| Date post: | 19-Jan-2017 |
| Category: |
Business |
| Upload: | bart-doorneweert |
| View: | 1,585 times |
| Download: | 2 times |
PARTNERSHIP DESIGN
Using the business model and partnership canvas for designing business model collaborations
W: source.institute
E: [email protected] T: @bartdoorneweert
Co-created with Ernst Houdkamp of Scherper Stellen
My story here
COMPLETE THEEXPERIENCE
FOR CUSTOMERSVisual by Dave Gray
PARTNERSHIP INTENT
PARTNERSHIP INTENT
Source: Shawn Yeager
FUNCTIONALITY - Do customers expect you to "create and "deliver it?
Source: Shawn Yeager
FUNCTIONALITY - Do customers expect you to "create and "deliver it?
MARKET-SIZING "
- Is your addressable market large enough
to sustain you?
PARTNERSHIP INTENT
FUNCTIONALITY - Do customers expect you to "create and "deliver it?
Source: Shawn Yeager
MARKET-SIZING "
- Is your addressable market large enough
to sustain you?
TIME-TO-MARKET - Time to market
important? "If so, can you make it
on your own?
PARTNERSHIP INTENT
FUNCTIONALITY - Do customers expect you to "create and "deliver it?
Source: Shawn Yeager
MARKET-SIZING "
- Is your addressable market large enough
to sustain you?
TIME-TO-MARKET - Time to market
important? "If so, can you make it
on your own?
RESOURCES — do you have the " skill sets, time, and budget to develop "the internally?
PARTNERSHIP INTENT
FUNCTIONALITY - Do customers expect you to "create and "deliver it?
Source: Shawn Yeager
MARKET-SIZING "
- Is your addressable market large enough
to sustain you?
TIME-TO-MARKET - Time to market
important? "If so, can you make it
on your own?
RESOURCES — do you have the " skill sets, time, and budget to develop "the internally?
PARTNERSHIP INTENT
PARTNERSHIP
2 BUSINESS MODELSCREATING VALUE
INTERDEPENDENTLY
PARTNERSHIPS ARE HARD!
HARVARD BUSINESS REVIEW
[…] “few companies in our experience take the time to articulate their own business model. Fewer have any clear idea about the business models of their external relationships.”
HENRYCHESBROUGH
3 1 2 3 QUESTIONS FOR
BETTER COMMUNICATION
ABOUT PARTNERSHIPS
DOES PARTNERING CONTRIBUTE TO OUR CORE STRATEGY? 1
NOW THE PARTNERSHIP FITS TO YOUR CORE
STRATEGY!
WHAT DEAL CAN WE OFFER OUR PARTNER? 2
THE DEAL’S BUILDING BLOCKS
PARTNERSHIP FOUNDATION
THE
PART
NER
SHIP
CAN
VAS
What are you looking for in a partner?
What are you looking for in a partner?
What is your matching offer?
What are you looking for in a partner?
What is your matching offer?
How will you bring together these values?
What are you looking for in a partner?
What is your matching offer?
How will you bring together these values?
What output will be created for your business model? �
DESIGNING THE DEAL
WHAT DOES THE DEAL LOOK LIKE FROM OUR PARTNER’S POINT OF VIEW? 3
Design your partnership
What is the super power
you can share?
What is the super power
you can share?
What super power would you like to have?
What is the super power
you can share?
What super power would you like to have?
What will these powers
make?
Compare with your neighbour
AN EXAMPLE…
UNDERSTAND
Conventional �
fruits �
Special fruits �
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Grading machine�
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Special offer
Grading machine�
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Special offer Low volumes
Grading machine�
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Special offer Low volumes
Grading machine�
High volume
Conventional �
fruits �
Special fruits �
AucGon
AucGon
Super �market �
Super �market �
Special offer Low volumes
Grading machine�
High volume Mass shipment
DESIGN
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Conventional �fruits �
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Conventional �fruits � Combine orders �
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Conventional �fruits � Combine orders �
Full stack of�fruits �
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Conventional �fruits � Combine orders �
Full stack of�fruits � Full stack of�
fruits �
Super �market �Conventional �
fruits �
Special fruits �
Super �market �
Grading machine�AucGon
AucGon
Special fruits �
Grading machine�
Conventional �fruits � Combine orders �
Direct �shipment �
Full stack of�fruits � Full stack of�
fruits �
COMPARE
Grading machine�
Conventional �fruits � Combine orders �
Special fruits �
Special fruits �Super �market �
Grading machine�Direct �
shipment �
Super �market �Conventional �
fruits �
AucGon
Full stack of�fruits � Full stack of�
fruits �
Grading machine�
Conventional �fruits � Combine orders �
Special fruits �
Special fruits �Super �market �
Grading machine�Direct �
shipment �
Super �market �Conventional �
fruits �
Grading machine�
Full stack of�fruits � Full stack of�
fruits �
AucGon
Grading machine�
Conventional �fruits � Combine orders �
Special fruits �
Special fruits �Super �market �
Grading machine�Direct �
shipment �
Super �market �Conventional �
fruits �
Grading machine�
Full stack of�fruits � Full stack of�
fruits �
AucGon
Grading machine�
Conventional �fruits � Combine orders �
Special fruits �
Special fruits �Super �market �
Grading machine�Direct �
shipment �
Super �market �Conventional �
fruits �
Grading machine�
Full stack of�fruits � Full stack of�
fruits �
Full stack of�fruits �
Direct shipment �
Grading machine�
Conventional �fruits �
Combine orders �
Special fruits �
Special fruits �Super �market �
Grading machine�Direct �
shipment �
Super �market �Conventional �
fruits �
Direct shipment �
Full stack of�fruits � Full stack of�
fruits �
Full stack of�fruits �
EVALUATE
THE VALUE CHECK
Super �market �
Super �market �
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Full stack of�fruits �
Grading machine�
Special fruits �
Full stack of�fruits �
Direct �shipment �
Direct shipment �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
COST ADVANTAGES FROM JOINT SHIPMENT
Full stack of�fruits �
Special fruits �
Full stack of�fruits �
Full stack of�fruits �
Conventional �
fruits �
THE COST CHECK
Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
COST ADVANTAGES FROM JOINT SHIPMENT
Special fruits �Super �market �
Full stack of�fruits � Full stack of�
fruits �
Full stack of�fruits �
Conventional �
fruits �
Super �market �
Special fruits �Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
COST ADVANTAGES FROM JOINT SHIPMENT
Full stack of�fruits � Full stack of�
fruits �
Full stack of�fruits �
Conventional �
fruits �
Combine orders �
Super �market �
Conventional �
fruits �
Special fruits �Super �market �
Grading machine�
Special fruits �
Grading machine�
Conventional �fruits �
Combine orders �
Direct �shipment �
Direct shipment �
HIGHER PRICES HIGHER VOLUME
HIGHER PRICES NOTHING
COST ADVANTAGES FROM JOINT SHIPMENT ORDER FULFILLMENT
Combine orders �
Full stack of�fruits � Full stack of�
fruits �
Full stack of�fruits �
DESIGN
COMPARE
EVALUATE
UNDERSTAND
B2B: The next upstart frontier
More touch points
From picks & shovels…
…. to the combine harvester
W source.institute E [email protected] T @bartdoorneweert IN Partnership Design Co-created with Ernst Houdkamp of Scherper Stellen
THANK YOU!
