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Har du ondt i forretningsmodellen?

Har du ondt i forretningsmodellen?

Dette indlæg er produceret som en del af #KICDK – Kunden i Centrum. KICDK er et samarbejde mellem Dansk Erhverv, NBI, ITBranchen, Sitecore og en række af branchens stærkeste aktører inden for “strategisk kundecentricitet” med målet om at rykke konkurrencefordelene for danske virksomheders digitalisering og kundecentricitet. Læs mere om #KICDK – eller start med at måle din egen kundecentricitet på kundemålskiven her. 

 

Dette indlæg er skrevet af René Bach Lundgaard & Louise Faurby fra Implement Consulting Group, som præsenterede på KICDK event d. 22 November 2016. 

 

Det er påvist, at innovation af forretningsmodeller giver den bedste ROI på innovationsindsatsen. På trods af dette, investerer de fleste deres innovationsmidler i produkt- og serviceinnovation. Det tilbagevendende spørgsmål er: Hvordan kan vi udnytte det store potentiale, der ligger i at innovere på vores forretningsmodel?

 

Du har nok bemærket, at ordet forretningsmodel bruges mere og mere hyppigt, når vi taler om værdiskabelse og innovation. Det giver god mening, for det har nemlig vist sig, at selvom mange virksomheder er optagede af produkt -og serviceinnovation, ligger det største potentiale for værdiskabelse uden sammenligning i innovation af forretningsmodellen. Hvor produkt- og serviceinnovation er specifikt fokuseret på at forbedre konkrete produkter, er innovation af forretningsmodeller et spørgsmål om at ommøblere det eksisterende eller opbygge et nyt forretningssystem, der skaber og leverer værdi både til kunden og til virksomheden selv. Dette kræver et konstant fokus på kunden og en villighed til at bygge og raffinere systemet til at understøtte den værdiudveksling, der sker i mødet med kunden. Produkter og services er relativt nemme at kopiere, men en god forretningsmodel har også de rigtige finansielle strukturer, partnerskaber, marketing- kanaler osv. og er derfor meget sværere for konkurrenter at gøre efter. Af samme årsag hænger innovation af forretningsmodeller ikke nødvendigvis sammen med nye services eller produkter, men kan sagtens være det samme produkt eller den samme service, der er muliggjort på en ny måde og dermed tilbyder et bedre alternativ, end hvad der allerede eksisterer.

 

Et dansk eksempel på innovation af en forretningsmodel kunne være online ”vaskeriet” Washa. Washas forretningsmodel er vokset ud fra et problem, som påvirkede både kunder og vaskerier. Folk glemmer at hente deres rensetøj, når de har fået det renset ude i byen. Det er besværligt for kunden at hente tøjet, og renserierne har en masse tøj hængende, som optager plads. Derfor har Washa bygget en forretning, der løser både forbrugernes og renseriernes problem på samme tid (begge kan betragtes som kunder i Washas forretningsmodel). I stedet for at tage imod dit tøj i butikken henter de tøjet hjemme hos dig og afleverer det, når det er rent – inden for 24 timer. Dette er muliggjort via samarbejder med renserier, der renser tøjet og får en del af prisen, hver gang en bestilling går igennem via Washas app eller hjemmeside. På den måde bygger forretningsmodellen på samarbejder, der muliggør øget service og værdiskabelse på kundeservice.

 

Business Model Canvas som nyttigt værktøj  

Et interessant spørgsmål i denne sammenhæng er selvfølgelig: Hvordan kan virksomheder arbejde struktureret med innovation af forretningsmodeller? Svaret er bl.a. det anerkendte værktøj, Osterwalders Business Model Canvas, som alle bør gøre sig bekendt med. Værktøjet tilbyder en nem måde at få et overblik over, hvad en forretningsmodel er sammensat af, og kan derfor danne grundlag for en diskussion om eksisterende forretningsmodeller såvel som udvikling af nye forretningsmodeller.

 

Evaluér din forretningsmodel i Business Model Canvas  

Der er nogle ting, der kan gøre en forretningsmodel rigtig god. Værdiskabelse for kunden er naturligvis alfa omega. Det er din finansielle struktur også. Som en lille test af det sidste anbefaler vi dig at printe et Business Model Canvas, skitsere din eksisterende forretningsmodel og stille dig selv disse syv konkrete spørgsmål. Det kan evt. give mening at prøve at evaluere hvert enkelt spørgsmål på en skala fra 1 til 10, så du har noget konkret at forholde dig til efterfølgende.

 

En evaluering af din eksisterende forretningsmodel viser typisk sprækker, hvor der er plads til forbedringer. Det er der heldigvis råd for. Både hvis du ønsker at raffinere din eksisterende forretningsmodel eller eksperimentere med helt nye.

