Presentation at the international conference “PECOS4SMEs – Cross-border e-Commerce for SMEs” by Bram Alkema. This project has been funded with support from the European Commission. This publication reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein.

1. GOOGLE SEARCH BIG DATA SWAP TRICK
Monopolist
25
Search
Rest
Networked externalities,
Closed big data swap

2. BIT.LY/TALK141203
@bramalkema

3. VALUE ENGINES OF TOMORROW
aka business model models

4. VALUE CREATION
Tangible
Intangible
6

5. VALUE CREATION
Hardware
Software
6

6. VALUE CREATION
Producer
side
Client
side
6

7. OBSERVATIONS
Making Marketing
6

8. PART VS WHOLE

9. MANAGEMENT MEETING TEMPLATE
Businessmodel matrix - What the board is do’in vs What the board outtabe do’in
12
Admin Core Trade
Outside What can we have a
partner do?
How do we create,
keep and grow
customers?
How do we get our ideas
and products (extended
product) delivered?
Inside What should we be
doing all day?
How do we solve
problems and
needs for users and
customers?
Who should persuade
themselves and others to
buy, more, and more
often?
Book
keeping
What does all of this
cost?
What do we own?
Tangible assets
What does it say on the
bill? Aka: revenuemodel.

10. BUSINESS MODEL SET
Newspaper
8

11. PURPOSE OF MANAGEMENT
9
“to stay one step
ahead of
the need
to be efficient...”

12. MISCONCEPTIONS
12
Scientific Colloquial
Experiment Getting the facts Fooling around
Theory Undisputed conceptual framework Guess, opinion
Innovation Adaptive business model set Product invention
Marketing Client-side of business model set Sales promotion
Management Marketing and Innovation Business administration
Revenuemodel Trading strategy Businessmodel
Success depends Experiments and previous success Believing experts

13. BUSINESS MODEL ZOOM

14. CLIENTSIDE - VALUE ENGINE
16
Hardware,
Production,
Tangible
Costs
Promotion

15. PRODUCTION SIDE - VALUE ENGINE
16
Software,
Marketing,
Intangible
Promotion
Costs

16. Damn costs
Promotion

17. CASE
Innovatie
10

18. MARKETING & INNOVATION =
Innovatie
10
Here There

19. INNOVATION
Circle of business
10
>
M
ARK
ETIN
G
+
-
C
O
STS
REVEN
U
E
INVESTM
ENT
PROFIT
>
>

20. BMC CLIENTSIDE
Osterwalders BMC

21. Damn costs

22. 4 PS
16
Price
Place
Perceived
Proposition Promotion

23. PROMOTION MIX
16
Price
Place
Perceived
Proposition

24. PATTERNS

25. GILETTE LOCK-IN & BRANDSPACE
Shaving
25
Shaving cream
Handles
Blades
Lockin hardware
Brandspacelift

26. LOW COST CARRIER
Backward integration
25
Landing rights
Airport Retail
Development
On board sales
Cheap flights
Cross sells
Development
Consultancy
AirBNB