Notre offre GAFA Framework vous permet d’identifier les facteurs clés de succès des GAFA (Google, Apple, Facebook, Amazon), de concevoir un tableau de bord sur mesure et de commencer à penser votre business à leur manière, en partant, tout simplement, de vos clients. Ces 4 fantastiques ont en effet transformé en profondeur les règles établies de la stratégie du business. Ils ignorent les concepts classiques de marché, concurrents, positionnement ou produits au profit d'une révolution copernicienne du business : celle du client. Comment pense-t-on et pilote-t-on sa stratégie business à "l'ère des GAFA" ?

1. //1
THE NEW VISION FOR CUSTOMER-CENTRIC
PERFORMANCE
MONITORING
FRAMEWORK

2. //2
IT’S TIME TO RETHINK HOW YOU MONITOR YOUR PERFORMANCE
“BE CUSTOMER OBSESSED” IS THE NEW ECONOMY’S CURRENT MANTRA. HOWEVER TRADITIONAL
COMPANIES STILL MONITOR THEIR PERFORMANCE IN PRODUCT SILOS. CUSTOMER-CENTRICITY
REQUIRES TO BREAK THE WALLS.
TODAY
PRODUCTS
TOMORROW
CUSTOMERS
TOTAL
PROFIT
TOMORROW
CUSTOMERS
Product A
Margin A
Product B
+ +
Margin B
Product C
Margin C
Customer Segment A
Profit Seg. A
+
Customer Segment B
Profit Seg. B
Customer Segment C
Profit Seg. C
+
= =

3. //3
THE FABERNOVEL CUSTOMER-CENTRIC MODEL®
How many customers do
you have ?
NB OF
What is the value of your customers ?
CUSTOMER VALUE (€)
How do you monetize
them ?
CUSTOMERS ARPU per Year (€)
How long do you retain
them ?
CUSTOMER
LIFETIME
1.42b $44,5 15+ YEARS
860m $207 10 YEARS
1.32b $7,6 9 YEARS
250m $327 9 YEARS
Company statements TTM Q2 2014, Business Insider credit cards on file estimates for july 2014 for Apple and Amazon, Statista, Facebook statements, Forbes, ,

4. A 3-STEP PROCESS : #1. MEASURE YOUR CUSTOMER VALUE
How many customers do you have ? How do you monetize them ? How long do you retain them
CUSTOMER LIFETIME
//4
What is the value of your customers ?
CUSTOMER VALUE (€)
NB OF CUSTOMERS
Your customers are not only
those who pay
AUDIENCE ?
ACTIVE
ACCOUNTS ?
PAYING
ACCOUNTS ?
Your customers are not one-time
buyers, they are subscribers !
Years
ARPU per Year (€)
Your company has several ways
to create value
DIRECT €
ADVERTISING
PLATFORM
€
€
ARPU

5. //5
A 3-STEP PROCESS : #1. MEASURE YOUR CUSTOMER VALUE
How many customers do
you have ?
NB OF
What is the value of your customers ?
CUSTOMER VALUE (€)
How do you monetize
them ?
CUSTOMERS ARPU per Year (€)
How long do you retain
them ?
CUSTOMER
LIFETIME
250m $327 9 YEARS
? ? ? YEARS
Your company
*http://www.fool.com/investing/general/2014/04/21/whats-a-prime-member-worth-to-amazoncom.aspx

6. //6
What is the value of your customers ?
CUSTOMER VALUE (€)
ARPU per Year (€)
NB OF CUSTOMERS
Constantly test new business
models
Subscription model
Increase customer base
Attract with free, simple service
and useful service
Cover more digital touchpoints
Increase virality
Bridge the technologic gap
between your customer and
your service ….
Access vs. Own
Marketplace / Platform
Desktop vs Mobile
monetization
X-as-a-service …
REINVEST IN THE CUSTOMER
CUSTOMER LIFETIME
Increase lock-in
Equip customer base
(sell hardware then software)
Identify and cover more of your
customer’s end-to-end journey
Make users circulate through
your offer better
Loyalty strategies : Offer more
to loyal users …
A 3-STEP PROCESS : #2. GROW YOUR METRICS
How many customers do you have ? How do you monetize them ? How long do you retain them

