Data Driven Strategy BlinkLane Consul.ng Amsterdam, 10 december 2013 Ralph Hofman Arent van t Spijker 1
Data Driven Strategy 08.00 08.05 Welkom 08:05 08.20 Data Driven Strategy 08.20 08.30 Het Business Model Canvas 08:30 09:00 5 PaPerns in Data Driven Strategy 09.00 09:20 Data Driven Strategy Oefening 09.20 09:30 Afronding 2
Data Driven Strategy Creation of sustainable value from data generated by an organization s business processes 3
Internet of Things
Connected economy
Mobile access
Data is overal 7
Samsung photo suggest
Nike+ Fuelband
Data Driven Strategy is about innovating your business model by leveraging data to accomodate new business value. 10
CUSTOMER SEGMENTS Customer segments Wie zijn de klanten die we willen bedienen? 12 images by JAM
VALUE PROPOSITIONS 13 Welke waardeleveren we aan klanten? Welk probleem lossen we op? images by JAM
CHANNELS Via welke kanalen bereiken we onze klanten? 14 images by JAM
CUSTOMER RELATIONSHIPS Welke relatie willen we met onze klanten? 15 images by JAM
REVENUE STREAMS Hoe verdienen we ons geld? 16 images by JAM
KEY RESOURCES Welke middelen hebben we nodig? 17 images by JAM
KEY ACTIVITIES Welke activiteiten moeten we ondernemen? 18 images by JAM
KEY PARTNERS Met wie moeten we samenwerken? 19 images by JAM
COST STRUCTURE Welke kosten moeten we maken? 20 images by JAM
Day Month Year No. Who are our Key Partners? Who are our key suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform? What Key Activities do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue streams? What value do we deliver to the customer? Which one of our customer s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment? Which customer needs are we satisfying? What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they? For whom are we creating value? Who are our most important customers? What Key Resources do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams? Through which Channels do our Customer Segments want to be reached? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive? For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
Data Driven Strategy Patterns in Data Driven Strategy 22
1: Basic Data Sales 23
Barclays benchmark
1: Basic Data Sales
2: Product Innovation
ING Bank biedt diensten via het huishoudboekje 27 ABN AMRO financieel dagboek
2: Product Innovation
3: Commodity Swap
Eneco slimme thermostaat
3: Commodity Swap
4. Value Chain Integration
Coke s logistiek bij AH
4. Value Chain Integration
5. Value Net Creation
KLM en Adara Media
5. Value Net Creation
Oefening In groepjes van twee Kies één van de patterns en exploreer de toepassing ervan voor één van beide organisaties Bedenk wat de consequenties zijn voor andere aspecten in het business model (partners/resources/channels/etc.) 38
We hebben waardevolle data Met onze data kunnen we nieuwe producten maken Ons product wordt/ is een commodity We zijn onderdeel van een keten We hebben dezelfde klanten
BlinkPAPER Ralph Hofman ralph.hofman@blinklane.com Arent van t Spijker arent.vantspijker@blinklane.com @avantspijker 40