Transcript
Page 1: Service Experience 2013: I'll Meet You at the Business Model

TIM OGILVIE @peerinsight JESS DUGAN @jess_dugan

www.peerinsight.com

We’re an innovation consulting firm. we partner with visionary leaders who want to explore new services, new markets and new business models.

We unite design thinking and analytics in the cause of entrepreneurship.

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CUSTOMER DESIRABILITY

Do users want it?

ECONOMIC VIABILITY

Does it scale profitably?

TECHNICAL FEASIBILITY

Can we deliver it reliably?

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EMPATHIZE VISUALIZE

ITERATE CO-CREATE

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value proposition

PRIMARY USER

FOR (target)

WHO WANT (unmet need)

WE WILL OFFER(offering)

THAT PROVIDES (benefits)

UNIQUELY (differentiation)

business model prototype

WHAT WOULD HAVE TO BE TRUE?

REVENUES

COSTS

MINUS

EQUALS

PROFITS

Refine, re-assess, and test againITERATE3

Prototype and test the business model VISUALIZE AND CO-CREATE2Formulate a value propositionEMPATHIZE AND VISUALIZE1

• Reverse Income Statement• Value network/revenue model

• Identify make-or-break assumptions

• Create a learning plan• Test the assumptions

REVERSE INCOME STATEMENT

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business model prototype

WHAT WOULD HAVE TO BE TRUE?

REVENUES

COSTS

MINUS

EQUALS

PROFITS

value proposition

PRIMARY USER

FOR (target)

WHO WANT (unmet need)

WE WILL OFFER(offering)

THAT PROVIDES (benefits)

UNIQUELY (differentiation)

Drivers and fleet managers of independent fleets (truck + car) We can acquire customers affordably

• Convert existing accounts • Win new accounts

We can achieve < 5% churnWe can (through a partner) procure + install a feedback device affordablyWe can serve accounts for a lower total cost than we do today

$200m

$210m

$40m (20%)

Support in developing safe driving habits

A real-time feedback system

Increased safety and reduced operating costs

Through proprietary analytics and effective behavior modification interventions

REVERSE INCOME STATEMENT

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BUSINESS MODEL CONFIGURATION

THOUGHT EXPERIMENTS

2D AND 3DIN-MARKET

EXPERIMENTS(includes simulation)

4DIN-MARKET

EXPERIMENTS(persist for days

or weeks)

make-or-break assumptions learning plan

revenue modelvalue network and go-to-market model

DEMAND CHAINSUPPLY CHAIN

BLOCK

BRING

BUILD

OFFERINGBUY

CUSTOMER ACQUISITION CHANNEL REVENUE MECHANISM

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www.peerinsight.com

TIM OGILVIE @peerinsight JESS DUGAN @jess_dugan

p e e r i n s i g h tSX a t t e n d e e s

Oc t . 3

T h a n k s! t w e e t @

p e e r i n s i gh t w i t h y o u

r g ra t i t u de


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