Vad kan vi lära av migrerande affärsmodeller? DR. JESSICA LAGERSTEDT WADIN, SENIOR FORSKARE LUND UNIVERSITY

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1 Vad kan vi lära av migrerande affärsmodeller? DR. JESSICA LAGERSTEDT WADIN, SENIOR FORSKARE LUND UNIVERSITY

2 För användning materialet i denna presentation, vänligen hänvisa till källan: Dr. Jessica Lagerstedt Wadin Innovation Engineering, Lund University

3 The business model framework Source: Definition based on e.g. Amit and Zott (2010), Chesbrough and Rosenbloom (2002), and Richter (2012).

4 Value proposition

5 Customer interface

6 Business Structure

7 Revenue Model

8 The Third Party Offering (TPO) model Business structure - ICT based platform for customer acquisition, quotes and design - Partnership w. investors - Lead generation network - Installer network - Standardized sales and design process Customer interface - Professional and service-oriented experience - Remote sales process - Partner with lead generators - Referrals - Simple offer Revenue model - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital Value proposition - Turn key solution no hassle - Directly save money on energy bill - No upfront cost - leasing

9 The Third Party Offering (TPO) model Customer interface - Professional and service-oriented experience - Remote sales process Business structure - Lead generators - ICT based platform for customer acquisition, quotes and design - Partnership w. investors - Lead generation network - Installer network - Standardized sales and design process Revenue model - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital Value proposition - Simple offer - Turn key solution no hassle - Directly save money on energy bill - No upfront cost - leasing

10 The Third Party Offering (TPO) model Business structure - ICT based platform for customer acquisition, quotes and design - Standardized sales and design process - Partnership w. investors - Lead generation network - Installer network Customer interface - Professional and service-oriented experience - Remote sales process - Referrals Revenue model - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital Value proposition - Simple offer - Turn key solution no hassle - Directly save money on energy bill - No upfront cost - leasing

11 The Third Party Offering (TPO) model Business structure - ICT based platform for customer acquisition, quotes and design - Partnership w. investors - Lead generation network - Standardized sales and design process - Installer network Revenue model Customer interface - Professional and service-oriented experience - Remote sales process - Referrals - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital Value proposition - Simple offer - Turn key solution no hassle - Directly save money on energy bill - No upfront cost - leasing

12 The Third Party Offering (TPO) model Customer interface - Professional and service-oriented experience - Remote sales process - Partner with lead generators - Referrals Business structure Value proposition - ICT based platform for - Simple offer customer acquisition, quotes - Turn key solution no hassle and design - Directly save money on energy bill - Partnership w. investors - No upfront cost - leasing - Lead generation network - Installer network - Standardized sales and design process Revenue model - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital

13 The Third Party Offering (TPO) model Customer interface - Professional and service-oriented experience - Remote sales process - Partner with lead generators - Referrals Business structure Value proposition - ICT based platform for - Simple offer customer acquisition, quotes - Turn key solution no hassle and design - Directly save money on energy bill - Partnership w. investors - No upfront cost - leasing - Lead generation network - Installer network - Standardized sales and design process Revenue model - Revenue per kwh or monthly fee - Portfolios of long term contracts - Refinancing with cheap capital

14 1) The TPO model - Dutch market Customer interface - Referrals Business Structure - ICT platform for customer acquisition, design and quotes Value Proposition - Simple offer - Turn key solution no hassle - Directly save money on energy bill - No upfront cost - leasing - Quick offer Revenue Model - Revenue per kwh or monthly fee - Portfolios of long term contracts

15 2) The TPO model - Dutch market Customer interface - Referrals Business Structure - ICT platform for customer acquisition, design and quotes Value Proposition - Sales offer Revenue Model - Revenue per kwh or monthly fee - Portfolios of long term contracts

16 2) The TPO model - Dutch market Customer interface - Referrals Business Structure - ICT platform for customer acquisition, design and quotes Value Proposition - Sales offer Revenue Model - Built on systems sold

17 2) The TPO model - Dutch market Customer interface - Referrals Business Structure - ICT platform for customer acquisition, design and quotes Value Proposition - Sales offer INVESTORS NOT OF INTEREST ANYMORE Revenue Model - Built on systems sold

18 3) The TPO model - Dutch market Customer Interface Customer interface - Professional and American customer service - Remote sales - Referrals - Professional and American customer service Business Structure - ICT platform - Installer network - Standardization of organization (dedicated teams) Value Proposition - Sales offer - Quick and standardized offer Revenue Model - Built on systems sold

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20 Hur ser det ut bland svenska elbolag? Köper endast överskott Endast rådgivning I samarbete med partner Mät ditt tak Hembesök Solar as a Service

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23 Vad lär vi oss av detta? Förstå att kunden inte förstår ordermottagning räcker inte! Det behövs bättre kunddata för att skapa mer relevanta offertunderlag och offerter Utveckla och använd ICT verktyg som kan stödja hantering av data Alla delar av affärsmodellen måste förstås och fungera ihop

24 The business model framework Source: Definition based on e.g. Amit and Zott (2010), Chesbrough and Rosenbloom (2002), and Richter (2012).

25 Kontaktuppgifter Dr. Jessica Lagerstedt Wadin, Senior forskare, Innovationsteknik, LTH Lunds Universitet Tel