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APM 5.0.1 > Lesson 8 - Value Stream Economics > Flashcards

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
Q

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
A

Attributes determine value of the metadata.

Data/Digital Goods

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26
Q

Pricing research techniques:

Gabor-Granger

  • Combination of attributes most influential.
  • Perceived value.
  • Willingness to purchase.
A

Gabor-Granger

Willingness to purchase.

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27
Q

DEFINITION: The sustainable profit you generate for a business.

  • Accounting model
  • Fidicuary responsibility
  • Pecuniary renewal
  • Economic impact
A

DEFINITION: The sustainable profit you generate for a business.

Economic impact

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28
Q

Enforcement: Real-time or Post-facto

Disabling some or all of the application use when a term is violated.

A

Real-Time

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29
Q

Hard or Soft Value?

I can determine value based on:

  1. Testing that validates.
  2. Surveys that assess
  3. Direct observation.
A

Hard Value

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30
Q

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
A

Jira Server Licensing

Time-based access

of

Meter

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31
Q

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
A

Content or workflow sharing between humans and software

Service

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32
Q

In-License or Out-License?

Negotiated or accepted with a supplier.

A

In-License

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33
Q

Influences on Price: Pick One

Substitutes

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Substitutes

Market Aspects

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34
Q

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

A software the helps optimize pricing for products and takes a share of the sales.

% of revenue/cost saved

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35
Q

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
A

Which Profit Engine?

Allstate Your Choice Auto Policies

Product Pyramid

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36
Q

Influences on Price: Pick One

Intellectual Property Niche

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Intellectual Property Niche

Market Aspects

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37
Q

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
A

Perpetual

Time-based access

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38
Q

Pricing research techniques:

Van Westendorp price sensitivity meter

  • Do this yourself.
  • You might need some help doing this.
  • Hire some folks to help you.
A

Van Westendorp price sensitivity meter

Do this yourself.

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39
Q

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
A

Which Profit Engine?

Add product lines

Leverage the installed base

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40
Q

Hard or Soft Value?

Values

A

Soft Value

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41
Q

Hard or Soft Value?

Convenience

A

Soft Value

42
Q

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
A

Pick two statements that indicate your Solution is increasing revenue for your Customer:

  • Creates access to new markets
  • Accelerates their time-to-market
43
Q

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
A

Remote updates

Hardware

44
Q

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
A

Which Profit Engine?

Buying gas for your car.

Product Pyramid

45
Q

Influences on Price: Pick One

Brand

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Brand

Market Aspects

46
Q

Pricing research techniques:

Van Westendorp price sensitivity meter

  • Combination of attributes most influential.
  • Perceived value.
  • Willingness to purchase.
A

Van Westendorp price sensitivity meter

Perceived value.

47
Q

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
A

Anti-Virus updates

Service

48
Q

In-License or Out-License?

Negotiated or accepted with a Customer.

A

Out-License

49
Q

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
A

Indentifiable resources

Meter

50
Q

This model captures how you trade products and Solutions for money.

  • Business Model
  • Value Exchange Model
  • Whole-Product Model
  • Market Segmentation Model
A

This model captures how you trade products and Solutions for money.

Value Exchange Model

51
Q

When it comes to value exchanges, internal products are typically determined by:

  • Usage
  • Charge Backs
  • Cost Centers
  • Licensing
A

When it comes to value exchanges, internal products are typically determined by:

Licensing

52
Q

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
A

Which Profit Engine?

Ford using black paint because it dries the fastest

Experience Curve

53
Q

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
A

Software inside of it is perceived as free

Hardware

54
Q

Influences on Price: Pick One

Premium vs. low-end

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Premium vs. low-end

Pricing strategy

55
Q

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
A

VPN Router

Hardware

56
Q

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
A

Can the digitial item be transferred to another entity?

Data/Digital Goods

57
Q

Enforcement rights is about:

  • Identify : Respond
  • Contract : Audit
  • Agree : Violation
  • Relative peace : Having toddlers
A

Enforcement rights is about:

Identify : Respond

58
Q

Internal or External Products?

Spend Justification = Value - Cost

A

Internal

Spend Justification = Value - Cost

59
Q

Hard or Soft Value?

Branding

A

Soft Value

60
Q

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
A

Which Profit Engine?

IBM selling architecture to Lenovo

Platform Ecosystem

61
Q

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
A

Generate unique data that is perishable.

