The ability to exploit disruptive innovation is the main factor in a company’s continued success. The ability to significantly advance a field or create a new field is paramount not only to a venture’s ability to generate revenue, but it is key to our nation’s economic vitality. Yet today’s business environment is dominated by funding options and exit strategies focused on near-term results and unreasonable profit expectations (Estrin, 2008b). Given these constraints, software startups must focus on incremental innovation to obtain initial funding. The result is an industry focused on short-term strategies that limit the likelihood of developing disruptive innovations and companies with long-term focuses. Current business models do not adequately address a key factor in preventing the loss of innovations and stagnancy in industries and their markets. New business frameworks and models are required that focus on preserving the core teams found in software startups and to provide them with the runway they require to develop disruptive innovations. Nowhere is innovation more crucial than in the startup environment where the abilities to invent, adapt, outwit, and outlast on a shoestring budget predict success. This paper evaluates today’s business models to determine how they help overcome roadblocks faced by software startups in today’s acquisition environment, identifies related research, and recommends new models and adaptations to existing models to overcome these roadblocks. “It is estimated that 70-95 percent of acquisitions fail. A significant percentage is due to the friction that is created by trying to integrate the startup with the large company's financials, HR department, product, market and business model. Most startups when they are acquired are uncertain on many of these dimensions, and forcing them to conform on any one of these dimensions to the large company can stunt their growth and often kill them.” – (Herrmann, September 2011) This paper investigates how to preserve innovation within a startup and within an acquiring company, how innovation is interwoven in team members, the leadership characteristics that inspire innovation, and the importance of balancing the value of innovation against process. The recommended guidance and frameworks focus on preserving the core team and their innovations, as well as generating a strong return on investment, when an established business acquires a startup. The perspectives presented are based on the author’s experiences as a key team member in two startups in the mid 1990s, multiple failed internal incubation groups within a fortune 100 company, and in considering a new startup in today’s environment. / text

Цель диссертации – аналитически обеспечить разработку системы взаимопомощи и социализации для лиц с ограниченными возможностями здоровья на базе существующей версии локальной платежной системы. Актуальность обусловлена огромными масштабами сообщества инвалидов в России. Проблема инвалидности остается болезненной, как с точки зрения медицины, так и с социально-экономической стороны. В работе решаются задачи: анализ предметной области, изучение альтернативных расчетных средств, электронных платежных системы. Изучены результаты исследований прошлых лет, а также модели и методики разработки продукта. Проведена полная аналитика системы, посчитаны все затраты, подготовлен проект внедрения, а также создан прототип системы для проведения деловых игр. Объектом исследования являются методы и инструменты изучения рынка ИКТ и разработки инновационного продукта. Предмет – аналитическое обоснование вывода на рынок и разработки инновационного продукта для лиц с ОВЗ. Научная новизна заключается в том, что в работе с помощью современных моделей и методик обоснована необходимость создания системы взаимодействия инвалидов, которая объединяла бы в себе функции интернет-магазина и ведение балансов счетов участников. Система уникальна и не имеет конкурентов. Практическая значимость заключается в создании аналитической базы сообщества инвалидов России и подготовке материалов для введения ЛПС в жизнь сообществ. / The purpose of the dissertation is to analytically ensure the development of a system of mutual assistance and socialization for people with disabilities based on the existing version of the local payment system. The relevance is due to the huge scale of the disabled community in Russia. The problem of disability remains painful, both from the point of view of medicine and from the socio-economic side. The paper solves the following tasks: analysis of the subject area, study of alternative means of payment, electronic payment systems. The results of previous years' research, as well as models and methods of product development are studied. A complete analysis of the system was carried out, all costs were calculated, an implementation project was prepared, and a prototype of the system for conducting business games was created. The object of the research is methods and tools for studying the ICT market and developing an innovative product. The subject is an analytical justification for launching and developing an innovative product for people with disabilities. The scientific novelty lies in the fact that the work with the help of modern models and techniques justifies the need to create a system of interaction of disabled people, which would combine the functions of an online store and maintaining the balance of accounts of participants. The system is unique and has no competitors. The practical significance lies in the creation of an analytical base of the Russian disabled community and the preparation of materials for the introduction of LPS into the life of communities.

