Schemi scaricabili dall'articolo originale https://www.manager.it/default.asp?page=A_musicavcoblu.html&folder=f_testimonia

1. Formulare la Strategia Oceano Blu
Strategia Oceano Blu
6 Stadi del Ciclo e le 6 Leve dell’utilità

2. Strategia Oceano BluStrategia Oceano Blu
Gli STADI del ciclo e le LEVE dell’utilità
I 6 stadi del ciclo sono: acquisto, consegna, utilizzo, integrazione,
manutenzione ed eliminazione
Le 6 leve dell’utilità sono: produttività, semplicità, comodità, rischio,
divertimento/immagine, rispetto ambiente
Acquisto Consegna Utilizzo Integrazione Manutenzione Eliminazione
Produttività
MAPPA DELL’UTILITÀ PER IL CLIENTE
In quale stadio sono più marcati gli ostacoli alla
produttività/Semplicità/Comodità etc”?
La nostra nuova offerta elimina questi ostacoli?
Semplicità
Comodità
Rischio
Divertimento/
Immagine
Rispetto
ambiente

3. Buyer Utility Map
The buyer utility map helps managers look at this issue from the right
perspective. It outlines all the levers companies can pull to deliver exceptional
utility to buyers as well as the various experiences buyers can have with a
product or service.
1.
Purchase
2.
Delivery
3.
Use
4.
Supplements
5.
Maintenance
6.
Disposal
Customer
Productivity
Simplicity
Convenience
Risk
Fun and
Image
Environmental
friendliness
The Six Stages of the Buyer Experience Cycle
TheSixUtilityLevers

4. Buyer Utility Map - .pdf
1.
Purchase
2.
Delivery
3.
Use
4.
Supplements
5.
Maintenance
6.
Disposal
Customer
Productivity
Simplicity
Convenience
Risk
Fun and
Image
Environmental
friendliness
The Six Stages of the Buyer Experience Cycle
TheSixUtilityLevers

5. Buyer Experience Cycle
A buyer’s experience can usually be broken into a cycle of six stages,
running more or less sequentially from purchase to disposal. Each
stage encompasses a wide variety of specific experiences. At each
stage, managers can ask a set of questions to gauge the quality of
buyer’s experience.
Purchase Delivery Use Supplements Maintenance Disposal
How long does it
take to find the
product you
need?
Is the place of
purchase
attractive and
accessible?
How secure is
the transaction
environment?
How rapidly can
you make a
purchase?
How long does
it take to get
the product
delivered?
How difficult is
it to unpack
and install the
new product?
Do buyers
have to
arrange
delivery
themselves? If
yes, how costly
and difficult is
this?
Does the product
require training or
expert assistance?
Is the product easy to
store when not in
use?
How effective are the
product’s features
and functions?
Does the product or
service deliver far
more power or
options than required
by the average user?
Is in overcharged with
bells and whistles?
Do you need other
products and
services to make
this product work?
If so, how costly are
they?
How much time do
they take?
How easy are they
to obtain?
Does the product
require external
maintenance?
How easy is it to
maintain and
upgrade the
product?
How costly is
maintenance?
Does use of the
product create
waste items?
How easy is it to
dispose of the
product?
Are there legal
or
environmental
issues in
disposing of the
product safely?
How costly is
disposal?

6. Buyer Experience Cycle - .pdf
Purchase Delivery Use Supplements Maintenance Disposal

7. Uncovering Blocks to Buyer Utility
Uncovering blocks to buyer utility can identify the most compelling hot spots to unlock exceptional
utility. By locating your proposed offering on the thirty-six space of the buyer utility map, you can
clearly see how, and whether the new idea not only creates a different utility proposition from existing
offerings but also removes the biggest blocks to utility that stand in the way of converting
noncustomers into customers.
Purchase Delivery Use Supplements Maintenance Disposal
Customer Productivity: In which stage are the biggest blocks to customer
productivity?
Simplicity: In which stages are the biggest blocks to simplicity?
Convenience: In which stage are the biggest blocks to convenience?
Risk: In which stage are the biggest blocks to reducing risks?
Fun and Image: In which stage are the biggest blocks to fun and image?
Environmental
Friendliness:
In which stage are the biggest blocks to environmental
friendliness?

8. Uncovering Blocks to Buyer Utility - .pdf
Purchase Delivery Use Supplements
Maintena
nce
Disposal
Customer
Productivity:
Simplicity:
Convenience:
Risk:
Fun and Image:
Environmental
Friendliness: