Professional Documents
Culture Documents
Author
Hans Peter Bech, M.Sc. (econ)
www.tbkconsult.com
Table of contents:
Targeted audience
Abstract
Author
Acknowledgements
Introduction
5
7
10
12
12
13
14
10
Targeted audience
Abstract
Author
Acknowledgements
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Proof
reading:
ecr@tbkconsult.com
Emma
Crabtree,
TBK
Consult,
Introduction
When to
partner or not
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H
e believes he can motivate resellers to enhance the software
enlarging the reachable market (eco-system effects).
The term reseller is here used for any type of 3rd party company
engaged in selling a software brand to his customers irrespective of the
degree of value add.
3
In channels designed as franchises however, this is not the case.
2
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Figure 1:
When to partner or not in the software industry
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Channel
Value Adding
Requirements
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The relationship
between value
proposition and
management areas
Financial performance
Setting objectives
xx
Defining strategy
xx
Taking action
xx
The Product/service
xx
xx
The Image
Operations
xx
xx
Customer Management
xx
Innovation
Organization Capital
xx
Information Capital
xx
Human Capital
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10
Ideal curve
Importance average
Figure 5:
Sample management ratings for company charting the changes required for supporting its' Customer Value
Proposition more effectively
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11
Changing the
Customer Value
Proposition
Figure 6:
Customer Value Proposition of a software vendor serving customers directly
The value
proposition and
the management
challenges
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12
Changing a software
company from a
direct to an indirect
channel approach
xx
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13
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TBK-WIPA-011