 

 Innovation af forretningsmodeller: To forskellige udgangspunkter

Når du vil arbejde med innovation af din forretningsmodel, bør du starte med at gøre dig klart, om du vil skabe en helt ny forretningsmodel, eller om du vil forbedre den, du har. Denne beslutning afgør, om du skal starte din proces med et blankt Business Model Canvas, eller om du skal lave ændringer i den eksisterende forretningsmodel, som du har skitseret allerede. Selvom innovation af forretningsmodeller altid bør have kunden i centrum i forhold til vurdering af værdiskabelse, kan processen have to forskellige udgangspunkter: dig selv eller kunden.

 

Tilgang 1: Innovation indefra og ud

Det er måske lidt misvisende og næsten ”fy fy” at foreslå innovation, der tager udgangspunkt i dig selv og eksisterende dele af forretningen. Ikke desto mindre er det nogle gange interessant at påbegynde en proces ved at kigge på de ressourcer, du allerede har, og udtænke en ny eller forbedret forretningsmodel ud fra dette.

EKSEMPEL: Amazon startede som en online boghandel, der solgte bøger B2C. I 2006 fandt de ud af, at de kunne tjene penge på at udbyde den it-infrastruktur, de selv havde opbygget, til andre virksomheder, der også ønskede at sælge varer online. Det var udgangspunktet for Amazon Web Services, en B2B-forretningsmodel, der kom til at forme en helt ny vækstmotor for Amazon. 10 år efter, i 2016, tjente Amazon mere end $ 10 milliarder på Amazon Web Services, hvilket er mere, end hvad de tjente på deres B2C-forretning.

 

 

Tilgang 2: Innovation udefra og ind

Tager din innovationsproces udgangspunkt i kunden, starter du med at zoome helt ind på dine eksisterende eller potentielle kunder, og de problemer og behov, dine kunder har. Du har sikkert allerede nogle idéer om deres ønsker og behov, men det kan også være, at du skal ud og indsamle mere viden og indsigt om deres adfærd, deres mål og de følelser – gode som dårlige, sociale som emotionelle – der er forbundet med disse (brug evt. Value Proposition Canvas til at strukturere denne proces). Starter du med kunderne, bygger du resten af din forretningsmodel op omkring dem og deres ønsker.

 

EKSEMPEL: EasyJet har designet hele deres forretningsmodel med udgangspunkt i en prisbevidst rejsende. Dette er bygget på viden om, hvem dette segment er, hvilke følelser de oplever i forbindelse med at rejse, og i hvor høj grad de er villige til at gå på kompromis med kvalitet og service fremfor pris. Dette danner grundlag for, hvordan resten af forretningsmodellen er designet, fx hvilke fly der indkøbes og flyves, hvilke lufthavne der flyves til osv.

 

 

Validering af din forretningsmodel sker løbende – i markedet

En ny eller forbedret forretningsmodel skitseret på et Business Model Canvas vil altid være bygget på hypoteser. Hvad enten din innovation tager udgangspunkt i dig selv eller tager udgangspunkt i din kunde, er det i sidste ende kun markedet, der kan vurdere, om den fungerer i praksis. Når det gælder innovation af forretningsmodeller, giver det derfor rigtig god mening at tænke i en iterativ proces, for det er temmelig risikabelt at lægge en masse arbejde i en færdig, detaljeret model, der viser sig ikke at levere den værdi, man havde forventet. En iterativ proces indebærer, at du 1) løbende tester de hypoteser, din forretningsmodel bygger på, eksempelvis ved brug af prototyper eller pilotprojekter, og 2) laver ændringer på baggrund af de erfaringer, du gør dig. Dette gælder selvfølgelig især mødet med dine potentielle kunder, men også med potentielle partnere, som begge kan give input til produktfunktioner, prissætning og struktur, distributionskanaler, marketingkanaler osv. Det er meget værdifuld indsigt i forhold til at ramme en ny og innovativ forretningsmodel, der giver mening for dig og dine kunder.

 

 

Processen kan betegnes som en “byg, test, lær”-proces, hvor du løbende validerer elementer af din forretningsmodel for at lære, hvad der virker i praksis. Vil du læse mere om dette, kan du tage et kig på Lean start-up-principperne, der er et godt udgangspunkt for denne proces.

 

Vil du læse mere om innovation af forretningsmodeller?

Så kan du eksempelvis gøre det her:

 

*Skifteomkostninger er de omkostninger, kunden har ved at skifte brand, leverandør eller produkt. Det kan både være økonomisk, men også psykologisk, indsats- eller tidsbaseret.

 

Skrevet af
René Bach Lundgaard & Louise Faurby
Digital Innovation, Implement Consulting Group

 

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