Business Model & Partnerhip

langkah pragmatis membangun model bisnis yg berkelanjutan

Malang, 17 Nopember 2016

My Curiculum Vitae
Name
: Aris Indra Budiarto
Temp, Tgl Lhr : Jakarta, 2 Agustus 1971
Education
:
1. Graduated 1995, Industrial Engineering STT Telkom
2. Post Graduated 2003, Magister Management STM Bandung
Job Assigment (PT TELKOM 1995 Now)
1. Account Management , Kalbar 1995 -1996
2. Commercial Planning, Kalimantan 1996 1999
3. Product & Business Development, Kalimantan, 1999-2002
4. Sales & Marketing, Kalimantan 2002-2005
5. Business Partnership Corporate Office, Bandung 2005 - 2009
6. Ecosystem Business Development Corporate Office, Jakarta 2009 - 2013
7. Alliance & Solution, Divisi Business , Jakarta 2013 - 2015
8. Project Management & CRM, Divisi Business, Jakarta 2015 - Now

Outline
1.
2.
3.
4.

Business Model
Partnership Model
Ecosystem
Developing Sustainable Business Model
a. Kebutuhan Solution ICT
b. Integrasi Solution dlm Business Model
c. Skema Bisnis antar Entitas
d. Business Plan

Business Model

SMART Remote

video-716107-h264_high.mp4

Business Model
Sebuah Frame Work

dan Pemodelan yang menggambarkan PENCIPTAAN NILAI, berupa

aliran INFORMASI, BARANG/JASA dan UANG dari / ke para pelaku (ENTITAS) usaha.
Pemodelan dan Deskripsi Perusahaan:

Beberapa Framework Business Model:

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

Component Business model

Value Propositions
Target customer segments
Distribution channels
Customer relationships
Value configurations
Core Capabilities
Commercial network
Partner network
Cost structure
Revenue Model

It is a logical representation or map of business components or "building

blocks. to analyze the alignment of enterprise strategy with the organization's
capabilities and investment, identify redundant or overlapping business
capabilities, etc.

Business Model Canvas

the business model canvas is one of the most used frameworks for describing
the elements of business models.

Industrialization of services business model

treats service provision as an industrial process, subject to industrial
optimization procedures.

Business Reference model

is a reference model, concentrating on the architectural aspects of the core
business of an enterprise, service organization or government agency.
OGSM
Business Plan describe Objectives, Goals, Strategies and Measures (dashboard
and actions).

Business Model Canvasing

7

Oleh : Alexande Osterwalder & Yves Pigneur

02

How do they make Money ?

THE
SUBSCRIPTION
MODEL

Customer must pay a

returning
subscription
price to have access to
the product/service

THE
HYPER
MARKET

Digital companies act as

hyper stores, offering
enormous amounts of
products and or services.

THE
FREEMIUM
MODEL

Customer
has
free
access to the basic
service but is charged for
additional features

THE
EXPERIENCE
MODEL

Company provides the

customers
with
an
unseen experience.

THE
FREE
MODEL

Companies that dont

charge the end users
(directly). The data and
the attention of the users
is the currency.

THE
PYRAMID

The company sits on top

of the pyramid and lets
the
revenue
stream
upwards with the least
possible effort.

THE
MARKET
PLACE

Company only facilitates

a platform where parties
economically
interact
with each other.

THE
ON
DEMAND

Generates revenue by
the exponential need of
people to have things
done right away. Speed
and convenience matter
the most.

ACCESS
OVER
OWNERSHIP

Customer borrows the

property
of
their
neighbors. Customers the
use of the product
without
buying
it.
Everything as a service.

10

THE
ECOSYSTEM

Companies
build
an
entire
universe
of
products and services in
which customers gets lost
without them knowing it.

How do they make Value ?

11

Discount Dealership

Companies produce the vehicle

and
their
create
authorizzed
Dealerhip model to sell theirr
product.

12

Commission

Kickstarter is the world's largest

funding platform for creative projects.
A home for film, music, art, theater,
games, comics, design, photography,
and more.

13

Advertising Revenue

Companies create free social network

application, but the member will be
charged as advertisingwhen they want
to inform some product & service.

Outline
1.
2.
3.
4.

Business Model
Partnership Model
Ecosystem
Developing Sustainable Business Model
a. Kebutuhan Solution ICT
b. Integrasi Solution dlm Business Model
c. Skema Bisnis antar Entitas
d. Business Plan

Partnership
dua atau lebih
organisiasi bisnis (ex perusahaan) yang
Kesepakatan antara

bersepakat untuk saling berbagi

resources
antara lain Branding, Jalur Distribusi,
Production, R&D (Teknologi), Human
Resource (HR), Finance & sumber
daya lainnya dalam sebuah perjanjian yang
berbatas waktu.

