The 1-Hour Business Model Leader – Crafting Your Top 5 Digital Service Leadership Strategies

Hello and Welcome!

So today we’ll discover digital service leadership models for five industry sectors.

The basis is an extensive, evergreen international survey among more than 4.000 respondents, in eight countries.

They reveal their wants from the industrial service provider.

We apply our digital service leader model to deliver the top 5 breakthrough strategies for digital service leaders

 

Let’s get started.

The One-Hour Digital Service Leader – Top 5 Breakthrough Strategies for Digital Service Leaders

The goal of the short report is to create digital leadership models for each of the identified key segments.

We created five clusters and outlined them based on how the respondents of the customer survey answered the questions.

Next, we designed the business models which describes the rationale of how an organization creates, delivers and captures value.

Here is the summary of the five customer segments.

Each segment has a distinctive need for his industrial supplier.

Commodity Buyers

While the basic requests on a supplier are:

-Order is on-time

-Invoice is accurate

-Order is complete

No-Frills Buyers

A next customer segment more on personal touch and reliability.

Content Buyers

While a third segment is just content with what they get.

Value Buyers

A fourth segment wants value for money and puts a strong emphasis on getting value for money.

Premium Payers

The last group thinks they might pay too much because it currently does not see the real value offered.

We’ll handle all these five customers segments by providing specific value propositions.

The Commodity Buyer Segment

Profile of Commodity Buyers

The Commodity Buyers do not care much about customer service, they mainly want their product delivered on time at a cheap price.

The Keyword is LOW PRICE

So Your main action: Minimize your effort and focus on delivery quality and completeness

The Digital Service Leader Business Model for the Commodity Buyer Segment

Discover the nine steps to create, deliver and capture value as Digital Service Provider for the Commodity Buyer Segment.

1.Customer Segment – Commodity Buyers: They Want Products and Services Delivered on Time

2.Value Proposition – Best Digital Service Providers Offer Automatic Deliveries

3. Channels – Service Providers Establish Standard Deliveries Executed by their Local Depot Partners

4.Customer Relationships – Customers have close Relationships with their Local Depot Partner which They Know and Trust

5. Revenue Streams – The Producer Earns Product and Service Sales while the Depot Partner earns a Depot Surcharge for each product unit.

6.Key Resources – The Digital Commodity Guide outlines the policy, the business concept and how the partners execute the commodity business model successfully.

7. Key Activities – The producer has an assigned depot partner manager who selects and manages the depot partner networks as well as the depot delivery channel.

8. Key Partners – Key partners are preferable resellers of complementary equipment, manifolds, and related services.

9.Cost Structure – Main costs occur for the salary of the partner manager development fees and marketing costs.

The “No-Frills” Buyer Segment

Profile of “No-Frills” Buyers

The “No frills” Buyers want everything to work smoothly. They appreciate good personal service but are not interested in any extras.

The Keyword is RELIABILITY

So Your main action: Make it easy to deal with you

The Digital Service Leader Business Model for the “No-Frills” Buyer Segment

Discover the nine steps to create, deliver and capture value as Digital Service Provider for the No-Frills Buyer Segment.

1.Customer Segment – No-Frills Buyers: They Want Easy Access to Experts and Problem Solvers

2.Value Proposition – Best Digital Service Providers Offer Customer Service Centres

3. Channels – Service Providers Establish Customer Service Centres

4.Customer Relationships – Customers want to connect with competent service minded experts who are eager to solve their challenging problems rapidly.

5.Revenue Streams – The Producers Earn Product, Service Sales, and Expert Advisory Fees.

6.Key Resources – The Digital No-Frills Buyer Guide outlines the policy, the business concept and how the producer executes the no-frills business model successfully.

7. Key Activities – The producer has a network of experts and problem solvers whose task is to solve problems on-demand.

8. Key Partners – Key partners are specialized application experts and problem solvers.

9.Cost Structure – Main costs occur for the salary of the people from the customer service center, development and marketing costs.

The Content Buyer Segment

Profile of Content Buyers

Content Buyers have no strong opinion or cannot see the value or difference in other offers.

