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Lesson 8 - Value Stream Economics Flashcards

1
Q

Which Profit Engine?

TurboTax

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

TurboTax

Product Pyramid

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2
Q

Internal or External Products?

Profit = Revenue - Cost

A

External

Profit = Revenue - Cost

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3
Q

When is a good time to review out-license models?

  • Every Program Increment boundry.
  • On major releases or architectural changes.
  • When a system demo is fully integrated.
  • Twice a year with dynamic budgeting of the LPM.
A

When is a good time to review out-license models?

On major releases or architectural changes.

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4
Q

When selecting a value exchange model what is the most important thing to think about?

  • Overall Profit
  • Customer
  • Technology
  • Revenue
A

When selecting a value exchange model what is the most important thing to think about?

Customer

Perception is just as important as reality.

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5
Q

Which Profit Engine?

Amazon Web Services

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

Amazon Web Services

Platform Ecosystem

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6
Q

Which Value Exchange?

Something that is counted

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Something that is counted

Meter

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7
Q

Which Profit Engine?

Prepare to defend your niche in court

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

Prepare to defend your niche in court

First, fast

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8
Q

Which Value Exchange?

Annual

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Annual

Time-based access

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9
Q

Which Value Exchange?

Concurrent

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Concurrent

Meter

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10
Q

Which Value Exchange?

Company B helps Company A get renewals from Companies C-Z and takes a cut.

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Company B helps Company A get renewals from Companies C-Z and takes a cut.

% of revenue/cost saved

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11
Q

Which Value Exchange?

Digital goods in a game

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Digital goods in a game

Data/Digital Goods

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12
Q

Which Profit Engine?

Add modules

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

Add modules

Leverage the installed base

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13
Q

This governs the use of intellectual and other property.

  • License model
  • Profit engine
  • Value stream economics
  • Value exchange
A

This governs the use of intellectual and other property.

License model

Yes this is part of value stream economics so this is a tricky card. -Look for the “more right” answer.

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14
Q

Which Value Exchange?

Credit score

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Credit score

Data/Digital Goods

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15
Q

Which Value Exchange?

Google’s user clicks

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Google’s user clicks

Transaction

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16
Q

Pick two statements that indicate your Solution is reducing the cost for your Customer:

  • Streamlines workflows
  • Creates access to new markets
  • Accelerates their time-to-market
  • Less expensive to purchase
A

Pick two statements that indicate your Solution is reducing the cost for your Customer:

  • Streamlines workflows
  • Less expensive to purchase
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17
Q

True or False

Soft value is subjective.

A

True

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18
Q

Which Profit Engine?

# of a company’s products in use is much larger than its annual unit sales volume.

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

# of a company’s products in use is much larger than its annual unit sales volume.

Leverage the installed base

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19
Q

Which Value Exchange?

Absolute value

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Absolute value

Meter

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20
Q

Which Value Exchange?

Count the items in the DB

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Count the items in the DB

Meter

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21
Q

Which Value Exchange?

Replenishment of the resources

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Replenishment of the resources

Meter

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22
Q

Which Profit Engine?

GM’s OnStar

  1. Leverage the installed base
  2. Product Pyramid
  3. Platform ecosystem
  4. Experience curve
  5. First, fast
  6. Think offering
A

Which Profit Engine?

GM’s OnStar

Leverage the installed base

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23
Q

Enforcement: Real-time or Post-facto

Creating invoices from product telemetry

A

Post-facto

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24
Q

Which Value Exchange?

