How businesssee their market3C segmentation

Lectoraat Digital World/E-business RotterdamPeter van den HeuvelFellow van het lectoraatPiet AlblasFellow lectoraat

Your view on reality

Your view on reality

determines your actions

For example: how do you see Education

That determines your actions!

• What’s your view?

• Now: how business see their market

How do you see your customer/market

Simpel of complex

Dynamic or static

How do you see your customer/market

Simpel of complex

Dynamic or static

How do you see your customer/market

Simpel of complex

Dynamic or static

Simpel: focus on efficiency

Complex: focus on research, knowledge,

standardisation

Static: focus on low cost mass production

Dynamic: focus on listening and flexiblity

What are you going to do, to choice

standard or custom-made

low cost/high quality

How do you coordinate

IT

Outsourcing

Performance indicators

Values/trust

View on the Customer

Simpel demand Complex demand

Dynamicenvironment

Staticenvironment

3C

Basismodel Frans van der Reep

View on the Customer

Simpel demand Complex demand

Dynamicenvironment

Staticenvironment

3C

Operational Excellence

Away Any-way

Basismodel Frans van der Reep

Order

Coordination

Simpel demand Complex demand

Dynamicenvironment

Staticenvironment

3C

Order Operational Excellence

Away Any-way

Basismodel Frans van der Reep

Command and Control Standardising excellence

OutsourcingPooling Alligning Linking

Coordination

Simpel demand Complex demand

Dynamicenvironment

Staticenvironment

3C

Order Operational Excellence

Away Any-way

Basismodel Frans van der Reep

Choice

Simpel demand Complex demand

Dynamicenvironment

Staticenvironment

3C

Order Operational Excellence

Away Any-way

Basismodel Frans van der Reep

Command and Control Standardising excellence

OutsourcingPooling Alligning Linking

Outsourcers

Costsavers

Flexibels

Functionals

ITdevelopment

control personal productivity teamwork dynamic

Organizationaldevelopment

centralized decentralized enhanced

hierarchical distributed responsibility virtual

Informationaccess

MIS-departmentcorporation,

enterprise controllinganybody, any place

any time

mainframe 1-tier PC/LAN 2-tier client/server 3-tier network-centric

Internet: synchroniseer de internals

F.A.M van der Reep

Alignment:

High volumelow margesEfficiency, low costsProduct orientedCentral planning/controlNot innovativeTaylorICT: standardisation/costcenter/ERP

Dynamic world

Simpel

Stabile

Low volumeNicheHigh revenuesHigh margesCustommadeStandardised competentionsShared valuesCustomer orientedReality PullInnovativeICT: investment/employee fit

StandardisationFollower/not innovativeProven technologyHigh volumeFront office simpelOutsourcingNot investing/ASPFlexibleICT: costcenter/outsourced

Sevice businessVolume high, High margeStandardisation processesFunctional organisedHigvalue/high expertise servicesICT: costcenter/more innovative

What Business are we in?

Complex

Outsourcers Flexibels

FunctionalsCostsavers

C2: Coordination

Who is coordinating here?

Reality pull – schedule push

Assignment

• Choose an organisation and

analyse witjh the information you

have/can find the consistency

between

• View on market

• Choice

• Coordination