This final book in the PROTEUS Innovation Consortium’s seven-book series describes the background for new PSS business models in the maritime branch. The aim of the workbook is to improve the suppliers’ understanding of the opportunities in the market and inspire them to create new business models by providing a number of innovative PSS business model concepts.
The book starts by discussing the commercial reasons for pursuing business models, with their basis in PSS thinking, both in the eyes of the supplier as well as the customer.
Supplier’s and customer ´s drivers and barriers for PSS business models.
The drivers behind profitable and viable business models are treated, especially the importance of changing the perspective on needs
and optimising the impact of the PSS portfolio.
Proposed understanding regarding relation between customer activities and value to feasibility
After the customer and supplier perspective are framed, is presented a description and discussion of general prerequisites for business models in the maritime branch and its market. For example, presenting new data for suppliers describing a particular case on share cost related to shipyard activities versus direct supplier-to-customer relations (based on tanker vessel).
Customer's expenditure distribution between docking and operation.
The next section of the workbook, a deeper dive is taken into the customer’s perspective and a number of new customer-specific prerequisites for PSS business models are explained.
The total life cycle costs for different component areas along with proposed business models.
In rounding off the background for maritime business models, the workbook goes on to describe how 3rd party stakeholders can be introduced as enablers. Having established an understanding of the background for business models, the workbook proceeds to elucidate how new PSS business models can be created, in cooperation between the customer and supplier.
The following section incorporates all the knowledge acquired and presents, using the well-known Business Model Canvas, a catalogue of novel PSS business models. These PSS business models are meant to inspire and provoke the stakeholders of the maritime branch, towards new and profitable ways of doing business.
Catalogue of potential PSS business models
The final pages of the workbook provide a template for the reader to create own new business models, based on the contents of the book.
PROTEUS PSS Business Model Canvas after Osterwalder et al 2005. - [click over the image to enlarge]