INFSO-RI-223782
WP2
NA2 – Dissemination, Sustainability Plans
Uwe Müller-Wilm (VEGA)
ETICS 2 Business Model
AHM, Darmstadt - 20.02.2009
INFSO-RI-223782
What is a Business Model?
A business model is nothing else than a representation of how
an organization makes (or intends to make) money.
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The Model
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
Streams
Business template taken from: alex osterwalder / arvetica,
provided under creative commons license.
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Describing: 1. the ETICS offer
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
Streams
 The ETICS Service as a standardized development, build, test
and maintenance environment.
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2. who ETICS offers value to
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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.
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3. how ETICS reaches its customers
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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.
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4. the relationship ETICS builds
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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;
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5. how ETICS intends to generate money
INFRASTRUCTURE
OFFER
Partner
CUSTOMER
Customer
Network
Core
Relationship
Value
Capabilities
INFSO-RI-223782
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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.
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6. what capabilities are required
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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.
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7. what activities are required
OFFER
INFRASTRUCTURE
Partner
CUSTOMER
Customer
Network
Relationship
Core
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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!
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8. the partners that leverage the business model
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
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?
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9. the costs of the business model
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Revenue
Structure
Streams
 This must be a precise listing of the arising expenses when
providing the service. It must be counterbalanced with the
revenue streams …
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10. and finally, can it work?
INFRASTRUCTURE
OFFER
Partner
Customer
Network
Core
CUSTOMER
Relationship
Value
Capabilities
Target
Proposition
Customer
Value
Distribution
Configuration
Channel
FINANCE
Cost
Structure
-/+
Revenue
Streams
Open for Discussion …
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Thanks!
http://www.eticsproject.eu
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