12. 12
The Stand Out digital businesses have similar characteristics
Adjacency
New product, service or market
Geographic expansion
Differentiation
Elicit market segment from data
Myth of the Average Customer
Scaling Ecosystems
Third party collaborators
Automated contractual relationships
Dynamic Operating Model
Business Platforms, software ecosystems
Cloud computing service infrastructure
Source: Elastic Enterprise, Vilatari and Shaughnessy
14. 14
The rules of successful* companies over the last 44 years
Source: Harvard Business Review, April 2013
* Performance measured using Return on Assets (ROA); n = 25,453
1
2
Better before cheaper
Complete on differentiators other than price
Revenue before cost
Prioritise increasing revenue over reducing costs
Business Model = Value Creation + Value Capture
16. 16
Analysing Hassle Maps can help identify the technology and
organisational change that can enable Value Capture
Go to Video
Store
Choose Video Take Home Watch Video Forget Video
Take Video
Back
Pay Late Fee Get Another
Go Online Choose Video Post Delivery Watch Video
Keep as Long
As You Want
Easy Post
Back
Mechanism
No Late Fees Get Another
Wish list
matched to
available
stock
Strategically
geographic
distribution
centres
Envelope
designed to
not be mail
exception
The Killer
Punch
Source: Demand, Slywotzky and Weber