
0mm!
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Tesla
You don’t have to change the world to cause disruption
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Do it y
ourse
lf
Went
public
$1.2b
bl
Cho
ice
Sold
for $1
.8 Bbl
Bund
ling
Sold
for $5
0 mm Apple didn’t invent
They m
ade the
m bette
r
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“Don’t ever protect your past”
Ginni RomettyCEO IBM
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Let me tell you a story Business Model• Airline Commissions 10% +
• Hotel Commissions 10+
• Car Commissions 10%+
• Advertising
• Merchandise
Grew Like A Weed Market Forces
• Microsoft enters market
• Contemplates Building Travel Into Browser
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We Respond With Portal Deals
10%
8%
Commission Cuts
Higher Margin Products Went Public Acqiired #3 Site & AOL
Traffic
-
8%
5%
Commission Cuts Reduced Costs
Added Telephone Sales
Travelocity TerminatorWe Tried Everything To
Kill Them
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9/11• Business fell 70%• Leveled off at -30% of previous
volume
Airlines Create More Pressure
• Don’t Want Big OnLine Agencies
• Cut Commissions To ZERO
• We Instituted Service Fee
But our sales....
0
2500000
5000000
7500000
10000000
Built Change Into The Plan
• Great Management ! • Rigidly controlled costs• Listened to virtual customers• Changed Rapidly• Experimented, but failed fast
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Victory of the LilliputiansFailed To Compete!
Transforming our
model
They Didn’t!
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Paths are made by thepassage of many feet
Leaders don’t follow pathsA story about change
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$300,000
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These kids never met!The game was built
entirely online and through Internet Messenger and Chat
A Virtual Company
Funding Kickstarter
Office Apartments
Team Crowdsource
Customers Social/Search
IT BYOD/Cloud
He’s not a failureOnly sold $400,000
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Recreateimagine Chuck Hull
Reimagine
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Radio Controlled AirplanesDrones
Reimagine
-
Reimagine
“The last 25 years were all about who could build things the cheapest.
The next 25 will be all about who can make things the smartest”
Antoine van Agtmael
Do something extraordinary!
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Promoted!
“Thou shalt not” is soon forgotten
“Once upon a time” Lives forever
Philip PullmanDare to
create
original
ideas
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Put ideas to work! Lessons learned
•At your favorite online bookstore
• Paperback or Ebook
Disruption
Coming This summer!
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6 7
3 421
Forces of disruption
5
8 9 10
What’s holding
youback?
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InnovationDisruption
Innovation
Technique
Technologyfollows
Cul
ture
Team
-
Create a culture of innovation
CultureWhere people aren’t afraid to go for it!
Experiment
Experiment Don’t punish - Learn
Small TeamsBalance of Views
It is all about the team
Get slides @ www.tbjones.com
Selling has changed
-
Information everywhere
Download slides @www.tbjones.com/downloads
Don’t Just Push What You Have
Tell Them When You Aren’t The Right Solution!
Thought Leadership
-
Find the change agent
“65% of busine
ss leaders will
buy technolog
y without
involving IT”
IBM
Help Them Decide
Lift them to success The opportunities are out there
-
It won’t be easy! But you’ve got the tools
“It’s kind of fun to do the impossible!”
Walt Disney
You will succeed!
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You think you have a tough job?
Mobile
6
5
3
4
2
1
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“You fall, you die!”Carl Wallenda
“When we come to the edge of the known world we’re standing on the shores of the infinite”
Ronald Reagan
Change is inevitable Growth is optional