Paypal

  1. Data/Digital Goods
  2. Hardware
  3. Meter
  4. % of revenue/cost saved
  5. Service
  6. Time-based access
  7. Transaction
A

Paypal

Transaction

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25
**Which Value Exchange?** *_Attributes determine value of the metadata._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Attributes determine value of the metadata._* **Data/Digital Goods**
26
*Pricing research techniques:* **Gabor-Granger** * Combination of attributes most influential. * Perceived value. * Willingness to purchase.
**Gabor-Granger** **Willingness to purchase.**
27
**DEFINITION**: The sustainable profit you generate for a business. * Accounting model * Fidicuary responsibility * Pecuniary renewal * Economic impact
**DEFINITION**: The **sustainable profit** you generate **for** a business. ## Footnote **Economic impact**
28
*Enforcement*: **Real-time** or **Post-facto** Disabling some or all of the application use when a term is violated.
**Real-Time**
29
**Hard or Soft Value?** I can determine value based on: 1. Testing that validates. 2. Surveys that assess 3. Direct observation.
**Hard Value**
30
**Which Value Exchange?** *_Jira Server Licensing_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Jira Server Licensing_* **Time-based access** **of** **Meter**
31
**Which Value Exchange?** *_Content or workflow sharing between humans and software_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Content or workflow sharing between humans and software_* **Service**
32
**In-License** or **Out-License?** Negotiated or accepted with a supplier.
**In-License**
33
*Influences on Price: Pick One* **Substitutes** * Market Aspects * Pricing strategy * Product Life Cycle
**Substitutes** **Market Aspects**
34
**Which Value Exchange?** *_A software the helps optimize pricing for products and takes a share of the sales._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_A software the helps optimize pricing for products and takes a share of the sales._* **% of revenue/cost saved**
35
**Which Profit Engine?** *Allstate Your Choice Auto Policies* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Allstate **Your Choice** Auto Policies* **Product Pyramid**
36
*Influences on Price: Pick One* **Intellectual Property Niche** * Market Aspects * Pricing strategy * Product Life Cycle
**Intellectual Property Niche** **Market Aspects**
37
**Which Value Exchange?** *_Perpetual_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Perpetual_* **Time-based access**
38
*Pricing research techniques:* **Van Westendorp price sensitivity meter** * Do this yourself. * You might need some help doing this. * Hire some folks to help you.
**Van Westendorp price sensitivity meter** **Do this yourself.**
39
**Which Profit Engine?** *Add product lines* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Add product lines* **Leverage the installed base**
40
**Hard or Soft Value?** Values
**Soft Value**
41
**Hard or Soft Value?** Convenience
**Soft Value**
42
**Pick two statements** that indicate your Solution is increasing revenue for your Customer: * Streamlines workflows * Creates access to new markets * Accelerates their time-to-market * Less expensive to purchase
**Pick two statements** that indicate your Solution is increasing revenue for your Customer: * **Creates access to new markets** * **Accelerates their time-to-market**
43
**Which Value Exchange?** *_Remote updates_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Remote updates_* **Hardware**
44
**Which Profit Engine?** *Buying gas for your car.* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Buying gas for your car.* **Product Pyramid**
45
*Influences on Price: Pick One* **Brand** * Market Aspects * Pricing strategy * Product Life Cycle
**Brand** **Market Aspects**
46
*Pricing research techniques:* **Van Westendorp price sensitivity meter** * Combination of attributes most influential. * Perceived value. * Willingness to purchase.
**Van Westendorp price sensitivity meter** **Perceived value.**
47
**Which Value Exchange?** *_Anti-Virus updates_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Anti-Virus updates_* **Service**
48
**In-License** or **Out-License?** Negotiated or accepted with a Customer.
**Out-License**
49
**Which Value Exchange?** *_Indentifiable resources_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Indentifiable resources_* **Meter**
50
This model captures how you trade products and Solutions for money. * Business Model * Value Exchange Model * Whole-Product Model * Market Segmentation Model
This model captures how you trade products and Solutions for money. **Value Exchange Model**
51
When it comes to value exchanges, internal products are typically determined by: * Usage * Charge Backs * Cost Centers * Licensing
When it comes to value exchanges, internal products are typically determined by: **Licensing**
52
**Which Profit Engine?** *Ford using black paint because it dries the fastest* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Ford using black paint because it dries the fastest* **Experience Curve**
53
