Ecosystem Building @ the FIWARE Summit: FIWARE iHUBS and DIH SERVICE PORTFOLIO ANALYSIS

1. FIWARE SUMMIT 23 October 2019
iHUBS Track Workshop

2. Agenda

3. “Why” of the workshop
Ecosystem
Building@ the Fiware Summit

5. Barriers that LOCK the customers in their journey to
innovate or that push them to ABANDON their
path and stop their relation with the hub
Talk the same
language
Know the customers
and their journey
with the HUB
Understand
customers’ threats
Find ways to
collaborate
between HUBS
Provide alternative solutions to boost the
innovation funnel exploiting CROSS-HUBS
COLLABORATION opportunities
Analysis of the hubs SERVICE OFFER by use of a
COMMON FRAMEWORK of reference (let’s talk
Esperanto)
Definition of the types of customers a hub serves
with his service offer and which are the STEPS along
with the CUSTOMERS INNOVATE with the
support of the hub
“What” will be the take-away

6. 1. FIWARE iHUBS and DIH
SERVICE PORTFOLIO
ANALYSIS
1. Service portfolio
2. Customers’ journey
3. Blocking points
4. Collaboration

7. Ecosystem
Technolog
y
Business
Skills
Data
Hardware/Software solutions.
Data ecosystem building inside and among
companies and data spaces.
Skills for ecosystem building, technology and
business enhancement.
Business planning and access to
financial pools.
Structuring relations, communication,
community building.
E
T
B
S
D
Service Portfolio Configuration

8. COMMUNITY BUILDING
DIH INNOVATION DEVELOPMENT
ECOSYSTEM GOVERNANCE
IDEAS MANAGEMENT AND MATERIALISATION
CONTRACT RESEARCH
PROVISION OF INFRASTRUCTURE
TECHNICAL SUPPORT ON SCALE UP
VERIFICATION AND VALIDATION
INCUBATION ACCELERATION SUPPORT
ACCESS TO FINANCE
OFFERING HOUSING
BUSINESS TRAINING AND EDUCATION
PROJECT DEVELOPMENT
PROCESS & ORGANIZATIONAL MATURITY
HUMAN CAPABILITIES MATURITY
SKILLS IMPROVEMENT
DATA ACQUISITION AND SENSING
DATA PROCESSING & ANALYSIS
DECISION-MAKING
PHYSICAL-HUMAN ACTION & INTERACTION
DATA SHARING
EEcosystem
TTechnology
BBusiness
SSkills
DData
Service Portfolio Configuration

9. Service Portfolio Analysis
• iHUB/DIH name
• Settlement Region
• iHUB/DIH responsible
• Technical specialization
• Market sector
• iHUB/DIH Service Portfolio Composition
 Survey:

10. 2. CUSTOMERS’ JOURNEY
1. Service portfolio
2. Customers’ journey
3. Blocking points
4. Collaboration

11. iHUBs/DIHs Customers
Technology provider Technology end-user
Any company (SME/LE or start-up)
whose business is to develop new
technologies
Any company (SME / LE or start-up) that
uses technology to best perform its
business

12. iHUBs/DIHs Customers
Technology End-User
Any company (SME / LE or start-up) that
uses technology to best perform its
business
Technology Provider
Any company (SME/LE or start-up)
whose business is to develop new
technologies

13. OBSERVATION
Search information
AWARENESS
Understand benefits and
challenges
EXPERIMENT
Proof of concept
EXPERIENCE
Test the prototype inside
the company’s facility
ADOPTIO
N
Decision to invest in
the new technology
Technology end-user journey

14. ▫ Passive behaviour
▫ Access to proposed
contents
▫ Come across the concept
of I4.0 by chance
▫ Introduce new
technologies
▫ Introduce new skills
▫ Access technological and
business opportunities
▫ Choice of technological
adoption at company
level
▫ New organizational
models and schemas
▫ New business models
▫ Prototype testing in the
company’s environment
▫ KPIs analysis
▫ Organizational road
mapping
▫ Active behaviour
▫ Se targeted
information
▫ Evaluate
opportunities
Technology end-user journey: features

15. IDEATION
Consolidate and validate
the business idea
DESIGN &
ENGINEERING
Develop the solution
MVP
Test the solution and verify
its business potential
VERIFICATION
& VALIDATION
Find early adopters and
financial resources
GO TO MARKET
Get prepared to launch the
technology on the market
Technology provider journey

16. ▫ Identify a need on the
market
▫ Sketch the idea
▫ Understand the
competition
▫ Develop the prototype
▫ Customers’ discovery
▫ Customers’ acquisition
▫ Marketing
▫ Find distribution channels
▫ Manage legal issues
▫ Validation of the
technological solution
▫ Revision of the market
requirements
▫ Revision of the technical
requirements
▫ Find founds
▫ Understand the
requirements from the
market
▫ Design the idea
▫ Define the technical
requirements
Technology provider journey: features

17. Is it good?

18. 3. BLOCKING POINTS
1. Service portfolio
2. Customers’ journey
3. Blocking points
4. Collaboration

19. Narrow mind Time
constraints
Fear to change
the processes
Technology
complexity
Lack of funding
Technology End-User Journey: Blocking Points
OBSERVATION AWARENESS EXPERIENCE EXPERIMENT ADOPTION

20. • “Doing well syndrome”
• No need for digitalization
• Risk aversion
• Unknown communication
channels
• Language and gergo obstacles
Mind-set
Focus on core
business
Peculiar market
features
• Budget constraints for R&D
expenditure
• Order to book priority
• Business strategy locked-in
OBSERVATION
Technology End-User Journey: Blocking Points

