Andria Long discusses what it takes to drive innovation success. She provides 4 keys: 1) Define the right goals by setting realistic expectations for size of innovation. 2) Focus on creating what consumers really want or need through early consumer guidance. 3) Differentiate and evolve offerings or risk being replaced. 4) Embrace failure and learn from mistakes to iterate and improve faster than competitors. Innovation success rates are low due to not meeting these keys - not understanding consumer needs, lacking differentiation, and failing to adapt or learn from failures.
2. Based on CPG experience in food and personal care, and continuously synthesizing
LEARNINGS AND BEST PRACTICES, developed a proven approach…
COMPANIES BRANDS
3. Issues are the same across the industry regardless of …
Size Ownership Budget Culture
Capabilities International Mergers/
Acquisitions
Transformation
6. What is Innovation?
“If there is no differentiation, there is no innovation.”
True Innovation:
solves problems
(needs) in a new or
different way
7. 90% of launches
fail to meet
critical milestones
Why is this important?
New product innovation success rates are painfully low
Source: IRI 2015 Pacesetters
Nielsen: 85 percent of new
products fail in the marketplace
8. 1) Define the right goals
2) The discipline of creating what
consumers REALLY want/need
3) Differentiate AND Evolve or Die
4) Embrace failure and learn from it
Keys to Driving Innovation Success
9. 1Defining the Right Goals for SIZE of
Innovation
What gets measured gets done
10. 1Defining the Right Goals for SIZE of
Innovation
How many brands achieved over $100 million in 2016?
> $100 Million
11. Blockbuster products are few and far between
1Defining the Right Goals for SIZE of
Innovation
2015
2016
12. $ Millions
>$100
$80-$99
$60-$79
$40-$59
<$20
Year-One Sales Distribution
NPP 2016NPP 2015NPP 2014
14%
6%
6% 6%
38%
37%
22%
37%
46%
67%
Source: IRI Market Advantage™, new products that completed their first year in calendar year 2016;
Note: food and beverage median year-one sales excludes DairyPuremilk.
Note: numbers may not add to 100% due to rounding.
Median Year-OneSales
Food & Beverage
$11.4M 83%
$20-$39
Defining the Right Goals for SIZE of
Innovation1 Set realistic expectations
14. 2
We need more big ideas, stretch ideas, creative ideas
than I sense we’re thinking about today
The discipline of creating what consumers
REALLY want
2
15. 2Most common mistake is starting here… IDEAS
Business Case Platforms Ideas Concepts
Fuzzy Front
End
The discipline of creating what consumers REALLY want
16. 2The discipline of creating what consumers REALLY want
Commercialization
Make It Make $
Most organizations are designed
for efficiency, economies of scale based on capabilities
Or here…
17. 2The discipline of creating what consumers REALLY want
Solve a Need
Point of Difference
willing to pay for
START
HERE New products fail when
the product DOES NOT
MATCH up with the
consumers needs/wants
How do I do that?
18. Obtain consumer guidance early in the process!
Rapid
Prototyping
Ask them!
2The discipline of creating what consumers REALLY want
19. 2
Is there a need gap that
currently exists?
Is the idea big enough?
Can the brand deliver
against the needs?
Is there a reason to
believe?
Colgate Kitchen
Entrees
Harley Davidson
Perfume
Source: dailyfinance.com
Bottled Water
for Pets
The discipline of creating what consumers REALLY want
22. 2Consumers can’t imagine what doesn’t exist,
but they can definitely tell you what can be better
Break/Scratch
Buy the whole thing
for 1-2 songs
Customization not
simple = mixes
Fast forward on a
cassette – really!
Portability
Not light to work out
Skips
Not easy to carry
multiple artists with
youSource: Andria’s Opinion/User Experience
The discipline of creating what consumers REALLY want
24. 3Competitive environment further drives the need for differentiation
Source: IRI Pacesetters April 2015
Need to offer incremental volume potential
CONSUMER
Average household needs
fulfilled by 150 items
RETAILER
Average Grocery store has
over 44,000 skus
Differentiate or Die
25. 3
Is it really that hard to be different?
Differentiate or Die
26. 3Everything can be made BETTER
And you can charge MORE
Differentiate and Evolve or Die
27. 3 What are you willing
to do to save time or
make your life easier?
