Más contenido relacionado Similar a The Unlimited Revenue Potential of Value-Added Services (20) Más de SAP Customer Experience (20) The Unlimited Revenue Potential of Value-Added Services1. Fergus O’Reilly, Global VP Strategy & Solution Management, SAP Hybris
October,2017
The Unlimited Revenue Potential
of Value-Added Services
2. 2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
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TONNES
UK Annual Domestic Material Consumption per capita
1970s 1980s 1990s 2000s 2010s 2015
0.2 t
Metal ores
2.4 t
Fossil fuels
2.7 t
Biomass
3.5 t
Non-metallic
minerals
3. 3PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
“In the West we
have probably
hit peak stuff.”
Steve Howard, Chief
Sustainability Officer, IKEA
4. 4PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
“What do you like doing best in the
world, Pooh?“
"Well," said Pooh, "what I like best –"
and then he had to stop and think.
Because although Eating Honey was a
very good thing to do, there was a
moment just before you began to eat it
which was better than when you were,
but he didn't know what it was called.
5. 5PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Waiting for Merlot:
Anticipatory Consumption
of Experiential and Material
Purchases
Amit Kumar,Matthew A. Killingsworth,
and Thomas Gilovich
Cornell University; University of California,
Berkeley;and University of California,
San Francisco
7. 7PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
CREATE
MAGICAL
EXPERIENCES
8. 8PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
HOW TO SELL
THE VALUE OF
EXPERIENCES?
9. 10PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Pricing Products vs Experiences
STANDALONE
TRANSACTIONS
Price per item
CONTINUOUS
MONETIZATION
Price per month, per
use, volume tiers,
minimum commits,
freemium, per
outcome, etc.
10. 11PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Align front-office and back-office across the customer journey
COMMERCE
MANUFACTURING
REVENUE
OPERATIONS
REVENUE
SALES SERVICE
REVENUE
FULFILLMENT
MARKET
FINANCE
MARKETING
11. 12PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Where are you focusing your marketing efforts?
CUSTOMER ACQUISITION CUSTOMER RETENTION
40%
more on acquisition
45%
equally on both
15%
more on retention
12. 13PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Massive Scalability: Handle Success, Give Customers Insight and Control
SCALE UP WITH
CONFIDENCE
GIVE CUSTOMERS
CONTROL WITH REAL-
TIME SPENDING
TRACKING
13. 14PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Platform Business Model: Monetization in Multi-sided Partner Networks
14. 16PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
DATA
TELLS YOU
WHAT
BUSINESS
MODEL TO
TRY NEXT