Training SMEs to digitally transform Lesson’s learned from field experiences in Bulgaria A.Antonova, A.Ivanov, S.Ivanov, K.Stefanov

Presentation overview Context: DIGITRANS in brief DIGITRANS method DIGITRANS trainings in Bulgaria 2018-2019 Lessons’ Learned and general conclusions

DIGITRANS Project objectives DIGITRANS (2017-2019) aims at developing a SME appropriate innovation method enabling SME to create competitive digital business models (dig.BM) within a specifically setup incubator space. DIGITRANS focused on: 3 sectors relevant to all Smart Specialization Strategies from the partner regions: (a) Creative Industries, (b) Health, (c) Advanced Manufacturing, to pilot the innovation method & tools to be developed by the consortium; to develop a transnationally validated programme for blended learning training (BLT); to provide specific online learning environment; to empower & equip SMEs with the relevant skills to handle their digital transformation process successfully and create competitive business models (BMs).

DIGITRANS‘ Offer Method development (04/17-03/18) Method „Cookbook“ Validated regional incubation spaces Start-up & SME support to develop a digital business model Business model E-Learning Environment (04/17-06/19) Flexible, self-paced learning environment Targeted online learning material Online method toolbox SME Blended Learning Training (04/18-05/19) Blended-learning training concept 10 trainings/partner region 5 business model support WS in the incubation spaces Guideline & transfer measures (09/18-05/19) Guideline for business support organisations Regional policy workshops

Fiction company case study DIGITRANS method Digital Transformation Method Company workshop Develop own BM Online consultation Define own case F2F Training Fiction company case study

PROJECT e-learning Platform Digitrans.me

DIGITRANS Trainings in Bulgaria 7 F2F trainings: June/ 5 November/December / February 6 in Sofia, 1 in Plovdiv About 60 trainees 3 Online consultations 2 Company workshops & 2 digital transformation project ideas

Training structure Case study overview New digital technologies in brief Define the situation: Strategic Landscape map, Blue Ocean Canvas, Stakeholder map Focus on customer: Persona and Value proposition Canvas Design phase - Develop ideas: brainstorming; Prototyping – SAP Scene Define Business Model Canvas; Test ideas: voting;

SAP Scenes and Design Thinking

DIGITRANS trainings general feedback: Most of the participants were not familiar with the new technologies, so we organized a very short introduction with brief explanations about the new types of technologies. Therefore, some additional activity (game, quiz, short video, etc.) would be good to have in order to introduce the new technologies (Big Data, IoT, Robots etc.) to the very diverse group of participants.

Learning method The DIGITRANS instruments and tools were very interesting and new for most of the participants. We decided to keep the participants working together in one group in order to increase the group dynamics, organizing debates and discussions, asking provocative questions and explaining details and making summary of the most important elements. Everybody was interested in DIGITRANS practical and learning-by-doing method.

Case studies used During the first set of seminars, we used a German case study for a company selling Bio food, but we found that the groups and the trainers were not enthusiast for the case study as it has a different perspective from our business development. Therefore, we composed another case study, for figuring out a business model for a fiction company in Bulgaria. The participants were much more interested to work on it, knowing that this is something more real and close to them.

Learning content One of the main feedback is that participants are not sure that they could implement the DIGITRANS method in their companies. In contrast to the other countries, we couldn’t find good opportunities and programs to assist companies after defining their new digital ideas to receive initial funding. Good ideas are available – how to make them real?

General conclusions for Digital transformation SMEs should do Digital transformation step by step and avoid major revolutions and overhauls. If an SME is working with an outside contractor the SME should always be the one setting the goals and expectations and should actively participate in the product development.

Conclusions Digital transformation is a live process. Companies have to pay attention to technological trends in the markets and see how they can incorporate them into their business. They also have to have the vision to go ahead with these changes.

Thank you for your attention!