A digitalização e a evolução tecnológica experimentadas em anos recentes têm promovido mudanças na forma como as organizações se estabelecem e desenvolvem seus modelos de negócios. São exigidos intervalos de respostas cada vez mais curtos, bem como flexibilidade e dinamismo. Algumas práticas têm emergido para auxiliar empreendedores atuantes neste novo cenário, em especial aos líderes de startups e projetos de base inovadora. O presente trabalho apresenta resultados de uma pesquisa que teve como objetivo de investigar de que forma o lean startup pode auxiliar novos empreendimentos baseados em inovação a validar seus modelos de negócio, quais os fatores críticos de sucesso para a sua implementação e qual o grau de adoção de suas práticas por startups tecnológicas na região metropolitana de Porto Alegre (RS). Para isto, o estudo foi dividido em três principais etapas. A primeira etapa consistiu em uma revisão sistemática da literatura a respeito da temática, com a identificação de estudos acerca do lean startup, customer development e gestão ágil. Foram identificados principais efeitos da implementação sobre as organizações e fatores críticos de sucesso para a execução A segunda e terceira etapas compreenderam estudos de caso múltiplos, com a identificação de práticas utilizadas por startups tecnológicas para a validação de elementos de modelos de negócio, e a coleta de percepções de líderes de startups de engenharia quanto ao lean startup e os principais obstáculos e facilitadores para a sua implementação. Entre os principais resultados, destacam-se os benefícios das práticas ágeis sobre a flexibilidade das organizações, bem como a redução de custos, se comparados à gestão baseada em planos de negócios. Deve-se ressaltar que os estudos de caso possuem limitações quanto à generalização, visto que podem não representar outras realidade. De toda a forma, o presente trabalho contribui para o preenchimento de parte de uma lacuna existente na literatura quanto à temática. / Digitization and technological evolution experienced in recent years has led to changes in the way organizations establish and develop their business models. Market demands quick responses as well as flexibility and dynamism. Some practices have emerged to assist entrepreneurs in this new scenario, especially leaders behind startups and innovation-based projects. This work presents results of a research that aimed at investigating how lean startup can support the validation of business models in innovation-based ventures, what are the critical success factors for its implementation, and whether the startups in the metropolitan region of Porto Alegre (RS) are actually adopting the methodology. To achieve this objective, the study was divided into three main stages. The first stage consisted of a systematic literature review on the subject, with the identification of studies about lean startup, customer development and agile management. As main findings, we identified lean startup effects on organizations and critical success factors for its implementation. The second and third steps included multiple case studies, identifying the practices used by technological startups to validate business models elements, and the perceptions of leaders behind engineering startups regarding to lean startup, as well as main obstacles and facilitators for its implementation. Some results regard the benefits of agile practices on the flexibility of organizations, as well as the reduction of costs, when compared to plan-based management approaches. Case studies have limitations on generalization, since they may not represent other realities. In any case, the present work contributes to fill part of a literature gap on the subject.

