The last part talked about delivery methods: self-research, outsourcing, SaaS, and platforms. The business value of each delivery form is different.
Self-research: the customer's own value
Outsourcing: generally customized fees, usually divided into first and last payment)
SaaS: Commercial value is divided into email list two types of software service fees and value-added services. The software service fee is based on the software version (basic/professional version/etc.), and the value-added service is judged based on the characteristics of their own products (for example: some customers require the system to be changed to the color of their own company logo, etc.).
Platform type: The general revenue of the platform comes from advertising fees and commissions. Take Taobao as an example: when a merchant inside sells a product, the platform takes a certain percentage, and the banner at the top of the app and the rest of the advertising part require merchants to invest money.
Because I was born in SaaS, the focus is on the business model of SaaS.
(1) How to disassemble the business value of SaaS
Before understanding the business model of SaaS, we must first know the composition of business value.
Here is the formula: Business mechanism = customer unit price * number of customers * contract duration
(2) Unit price per customer
Usually refers to the single purchase price of a single customer (customized services are calculated separately). There are generally three ways to increase the unit price of a customer:
Improve customer quality: This usually depends on the sales team and the company's resources
The split version is sold with dedication: usually it will be split into basic version/professional version/deluxe version, and customers will most likely choose the professional version through the anchoring effect. In the situation where some customers do not have the strength to buy temporarily, users can be guided to buy the basic class, and some customers can be guided to buy the deluxe version if they are more generous, and the basic class users can also be given a channel to upgrade the version. Specifically, look at the scene where Mr. Luo selects large, medium and small cups at Starbucks.
Customized services: For the needs of some customers that cannot be standardized, customized services can be provided for the customers themselves, thus charging high fees.