**Which Value Exchange?** *_Software inside of it is perceived as free_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Software inside of it is perceived as free_* **Hardware**
54
*Influences on Price: Pick One* **Premium vs. low-end** * Market Aspects * Pricing strategy * Product Life Cycle
**Premium vs. low-end** **Pricing strategy**
55
**Which Value Exchange?** *_VPN Router_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_VPN Router_* **Hardware**
56
**Which Value Exchange?** *_Can the digitial item be transferred to another entity?_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Can the digitial item be transferred to another entity?_* **Data/Digital Goods**
57
Enforcement rights is about: * Identify : Respond * Contract : Audit * Agree : Violation * Relative peace : Having toddlers
**Enforcement rights** is about: Identify : Respond
58
**Internal or External Products?** Spend Justification = Value - Cost
**Internal** Spend Justification = Value - Cost
59
**Hard or Soft Value?** Branding
**Soft Value**
60
**Which Profit Engine?** *IBM selling architecture to Lenovo* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *IBM selling architecture to Lenovo* **Platform Ecosystem**
61
**Which Value Exchange?** *_Generate unique data that is perishable._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Generate unique data that is perishable._* **Data/Digital Goods**
62
**Which Value Exchange?** *_Licensing IP for time, not actually buying the property._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Licensing IP for time, not actually buying the property._* **Time-based access**
63
From a hard value point of view, if I know how much I can extract in terms of pricing, I then need to answer what: * What factors could change to increase the extraction? * When can I spike the price up? * How much of that value can I get? * Which customers have that budgeted?
From a hard value point of view, if I know how much I can extract in terms of pricing, I then need to answer what: **How much of that value can I get?**
64
*Pricing research techniques:* **Conjoint Analysis** * Do this yourself. * You might need some help doing this. * Hire some folks to help you.
**Conjoint Analysis** **Hire some folks to help you.**
65
*Pricing research techniques:* **Conjoint Analysis** * Combination of attributes most influential. * Perceived value. * Willingness to purchase.
**Conjoint Analysis** **Combination of attributes most influential.**
66
**Which Profit Engine?** *Blending SW and services into a single Value Stream* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Blending SW and services into a single Value Stream* **Think offering**
67
ROI % = ( (\_\_\_\_\_\_\_\_ - Costs) / Costs) x 100 * Profit * Benefit/Gain * Revenue * Price
ROI % = ( (**Benefit/Gain** - Costs) / Costs) x 100
68
**Which Profit Engine?** *Good, Better, Best* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Good, Better, Best* **Product Pyramid**
69
We should plot elasticity to identify 'dead zones' with: * Customer growth over a timeline. * Adoption metrics using product telemetry. * Demand curves to identify optimal revenue. * Marketing event/rhythms overlayed with product usage.
We should **plot elasticity** to identify 'dead zones' with: **Demand curves** to identify optimal revenue.
70
**Which Value Exchange?** *_Named users or names terminals/sessions_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Named users or names terminals/sessions_* **Meter**
71
**Which Profit Engine?** *Your entire enterprise is aligned towards releases* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Your **entire enterprise** is aligned towards **releases*** **First, fast**
72
Value stream economics are used to ensure Value Streams are creating... * marketable Solutions for long term lifecycles. * viable and sustainable products and Solutions. * low cost Solutions that are able to be extended as business needs present themselves.
Value stream economics are used to ensure Value Streams are creating... viable and sustainable products and Solutions.
73
**Which Value Exchange?** *_audit, invoice, remittance_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_audit, invoice, remittance_* **Transaction**
74
**True or False** Hard value is subjective.
**False** Hard value can be objectively measured.
75
*Pricing research techniques:* **Gabor-Granger** * Do this yourself. * You might need some help doing this. * Hire some folks to help you.
**Gabor-Granger** **You might need some help doing this.**
76
**Which Value Exchange?** *_Competing based on timeliness and accuracy._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Competing based on timeliness and accuracy._* **Data/Digital Goods**
77
**Hard or Soft Value?** Empirical process control theory.
**Hard Value** Objectively measured sometimes by observation (Empirical).
78