Evolve or Die
28. 3No cutting No pot or device No dishesNo peeling
SAVING TIME
SAVING TIME
Evolve or Die
29. 3A point of difference consumers see and are willing to pay for
FREE $35.00$8.99
Evolve or Die
31. 3 WHAT HAPPENS WHEN YOU DON’T
Stakes are high if you don’t evolve
32. 3
On average, an S&P 500 company is now being
replaced about once every two weeks
At current churn rate, 75% of the S&P 500 will be replaced by 2027
Source: Innosight Executive Briefing 2012
Pace and rate of change
33. 3
Source: MIT Technology Review 9/10/13 http://www.technologyreview.com/view/519226/technology-is-wiping-out-companies-faster-than-ever/
Large companies are getting crushed by innovations
made elsewhere
34. 4Embrace failure and learn from it
What would you attempt to do if you
knew you could not fail?
36. “Failure is simply the opportunity to begin again, this time more
intelligently.” – Henry Ford
4Embrace failure and learn from it
MOST INNOVATIVE COMPANIES
37. MOST INNOVATIVE COMPANIES
"Only those who dare to fail greatly can ever achieve greatly.”
– Robert F. Kennedy
1993
Macintosh TV
Macintosh
Portable
Sony
Betamax
MICROMV™
camcorders
Walkman
Model T Ford Edsel
4Embrace failure and learn from it
38. “Failure is success if we learn from it.”
– Malcolm Forbes
Know what went right and wrong!
• Lessons learned: Don’t repeat the
same mistakes
Leadership Team
• Need to be able to understand why
FAIL FAST
Iterate & Learn your
way in
4Embrace failure and learn from it
39. In today’s environment, companies need innovation not
only to thrive, but survive
4Embrace failure and learn from it
CONSUMER SHOPPER CATEGORY MACRO TRENDS
AND WE ALL HAVE ACCESS TO THE SAME DATA
40. 4Embrace failure and learn from it
“The ability to LEARN faster than
your competition may be the only
sustainable competitive advantage
that you can ever achieve.”
Peter Senge – The Fifth Discipline
41. 4Embrace failure and learn from it
What if you fail?
You will.
Then, you move on.
42. 1. Not level setting expectations
2. Not creating what consumers really want/need
3. Not differentiated
4. Not evolving with consumer needs
5. Not learning from failure
6. Not changing
Keys Reasons for Failure
43. If you don’t do it, someone else will…
“I believe there is one and only one source of
innovation – pissed off people.”
Tom Peters
44. The World’s 50 Most
Innovative Companies 2016
Competitors aren’t just big Fortune 500 companies
1 BuzzFeed
2 Facebook
3 CVS Health
4 Uber
5 Netflix
6 Amazon
7 Apple
8 Alphabet
9 Black Lives Matter
10 Taco Bell
11 Robinhood
12 Universal Studios
13 Huawei
14 Cyanogen
15 InMobi
16 Novocure
17 Bristol- Myers
18 Amgen
19 Spotify
20 GE
21 Warby Parker
22 Riot Games
23 Farfetch
24 Everlane
25 Kit & Ace
26 Slack
27 Rethink Robotics
28 SoulCycle
29 Sixteen String Jack
30 SANAA
31 Airbnb
32 Generator
33 BeMyGuest
34 Social Chapter
35 Hudi
36 Box
37 Fitbit
38 Snapchat
39 Sama
40 Nidroll
41 Affirm
42 Earnest
43 Aspiration
44 Vail Resorts
45 Noora Health
46 Shyp
47 Shopify
48 Babbel
49 Jaunt
50 Hasbro
45. Only 5 companies have
been on multiple times
2009 2010 2011 2012 2013 2014 2015 2016
12 11 5 30 5
9 2 27 4 2 18 6
4 3 1 1 13 14 2 7
11 19 45 27 20
17 1 21
46. “Learning and innovation go hand in
hand. The arrogance of success is to
think that what you did yesterday will
be sufficient for tomorrow.”
-William Pollard
47. QUESTIONS?
If you would like to learn more:
https://www.linkedin.com/in/andrialong/
Andria Long