Data/Digital Goods

62
Q

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
A

Licensing IP for time, not actually buying the property.

Time-based access

63
Q

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?
A

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
Q

Pricing research techniques:

Conjoint Analysis

  • Do this yourself.
  • You might need some help doing this.
  • Hire some folks to help you.
A

Conjoint Analysis

Hire some folks to help you.

65
Q

Pricing research techniques:

Conjoint Analysis

  • Combination of attributes most influential.
  • Perceived value.
  • Willingness to purchase.
A

Conjoint Analysis

Combination of attributes most influential.

66
Q

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
A

Which Profit Engine?

Blending SW and services into a single Value Stream

Think offering

67
Q

ROI % = ( (________ - Costs) / Costs) x 100

  • Profit
  • Benefit/Gain
  • Revenue
  • Price
A

ROI % = ( (Benefit/Gain - Costs) / Costs) x 100

68
Q

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
A

Which Profit Engine?

Good, Better, Best

Product Pyramid

69
Q

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.
A

We should plot elasticity to identify ‘dead zones’ with:

Demand curves to identify optimal revenue.

70
Q

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
A

Named users or names terminals/sessions

Meter

71
Q

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
A

Which Profit Engine?

Your entire enterprise is aligned towards releases

First, fast

72
Q

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.
A

Value stream economics are used to ensure Value Streams are creating…

viable and sustainable products and Solutions.

73
Q

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
A

audit, invoice, remittance

Transaction

74
Q

True or False

Hard value is subjective.

A

False

Hard value can be objectively measured.

75
Q

Pricing research techniques:

Gabor-Granger

  • Do this yourself.
  • You might need some help doing this.
  • Hire some folks to help you.
A

Gabor-Granger

You might need some help doing this.

76
Q

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
A

Competing based on timeliness and accuracy.

Data/Digital Goods

77
Q

Hard or Soft Value?

Empirical process control theory.

A

Hard Value

Objectively measured sometimes by observation (Empirical).

78
Q

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
A

Which Profit Engine?

ARM’s chip triple benefit cost model

Platform Ecosystem

79
Q

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
A

Automation and distribution

Data/Digital Goods

80
Q

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
A

Which Profit Engine?

Built-in quality, TDD, BDD

Experience Curve

81
Q

A profit engine’s goal is to be:

  • Incremental
  • Iterative
A

A profit engine’s goal is to be:

Iterative

Over and over and over again.

“Show me the money!!!!!” - Tom Cruise

82
Q

This will impact your economic value to establish premium pricing.

Example: Daytime running lights.

  • Hard Value
  • Controlling Value
  • Soft Value
  • Hidden value
A

This will impact your economic value to establish premium pricing.

Example: Daytime running lights.

Hidden value

83
Q

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
A

Consider roles and access rights.

Service

84
Q

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
A

Rental

Time-based access

85
Q

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
A

Which Profit Engine?

70%-90% Drop from 1,000th unit to 2,000th unit

Experience Curve

86
Q

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
A

Prevent improper sharing

Meter

87
Q

Value Exchange Models each have different technical needs for:

  • Product Delivery
  • Solution Context
  • Architecture
  • Agile Release Trains
A

Value Exchange Models each have different technical needs for:

Architecture

88
Q

Influences on Price: Pick One

Channels and Distribution

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Channels and Distribution

Market Aspects

89
Q

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

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
Q

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
A

Which Profit Engine?

Add product lines

Product Pyramid

91
Q

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
A

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
Q

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.
A

Value stream economics models the flow of value and the financial model of the Value Streams.

93
Q

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
A

Derives value from embedded software

Hardware

94
Q

Influences on Price: Pick One

Flexibility early on

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Flexibility early on

Product Life Cycle

95
Q

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
A

Need to delete data when license expires

Time-based access

96
Q

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
A

Defined and measurable unit of work

Transaction

97
Q

Comparing list price or asking price to its actual sale.

  • Discount Analysis
  • Gap Trending
  • Dead Zone Identification
  • Customer Demand Elasticity
A

Comparing list price or asking price to its actual sale.

Discount Analysis

98
Q

Influences on Price: Pick One

Penetration Goals

  • Market Aspects
  • Pricing strategy
  • Product Life Cycle
A

Penetration Goals

Pricing Strategy

99
Q

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
A

Which Profit Engine?

Promote Scale Through Interactions Not Volume

Platform Ecosystem

100
Q

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.
A

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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