**Which Profit Engine?** *ARM's chip triple benefit cost model* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *ARM's chip triple benefit cost model* **Platform Ecosystem**
79
**Which Value Exchange?** *_Automation and distribution_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Automation and distribution_* **Data/Digital Goods**
80
**Which Profit Engine?** *Built-in quality, TDD, BDD* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Built-in quality, TDD, BDD* **Experience Curve**
81
A profit engine's goal is to be: * Incremental * Iterative
A profit engine's goal is to be: **Iterative** Over and over and over again. "Show me the money!!!!!" - Tom Cruise
82
This will impact your economic value to establish premium pricing. *Example: Daytime running lights.* * Hard Value * Controlling Value * Soft Value * Hidden value
This will impact your economic value to establish premium pricing. *Example: Daytime running lights.* **Hidden value**
83
**Which Value Exchange?** *_Consider roles and access rights._* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Consider roles and access rights._* **Service**
84
**Which Value Exchange?** *_Rental_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Rental_* **Time-based access**
85
**Which Profit Engine?** *70%-90% Drop from 1,000th unit to 2,000th unit* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *70%-90% Drop from 1,000th unit to 2,000th unit* **Experience Curve**
86
**Which Value Exchange?** *_Prevent improper sharing_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Prevent improper sharing_* **Meter**
87
Value Exchange Models each have different technical needs for: * Product Delivery * Solution Context * Architecture * Agile Release Trains
Value Exchange Models each have different technical needs for: ## Footnote **Architecture**
88
*Influences on Price: Pick One* **Channels and Distribution** * Market Aspects * Pricing strategy * Product Life Cycle
**Channels and Distribution** **Market Aspects**
89
A profit engine includes which of the following: 1. Creating new value exchanges. 2. Repeating value exchanges. 3. Increasing profit of an existing value exchange.
**A profit engine** includes **ALL of these:** 1. Creating new value exchanges. 2. Repeating value exchanges. 3. Increasing profit of an existing value exchange.
90
**Which Profit Engine?** *"Price Ladder"* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Add product lines* **Product Pyramid**
91
**Definition:** Refers to how much consumers expect to pay for a good in relation to other competitors and the previously advertised price. * Reference Price * Bottom Price * Market Price * Comparative Price
**Definition:** Refers to how much consumers expect to pay for a good **in relation to other competitors** and the previously advertised price. **Reference Price**
92
Value stream economics models the flow of value and \_\_\_\_\_\_\_\_\_\_\_\_\_ * the financial model of the Value Streams. * the Market Segmentaion impact of the Solutions. * the overall market need and Business Model being served.
**Value stream economics** models the **flow of value** and the **financial model of the Value Streams**.
93
**Which Value Exchange?** *_Derives value from embedded software_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Derives value from embedded software_* **Hardware**
94
*Influences on Price: Pick One* **Flexibility early on** * Market Aspects * Pricing strategy * Product Life Cycle
**Flexibility early on** **Product Life Cycle**
95
**Which Value Exchange?** *_Need to delete data when license expires_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Need to delete data when license expires_* **Time-based access**
96
**Which Value Exchange?** *_Defined and measurable unit of work_* 1. Data/Digital Goods 2. Hardware 3. Meter 4. % of revenue/cost saved 5. Service 6. Time-based access 7. Transaction
*_Defined and measurable unit of work_* **Transaction**
97
Comparing list price or asking price to its actual sale. * Discount Analysis * Gap Trending * Dead Zone Identification * Customer Demand Elasticity
Comparing list price or asking price to its actual sale. **Discount Analysis**
98
*Influences on Price: Pick One* **Penetration Goals** * Market Aspects * Pricing strategy * Product Life Cycle
**Penetration Goals** **Pricing Strategy**
99
**Which Profit Engine?** *Promote Scale Through Interactions Not Volume* 1. Leverage the installed base 2. Product Pyramid 3. Platform ecosystem 4. Experience curve 5. First, fast 6. Think offering
**Which Profit Engine?** *Promote Scale Through Interactions Not Volume* **Platform Ecosystem**
100
Price elasticity of demand means... * The ability of a company to have multiple price levels. * The responsiveness of demand after a change in price. * The band between dead zones and maximum revenue. * The difference of the current price and the last reference price.
Price elasticity of demand **(PED)** means... **The responsiveness of demand after a change in price.**

APM 5.0.1 (9 decks)

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