B2B Deal with in Business Model

Partnership adalah sebuah keharusan

Profit = REVENUE COST

Revenue = Sales Vol x Pricing
Quality Barang / Jasa
Competitif Price
Cost
Direct Cost (Volume x Cost)
Overhead Cost

Partnership Menjaga Keberlanjutan Bisnis

Business Partnership

Strategic Partnership

Jenis-jenis Partnership Berdasarkan Partisipasi Keuangan & Integrasi Business Proses

Contoh Implementasi Partnership

1. Jalur Distribusi : pemanfaatan outlet bersama. Contoh CITIBANK & POSINDO
2. Branding : kerjasama co branding untuk penguatan salah satu brand. Contoh KFC &
Cocacola

3. Finance : Pengurangan Margin Keuntungan. Contoh Bundling Layanan Handset dengan

Operator Telco

4. Human Resource : Twinning Program Improvement Kompetensi Human Resources &

5.
6.

Pertukaran Employee / Management .

Production : Penggunaan kelebihan kapasitas produksi & alat produksi. Contoh
Penggunaan Frekwensi antar Operator. GM meng
R&D : penggunaan bersama fasilitas Riset & Development (Design Avanza & Xenia)

CREATE VALUE ???

COMPETITIVENESS

Proses & Mekanisme ALIRAN :

INFORMATION
BARANG / JASA
UANG

Partnership Management
Lingkup Partnership berdasarkan Value Chain Process
Penyediaan barang / jasa

Supplier

menjadi assset TELKOM seperti Infrastruktur, CPE HW, SW

& Managed Service menjadi tg jawab PO : DBB / DWB / DIV
DIV NETBRO / DIV ITSS
Menjadi asset / Milik Pelanggan dilakukan oleh DC

Payment
Collecting

Pre Sales

Prospect & Visiting

Caring

On Sales

Pemasaran Layanan

Collection Payment
Penyiapan Invoice
Penagihan
Collection

Maintain Loyalty
Customer Handling
Memastikan Layanan beroperasi
& digunakan

Integratrion &
Commisioining

Delivery & Integration

Integration & Comissioining
Penandatangan BASO / BAST
Pendampingan (Training)

Penyiapan Prospek
brand activation
Sales Presentation & Promotion

Penandatanganan Kontrak
Inputing Sytem Provisioining

Partnership Management
Lingkup dan Jenis Partner
Terdapat 5 Metode Pengelompokkan Partnership Channel

Value Chain Process

Value Added Reseller (VAR)

sebagai Partner

Produk & Service

Teritorial

Komunitas

Jenis Bisnis / Industri

IT system integrator (Master System, AGIT, PIN, dll)

Perusahaan SW House / Application Software Vendor
Perusahaan Multimedia : PayTV, ISP, Jartup, Komukasi Data
Main Supplier Customer (industri Alat Kalibrasi : Itron, Actaris,
dll, Alat Kesehatan : Airindo, Siemens, Samsung, dll)
Building Management (penyedia Service Gedung)
Perusahaan Property (Agung Podomoro, Ciputra Group,
Sinarmas, dll)
Perusahaan Konstruksi (Jaya KOnstruksi, PP Jaya, dll)
Agency Periklanan , .com Company (berniaga, beliblei, dll)

OEM : CISCO, HP, FUJITSU, NEC, IBM, SAMSUNG

Asosiasi Usaha / Badan : Apeksi, Apkasi, Perbarindo,
PerPAMsi, Aptikom, Asosasi Gudang, Asosiasi Apotek, Asosiasi
Farmasi, Asosiasi Hotel, Asosiasi RS, dll
Asosasi Keprofesian : Kenotarisan, Kesekretariatan

Outline
1.
2.
3.
4.

Business Model
Partnership Model
Ecosystem
Developing Sustainable Business Model
a. Kebutuhan Solution ICT
b. Integrasi Solution dlm Business Model
c. Skema Bisnis antar Entitas
d. Business Plan

Digital Business Ecosystem

A Systemic Approach to Enterprises Global Collaboration

A Network of Digital Business Ecosystems for Europe : Roots, Processes, and Perspective

17

Framework 4 layer Ekosistem ICT

Dokumen Strategic Marketing Plan ini hanya akan
mencakup analisis potensi Konsumen Akhir, yang
membahas :
1. Rumusan boundaries pasar potensial
2. Ukuran pasar potensial
3. Pangsa pasar yang dapat diraih dengan
kapasitas organisasi TELKOM
4. Tren pertumbuhan pasar dan pangsa
pasar TELKOM dalam 5 tahun ke depan
5. Potensi ancaman persaingan usaha

E-Tourism
3
Platforms, Content and Applications

Karena itu, dokumen Strategic Marketing Plan ini

tidak akan mencakup:
1. Proses perumusan Platforms, Content &
Applications (layer 3)
2. Proses analisis Network Operator (layer 2)
3. Proses identifikasi Networked Elements
(layer 1)

2
Networks Operator

Namun demikian, identifikasi konteks ke-3

layers di atas akan tetap dilakukan untuk
memastikan workability dari Strategic
Marketing Plan yang akan dirumuskan.

