We advise on expanding business boundaries by building new business models based on innovation, speed to market, and sustainability. These business models define all aspects of a company’s approach to developing a profitable offering and delivering it to its target customers.
A typical definition of a business model may include more than 40 different components. Our approach explores the concept of a business model by addressing the following key components:
- Who is the target customer?
- What need is met for this customer?
- What offering will we provide to address that need?
- How does the customer gain access to that offering?
- What role will the business play in providing the offering?
- How will the business earn a profit?
We use our Collaborative Innovation framework to develop
and execute strategies for identifying innovation platforms.
Understanding & Immersion
Establish Contract for Success
Problem Framing & Hypothesis
Build High-Performance, Collaborative Team Environment
Observation, Ideas & Insight
Map Category/Market Needs & Dynamics
Define Strategic Target
Identify Initial Solution
Create & Adapt Solution
Generate Market Prediction
Establish Market Experiment
Refine solution through Iterative Learning
We leverage five elements to maximize the outcome:
- Stakeholder Engagement - an iterative approach to solution creation
- Technology and Tools – a mix of technologies including video ethnography
- Entrepreneur Council - access to global network of entrepreneurs to identify, plus us or assess solutions
- Collaborative Workshop (CWE) - an open team environment to foster breakthrough thinking by leveraging our Collaborative Innovation Center (CIC)
- Strategic Partnerships - access to know-how and assets to create valuable solutions
We use a comprehensive insight framework to explore
|We use a Collaborative Workshop Environment (CWE) to foster creativity and entrepreneurship. We bring together internal constituents and external experts with our team to craft new concepts.
to Go: Innovative New Business Model
Behind New Technologies
Chiquita, an industry leader in the commodity banana category, was looking for opportunities to grow in a mature market with limited expansion potential in the Americas and tariff issues in Europe.
How we did it
Valen established a vision for growing the business behind new consumption by going outside the traditional grocery channel where the banana would be sold wherever the Snickers bar was. Working with the innovation team Valen recommended the use of a novel packaging technology to slow the ripening of the fruit. This technology, originally designed as a cost saving initiative, helped overcome the anticipated complex distribution challenge and created a new opportunity for growth. Valen designed a non-traditional, flexible, and iterative learning plan to quickly vet the new business model by defining the lead concept, customer interest, target price and distribution technology in a real, live food delivery system.
The market appeal and potential of the new business model, Chiquita to Go, was tested at Starbucks at a premium price targeted at health-conscious consumers. This led to a channel expansion program where a single banana was sold for 75₵ a piece versus 39₵ per pound. The growth platform became a beachhead to sell other fruit to Starbucks and other convenience outlets. Redefining and adding value to a commodity provided a significant long-term impact on new revenue and margin, and created other high margin new businesses. Introducing the banana as a premium item was named among the “Top 10 Cool New Products for C-stores” by the National Association for Convenience Stores.