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www.i-cargo.eu
Intelligent Cargo in Efficient and SustainableGlobal Logistics Operations
Business Models
in iCargo
iCargo Training Series
Webinar
18.02.2015
www.i-cargo.eu
Intelligent Cargo in Efficient and SustainableGlobal Logistics Operations
iCargo is a large-scale integrating project co-funded by the European Commission within the FP7
Information and Communication Technologies Work Programme. iCargo involves representatives of
the main stakeholders in the areas of research and technological development, logistics companies,
shippers and public authorities. The 29 partners coming from 13 countries are coordinated by the
Research and Innovation Hub of ATOS Spain.
iCargo will design and implement a decentralized ICT infrastructure allowing real world objects, new
planning services including CO2 calculation capabilities and existing systems to co-exist and
efficiently co-operate at an affordable cost for logistics stakeholders.
The iCargo project aims at supporting new logistics services that:
₋ Synchronize vehicle movements and logistics operations across various modes and actors to
lower CO2 emissions
₋ Adapt to changing conditions through dynamic planning methods involving intelligent cargo,
vehicle and infrastructure systems and
₋ Combine services, resources and information from different stakeholders, taking part in an open
freight management ecosystem.
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Business Models in iCargo-iCargo Training Course C1.3-
Valentina Boschian – Bluegreen Strategy srl
3
iCargo Training - 18 February 2015
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Key concept: Business Model
– what is a business model?
– why is it useful?
– Business Model Canvas
• What have we already achieved in iCargo?
– iCargo Ecosystem and Roles
– Reference Business Models
• iCargo Approach
– iCargo product/service ideas: value proposition and business model definition
Agenda
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Key concept: Business Model
– what is a business model?
– why is it useful?
– Business Model Canvas
• What have we already achieved in iCargo?
– iCargo Ecosystem and Roles
– Reference Business Models
• iCargo Approach
– iCargo product/service ideas: value proposition and business model definition
Agenda
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Why defining a Business Model?
• Real competitive advantage comes from a combination of technology innovation and business model definition
– product/technology innovation alone is not sufficient
• Not copy from the competitors, but with a strategy driven approach move ahead to a new business model
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
What is a BUSINESS MODEL?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Business Model Canvas (*)
• Speak the same language to understand each other
• Structured approach to go into the details of the fundamental components of the business model
– business model components = 9 dimensions
• To describe, challenge, design and invent business models more systematically.
(*) Business Model Canvas proposed by A. Osterwalder
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Business Model Canvas
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Customer
SegmentFor whom are we creating value? Who are our most important customers?
Business Model Canvas
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Customer
Segment
Business Model Canvas
What value do we deliver to the customer? Which one of our customer’s problems are we helping to solve? Which customer needs are we satisfying?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Customer
Segment
Channels
Business Model Canvas
Through which Channels do our Customer Segments want to be reached? How are we reaching them now?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Customer
Segment
Channels
Customer
Relationships
Business Model Canvas
What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Customer
Segment
Channels
Customer
Relationships
Revenue Streams
Business Model Canvas
For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Key
Resources
Customer
Segment
Channels
Customer
Relationships
Revenue Streams
Business Model Canvas
What Key Resources do our Value Propositions require?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Key
Activities
Key
Resources
Customer
Segment
Channels
Customer
Relationships
Revenue Streams
Business Model Canvas
What Key Activities do our Value Propositions require?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Key
Activities
Key
Resources
Key
Partners
Customer
Segment
Channels
Customer
Relationships
Revenue Streams
Business Model Canvas
Who are our Key Partners? Who are our key suppliers?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Value
Proposition
Key
Activities
Key
Resources
Key
Partners
Customer
Segment
Channels
Customer
Relationships
Revenue StreamsCost Structure
Business Model Canvas
What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Business Model Canvas
Value
Proposition
Key
Activities
Key
Resources
Key
Partners
Customer
Segment
Channels
Customer
Relationships
Revenue StreamsCost Structure
Which value is created?
For who?How the value
is created?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Skype Business Model Example
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
What is a Business Model?
Answer
• A business model is a conceptual tool that contains aset of elements and their relationships and allowsexpressing the business logic of a specific firm.
• It is a description of the value a company offers toone or several segments of customers and of thearchitecture of the firm and its network of partnersfor creating, marketing, and delivering this value andrelationship capital, to generate profitable andsustainable revenue streams.
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Key concept: Business Model
– what is a business model?
– why is it useful?
– Business Model Canvas
• What have we already achieved in iCargo?
– iCargo Ecosystem and Roles
– Reference Business Models
• iCargo Approach
– iCargo product/service ideas: value proposition and business model definition
Agenda
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Roles on the iCargo Ecosystem
• Reference Business Model at the current status for:
– LSC, Logistics Service Client
– FSI, Freight Service Integrator
– LSP, Logistics Service Provider
– ISI, Information Service Integrator.
• Approach to systematically analyse the evolution of the reference business model
• New Reference Business Models
iCargo results
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
iCargo Ecosystem – composition and evolution
Logis cServicesClients(LSCs)
FreightServicesIntegrators(FSI)
Logis cServicesProviders(LSPs)
TransportRegulators
Informa onServicesIntegrators(ISI)
TransportNetworkManagers
Monitor.Pla ormProvider
Func on.asa
Service
Connect.Infrastruct.Provider
SystemIntegrator
AuthoritySecurity
dataserviceprovider
Networkadministr.
