1、商業模式創新及其改進the menuwhats ontoday?the alchemy of business model innovationfirst: what are your expectations for today?example of business model innovationwaste water treatment systemsoffercustomer segmentrevenue streamdistribution channelwaste water treatment systemCanadian mining sitesone time sales

2、feesales forceidea!sell waste water treatment systemCanadian mining sitesone time sales feesales forcetotal waste water treatment managementCanadian mining sitesrecurring service feesales forcean exerciselets doto understandyour offersyour client segmentsyour channelsoffersclient segmentsdistributio

3、n channelsconsultingbanking executivespersonal networkbanking knowledgebanking professionalsdedicated websitetrainingprogramsell waste water treatment systemCanadian mining sitesone time sales feesales forcecore activitiescore capabilitiescostspartner networkclient relationshipbuild treatment system

4、swater treatment knowledgeproduction costssuppliersfollow-upbuild treatment systemswater treatment knowledgeproduction costssuppliersfollow-uptotal waste water treatment managementCanadian mining sitesrecurring service feesales forcedispatch repair teamserror free systems developmentcall centervaria

5、ble costs of repair servicesbusiness model templateVALUEPROPOSITIONCOSTSTRUCTURECUSTOMERRELATIONSHIPTARGETCUSTOMERDISTRIBUTIONCHANNELVALUECONFIGURATIONCORECAPABILITIESPARTNERNETWORKREVENUESTREAMSINFRASTRUCTURECUSTOMEROFFERFINANCEthe basics of identifying and improving business models1. describe it2.

6、 discuss it3. improve it4. implement it1. describe itDevelopment planQuisque augue felis, commodo a, elementum id, faucibus id, sem. Aenean rutrum enim. Praesent pulvinar dignissim nisl. Cras a nunc. Donec tincidunt odio sit amet lacus. Pellentesque metus tortor, ullamcorper vitae, lobortis vel, eui

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8、 Pellentesque ac tortor eget augue suscipit ullamcorper. Aenean eleifend porta orci. Etiam at arcu. Vestibulum lacinia nunc in eros. Suspendisse potenti. Aliquam erat volutpat. Donec gravida. Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Cum sociis natoque penatibus et magnis dis parturi

9、ent montes, nascetur ridiculus mus. Maecenas vel enim et metus semper fringilla. Donec ornare arcu. Maecenas faucibus ligula convallis nibh. Mauris dui quam, congue eu, commodo nec, tristique in, enim. Nulla auctor semper urna. Quisque a elit eu purus iaculis vestibulum. Aliquam dictum risus at odio

10、. Fusce at lorem et elit faucibus placerat. Aenean velit. Proin elit odio, blandit et, scelerisque quis, pulvinar a, dui. Nunc magna dolor, bibendum ut, accumsan congue, tincidunt sit amet, neque. Proin consequat tincidunt lacus. In urna dui, congue nec, tincidunt sit amet, facilisis imperdiet, lore

11、m. Morbi sed nibh. Vivamus vitae dolor. Ut bibendum volutpat mi. Pellentesque quis magna non lectus elementum pretium. Aliquam quis est vitae arcu consequat fringilla. Cras magna risus, placerat eget, egestas consectetuer, ornare vel, felis. Nam ornare justo id orci mattis ultricies. Morbi luctus. U

12、t pretium odio ac libero. Nunc sollicitudin pharetra lorem. Aenean scelerisque, lacus eget ullamcorper scelerisque, ipsum urna viverra mi, eget viverra quam eros eget velit. Ut lacinia feugiat purus. Cum sociis natoque penatibus et magnis dis parturient montes, nascetur ridiculus mus. Etiam nunc nis

13、l, aliquam blandit, luctus id, commodo laoreet, sem. Phasellus sit amet orci ut sapien vulputate pellentesque. Pellentesque dapibus purus et quam. Nam sit amet magna in neque dignissim sodales. Aenean non justo nec magna lobortis volutpat. StrategyLorem ipsum dolor sit amet, consectetuer adipiscing

14、elit. Cras in tortor. Sed posuere erat. Maecenas pulvinar nulla eu magna. Vivamus semper, risus ut egestas pulvinar, lectus ante feugiat quam, sit amet congue odio lacus ac ipsum. Aliquam suscipit, est ut volutpat vulputate, nulla felis pulvinar libero, non ornare libero ipsum tristique tortor. Fusc

15、e sed lorem vitae justo feugiat malesuada. Donec aliquet. Vivamus semper eros nec diam. Vivamus sem arcu, imperdiet nec, congue ac, scelerisque vel, nulla. Donec et mauris. Integer a nulla vulputate pede consequat euismod. Praesent molestie urna nec leo. Proin eros. Maecenas ac sem nec dui sodales t

16、empus. Maecenas suscipit egestas velit. Suspendisse vel tortor. Proin imperdiet, sem nec aliquet ultrices, nunc est egestas eros, non hendrerit magna eros eget augue. Maecenas sed leo vitae leo faucibus vulputate. Proin dignissim eros at augue. Nam luctus nulla non nibh. Nam at lorem ac mauris laore

17、et viverra. In placerat consequat nunc. Donec rhoncus nunc ac urna. Integer vestibulum condimentum orci. Fusce velit turpis, malesuada quis, scelerisque ut, eleifend vitae, ipsum. Vestibulum eu erat. Vestibulum justo nisl, tincidunt et, semper vel, tristique quis, eros. Vestibulum tempus, massa vel

