12008-09-05 Kent Thorén and Matti Kaulio

Group Assignment 4

2010-02-16

22008-09-05 Kent Thorén and Matti Kaulio

Group Assignments

F2F1

F2F2

F2F3

F2F4

F2F5

IntroductionBusiness

Environment Adding ValueService

production& Launch

Making it Happened &

Exams

Group assign-ments:

Threat From Substitutes

Beta Learning (a)

Beta Learning (b)

Case-based Examination

Inventory of competencíes

4-actionframework

32008-09-05 Kent Thorén and Matti Kaulio

ContextBetaLearning is a new product area within an established ICT company. The product area – an e-learning package – can be sold to the customers directly, or it could be kept on BetaLearning’s servers (ASP solution). The package is offered as a service, customized for each client, based on a generic platform.  The target customers for BetaLearning are global industrial companies such as: Atlas Copco AB, Volvo Truck AB, ABB AB, with a particular focus on training needs among sales forces and service engineers. Typically those companies use BetaLearning’s E-learning tool for increasing key personnel’s product knowledge when a new product is to be launched. 

Assignment 4 BetaLearning

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ChallengeThe challenge BetaLearning face are to identify the value this product creates for the customers and to establish corresponding price models. As the service is new to the market, no established praxis regarding price models exists, and BetaLearning knows that the initial decision they make will be very hard to change in the future. On the basis of your decisions taken in your previous exercise, Your task is to answering the following questions:• In order to deliver the service suggested in the previous exercise – what would your organization do?• What would partners do (specify them)?•What would the customer(s) do?• What is in it for each partner?• How do you share the (economic) value generated with each partners?

Assignment 4 BetaLearning, cont.

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Final report

• The final report should present your findings (answers to the questions) including an analysis and argumentation for your findins

• The length of the reports should be 4-5 pages + cover page

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APPENDIXGroup Assignment 4

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Customer Value

Satisfaction of Needs• Customer Value = ------------------------------- Use of Resources (Time, Money, Effort)

04/19/23

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Describing a Service:The Customer Interaction Process

Customer/User

Visibility Line

Front Office Personnel

Technical Infrastructure

Technical Interface

8

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Flexibility – The Shamrock organization

CustomersCorepersonnel

Temp workers

Co-suppliers

Core personnel: Maintain the core competence of the firm, difficult to substitute, high requirements on work and working hours, high salaries, few managers.Co-suppliers: Firms or freelancing individuals, paid by result – not time, mainly core activities Temp workers: Part-time or project employed personnel, mainly service activities, often a ”portfolio of jobs”

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McKinsey: Matching People and Jobs

Top

Executives

Knowledge Workers

Middle Managers

Skilled Workers

Less-skilled Workers

Bureaucrats

Complex Services

Simple Services

Complex Distriutio

n

Complex net-

works

Complex Produc-

tion

Simple Producti

on

Government

Non-profit

Human capital: Who are the most crucial employees?

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Matching People and Jobs, cont.

Top

Executives

Develop succession and risk-assessment plan

Knowledge Workers

Deploy workers to achive maximum utilization

Middle Managers Link compensation to individual and group performance

Skilled Workers Plan workforce size and requirements; share best-practicee

Less-skilled Workers

Reduce turnover cost

Bureaucrats Deploy workers around annual budgetary constrains

PlanEngage

DevelopDeploy

Reward Key Requirement