摘要
物联网的兴起和发展对电信运营商产生了巨大影响,企业的业务范围、运作方式也因此发生了许多变化。随着被称为世界信息产业第三次浪潮的物联网相关技术的日益成熟与标准化程度的日益提高,作为物联网产业的重要推动者,电信运营商为在物联网潮流下实现价值最大化,保持可持续发展,商业模式是关键。文章参考奥斯瓦尔德商业模式理论,结合物联网产业链特点,建立了包括客户细分、价值主张、渠道通路、客户关系、收入来源、核心资源、关键业务、重要合作、成本结构等在内的电信运营商物联网九要素模型。电信运营商作为较早探寻物联网商业模式的群体,在商业模式构建方面,要以客户为中心,做好客户细分,充分了解客户需求,提高客户满意度;在提供物(产品/服务)方面,要突出自己的价值主张,为客户提供新的产品和服务,使消费者从中获得更高的价值体验;在基础设施方面,应以平台形式提供合作服务,建立战略伙伴关系,实现共赢,基于各项关键业务,整合核心资源,提升核心竞争力;在财务生存能力方面,要努力确定最佳成本策略,积极探寻差异化赢利模式,改变目前增量不增收的现状。
Business model is the key for the telecom operators, the important pusher of the internet of things, to realize value maximization and the sustainable development. Based on the theory of business model by Osterwalder and with the consideration of the characters of internet of things, the telecom opertor＇ s business model of internet of things is established. In terms of business mode construction, telecom operators, the early explorer of the internet of things, should take customers as the orientation, do a better job in customer segmentation, fully understand the customers＇ requirement and improve customer satisfactions; in terms of offerings, such as product and service, they should highlight their own value proposition, provide customers with new product and service, and provide consumers with experiences with higher value; in terms of infrastructure, they should provide cooperative service, establish the strategic partnership relation, realize the win-win situation, integrate the core resources and improve the core competitiveness; in terms of financial survival capability, they should formulate the optimized cost strategy, explore differentiation-oriented profit pattern, and change the current situation of ＂increased trading volume with no increase in profit＂.
出处
《中国流通经济》
CSSCI
北大核心
2013年第6期92-96,共5页
China Business and Market
基金
工业和信息化部软科学研究项目(省部级)"物联网在旅游业的典型应用"(项目编号:2011R61)
"‘两化融合’的统计评价指标体系研究"(项目编号:2012R17-2)
陕西省教育厅研究项目"基于‘两化’融合的陕西经济增长质量评价体系研究"(项目编号:12JK0149)
陕西省省级重点学科建设项目"产业链金融风险控制研究"(项目编号:12SZ06)资助
关键词
电信运营商
物联网
商业模式
telecom operator
internet of things
business model