18、consectetuer congue, erat magna consequat purus, a facilisis orci nibh vitae purus. Nam tincidunt venenatis ligula. Nunc orci nulla, ornare quis, lobortis viverra, dapibus at, turpis. Suspendisse sit amet nisl at enim tincidunt blandit. Curabitur augue est, suscipit sed, egestas sit amet, vehicula v

19、itae, tellus. Maecenas nec metus vel nisi interdum pellentesque. WordsTextTextText18%300%12%1%we dont really know how to2. discuss itbut there is no common language3. improve itwe dont really have the tools4. implement itHereCEOs10Managers60HereStaff360Okeverything else than plannedmainthechallenget

20、hink outside-of-the boxinsanity: doing the same thing over and over again and expecting different resultsAlbert Einstein“”enabling business model innovationuser-centeredcreativity & explorationinterdisciplinary approachstrategic fitmore exampleswhats the connection?activitiesprecision micro-engi

21、neeringcostspartnersclient relationshipmechanical watchesluxury buyersrevenue streamschannelsmechanicaljointspatientsCemex exampleactivitiescore competenciescostspartnersclient relationshipcement bycubic meterbuildersrevenue streamschannelscement delivered during time windowon time deliveryfleet man

22、agementthe business model design process1. identify interdisciplinary stakeholders- set-up team2. understand (business) environment frame problem3. suspend reality- ideate4. bring back reality - prototype5. chose suitable design- decide6. execute- project portfolio7.evaluate, learn and redesign- man

23、age improvementall photos from Flickrunder a creative commons licenseauthors indicated in comment page of pptannex Iotherthe business modelers toolboxco-creationideationvisualizationprototypingsome examplesGoldcorpmininglow costs through open explorationCUSTOMERRELATIONSHIPSCUSTOMERSEGMENTSexploitin

24、gmines“geology prize”500000 $USREVENUESTREAMSDISTRIBUTIONCHANNELSGoldcorp publicly shared all of its geological data and offered US$ 500000 in prizes for determining where they might find the next 6 million ounces of goldresearchfrom copyright to creative commonsSkypefree VoIP & value added serv

25、icessoftware developmentwebsiteglobal(non segmented)deliver voice & video quality“eBay”large scalelow margininternetsoftware developmentfree voice-over-IP VoIP telephony & value-added services1291 Cityhomeslow cost accommodation New Yorklow costCUSTOMERRELATIONSHIPSthe cost sensiblerenting o

26、ut roomskeep down costsapartment ownersrentsDISTRIBUTIONCHANNELSfind demandyoung curious Swisslow-cost hotel/rental in New York CityTecnovatelow-cost multi-lingual call center outsourcinglow costCUSTOMERRELATIONSHIPSEuropean corporationsACTIVITYCONFIGURATIONkeep down costs“import” young curious Euro

27、peans to India to workREVENUESTREAMSDISTRIBUTIONCHANNELSbusiness process outsourcing “up-side down” in Indiafrom bloated head to the long tailVALUEPROPOSITIONCOSTSTRUCTURECUSTOMERRELATIONSHIPTARGETCUSTOMERDISTRIBUTIONCHANNELVALUECONFIGURATIONCORECAPABILITIESPARTNERNETWORKREVENUESTREAMSFREE advertisi

28、ng supported mobile telephonymobile network operator that “rents out” capacity to Blyksubscribers fill out profile on the Internetmarketing to mobile users with an interesting advertising profileregular ad messages via mobile phonemarketingpaying mobile phone minutesthe young and the hipincreasing t

29、he number of mobile phone users with the right profile to increase the value for advertisersINFRASTRUCTURECUSTOMEROFFERFINANCEaccess to a pool of targeted young advertising publicadvertising feesfinding and contracting advertisersadvertiserssales forceannex IIbusiness model templateVALUEPROPOSITIONC

30、OSTSTRUCTURECUSTOMERRELATIONSHIPTARGETCUSTOMERDISTRIBUTIONCHANNELVALUECONFIGURATIONCORECAPABILITIESPARTNERNETWORKREVENUESTREAMSINFRASTRUCTURECUSTOMEROFFERFINANCEa business model describes the value an organization offers to various customers and portrays the capabilities and partners required for cr

31、eating, marketing, and delivering this value and relationship capital with the goal of generating profitable and sustainable revenue streamsVALUEPROPOSITIONCOSTSTRUCTURECUSTOMERRELATIONSHIPTARGETCUSTOMERDISTRIBUTIONCHANNELVALUECONFIGURATIONCORECAPABILITIESPARTNERNETWORKREVENUESTREAMSgives an overall

32、 view of a companys bundle of products and servicesportrays the network of cooperative agreements with other companiesdescribes the channels to communicate and get in touch with customersdescribes the arrangement of activities and resourcesexplains the relationships a company establishes with its cu

33、stomerssums up the monetary consequences to run a business modeldescribes the revenue streams through which money is earneddescribes the customers a company wants to offer value tooutlines the capabilities required to run a companys business modelINFRASTRUCTURECUSTOMEROFFERFINANCEdescribing a compan

34、ys business modelVALUEPROPOSITIONvalue proposition 1value proposition 2OFFERdescribing a companys offerVALUEPROPOSITIONTARGETCUSTOMERvalue proposition 1value proposition 2target customer 1target customer 2CUSTOMEROFFERdescribing who a company offers value toVALUEPROPOSITIONTARGETCUSTOMERDISTRIBUTIONCHANNELvalue proposition 1value propositi