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If you have a C-suite that’s focused on this quarter’s results, getting their attention on something that is two years away from revenue is hard. – Bill Weber (@ATLInnovator), president of GrowthPilot in our conversation at the 2018 IRI Annual Conference in Atlanta.

The C-Suite knows they need R&D for business sustainability, but it’s so hard to get them to look away from a prize that’s so close. The two groups are operating on two different timelines.

Success happens when an executive is truly engaged with the R&D department, said Weber, supporting them every step of the way through the process. Since there’s always going to be a mismatch on timelines, short term profits, and goals, arguments are inevitable.

Weber recalls a great argument he had with a client that built sensors for cars. They wanted to start manufacturing cameras and sell them alongside their car sensors. Initially, it sounded like a good idea and they were looking for a consultant to validate their effort. Problem is, as Weber discovered, these cameras were becoming highly commoditized and the margins were getting thinner and thinner. The real money was in the software to operate the cameras.

Even though they hired Weber for his unbiased opinion, they thought they had come up with a great idea. They didn’t want to hear no. They just wanted validation. After Weber presented a mountain of data, the client finally conceded.

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David Spark
Spark Media Solutions

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Our Worldwide Locations


311 ½ Occidental Ave S
Suite 300
Seattle, WA 98104
+1 (206) 800-2678


Xinova Japan GK
Yaesu Mitsui Building 6F
2-7-2 Yaesu, Chuo-ku
Tokyo 104-0028 Japan


Xinova Innovation (Beijing) Consultancy Co. Ltd.
Room 2494, Level 24, Tower 3
China Central Place
77 Jianguo Road
Chaoyang District
Beijing, 100025 China


Xinova Asia Pte Ltd.
150 Beach Road
#08-06/08 Gateway West 
189720 Singapore
+65 6408 5080


Xinova Korea
10th floor, Golfzone Tower
735, Yeongdong-daero
Seoul 06072, Korea
+82 2 6952 8840


Xinova Australasia Pty Ltd.
Suite 1, Level 18
227 Elizabeth Street
Sydney NSW 2000 Australia
+61 2 8093 4850


Xinova India
Suite No 208, 2nd Floor
Survey No 414
PSR Complex
Govinda Reddy (GR) Layout
Bannerghatta Road
Karnataka, 560076, India


Xinova Finland
Erottajankatu 5 A 4
FI-00130 Helsinki

Affiliate offices in Tel Aviv & Vienna