Business model innovation is about increasing the success of an organization with existing products and technologies by creating a compelling value proposition able to allow an organization to scale up customers, with a better operating model.
At its core business model innovation is a subtle change, that as it becomes hard to dissect from the outside world (in many cases business model innovation is detected when an organization has achieved massive success), it is also hard to copy.
Thus, in a world where technology has become, in part a commodity business model innovation can make a huge difference.
Before we move forward toward deciphering and dissecting business model innovation, let’s bust three myths, existing in the entrepreneurship world, especially in the era of digital business models.
- Myth one: the best product wins
- Myth two: technology is what gives a competitive advantage
- Myth three: business modeling innovation is just about how you make money
- What kind of questions do you need to ask with business model innovation?
- Paths toward business model innovation
- Is business model innovation for anyone?
Myth one: the best product wins
When you get online, and want to look for something, but you’re not sure what is that chances are you’ll land on a white page with a small search box on it, that is Google search results page.
Why in the first place do you get there?
Well, you get there because Google is an incredible product, able to find you anything on the web at a super fast speed. Yet, is Google the best product out there? And how do we define best?
Well, Google is a great search engine able to give you relevant results to any question, but it also benefits from network effects. In short, one of the reasons why Google is good enough in intercepting search intents is the fact that billion people around the world use each day.
At the same time, Google is a decent product for what it gives us back (and it is free), but it also has drawbacks. For instance, in an experiment, an SEO expert tried to rank a Latin Language site (a language used by ancient Romans, no longer in use) and guess what? It did that successfully.
This is not to say that Google is not a good search engine. Yet Google today is the most widely used search engine on earth, and part of the reason why is thanks to its distribution strategy.
Since its scale-up phase, Google aggressively acquired deals that made it the tech giant we know today. However, a few people realize it, and it is easy to think – especially in tech – that the best product wins.
A great product with a lack of distribution strategy won’t go far.
Myth two: technology is what gives a competitive advantage
Peter Thiel, former CEO of PayPal has shifted an important business paradigm. As the common business thinking goes “be the first and you’ll probably win over time.”
This is called in business jargon, first-mover advantage. Peter Thiel, instead pointed out an important paradigm, especially in the tech industry, which is the last-mover advantage.
In other words, companies that come later, especially in the tech industry, can win over existing organizations, even when those were the first movers. For instance, Google and Facebook were not the first movers to move in the search and social media space. They dominated it.
What happened there? The answer is business model innovation!
Myth three: business modeling innovation is just about how you make money
When Google came out of the Stanford dormitory where the two P.h.D. had invented it, it was a great search engine. Many argue it was 10x better than competitors.
Yet it wasn’t financially successful until it managed via a couple of years of trial and errors to design an innovative business model. In short, Google introduced an auction system for advertising, which aim was to remove the inefficiencies of how advertising had worked for decades.
That was not the primary innovation. Indeed, another search engine called Overture was already doing it successfully. Therefore, where Google innovated was the introduction of a few critical parameters to allow advertisers to show on top of Google text-based ads results.
In other words, it wasn’t enough to be offering a higher bidding rate on a keyword. Google crossed that with a few other parameters which allowed to show on top of the ads space on Google results, those that were most relevant and had a higher click-through rate.
Even though it might sound trivial now, as the whole web, after Google has been built on the premise of click-through-rate, it was not back then. That business model innovation was critical to Google economic hypergrowth, scale, and domination.
Business modeling isn’t a simple concept, and in the mind of most people, that is about how you make money. However, business modeling is way more than that. It is how you make a great product or service so that your customers keep coming back.
It is about how you make that product or service scalable. And how you keep making financial sense of your business over time. But also the value proposition you’re able to deliver to key partners, which are a crucial ingredient of your business success!
Thus, even though business model innovation can be about changing the way you charge your customers and how you make money, it can also be about other critical aspects of the business that will allow you the scale up.
There isn’t a single path to business model innovation, but there are a few critical questions to ask.
What kind of questions do you need to ask with business model innovation?
To understand how to innovate a business model you might want to think along the line of how to tweak and redesign your value chain, cost structure, key partners and in general what can help you scale:
- How can I design a better value chain?
- Can I improve the existing cost structure?
- What is the distribution channel that can accelerate growth?
- Why is my company experiencing bottlenecks in certain areas?
- Is the organizational structure helping the company to grow as it should?
Paths toward business model innovation
There isn’t a single path toward business model innovation. At times you can design a business model drawing from your previous experiences in that industry.
Other times you’ll have to figure it out along the way. Among the many paths to business model innovation, we’ll see three paths that might be quite interesting for your business.
Engineer an innovative business model from scratch
As Reid Hoffman points out in his book Blitzscaling business model innovation is a key ingredient to success, especially in the digital space, where a countless number of companies offer innovative tools and solutions on the market.
That’s why in some cases business model innovation can be engineered before
This is what happened when I cofounded LinkedIn. The key business model innovations for LinkedIn, including the two-way nature of the relationships and filling professionals’ need for a business-oriented online identity, didn’t just happen organically.
As explained by Reid Hoffman he used his understanding of the social networking world (he had founded a social network called SocialNet) to design an innovative business model for LinkedIn, which got acquired in 2016 by Microsoft for an astounding $26.2 billion.
In short, what gives a competitive advantage isn’t any more technology alone but a combination of technology paired with an innovative business model.
Yet designing a business model isn’t always possible beforehand. In some cases, you need to experiment, reiterate and find it
Find an innovative business model along the way
Yet when it finally, after a few trial and errors figure it out (Google was running out of investment money) it was a massive success. When Google had to show its numbers, when it got listed back in 2004 the company made already over three billion in revenues, a 155x growth in about four years!
In this scenario, you need to try and test many things before you can say to have a business model that makes you scale up sustainably and that it does make sense financially.
In the end, if you do find it, you’ve created a long-lasting competitive advantage!
Use business model innovation as a survival mechanism
Imagine if the next time you reserve an Uber ride, you’ll see coming to a self-driven car. Now stop imagining. Indeed Uber has been investing in self-driving cars since 2015.
Why would a company that is dominating an entire space make such a move? Well, a couple of reasons. First, if self-driving cars become mass adopted Uber would be out of business.
This implies that if Uber wants to thrive in the next era needs to be on top of this game. The second aspect is about business model innovation. Among its key partners, Uber has drivers across the world.
Yet those drivers also pose a significant threat to Uber success. Even though Uber might be pulling the plug or spinning off its self-driving cars business, this example is to show how the company never stop experimenting with business model innovation.
Business units like Uber Eats, Express Pool, Freight are all an attempt to tweak an existing business model until it allows the company to become financially sustainable, also at a massive scale.
Is business model innovation for anyone?
In theory business model innovation is for anyone. Think of the case of a small consulting business that operates in a traditional industry, where most of the competitors charge by the hour.
Yet instead of keeping to do that the small consulting business starts only to charge a small retainer and a success fee. This kind of model might be not financially viable at the beginning, but it might wipe out competitors over time.
Indeed, with a larger customer base, the retainer becomes an essential base for the company’s revenues. And the success fees the scalable part of the business.
In other cases though, business model innovation might require massive financial resources. Think of a business that decides to dominate an existing industry, and it does that by introducing an innovative business model that grows at a reckless pace.
That pace might be attractive for investors looking for high returns on their investments, while it might also burn a lot of cash!
Do you have business model innovation examples you want to share with us? Comment below or send us an email at firstname.lastname@example.org
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