21. • Time consuming
• Lack of funds
• Limited human resources
• Lack of skills
Capital assets
Access to
knowledge
Ecosystem
building
• Information overwhelming
• Information complexity
• Knowledge-based
information
• Not applicable content
• Scary content
• Poor ecosystem support
• High effort in engaging people
• Lack of a working team/partners
• Challenges not specific enough
AWARENESS
Technology End-User Journey: Blocking Points

22. • Human capital priority
management
• Time consuming activities
• Lack of funds
Capital assets
Technological
support
Pressure on
results
• No “in house” IT skills
• Lack of competencies
• Low understanding
• Too risky/too costly
• Unclear expected results
• Early ROI expectations
EXPERIMENT
Technology End-User Journey: Blocking Points

23. Organizational
changes
KPIs evidences
• Lack of internal engagement
• End-user customers blocking
• Change readiness
• No innovation manager
• Data management complexity
• Lose enthusiasm
• Impact/Effort evaluation
• Definition of new KPIs
• Lack of skills
• Packed solutions not
available/unsuitable kits
• DIH honest broker
Technological
support
EXPERIENCE
Technology End-User Journey: Blocking Points

24. Maintenance
• Loneliness after the end of the
project
• Lack of competencies in the
continuous improvement
• Lack of a reference person to make
the change sustainable
• Support in systems integration
• Lack of documentation for massive
technological deployment
Technological
support
ADOPTION
Technology End-User Journey: Blocking Points

25. ? ? ? ? ?
Technology Provider Journey: Blocking Points
IDEA GENERATION
DESIGN &
ENGINEERING
MVP V&V GO TO MARKET

26. Let’s do it!

27. ? ? ?
?
?
?
?
?
?
IDEATION DESIGN & ENG MVP V&V GO TO MARKET
Technology Provider Journey: Blocking Points

28. 4. NEW SERVICE IDEAS
AND
COLLABORATION
1. Service portfolio
2. Customers’ journey
3. Blocking points
4. Collaboration

29. ? ? ? ?
? ?
?
OBSERVATION AWARENESS EXPERIENCE EXPERIMENT ADOPTION
?
?
Technology End-User Journey: New (Collaborative) Services
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s

30. EEcosystem
TTechnology
BBusiness
c
•Public events
•Communication
•Fairs
•Tech scouting
•Trend watching
•Communication
•Fairs
•Visioning and strategy
development
•Services Impact
assessment
•Ecosystem
Management
•Technology
dissemination
•DEMO
•Best practices
•PoC
•Hands-on
•Pilot
•Field trial
•MVP (minimum viable
production)
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
c
c
c
SSkills
DData
OBSERVATION AWARENESS EXPERIENCE EXPERIMENT ADOPTION
Technology End-User Journey: New (Collaborative) Services

31. ? ? ?
?
?
?
?
?
?
IDEATION DESIGN & ENG MVP V&V GO TO MARKET
Technology Provider Journey: New (Collaborative) Services
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s
New
service/s

32. EEcosystem
TTechnology
BBusiness
c
•Public events
•Communication
•Fairs
•Tech scouting
•Trend watching
•Communication
•Fairs
•Visioning and strategy
development
•Services Impact
assessment
•Ecosystem
Management
•Technology
dissemination
•DEMO
•Best practices
•PoC
•Hands-on
•Pilot
•Field trial
•MVP (minimum viable
production)
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
•Incubator/
•accelerator support
•Access to finance
•Skills and education
c
c
c
SSkills
DData
IDEATION
DESIGN &
ENGINEERING MVP V&V GO TO MARKET
Technology Provider Journey: New (Collaborative) Services

33. ?
?
?
?
?
Hubs Collaboration Journey

34. NEED
EXPLORE THE
COMMUNITY
PARTICIPATE TO
THE
COMMUNITY
START
COLLABORATING
MAKE
BUSINESS
Hubs Collaboration Journey

35. ? ? ? ?
? ?
?
NEED EXPLORE
THE
COMMUNIT
Y
PARTICIPATE
TO THE
COMMUNIT
Y
START
COLLABORA
-TING
MAKE
BUSINESS
?
?
Technology End-User Journey: Blocking Points

36. Let’s do it!

37. RATIONALE
To help Industry to grasp
the digital opportunities
APPROACH
Integrated platform
to support both
the “Access to”
and
“Collaborate with”
services
OBJECTIVE
To provide access to the latest knowledge, expertise
and technology in order to support companies with
piloting, testing and experimenting with digital
innovations.
ADDED VALUES
DIHIWARE Platform
CONCEPT
Find synergies, provide
and find opportunities
and valuable
information and easily
connect with the people
from your ecosystem

38. DIHIWARE
An integrated platform aiming to support both the
“Access to” and “Collaborate with” services
platform providing access to the latest knowledge,
expertise and technology in order to support
companies with piloting, testing and experimenting
with digital innovations.
Incorporate knowledge management into
members/end users business processes
Knowledge Management Platform
Create and manage challenges and contest in a
collaborative way
Collaboration Platform
Find and provide new services and products to Innovate
and grow your business managing and creating a peer-
to peer marketplace
Business API Ecosystem
business intelligence metrics and a user-friendly
dashboards to keep ready critical business process
information
B2B support and Workflow
A one-stop-shop for SMEs where multiple
services are offered for enabling the
collaboration of organizations by allowing
them to find synergies, provide and find
opportunities and valuable information
and easily connect with the people from the
ecosystem.

39. DIHIWARE Platform in a nutshell

40. THANK
YOU!