Business Model
Profiling
by	 Dr.	 Thorsten	 Lambertus
By Willi Heidelbach (Flickr: Puzzle2) [CC-BY-2.0 (http://creativecomm...
business model
definition of a business model:
• it is a set of interrelated variables that defines how
a company creates, d...
problem statement
Scenario 1: Company A’s R&D lab has developed a technology. A
now searches for a customer B that benefits...
problem statement
Scenario 2: Company A has developed an innovative component for
company B’s product. B sells the product...
business model design
Copyright: Orange Hills GmbH. All rights reserved. Inspired by www.businessmodelgeneration.com
business model design
design a business model that..
• aligns all of its dimensions
• creates synergies with external ecos...
business model profiling
1
Company A needs to
anticipate a company
B's business model
2
create a PROFILE of
company B that ...
business model profiling
Company
A?
?
? ?
• define resources, channels,
processes of a potential
company B that solve the
bu...
business model design
design your business model that integrates with your
customer's business model
!
!
!
company B compa...
For questions and feedback please contact
!
!
Dr. Thorsten Lambertus
!
Intrapreneurship
and Business Design
!
Fraunhofer
V...
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Business Model Profiling

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How to design business models in B2B settings and prepare your offer for sales.

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Business Model Profiling

  1. 1. Business Model Profiling by Dr. Thorsten Lambertus By Willi Heidelbach (Flickr: Puzzle2) [CC-BY-2.0 (http://creativecommons.org/licenses/by/2.0)], via Wikimedia Commons Business Model Profiling
  2. 2. business model definition of a business model: • it is a set of interrelated variables that defines how a company creates, delivers and captures value
  3. 3. problem statement Scenario 1: Company A’s R&D lab has developed a technology. A now searches for a customer B that benefits from buying a product based on this technology. There are 3 different potential customers, but initially A wants to focus only on one. A B? B? B? product How does A decide upon its business model?
  4. 4. problem statement Scenario 2: Company A has developed an innovative component for company B’s product. B sells the product to consumer C. A Bcomponent How does A decide upon its business model? Cproduct
  5. 5. business model design Copyright: Orange Hills GmbH. All rights reserved. Inspired by www.businessmodelgeneration.com
  6. 6. business model design design a business model that.. • aligns all of its dimensions • creates synergies with external ecosystem • is adaptive / avoids lock-in effect • possesses an unfair advantage • creates virtuous cycles (Casadesus-Masanell, Ramon, and Joan E. Ricart. "How to design a winning business model." Harvard Business Review 89.1/2 (2011): 100-107.) https://de.slideshare.net/thorbularaza/business-models-work-like-football
  7. 7. business model profiling 1 Company A needs to anticipate a company B's business model 2 create a PROFILE of company B that solves the puzzle best
  8. 8. business model profiling Company A? ? ? ? • define resources, channels, processes of a potential company B that solve the business model puzzle • consider your company as a partner • search for a company B fitting the correspondig profile • replace company B with a real name and schedule a meeting
  9. 9. business model design design your business model that integrates with your customer's business model ! ! ! company B company A
  10. 10. For questions and feedback please contact ! ! Dr. Thorsten Lambertus ! Intrapreneurship and Business Design ! Fraunhofer Venture ! thorsten.lambertus@fraunhoferventure.de ! @tholambertus

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