A digitalização e a evolução tecnológica experimentadas em anos recentes têm promovido mudanças na forma como as organizações se estabelecem e desenvolvem seus modelos de negócios. São exigidos intervalos de respostas cada vez mais curtos, bem como flexibilidade e dinamismo. Algumas práticas têm emergido para auxiliar empreendedores atuantes neste novo cenário, em especial aos líderes de startups e projetos de base inovadora. O presente trabalho apresenta resultados de uma pesquisa que teve como objetivo de investigar de que forma o lean startup pode auxiliar novos empreendimentos baseados em inovação a validar seus modelos de negócio, quais os fatores críticos de sucesso para a sua implementação e qual o grau de adoção de suas práticas por startups tecnológicas na região metropolitana de Porto Alegre (RS). Para isto, o estudo foi dividido em três principais etapas. A primeira etapa consistiu em uma revisão sistemática da literatura a respeito da temática, com a identificação de estudos acerca do lean startup, customer development e gestão ágil. Foram identificados principais efeitos da implementação sobre as organizações e fatores críticos de sucesso para a execução A segunda e terceira etapas compreenderam estudos de caso múltiplos, com a identificação de práticas utilizadas por startups tecnológicas para a validação de elementos de modelos de negócio, e a coleta de percepções de líderes de startups de engenharia quanto ao lean startup e os principais obstáculos e facilitadores para a sua implementação. Entre os principais resultados, destacam-se os benefícios das práticas ágeis sobre a flexibilidade das organizações, bem como a redução de custos, se comparados à gestão baseada em planos de negócios. Deve-se ressaltar que os estudos de caso possuem limitações quanto à generalização, visto que podem não representar outras realidade. De toda a forma, o presente trabalho contribui para o preenchimento de parte de uma lacuna existente na literatura quanto à temática. / Digitization and technological evolution experienced in recent years has led to changes in the way organizations establish and develop their business models. Market demands quick responses as well as flexibility and dynamism. Some practices have emerged to assist entrepreneurs in this new scenario, especially leaders behind startups and innovation-based projects. This work presents results of a research that aimed at investigating how lean startup can support the validation of business models in innovation-based ventures, what are the critical success factors for its implementation, and whether the startups in the metropolitan region of Porto Alegre (RS) are actually adopting the methodology. To achieve this objective, the study was divided into three main stages. The first stage consisted of a systematic literature review on the subject, with the identification of studies about lean startup, customer development and agile management. As main findings, we identified lean startup effects on organizations and critical success factors for its implementation. The second and third steps included multiple case studies, identifying the practices used by technological startups to validate business models elements, and the perceptions of leaders behind engineering startups regarding to lean startup, as well as main obstacles and facilitators for its implementation. Some results regard the benefits of agile practices on the flexibility of organizations, as well as the reduction of costs, when compared to plan-based management approaches. Case studies have limitations on generalization, since they may not represent other realities. In any case, the present work contributes to fill part of a literature gap on the subject.

A digitalização e a evolução tecnológica experimentadas em anos recentes têm promovido mudanças na forma como as organizações se estabelecem e desenvolvem seus modelos de negócios. São exigidos intervalos de respostas cada vez mais curtos, bem como flexibilidade e dinamismo. Algumas práticas têm emergido para auxiliar empreendedores atuantes neste novo cenário, em especial aos líderes de startups e projetos de base inovadora. O presente trabalho apresenta resultados de uma pesquisa que teve como objetivo de investigar de que forma o lean startup pode auxiliar novos empreendimentos baseados em inovação a validar seus modelos de negócio, quais os fatores críticos de sucesso para a sua implementação e qual o grau de adoção de suas práticas por startups tecnológicas na região metropolitana de Porto Alegre (RS). Para isto, o estudo foi dividido em três principais etapas. A primeira etapa consistiu em uma revisão sistemática da literatura a respeito da temática, com a identificação de estudos acerca do lean startup, customer development e gestão ágil. Foram identificados principais efeitos da implementação sobre as organizações e fatores críticos de sucesso para a execução A segunda e terceira etapas compreenderam estudos de caso múltiplos, com a identificação de práticas utilizadas por startups tecnológicas para a validação de elementos de modelos de negócio, e a coleta de percepções de líderes de startups de engenharia quanto ao lean startup e os principais obstáculos e facilitadores para a sua implementação. Entre os principais resultados, destacam-se os benefícios das práticas ágeis sobre a flexibilidade das organizações, bem como a redução de custos, se comparados à gestão baseada em planos de negócios. Deve-se ressaltar que os estudos de caso possuem limitações quanto à generalização, visto que podem não representar outras realidade. De toda a forma, o presente trabalho contribui para o preenchimento de parte de uma lacuna existente na literatura quanto à temática. / Digitization and technological evolution experienced in recent years has led to changes in the way organizations establish and develop their business models. Market demands quick responses as well as flexibility and dynamism. Some practices have emerged to assist entrepreneurs in this new scenario, especially leaders behind startups and innovation-based projects. This work presents results of a research that aimed at investigating how lean startup can support the validation of business models in innovation-based ventures, what are the critical success factors for its implementation, and whether the startups in the metropolitan region of Porto Alegre (RS) are actually adopting the methodology. To achieve this objective, the study was divided into three main stages. The first stage consisted of a systematic literature review on the subject, with the identification of studies about lean startup, customer development and agile management. As main findings, we identified lean startup effects on organizations and critical success factors for its implementation. The second and third steps included multiple case studies, identifying the practices used by technological startups to validate business models elements, and the perceptions of leaders behind engineering startups regarding to lean startup, as well as main obstacles and facilitators for its implementation. Some results regard the benefits of agile practices on the flexibility of organizations, as well as the reduction of costs, when compared to plan-based management approaches. Case studies have limitations on generalization, since they may not represent other realities. In any case, the present work contributes to fill part of a literature gap on the subject.