1
Networked Elements

18

Peta Ekosistem Bisnis: Tourism and MICE

TOURISM and
MICE
ECOSYSTEM

Regulator
Kementerian Kebudayaan dan Pariwisata,
Kementerian Perhubungan
Stakeholders
Host Communities, Investor, LSM, Pemilik , Asosiasi, Serikat
Standard Bodies
UNWTO

Suppliers of
Suppliers
Penyedia
Bahan Baku

Direct Suppliers
Penyedia
Property, Plant,
Equipment &
Inventory

Tourism Services Providers

Penyedia Akomodasi
Penyelenggara Tempat
Wisata
Restoran/Cafe
Intermediaries
Penyelenggara Tempat
Promotor Event
Hiburan
Search Engines
Pengelola MICE
Penyelenggara
Penyedia Transportasi
Tour & Travel
Travel Agent
Travel Media

Direct Customers
Traveler
Turis

Supplier of Complimentary
Money Changer,
Penyedia Layanan Keuangan,
Penyedia Asuransi,
Media,
Pedagang Retail

EXTENDED
ENTERPRISE

CORE
BUSINESS
Sumber: Moore,J.F. (1996).

19

Hubungan Antar Aktor di Ekosistem (Entity Relationship Diagram)

Kementerian
Kebudayaan &
Pariwisata,
Kementerian
Perhubungan

10

10

LSM
Host
Communities

Owners

Investors

10

Agensi
Standar

10

11

Suppliers
Suppliers

Penyedia
PPE &
Inventory

Penyedia Akomodasi,
Penyelenggara Tempat
Wisata, Restoran/Caf,
Penyedia Transportasi

12
1

1a

4b
Money Changer,
Penyedia Asuransi,
Media, Pedagang
Retail

Promotor Event,
Search Engines,
Penyelenggara Tour
& Travel, Travel
Agent, Travel Media

4a

Turis &
Travelers

Outline
1.
2.
3.
4.

Business Model
Partnership Model
Ecosystem
Developing Sustainable Business Model
a. Kebutuhan Solution ICT
b. Integrasi Solution dlm Business Model
c. Skema Bisnis antar Entitas
d. Business Plan

Developing Sustainable Business Model

Whats Smart Building ?
The Smart Building is collaborating between TC, BA, SI and OA systems for optimizing economic, efficiency,
conformability, Functionabillty and Stability of Intelligent Building. Also, it is pursuing energy efficiency
and Green Building for nature friendly.

BEMS
[ Smart Building ]
Intelligent
Building

Building Automation
Office Automation
ICT

Construction

Green
Building

Low Environmental Impact

Resource Efficiency
Ecologically Soundness
Healthy Environment

Reducing environmental pollution by

efficient way of using energy

Architecting Method with

Insulating, Dual Window
and other high tech
materials

Architectural
Design
Techniques
Building Material
Techniques

ICT

Automatic Management
by using ICT for
maximizing efficiency of
operation
TC**
BA**
SI**
Infra

**
TC : Telecommunication,
BA : Building Automation,
SI : System Integration,
OA : Office Automation

OA**

Developing Sustainable Business Model

Two Main Purposes of Smart Building

Developing Sustainable Business Model

Solusi ICT Telkom Untuk Tenant Gedung

Media &
Edutaiment

Content Management System

CATV & PATV
System

Audio Video
System

Information
System

Desktop & CPE Management

Information

System Integration & Collaboration

Energy &
Automation

Hosted
Application

Datacenter & Hosted Infrastructure

Astinet

Telecommunication

Security
Management

Speedy

L3 VPN

IP Transit
L2 VPN

Voice Services

High speed rate infrastructure (GPON)

Developing Sustainable Business Model

Building Creative Business Model Contoh Pemenuhan Total Solution pd pelanggan

High Raise Building CMS

Tenant Office
Tenant Mall

Biaya Sewa
Service Property

Property
Owner

Telkom Infrastructure
& Service
GPON

Tenant Apartment
Revenue
Sharing
ICT + VAS

Provider Service

Penyediaan
Smart
Building
System

Building
Management
As a User
OLO &
other
Guest /
Visitor

VPN Service
Astinet, Speedy & WiFi
Data Center / Server
Collocation

Revenue ICT

Service ICT
(Telepon, PayTV,
Internet, Data &
Cloud Service)

TELKOM
T.I.M.E.S
Provider

Pemakaian
Partner
Reseller

Service
VAS

POTS, Virtual PBX& Fitur

Invest

Apartment
Management

Hotel
Management

Sewa /
Rev
Sharing

In Building Celuler
(IBS)
Digital Signage
Parking System

Revenue
Value Added

Provide

Supplier Partner
Biaya / Rev
Sharing & TK

Hosted App/SaaS (e-POS, dll)

CATV, IPTV
Desktop & CPE Mgt
(Virtual Desktop)

Provide

Energy & Integrated Building

Management System
Security System
Audio&Video System
Information System

Service Value Added

Content Management System

Turn
key /
Leasing

Developing Sustainable Business Model

Building Creative Business Model Contoh Penyiapan Bisnis Plan

Revenue

26

Developing Sustainable Business Model

Integrated Solution : Finance & Banking

Nasabah
Nasabah
Nasabah
Nasabah
Nasabah

PPOB &
Remittance

TERIMAKASIH
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