The Keyword is UNINTERESTED

So Your main action: Communicate to show differences and make it easy to deal with You

The Digital Service Leader Business Model for the Content Buyer Segment

Discover the nine steps to create, deliver and capture value as Digital Service Provider for the Content Buyer Segment.

1.Customer Segment – Content Buyers: They Have No Special Wants

2.Value Proposition – Best Digital Service Providers Offer Optimized Supply Modes as Pallets, Tanks, Containers or On-Site Supply

3. Channels – Service Providers Establish Standard Deliveries in Optimized Supply Modes

4.Customer Relationships – Customers want to Get Standard Deliveries in Optimized Supply Modes.

5.Revenue Streams – The Producers Earn Product, Service Sales, and Rents for the Assets.

6.Key Resources – The Digital Content Buyer Guide outlines the policy, the business concept and how the producer executes the content business model successfully.

7. Key Activities – The producer has one or more supply mode system specialists who create and manage the supply modes aiming at the lowest costs for the customers.

8. Key Partners – Key partners are specialized supply mode system providers.

9.Cost Structure – Main costs occur for the salary of the supply mode systems provider, development fees and marketing costs.

The Value Buyers Segment

Profile of Value Buyers

The Value Buyers appreciate the service they get and think they get good value for money.

The Keyword is VALUE FOR MONEY

So Your main action: Sell Your capabilities and value-added services

The Digital Service Leader Business Model for the Value Buyers Segment

Discover the nine steps to create, deliver and capture value as Digital Service Provider for the Value Buyer Segment.

1.Customer Segment – Value Buyers: They Want Value for Money

2.Value Proposition – Best Digital Service Providers Offer Supply Chain Partnerships

3. Channels – Service Providers Establish ERP-to ERP Optimized Supply Channels and Automatic Deliveries

4.Customer Relationships – Either the Customer or the Supplier Drives the Process of Establishing Strategic Partnerships.

5.Revenue Streams – The Supply Chain Partners Share Total Cost of Ownership Savings.

6.Key Resources – The Digital Value Buyers Guide outlines the policy, the business concept and how the strategic partners execute the supply chain business model successfully.

7.Key Activities – The Supply Chain Experts create and manage the entire supply chain aiming at the lowest total cost of ownership.

8. Key Partners – Key partners are specialized supply chain optimizer providers from most innovative suppliers and customers.

9.Cost Structure – Main costs occur for the salary of the supply chain experts, development fees and marketing costs.

The Premium Payers

Profile of Premium Payers

The Premium Buyers are satisfied in all aspects except in price competitiveness, where they think or know they pay far too much for their products.

The Keyword is AT RISK

So Your main action: Show customer value, create exit barriers and minimize the risk of losing

The Digital Service Leader Business Model for the Premium Payers Segment

Discover the nine steps to create, deliver and capture value as Digital Service Provider for the Premium Payer Buyer Segment.

1.Customer Segment – Premium Payers Buyers: They Want Superior Attention and Services

2.Value Proposition – Best Digital Service Providers Offer Most Efficient, Digitalized Branded Solutions

3. Channels – Service Providers Establish Dedicated Project Teams Who Work on the Premises of Premium Clients

4.Customer Relationships – Customer and Supplier People Cooperating in Designing New Products, Services, Processes, and Total Product Management Solutions.

5. Revenue Streams – The Total Product Management Partners Share Cost Savings and Cash-Flow Incomes.

6.Key Resources – The Digital Premium Payer Buyers Guide outlines the policy, the business concept and how the partners in business execute the total product management business model successfully.

7. Key Activities – The Total Product Management Experts create and manage the entire total product management designing process aiming at lowest costs through the most efficient total product management at the factory.

8. Key Partners – Key partners are specialized total product management designers for designing efficient and effective total product management solutions.

9.Cost Structure – Main costs occur for the salary for the total product management experts, development fees and marketing costs.

Get Started

Congratulation

So today we’ve learned how digital service leaders create, deliver and capture value.

Following the guidelines, you’ll offer tailored solutions to the need for five distinctive customer segments and become the digital service leader in your sector rapidly.

Now it’s Your Turn. Let’s get started.

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