business model profiling
Post on 21-Oct-2014
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DESCRIPTION
How to design business models in B2B settings and prepare your offer for sales.TRANSCRIPT
Business Model Profiling
by Dr. Thorsten Lambertus
By Willi Heidelbach (Flickr: Puzzle2) [CC-BY-2.0 (http://creativecommons.org/licenses/by/2.0)], via Wikimedia Commons
Business Model Profiling
business model
definition of a business model:
• it is a set of interrelated variables that defines how a company creates, delivers and captures value
problem statementScenario 1: Company A’s R&D lab has developed a technology. A now searches for a customer B that benefits from buying a product based on this technology. There are 3 different potential customers, but initially A wants to focus only on one.
A B?
B?
B?
product
How does A decide upon its business model?
problem statementScenario 2: Company A has developed an innovative component for company B’s product. B sells the product to consumer C.
A Bcomponent
How does A decide upon its business model?
Cproduct
business model design
Copyright: Orange Hills GmbH. All rights reserved. Inspired by www.businessmodelgeneration.com
business model designdesign a business model that..
• aligns all of its dimensions
• creates synergies with external ecosystem
• is adaptive / avoids lock-in effect
• possesses an unfair advantage
• creates virtuous cycles (Casadesus-Masanell, Ramon, and Joan E. Ricart. "How to design a winning business model." Harvard Business Review 89.1/2 (2011): 100-107.)
https://de.slideshare.net/thorbularaza/business-models-work-like-football
business model profiling
1 Company A needs to anticipate a company B's business model
2 create a PROFILE of company B that solves the
puzzle best
business model profiling
Company A?
?
? ?
• define resources, channels, processes of a potential company B that solve the business model puzzle
• consider your company as a partner
• search for a company B fitting the correspondig profile
• replace company B with a real name and schedule a meeting
business model designdesign your business model that integrates with your customer's business model
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!
!
company B company A
For questions and feedback please contact!!
Dr. Thorsten Lambertus !
Intrapreneurship and Business Design
!Fraunhofer
Venture !
@tholambertus