© 2017 SAP SE or an SAP affiliate company. All rights reserved. 1 Customer From Business Transformation to Digital Transformation Business Modeling Alena Sysoi Channel Sales Manager at SAP Business One CIS
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 1Customer
From Business Transformation to Digital TransformationBusiness Modeling
Alena SysoiChannel Sales Manager at SAP Business One CIS
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 2Customer
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 3Customer
BUSINESS MODEL EVOLUTION SAP1979
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1972
License
Add-on
Subscription
MarketPlaceUser Designed
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BUSINESS MODEL EVOLUTION APPLE
Revenue Sharing+ License
1976
1997
2003
2008
2011
MarketPlace
MacBook & gadgets
Apple on-line store
iTunes
App Store
iCloud
1980
1976
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E-Commerce
Solution Provider
Subscription
User Designed
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ITS TIME TO
BUSINESS PROCESS
BUSINESS MODELS
EVERYTHING
WORK
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BUSINESS MODELING
A business model is the rationale of how an organization creates, delivers and captures value
https://strategyzer.com/
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Who do you help?Who will help you?
What do you need?
What are your costs?
Key Partners 7
Cost Structure
Value Proposition
Key Resources 6
8
9
1 Customer Relationships
4 Customer Segments 2
Channels 3
Revenue Streams 5
How do you reach them?
How do you do it?
Key Activities
What do you offer?
What do you get paid?
How do you interact?
NESPRESSO BUSINESS MODEL CANVAS
Machine manufacturers
Coffee growers
Marketing
B2C distribution
Nespresso Machines
Nespresso Pods
Patents
Brand Coffee
Production
Machine sales Repetitive
pod sales
Nespresso stores
Mail order &
call center
Nespresso.com
Nespresso club
Acquire and lock-
inBusy
Households
Marketing &
BrandingProduction
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Customer conversation
Business Process Automation & Transformation (Internal)
Innovation and Ecosystem (External)
Customers KPIs Costs and Risk New Revenue Streams
Technology Application Driven Digital Platform with Apps
Decision Makers CFO and CIO CEO and CDO
Partners Service IntegratorsDigital Influencers (agencies, start-ups, digital SIs)
Sales Motion Big Bang – Solution and ValueIterative – Use Cases and PoV. Cloud = Accelerator
Competition Stack-players 3rd Platform Players
BUSINESS TRANSFORMATION
DIGITAL TRANSFORMATIONFROM TO
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DIGITAL KEY ELEMENTS CANVAS
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DIGITAL VALUE DRIVERS
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DIGITAL VALUE DRIVERS
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DIGITAL BUSINESS MODELING
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 14Customer
How can we reimagine our business in an increasingly digital world?
How can we design a digital business model for our company?
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