New technology, digitalization, millennials and megatrends will bring opportunities to the prepared business leader and potential for disruption in B2C markets.
4. …and a good common reference frame
for today’s event
5. The ultimate goal of any business model…
…is delighted customers
…and capture value for your company
6. The business model reflects management’s
hypothesis about
How to organize
meeting those
needs
Making
profit
What customers
want
How they
want it
7. A truly disruptive business book
• Alexander Osterwalder and Yves Pigneur
• Co-created by 470 practitioners…
• …from 45 countries in 2010
• Practical cases
• Lots of colors, illustrations and pictures
• Easy to read in an evening
13. Understand and Prioritize your
Customer Segments
• Develop and maintain a full list of customer segments including sub-segments
• Focus only on top-3 or top-5 segments
• Look for best practice in CRM literature
• Spend time LISTENING to your customers in order to UNDERSTAND their needs
and problems
15. Make Money while You are Sleeping!
• Cash flow is king
• Look for subscription models to stay in
continuous contact with your customers
• Multiple revenue streams are better than a
single stream
• Think in scale when designing revenue
models
19. Use Partners to Reduce Risk and Scale Fast
• Look for competence, flexibility and strategic fit
• Exchange partners when they do not perform or they are no longer needed
• Partners can operate faster because they are deeply specialized
20. Five Keys to a Strong Business Model
• High switching costs that lock-in customers/rewards loyalty
• Scalable business model
• Revenues are recurring
• Financial model is designed to earn before spending
• Partner network exploited to reduce cost and risk
21. Today’s agenda
09:25 Disruptive Business Models from Silicon Valley (Martin Stenfeldt)
10:20 Networking Break
10:35 Bringing Innovative Ideas to Life (Sebastian Cadell, NosCo)
11:35 Discussion + Q&A
12:00 Light networking lunch
22. I keep forgetting
that the nature of life
is not STABILITY
but FLUX
Mr. Carson
Downton Abbey
28. Megatrends that fuel disruption
Sharing svc IoT Quantified Self3D PrintBig Data Gamification
29. Sharing Svc IoT Quantified Self3D PrintBig Data Gamification
Megatrends that fuel disruption
30. • Those under the age of 35
• …will account for 75% of the workforce by 2025 according to Forbes
• Millennials have way different behavioral patterns
Millennials fuel disruption too
31. Millennials vs. Boomers in Healthcare
Source: DevicePharm
Willing to significantly change their behaviors in order
to be healthier – all natural diets, P90X, etc.
More stubborn in their ways and less reluctant to
want to change – tendency to label many preventative
measures as voodoo
Do not see doctors as the foremost authority on
healthcare – 84% will take a friend or family member’s
advice over a doctors
Perceive their doctors as having all of the healthcare
answers they need
Quick to trust advice from healthcare celebrities such
as Dr. Oz and diagnose themselves on WebMD
General distrust of healthcare information that does
not come directly from their doctor
32. It is of no use to throw INNOVATION
over the fence to the CUSTOMERS
if they don’t see the NEED for it!
Peder Holk Nielsen
Novozymes
49. Disruption: Opportunity or challenge?
• Taxi or digital transport sharing service?
• Valuation: 40 billion US$
• Target Revenue 2015: 10 billion US$
• 51 countries / 230 cities
• Goldman Sachs and Google among
investors
• Largest take-away group in GB
• Revenue: 97 million GBP (2013)
• 40 million orders/year
• 10% commission
• 13 countries/ 40.000 restaurants
• Once a Danish startup
• Launched in 2008
• 25 million guests
• 34.000 cities in 190 countries
• 500.000 overnight places surpassed only
by Intercontinental (687.000 rooms –
4.700 hotels)
• Valuation: 13 billion US$
• 600 castles!
• Launched in 2008 (500 apps)
• 85+ million downloads (2014)
• 1,2 million apps (2014)
• 30% commission
• All apps are tested and reviewed
51. B2B Disruption Does Not Happen Overnight
Successful disruption:
Opportunity
to rewrite the
rules
Create new
categories
Drive
tremendous
growth
B2C B2B
Price point Often very low High
Purchase
decision
Discretionary Process
Purchase
implications
Straight
forward
Cumbersome*
*People need training
*Systems replacement
*Process adaptions
*Implementation planning
57. Digital Mindset – a Management Skill
Cloud
M2M
Social
Media
IoT
Mobile Big Data
Streaming
Business
Models
Operations
Corporate
Culture
Functional areas affected:
1. Digital marketing and sales
2. Digital product and service
development
3. Digitally enabled business models and
eco systems
4. Digital corporate culture and mindset