VirtualIntegrator
Trafficdataserviceprovider
BasicInfrastruct.Provider
= Provide
= Evolve / spin-off
So ware/HardwareVendor
Environm.focusedretailer
e-Comm.Retailer
Enhancedretailer
Value-add.provider
EnhancedLSP
Asset-boundFSI
Environm.focusedprovider
Environm.focusedManufact.
EnhancedManufact.
Network-boundFSI
= Existing = New = Disrupted
Facilitators&
Supporters
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
APPROACH:
1. collection of current business models of LSC, FSI, LSP and ISI based on the common well-known Osterwalder Canvas;
2. mapping current business models by the different involved actors and the business and technical innovations introduced by iCargo (so called “jobs-to-be-done”);
3. creation of a template to examine and define reference business models;
4. definition and analysis of the iCargo Ecosystem in terms of its components and evolution.
Structured Approach to study the Business Model evolution
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
ValueProposi on
KeyAc vi es
KeyResources
PartnerNetwork
CustomerSegments
Channels CustomerRela onships
CostStructure
RevenueStreams
Example:LSC
CurrentBM
Job1a
Job2a
Job3a
ElementsoftheOsterwalderCanvas
iCargobusinessan
dtechnical
innova
ons
Opportunity
Opportunity Opportunity
Opportunity
Change
Opportunity OpportunityChange
Change Change
Change
Change
Change Change
Change
Change
Change
NoChange
NoChange
NoChange
NoChange
NoChange
NoChange NoChange
NoChange
NoChange NoChange
General example of the mapping
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Template features
• This template is defined in different versions, one for each category of actors.
• The columns represent the nine elements of the Canvas and the rows are the jobs that have a deeper impact for the considered category of actors.
• The combination of the different effects of the iCargojobs on the current business models leads to the definition of new business models.
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
ValueProposi on
KeyAc vi es
KeyResources
PartnerNetwork
CustomerSegments
Channels CustomerRela onships
CostStructure
RevenueStreams
Example:LSC
CurrentBM
Job1a
Job2a
Job3a
ElementsoftheOsterwalderCanvas
iCargobusinessan
dtechnical
innova
ons
Opportunity
Opportunity Opportunity
Opportunity
Change
Opportunity OpportunityChange
Change Change
Change
Change
Change Change
Change
Change
Change
NoChange
NoChange
NoChange
NoChange
NoChange
NoChange NoChange
NoChange
NoChange NoChange
BM3 BM2
BM1
Example of template utilization
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
LSC – Reference Business Models
LSC
Retailers Manufacturers
Enhanced retailer
e-commerce focused retailer
Environmental focused retailer
Enhanced manufacturer
Environmental focused
manufacturer
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
FSI – Reference Business Models
FSI
Virtual IntegratorAsset-bound FSINetwork-bound
FSI
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
LSP – Reference Business Models
LSP
Environment focused provider
Enhanced LSPValue added
services provider
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
ISI – Reference Business Models
ISI
Basic Infrastructure Providers
System IntegratorsSoftware/Hardware
Vendors
Monitoring Infrastructure
Provider
Connectivity Infrastructure
Provider
Functionality as a service
Virtual Integrator
System Integrators
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Connectivity Provider Evolution as Monitoring Infrastructure Provider
Value
Proposition
Key
Activities
Key
Resources
Key
Partners
Customer
Segment
Channels
Customer
Relationships
Revenue StreamsCost Structure
-Collectionand
monitoringofdatagatheredfromperipheraldevices;
-tosupportadministrative
transactions;-tofaclitateshorttermrelationships.
-monitoringdevicesanddatacollection;
-topublishandmanagelogisticinformationservices;-tooffermarketingand
customersupport.
-toinstallandmonitor
devicesandsensors;-accesstoallthelogistic
operatorsoftheportandinlandterminalarea.
-Complementary
infrastructure
providers.
-Hardwareand
softwarevendors.
-Largecompanies.
-SMEs.
-Direct(large
accounts).
-Resellersnetwork.
-On-line.
Fixedcostsfor
infrastructure
management,
monitoringand
customersupport.
-Fixedsubscription
fee.-Variablefees,e.g.,by
unitofcargomonitored.
-Mostlystandardized
procedures.
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Key concept: Business Model
– what is a business model?
– why is it useful?
– Business Model Canvas
• What have we already achieved in iCargo?
– iCargo Ecosystem and Roles
– Reference Business Models
• iCargo Approach
– iCargo product/service ideas: value proposition and business model definition
Agenda
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Success of new products is not the result of a combination of casual factors, but it comes from a structured strategy-driven approach.
• Main focus on:
– value created for the customers / users
– competitors' positioning
since the early stages of the product conception.
Why applying this approach?
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
• Idea is the starting ingredient
– the same idea in most cases is already on the market on different forms.
• Idea shaping: definition of the idea in terms of combination of technology, service and business model
– clearly define the motivations for a user to select the product over competition offerings.
Idea definition
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
New tool support the transformation of ideas into successful products
Shaping Ideas for Growth
Visit http://www.valuemapp.com/• Free book: description of a structured strategy-driven process
• Free App: elaboration of product ides and innovation strategies
To validate new ideas and
assess your business implementation
going beyond the pure design a business model.
Intelligent Cargo in Efficient and Sustainable Global Logistics Operationswww.i-cargo.eu Valentina Boschian
Valentina Boschian
Bluegreen Strategy srl
Thank You
38
iCargo Training - 18 November 2014
www.i-cargo.eu
Intelligent Cargo in Efficient and SustainableGlobal Logistics Operations
Credits:
Presented by: Valentina BoschianBluegreen Strategy [email protected]
Material: Valentina Boschian