INFSO-RI WP2 NA2 – Dissemination, Sustainability Plans Uwe Müller-Wilm (VEGA) ETICS 2 Business Model AHM, Darmstadt

INFSO-RI What is a Business Model? A business model is nothing else than a representation of how an organization makes (or intends to make) money.

INFSO-RI The Model 3 3 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams Business template taken from: alex osterwalder / arvetica, provided under creative commons license.

INFSO-RI Describing: 1. the ETICS offer 4 4 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  The ETICS Service as a standardized development, build, test and maintenance environment.

INFSO-RI who ETICS offers value to 5 5 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  Customers with a business or scientific background who intend to develop their projects using the ETICS system and provided support tools as an environment.

INFSO-RI how ETICS reaches its customers 6 6 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  Needs a discussion on the different strategies for commercial / scientific related business relationship. My feeling is that the requirements are partially opposed. See also #7.

INFSO-RI the relationship ETICS builds 7 7 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  Need a review of the existing User Support Procedures;  Can the existing GGUS Service desk also used for commercial support? I don‘t believe: companies do not want to have their problems discussed in the public;

INFSO-RI how ETICS intends to generate money 8 8 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  What kind of billing models can be specified?  Which kind of revenues can be expected from the provision of the Service? This Discussion has already been started in the Proposal of the ETICS Sustainability plan, but needs to be intensified.

INFSO-RI what capabilities are required 9 9 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  Core capabilities can be summarized on the base of the existing project documentation. It is more critical to discuss, here how these capabilities can be maintained in the future.

INFSO-RI what activities are required 10 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  How can the availability and quality of service be granted?  How to set up the system and service (e.g. centralized, operating in a private environment with remote access, etc)?  How to unify the commercial and scientific interests? These are partially opposed: transparency vs. protection of IPRs, open environments vs. closed business networks …  for commercial approach the implementation of the evaluated outstanding features is a must!

INFSO-RI the partners that leverage the business model 11 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams Partners are the members of the ETICS consortium? Do they still work together, do they follow their own business models?  How to protect their investments when ETICS is Open Source?

INFSO-RI the costs of the business model 12 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams  This must be a precise listing of the arising expenses when providing the service. It must be counterbalanced with the revenue streams …

INFSO-RI and finally, can it work? 13 CUSTOMER FINANCE OFFER INFRASTRUCTURE Core Capabilities Value Proposition Partner Network Value Configuration Customer Relationship Distribution Channel Target Customer Cost Structure Revenue Streams -/+ Open for Discussion …

INFSO-RI Thanks!