eStrategy Business Model Proposal

eBusiness  accelera,on:  Organiza,on  and  business  plan  model    date  

 

Your Client’s logo

Your logo

Page

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Agenda

Context and objectives

Suggested approach

Budget and team

Context and objectives Suggested approach Budget and team

Your Client’s logo

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Context and goals A booming B2B Internet usage

u  Internet is becoming a key competitive factor in the B2B arena –  Major companies are aggressively investing in B2B

Web applications

u  Technological improvements are fostering the e-transformation –  Higher connectivity between systems allows new

usages –  Mobile devices (such as iPad) deeply change the

sales processes (front and back office) –  Better and personalized interfaces improve users

acceptance and change management

u  Professional usages also are deeply influenced by personal experience –  Social networks and mobile uses are good examples

u  Economic crisis has also encouraged –  Internet B2B impacts all the main business drivers

(see next page) to improve sales, loyalty, while cutting costs

Successful IPO of the leading B2B social network

Context and objectives Suggested approach Budget and team

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Internet B2B impacts all the key drivers

Nurture the brand ( more frequent contacts, improve impact through rich media)

Improve interactions ( improve quality of interactions, lower the costs)

Kwow and analyze the market (Direct contact with final clients…)

Attract new

targeted audience

(Web marketing)

Promote products

and usages (Catalog, elearning)

Facilitate & develop

sales (online

store, where to buy)

Provide services

& increase

value (e-care,

webservices)

Sustain key players (Distributors, prescribers, …)

Context and objectives Suggested approach Budget and team

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Low results entails low investment level

The main challenge for traditional firms : Define a new vision and align organization

Unlcear Internet Vision Low investment

Unoptimized organization

Insufficient monitoring

Unoptimized efforts

Low results (real &

perceived) Insufficient monitoring impairs vision

Dispersed investment due to low synergies

Low results lead countries to take action on their own

Internet status quo : e-transformation is often hindered by a blurred understanding of the value created by the new channels

Context and objectives Suggested approach Budget and team

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An activity… Impacts Emerging •  As an emerging activity, the digital businesses require a sufficient level of resources to develop

•  Risks: key resources can be monopolized by the existing channels

•  Change management presents significant issues that must be addressed

Transverse •  The digital businesses impacts all parts of the organization

•  Coordination is crucial to ensure consistency of customer experience

•  The dispersion of effort must be avoided

•  Opportunities of cross selling development and improvement of customer service must be explored

In Short Cycles •  The cycles of changes are short on the web

•  The distribution of effort over time is not the same as in traditional media: the effort is continuous and not organized by campaigns. The changes are made in an iterative manner, often with a “test/error” approach

Which requires new skills

•  The digital businesses require to develop new skills: design and ergonomics, video and multimedia production, SEO, mobile development …

IT Consuming •  Internet projects require a significant level of integration with business systems

•  Computer skills and project management methods are specific: agile methods, frequent deliveries producing…

Organizing Internet activity may also be difficult due to Internet characteristics

Context and objectives Suggested approach Budget and team

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e-organization raises a lot of questions

u  How can we coordinate services?

u  How do we manage transversal projects?

u  How many people do we need?

u  Where do we allocate headcounts?

u  What tasks can we subcontract?

u  What competencies do we need to internalize?

u  What do we need to centralize?

u  Which local governance should we implement across functions?

u  What will be the next evolutions to anticipate and meet the market’s changes ?

Context and objectives Suggested approach Budget and team

Page

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Agenda

Context and objectives

Suggested approach

Budget and team

Context and objectives Suggested approach Budget and team

Your Client’s logo

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Business plan

Our approach

u  Clarify the goal of the business plan –  Identify key success factors –  Provide estimates to better adjust

resources –  Promote test and trial approaches

u  Understand key drivers of your business –  Motivation to buy / not to buy, current

compromises, non usage

u  Focus on a specific business unit to provide an example

Organisation

u  Take account of the existing situation –  New organization will have to be

consistent with the culture that prevails within (client name)

u  Listen to key stake holders –  New organization is to be widely

accepted. Potential flaws need to be identified.

u  Be realistic and progressive –  (client)’s new presence on the Web will

be established gradually

Context and objectives Suggested approach Budget and team

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Conducts interviews

Finalize recommendations and define road

map

Kick off First

analyses

Work streams and planning

Caption of event

1 72

date

Identify key business drivers

4

Conduct benchmarks

3

Define Client's organizational model

Build business plan and ROI model

5

6

7

date date

Context and objectives Suggested approach Budget and team

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Detailed approach (1/3)

Module Activities Delivrables Kick off Ê Goal : get promptly started, organize activities

• Fine tune planning and organize meetings • Collect relevant data and start defining first hypothesis

• Minutes

Conduct interview Ê Goal: understand key expectations, identify roadblocks, understand clients’ culture

• Work out interview questionnaire • Conduct interviews (7) by phone • Write minutes

• Questionnaire • Minutes

Conduct benchmarks

Ê Goal: identify best practices, get data on resources allocated to e-business activities, share lesson learned, do’s and don'ts

• Work out the benchmark framework • Select firms (3 / 4 ). • Conduct interviews • Collect external data • Write reports

• Benchmark framework

• Minuts • Benchmark data and synthesis

3

1

2

Context and objectives Suggested approach Budget and team

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Module Activities Delivrables Analyse key drivers

Ê Goal: identify key drivers, in order to build business case and ROI models

• Review of the existing documentation, Web search • Collect additional data • Define key drivers

• Synthesis on key drivers

Define the organization model

Ê Goal: define an organization model adapted to client’s culture and serving client’s strategy on e-Business

• Expected entrants from client :

• Organization charts • Data on the existing situation relating to e-business (staffing level, governance…)

• Work out the client’s organization model

• Organization model (see p.14)

4

5

Detailed approach phase(2/3) Context and objectives Suggested approach Budget and team

Page

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Module Activities Delivrables Build business plan and ROI model

Ê Goal: define a detailed framework to work out a business plan and calculate a ROI

• Build a model including :

• Framework to describe and estimate costs • Benchmarks • Automobile

• Test the model on a specific BU

• Business plan and ROI (see p 14)

Finalize recommendations and define road map

Ê Goal: validate and fine tune the recommendations, work out a roadmap to ensure that the projet team will promptly start implementation

• Validate recommendations wiht the team • Fine tune • Work out road map and next steps

• Finalized recommendations • Road map and next steps

7

Detailed approach by phase (3/3)

6

Context and objectives Suggested approach Budget and team

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Business plan and ROI

Proposal of agenda for final delivrables (to be discussed)

u  Description of the main drivers

u  Standard estimates on benefits and costs

u  Excel templates to calculate ROI and background data

u  Example on a BU

u  Step by step recommendations to build a business plan

u  Do’s and dont’s

Organisation

u  Assessment of the current situation with main points of improvement

u  Organization principles and architecture

u  Delivery model adapted to client including a description of main competencies

u  Typical staffing team and organizational chart at group, country, BU level

u  Role and responsibility

u  Recommendations on externalization / internalization

u  Recommendations on governance …

Context and objectives Suggested approach Budget and team

Download the complete presentation at Consulting Café.

http://www.consultingcafe.com/products/e-strategy-business-model