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  1. 1. PATTERN1. Unbundling Business Models 2. The Long Tails 3. Multi-Sided Platforms 4. FREE as a Business Model 5. Open Business Model
  2. 2. “Pattern in architecture is theidea of capturing architecturaldesign ideas as archetypal and reusable descriptions.” Christopher Alexander, Architect
  3. 3. pattern• similar characteristics, similar arrangements or similar behaviors, we call these similarities business model patterns.• the goal in defining and describing these business model patterns is to recast well- known business concepts in a standardized format
  4. 4. 1. Unbundling Business Models• The concept of the “unbundled” corporation holds that there are three fundamentally different types of businesses: (1) Customer Relationship businesses, (2) Product innovation businesses, and (3) infrastructure businesses.• Each type has different economic, competitive, and cultural imperatives.• The three types may co-exist within a single corporation, but ideally they are “unbundled” into separate entities in order to avoid conflicts or undesirable trade-offs.• Example: mobile telecom industry, private banking industry
  5. 5. Private Banking: Three Businesses in One Three Businesses in One• Situation: • Swiss private banking, the business of providing banking services to the very wealthy, was long known as a sleepy, conservative industry. • vertically integrated and performed tasks ranging from wealth management to brokerage to financial product design.
  6. 6. Private Banking: Three Businesses in One Three Businesses in One• But the environment changed. • Secrecy became less of an issue with the demise of the mystique surrounding Swiss banking practices • outsourcing became attractive with the breakup of the banking value chain due to the emergence of specialty service providers • The former focus exclusively on handling banking transactions, while the latter concentrate solely on designing new financial products.
  7. 7. Zurich-based private banking• has unbundled its business model.• It spun off its transaction-oriented platform business into a separate entity called Incore Bank,• Incore Bank offers banking services to other banks and securities dealers that now focuses solely on building Customer Relationships and advising clients
  8. 8. Private Banking:Three Businesses in OneThree Businesses in One
  9. 9. Trade Offs1.The bank serves two diΩerent markets with very diΩerent dynamics. Advising the wealthy is a long-term, relationship-based business. Selling financial products to private banks is a dynamic, fast-changing business.2.The bank aims to sell its products to competing banks in order to increase revenues—but this creates a conflict of interest.3.The bank’s product division pressures advisors to sell the bank’s own products to clients. This conflicts with client interest in neutral advice. Clients want to invest in the best products on the market, regardless of origin.
  10. 10. Trade Offs4.The cost- and efficiency-focused transaction platform business conflicts with the remuneration- intensive advisory and financial products business, which needs to attract costly talent.5.5 The transaction platform business requires scale to drive down costs, which is diΩicult to achieve within a single bank.6.6 The product innovation business is driven by speed and quick market entry, which is at odds with the long-term business of advising the wealthy.
  11. 11. 2. Unbundling the Mobile Telco• Mobile telecommunication firms have started unbundling their businesses.• Traditionally they competed on network quality, but now they are striking network sharing deals with competitors or outsourcing network operations altogether to equipment manufacturers.• Why? Because they realize that their key asset is no longer the network—it is their brand and their Customer Relationships.
  12. 12. Equipment Manufacturers• Telcos such as France Telecom, KPN, and Vodafone have outsourced operation and maintenance of some of their networks to equipment manufacturers such as Nokia Siemens Networks, Alcatel-Lucent, and Ericsson.• Equipment manufacturers can run the networks at lower cost because they service several telcos at a time and thus benefit from economies of scale.
  13. 13. Unbundled Telco• After unbundling its infrastructure business, a telco can sharpen its focus on branding and segmenting customers and services.• Customer relationships comprise its key asset and its core business. By concentrating on customers and increasing share of wallet with current subscribers, it can leverage investments made over the years acquiring and retaining customers.• One of the first mobile telcos to pursue strategic unbundling was Bharti Airtel, now one of India’s leading telcos. It outsourced network operations to Ericsson and Nokia Siemens Networks and IT infrastructure to IBM, allowing the company to focus on its core competency: building Customer Relationships.
  14. 14. Content Providers• For product and service innovation, the unbundled telco can turn to smaller, creative firms.• Innovation requires creative talent, which smaller and more dynamic organizations typically do a better job of attracting.• Telcos work with multiple third-parties that assure a constant supply of new technologies, services, and media content such as mapping, games, video, and music. Two examples are Mobilizy of Austria and Sweden’s tat.• Mobilizy focuses on location-based service solutions for smartphones (it developed a popular mobile travel guide), and tat concentrates on creating advanced mobile user interfaces.
  15. 15. 2. The Long Tail
  16. 16. Long Tail Business Models are about selling less of more...• They focus on offering a large number of niche products, each of which sells relatively infrequently or low volumes. ✓focusing on “hit” products can produce (even exceeding) revenues. ✓Long Tail business models require low inventory costs and strong platforms to make niche content readily available to interested buyers.
  17. 17. Three Economics Triggers (by Chris Anderson) (by Chris Anderson)• 3 economics triggers gave rise to this phenomenon in media industry... • Democratization of tools of production • Democratization of distribution • Falling search costs to connect supply with demand
  18. 18. Examples:• Netflix• eBay• YouTube• Facebook•
  19. 19. TheTransformation of theBook Publishing Industry • The traditional book publishing model is built ( on a process of selection ( whereby publishers screen many authors and manuscripts and select those that seem most likely to achieve minimum sales targets. • Publishers are most interested in books they Old Model can print in quantity for sale to large audiences.
  20. 20. TheTransformation of the • enabling anyone to publish. Book Publishing Industry( • is based on helping niche and amateur authors bring their work to market. • providing authors the tools to craft, print, and distribute their work through an online marketplace. A New Model • authors become customers.
  21. 21. LEGO Factory:Customer-Designed KitsCustomer-Designed Kits
  22. 22. Long Tail Pattern
  23. 23. Long-Tail Pattern• The value proposition of a Long Tail business model is characterized by offering a wide scope of “non-hit” items that may co-exist with “hit” products. Long Tail business models may also facilitate and build on user-generated content.• Long Tail business models focus on niche customers, can serve both professional and amateur content producers, and may create a multi-sided platform catering to users and producers alike.
  24. 24. Long-Tail Pattern• Long Tail business models usually rely on the Internet as a customer relationship and/or transaction channel.• Niche content providers (professional and/or user- generated) are the key partners in this pattern.• The key resource is the platform; key activities include platform development and maintenance and niche content acquisition and production.
  25. 25. Long-Tail Pattern• The main costs incurred cover platform development and maintenance• This model is based on aggregating small revenues from a large number of items. revenue streams vary; they may come from advertising, product sales, or subscriptions.
  26. 26. Tasks...• please define and create a long tail business model and pattern for eBay, YouTube and Facebook• each group choose one source example (eBay or YouTube or Facebook)
  27. 27. 3. Multi-Sided Platforms next week session.....