The following master thesis is conducted on behalf of The Royal Institute of Technology and Manetos AB with the purpose of investigating potential business markets for the new innovation, the Digital Circuit Breaker (DCB). The DCB is a mean for digitalising the distribution board, which is the middleman between households’ electrical appliances and the electrical grid. Through this digitalisation, a two-way communication between households and the grid can emerge, creating possibilities for demand side flexibility and energy management. The technology also provides more transparency for homeowners and real estate owners into households’ and buildings’ energy consumption, through monitoring and disaggregation. The study found that the energy landscape is facing significant challenges for the future. The integration of more intermittent energy, unpredictable energy consumption, new power consuming technologies and an aging grid were examples of challenges which potentially could jeopardize the security of electric supply. Many of these challenges however were also found to be issues which the DCB could potentially solve. It was also found that power-based tariffs spoke in favour of the DCB. Based on the overall empirical results, the study found that there is a need amongst utilities for demand side flexibility solutions and that there is a need amongst homeowners for electricity transparency and monitoring tools. This gives rise to a situation where the possibility to commercialize the DCB exists. By making the DCB a demand flexibility solution for utilities and a transparency and monitoring tool for homeowners, the needs for both utilities and homeowners can be fulfilled. The recommendations towards Manetos were to focus on the business markets electric utilities, more specifically municipally owned grid companies, and homeowners. It was found that the municipally owned grid companies focused more on socioeconomics than profit based grid companies. Furthermore, the municipally owned grid companies that had powerbased tariffs in place today showed great interest in the DCB as a tool for better managing electrical load and avoiding power peaks. For homeowners it was found that the people who owned electric vehicles or had direct electric heating showed great interest in an electricity management tool such as the DCB. The study also found real estate companies to be a business market of interest, however, not enough interviews were conducted in order to draw conclusions for the markets viability. Therefore, further investigation of the real estate company market is recommended. / Följande examensarbete har utförts på uppdrag av Kungliga Tekniska Högskolan och Manetos AB med syftet att undersöka potentiella affärsmarknader för en ny innovation kallad den Digitala Brytaren (DCB – Digital Circuit Breaker). DCBn är ett verktyg för att digitalisera elskåpet, vilket fungerar som en mellanhand mellan hushåll och elnätet. Denna digitalisering möjliggör för tvåvägskommunikation mellan hushåll och elnät, vilket öppnar upp möjligheter för efterfrågeflexibilitet och bättre energihushållning. Teknologin ökar även transparensen gällande byggnaders energikonsumtion, både för hushåll och fastighetsägare, genom övervakning och dissaggregering. Studien fann att energilandskapet står inför betydande utmaningar inför framtiden. Integrationen av mer intermittent energi, oförutsägbar energikonsumtion, nya teknologier och ett åldrande elnät är några exempel på utmaningar vilka kan komma att äventyra leveranssäkerheten i systemet. Många av dessa utmaningar visade sig dock vara problem som DCBn skulle kunna lösa. Studien fann även att effektbaserade tariffer, vilka idag används som ett verktyg för att motverka höga effektuttag, fungerar som incitament för DCBn och för en mer hållbar energikonsumtion generellt. Baserat på de övergripande empiriska resultaten fann studien att det finns ett behov för efterfrågeflexibilitets lösningar bland elnätsägare, samt ett behov för transparens- och kontroll-verktyg för villaägare. Detta ger möjlighet för att kommersialisera DCBn. Behoven hos både elnätsägare och villaägare kan uppnås genom att paketera DCBn som ett efterfrågeflexibilitets-, transparens- och övervaknings-verktyg. Rekommendationen till Manetos var att fokusera på kundsegmenten elnätsägare, främst de kommunalt ägda, samt villaägare. Studien fann att kommunalägda elnätsägare fokuserade mer på samhällsekonomi är de vinstdrivande elnätsföretagen. Vidare så fann studien att de kommunala elnätsägarna vilka idag använder effekt tariffer, hade ett stort intresse för DCBn som ett verktyg för att minska effekttoppar och uppnå bättre övervakning. För villaägare kunde det ses att de personer som ägde elbilar eller hade direktverkande el i bostaden visade störst intresse för ett verktyg såsom DCBn. Även kundsegmentet fastighetsägare visade sig vara av intresse, dock genomfördes inte ett tillräckligt stort antal intervjuer inom segmentet för att kunna dra slutsatser om marknadens lönsamhet. Därför föreslås undersökning av detta segment för vidare framtida studier, såväl som att undersöka potentialen för DCBn internationellt samt att inkludera ett större antal villaägare i studien.

With the significant shifts and upheaval in the marketplace due to digitalisation, and evolving customer behaviour, it is becoming increasingly imperative for businesses to build and maintain strong connections with their customers. This new business setting causes major implications for companies’ formulation of strategies. Therefore, this thesis aims to map out points-of-parity and points-of-difference with regards to how two companies leverage customer emotion, customer engagement and customer loyalty in order to achieve growth, which is defined as the stages of customer acquisition, customer development and customer retention. In addition, the purpose is to explore advocacy and its role for igniting further growth. The study is conducted in the form of a comparative case study of two digital B2C companies: the media company Freeda and the food delivery service Deliveroo. The Framework for Customer Growth and the Cycle of Advocacy-Ignited Growth guide the analysis. The main findings include that companies’ core propositions determine their emotional strategy as well as personalisation being considered the most significant aspect of customer engagement. Moreover, the role of advocacy can be taken on by various stakeholders and is not limited solely to customers.

The thesis deals with the issue of startups and methodologies of their development. Main aim is to explain chosen approaches to development of startup, compare them and then retrospectively use them in an e-shop selling clothes, determine mistakes of past development in relation to the methodologies and evaluate their suitability for specific business of specific product (clothes) distribution in the Czech Republic. Another equally important aim is to assess the effectiveness of acquisition and activation of customers of the e-shop using web analytics tools and evaluate behavior of visitors.

Thesis deals with startup companies and their development methodology. The main aim is to present a model of startup company development. Within the theoretical part successful and unsuccessful businesses are analyzed and selected approaches to the development of startup companies are explained. In practical part, based on the findings a model for startup company development is proposed.

Funding is one of the most critical resources high potential technology startup (HPTS) ventures need to achieve success. Some startup founders lack access to capital, a critical resource for HPTS founders to create value for customers and capture value for their organizations. Capital constraints can hinder business performance, endanger growth and the ability to grow and scale into the global markets. This multiple case study explored the strategies HPTS firms used to access capital to grow and scale into global markets. Mishra's venture capital investment model and Blank's customer development model served as the conceptual framework for this study. Data were collected from semistructured face-to-face interviews, direct observations, member checking, and a reflective journal. Participants were selected using a purposive sampling of 5 founders from the Silicon Valley of California, who were involved in equity finance decisions in the last 5 years. Yin's 5-step data analysis plan was used in the final data analysis. Eight themes emerged from the study: capital constraint; identification of potential investors; collaboration, guidance, and support; investment potential; investment thesis; measurement of success; passion and preparedness; and prevention of stock dilution. The findings of this study have implications for positive social change. HPTS ventures can use the study findings to gain approval of investment proposals and increase ventures that create value for customers and for the organizations.