Disruption – Business Opportunity
or Challenge?
Discover new business opportunities and bring ideas to life.
The business model is thefoundation for disruption
…and a good common reference frame for today’s event
The ultimate goal of any business model…
…is delighted customers
…and capture value for your company
The business model reflects management’s hypothesis about
How to organizemeeting those
needs
Makingprofit
What customers want
How theywant it
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
Different perspectives on BMC…
ExternalInternal Value
Financial
Cost vs. Revenue flows in BMC
RevenueCost
Five disruptive elements of BMC
Elements of a Good Value Proposition
Unique value creation
Challengesor needs
Five disruptive elements of BMC
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
Five disruptive elements of BMC
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
Five disruptive elements of BMC
Let Others Carry the Burden of Fixed Costs
Five disruptive elements of BMC
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
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
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
I keep forgetting that the nature of life
is not STABILITY but FLUX
Mr. CarsonDownton Abbey
The World is changing…
Once upon a time …new business models
The World is changing…
The World is changing…
The World is changing…
Megatrends that fuel disruption
Sharing svc IoT Quantified Self3D PrintBig Data Gamification
Sharing Svc IoT Quantified Self3D PrintBig Data Gamification
Megatrends that fuel disruption
• 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
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
It is of no use to throw INNOVATION over the fence to the CUSTOMERSif they don’t see the NEED for it!
Peder Holk NielsenNovozymes
From Wearables…
To Earables…
It was very easy to be DIFFERENT,
but very difficult to be BETTER
Jony IveApple
Using Big Data to create own award-winning TV shows
• 5% of all British homes are sold via online estate agencies
• eMoov have sold properties for 650 million £ since 2010
Gamification and Big Data
FinTech – Watch disruption happen in real time
Valuation: 1 billion US$
Accepted 700k places
Danske Bank: Mobile Pay vs New Normal
No BUSINESS PLAN ever survived its first meeting with CUSTOMERS!
Steve BlankAuthor and Serial Entrepreneur
If you are not embarrassed by the first version of your product, you’ve launched it too late!
Reid HoffmanLinkedIn
Major car manufacturers select Silicon Valley too for their global R&D or Innovation Centers
Always deliver MOREthan expected
Larry PageGoogle
Disruption: Opportunity or challenge?
Disruption
Turn
ove
r
Time
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$• 600 castles!
• Launched in 2008 (500 apps)• 85+ million downloads (2014)• 1,2 million apps (2014)• 30% commission• All apps are tested and reviewed
PWC’s 18th Annual Global CEO survey
B2B Disruption Does Not Happen Overnight
Successful disruption:
Opportunity to rewrite the
rules
Create new categories
Drive tremendous
growth
B2C B2B
Price point Often very low High
Purchase decision
Discretionary Process
Purchase implications
Straightforward
Cumbersome*
*People need training*Systems replacement*Process adaptions*Implementation planning
3,2 billion US$
LUCK is what happens, when PREPARATION meets
OPPORTUNITY
Lucius Annaeus SenecaAncient Greek Philosopher
Why does Google invest in the self-driving car?
Why did Facebook acquire Occulus Rift for 2 billion US$?
2014 Digital Board Director Study
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
New technology, digitalization, millennials and megatrends will bring
OPPORTUNITIES to the PREPARED business leader
and potential for DISRUPTION in B2C
Don’t fear the competition, but look out for
the new business models!