Webinar Series - Ecosystems are not just for waterfowl

“Ecosystems Are Not Just For Waterfowl” Webinar

Welcome…

Agenda

• Setting the Stage• “Ecosystems Are Not Just For Waterfowl”– What is an ecosystem– How to identify your ecosystem– How to leverage your ecosystem

• Q&A• Wrap up

©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

Setting The Stage

• Introduction to Business Ecosystems– Business vs. Technical– Different approach

• How to begin identifying your specific Ecosystem– General approach– More strategic…less tactical


Setting The Stage

• We see too many companies still focusing on the “traditional” approach to getting their products and services to market

• How we do business has changed…– The old way = Reps, Calls, & Glossy’s– Advertising– Economy & Competitive landscape– Google & The Web– Social Media – Word of Mouth faster than ever!

• You have to adapt…


You have to adapt…• Entrepreneur

– Customer Development Methodology – More real-world insights, validation points & opportunities

• Business Development– New potential strategic partners & channels

• Product Management– Staying competitive & building better solutions

• Marketing– Getting closer to the market, understanding the true value of your

solution & being more relevant• Sales

– Understanding the customer better. Finding new ways to identify & close more sales opportunities


What is an Ecosystem?


The Business Ecosystem“An economic community supported by a foundation of interacting organizations and individuals—the “organisms” of the business world. This economic community produces goods and services of value to customers, who are themselves members of the ecosystem. The member organizations also include suppliers, lead producers, competitors, and other stakeholders.”

“Over time, they co-evolve their capabilities and roles, and tend to align themselves with the directions set by one or more central companies. Those companies holding leadership roles may change over time, but the function of ecosystem leader is valued by the community because it enables members to move toward shared visions to align their investments and to find mutually supportive roles”

- James F. Moore - The Death of Competition: Leadership and Strategy in the Age of Business Ecosystems (HarperBusiness, 1996)


Example – A Local College


College City/ EDC

Companies

Associations

Citizens

Gov’t Schools

The 3 C’s• Customer

– Know your customer– Your customer can help reveal your ecosystem– Who are their customers? Who buys what they sell?– Who else has your customer as a customer?

• Cash Flow– Follow the flow of money– Who are their suppliers?– What are the alternate sources of funding?– Grants or Legislation?

• Compliment– Products or services that compliment your solution– Products or services that your solution compliment– What else does your customer need to meet their goals?


Finding “the win”

• Identify, understand, & develop “the win” with each of your ecosystem partners– Customer Development – Interview these ecosystem partners

to help with validation of your solution– Business Development – Put together bundling, OEM, or

whitelabel partnerships– Product Management – Find out problems that need solving

with the current systems– Marketing – Find new channels for creating awareness for

your solution and lead generation– Sales – Identify new revenue sources. Create new

opportunities


Example…Industry Association


College City/ EDC

Companies

Associations

Citizens

Gov’t Schools

- Customer = Companies- Constituents = Citizens- Supplier = College- College Partnership- Government Grants- City / EDC = Leads- Schools

A real world example


MuseumConversi

on

Web/Graphic Printing

ISP

ContentDelivery

Leads

LeadsLeads

Leads

Building your ecosystem

• Identify a specific sales opportunity• Listen to your customers. Find out what they

need and bring in the partners• Identify current customer suppliers & start a

lead sharing event


About Us


Specialized firm helping companies to be customer/market driven. Through the use of real-world clients, we help you to take the “guessing” out of your sales, marketing, and development strategies.

We bring your ideal customers and prospects to the table for you! We help you to build lasting, profitable, and collaborative relationships with your market through the integration of these key customers and their perspectives into the various aspects of your business.

[email protected]

Twitter: @ideas2revenue

http://www.ideas2revenue.com/

Questions?


Check back on Ideas2Revenue website (www.ideas2revenue.com/interviews.html)

http://www.ideas2revenue.com/interviews.html