RESTART Business 2010
46
Restart BUSINESS in times of crisis and change • West to East • Mass to Niche • Volume to Profit Crisis as opportunity Crisis as opportunity • From Edison and Gates • Green • Women Networks • Networks • To Aldi and Zopa Redefining markets Restart • From Swatch and Apple • Purpose • Audience • Propositions • To Karla and Nokia BUSINESS • To Karla and Nokia Changing business models • From IBM and Skype BUSINESS From IBM and Skype • Partners • Channels • Services • To Air Asia and Current TV © Peter Fisk 2009 [email protected] www.theGeniusWorks.com
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Now is your time ... amidst crisis and change, entrepreneurs and great leaders seize the opportunities of changing markets and attitutes to build the platform for new innovations and sustainable growth. Author, consultant and speaker, Peter Fisk helps you RESTART your business ...
Transcript of RESTART Business 2010
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Networks• Networks• To Aldi and Zopa
Redefining markets
Restart• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia BUSINESS• To Karla and Nokia
Changing business models
• From IBM and Skype
BUSINESSFrom IBM and Skype
• Partners• Channels• Services• To Air Asia and Current TV
© Peter Fisk [email protected]
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Crisis and change© Peter Fisk [email protected]
Crisis and change
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
West to East© Peter Fisk [email protected]
West to East
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Mass to Niche© Peter Fisk [email protected]
Mass to Niche
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Volume to Profit© Peter Fisk [email protected]
Volume to Profit
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Networks• Networks• To Aldi and Zopa
Redefining markets
Restart• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia BUSINESS• To Karla and Nokia
Changing business models
• From IBM and Skype
BUSINESSFrom IBM and Skype
• Partners• Channels• Services• To Air Asia and Current TV
© Peter Fisk [email protected]
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Crisis as opportunity© Peter Fisk [email protected]
Crisis as opportunity
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Crisis the moment of entrepreneurs© Peter Fisk [email protected]
Crisis ... the moment of entrepreneurs
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Green social and environmental© Peter Fisk [email protected]
Green ... social and environmental
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Green innovation living smarter© Peter Fisk [email protected]
Green innovation ... living smarter
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
People + Planet + Profit© Peter Fisk [email protected]
People + Planet + Profit
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Women highest growth market© Peter Fisk [email protected]
Women ... highest growth market
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Women $5 trillion in 5 years© Peter Fisk [email protected]
Women ... $5 trillion in 5 years
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Networks advocacy trust and content© Peter Fisk [email protected]
Networks ... advocacy, trust and content
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Networks advocacy trust and content© Peter Fisk [email protected]
Networks ... advocacy, trust and content
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Aldi tripled marketing spend© Peter Fisk [email protected]
Aldi ... tripled marketing spend
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Zopa peer to peer© Peter Fisk [email protected]
Zopa ... peer to peer
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Networks• Networks• To Aldi and Zopa
Redefining markets
Restart• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia BUSINESS• To Karla and Nokia
Changing business models
• From IBM and Skype
BUSINESSFrom IBM and Skype
• Partners• Channels• Services• To Air Asia and Current TV
© Peter Fisk [email protected]
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Redefining markets© Peter Fisk [email protected]
Redefining markets
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Swatch© Peter Fisk [email protected]
Swatch
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Apple© Peter Fisk [email protected]
Apple
Green consumerismCheaply reducing
Demand for simplicityEasy and simplifyCheaply reducing
waste ...
Disrespect for authority
Easy and simplifymy life ...
Outrage at companies
Before After Before After
Disrespect for authorityNo respect fororganisations ...
Outrage at companiesFocus on boardroomand bonuses ...
Before After Before After
Ethical consumerismLess caring aboutothers
Discretionary thriftMore wholesome, less wasteful
Before After Before After
others ...
Extreme experiences
less wasteful...
Consumers in control
Before After Before After
Extreme experiencesNo more frivolousexperiences ...
Consumers in controlIntelligent, promiscuousshoppers ...
Before After Before AfterBefore After Before After
Consumer trends ... before, during and after the crisis, g
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Purpose© Peter Fisk [email protected]
Purpose
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skype
Progressive Insurance
yp• Partners• Channels• Services• To Air Asia and Current TV
Progressive Insurance
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Audience© Peter Fisk [email protected]
Audience
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Burberry Refocusing on it target market© Peter Fisk [email protected]
Burberry ... Refocusing on it target market
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Propositions© Peter Fisk [email protected]
Propositions
Customer value proposition
Who? The target customer(Who is the target segment)
Customer value proposition
What? The customer context(What they want to achieve) +
Why? The distinctive benefits(How you help them do it better) +
How much?
What not?
The relative price position(% more or less than alternatives)
The customer trade offs
-
What not? (What they could get else where) -
Value to customer =
Value propositions
© Genius Works 2008www.thegeniusworks.com
p p
Segmented value propositionsg p p
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Karla© Peter Fisk [email protected]
Karla
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Nokia© Peter Fisk [email protected]
Nokia
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Networks• Networks• To Aldi and Zopa
Redefining markets
Restart• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia BUSINESS• To Karla and Nokia
Changing business models
• From IBM and Skype
BUSINESSFrom IBM and Skype
• Partners• Channels• Services• To Air Asia and Current TV
© Peter Fisk [email protected]
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Changing business models© Peter Fisk [email protected]
Changing business models
Restart BUSINESSin times of crisis and change
Suppliers• West to East• Mass to Niche• Volume to Profit
Crisis as opportunity
Suppliers
Crisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
Partners Business Channels
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and SkypeCustomers Products and services
Paymentsyp• Partners• Channels• Services• To Air Asia and Current TV
Business models
y
© Peter Fisk [email protected]
Business models
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Skype Breaking the rules© Peter Fisk [email protected]
Skype ... Breaking the rules
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
IBM Shifting the core© Peter Fisk [email protected]
IBM ... Shifting the core
Restart BUSINESSin times of crisis and change
CreativeCatalyst
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunity
Innovative state
Crisis as opportunity
• From Edison and Gates• Green• Women
Net orks
C ti l t t
• Networks• To Aldi and Zopa
Redefining markets
Conventional state
Disruptive
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia Disruptive
Catalyst• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Being disruptive© Peter Fisk [email protected]
Being disruptive
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Working in partnership© Peter Fisk [email protected]
Working in partnership
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Finding new channels© Peter Fisk [email protected]
Finding new channels
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Services that enable people to do more© Peter Fisk [email protected]
Services that enable people to do more
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
And imagine if your product was free© Peter Fisk [email protected]
... And imagine if your product was free ...
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks Opening Closing• Networks• To Aldi and Zopa
Redefining markets
Openingup
ClosingdownInnovation
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Innovating your whole business© Peter Fisk [email protected]
Innovating your whole business
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Air Asia next generation travel© Peter Fisk [email protected]
Air Asia ... next generation travel
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Current User generated TV© Peter Fisk [email protected]
Current ... User generated TV
Restart BUSINESSin times of crisis and change
• West to East• Mass to Niche• Volume to Profit
Crisis as opportunityCrisis as opportunity
• From Edison and Gates• Green• Women
Net orks• Networks• To Aldi and Zopa
Redefining markets
• From Swatch and Apple• Purpose• Audience• Propositions• To Karla and Nokia• To Karla and Nokia
Changing business models
• From IBM and Skypeyp• Partners• Channels• Services• To Air Asia and Current TV
Press the RESTART button© Peter Fisk [email protected]
Press the RESTART button ...
www.theGeniusWorks.comwww.theGeniusWorks.com