7. //7
A 3-STEP PROCESS : #3. ALIGN YOUR ORGANIZATION
From… …To
PLANNING
Business Plan / Pipe / Value
Chain / One sided business /
Implementation / KPI
MINIMUM VIABLE STRATEGY
Business model / Platform / Multi
sided business / Ecosystem / Test
& Learn / Metrics
STRATEGY
MARKETING
PRODUCT MANAGEMENT
Product & Service / Product
Portfolio / Transaction / One to
many / CRM
CUSTOMER MANAGEMENT
Experience / Customer segments /
Relationship / One-to-one / DMP
INFORMATION
SYSTEMS
I.T.
Integrated Systems / Exports /
Tech language / CAPEX / IT
developers
BUSINESS « O.S. »
Building Blocks / API / CookBook/
OPEX / DevOps
R&D
R&D
Incremental / Private Data /
Laboratory / Researchers
OPEN INNOVATION
Disruptive / Open Data /
Ecosystems / Co-innovation
(Developers…)
HUMAN RESSOURCES
Hierarchy / Process / Employees /
Function-based / Top-down
Evaluations
PEOPLE
Networks / Behaviours /
Intrapreneurs / Poject-based /
OKR
H.R.

8. //8
CUSTOMER LIFETIME
What is the value of your customers ?
CUSTOMER VALUE
OF N CUSTOMERS
How many customers do you have ? How do you monetize them ? How long do you retain them
NUMBER OF CUSTOMERS
AUDIENCE ?
ACTIVE
ACCOUNTS ?
PAYING
ACCOUNTS ?
(Est.)
1.42b
1.0b
0.3b
$193b
15+
years
AVERAGE REVENUE PER
USER (ARPU)
ARPU $44,5
DIRECT $2,1
ADVERTISING $40,5
PLATFORM $1,9

9. //9
What is the value of your customers ?
CUSTOMER VALUE
OF N CUSTOMERS
How many customers do you have ? How do you monetize them ? How long do you retain them
NUMBER OF CUSTOMERS AVERAGE REVENUE PER CUSTOMER LIFETIME
AUDIENCE ?
ACTIVE
ACCOUNTS ?
PAYING
ACCOUNTS ?
(i.e. 90% y/y
retention*)
-
860m
530m
$305b
10
years
USER (ARPU)
ARPU $207
DIRECT $196
ADVERTISING n.s
PLATFORM $11
*http://www.cnet.com/news/analyst-apples-lifetime-customers-locked-in-and-lovin-it/

10. How many customers do you have ? How do you monetize them ? How long do you retain them
//10
What is the value of your customers ?
CUSTOMER VALUE
OF N CUSTOMERS
NUMBER OF CUSTOMERS AVERAGE REVENUE PER CUSTOMER LIFETIME
AUDIENCE ?
ACTIVE
ACCOUNTS ?
PAYING
ACCOUNTS ?
(Est.)
-
1.32b
-
$32b
9
years
USER (ARPU)
ARPU $7,6
DIRECT -
ADVERTISING $7
PLATFORM $0,6
Facebook has shown high account retention since its inception 10 years ago, we estimate that Facebook will retain current customers for at least another 9 years

11. How many customers do you have ? How do you monetize them ? How long do you retain them
//11
What is the value of your customers ?
CUSTOMER VALUE
OF N CUSTOMERS
NUMBER OF CUSTOMERS AVERAGE REVENUE PER CUSTOMER LIFETIME
AUDIENCE ?
ACTIVE
ACCOUNTS ?
PAYING
ACCOUNTS ?
(i.e 89% y/y
retention*)
500M
n.a
250M
$94b
9
years
USER (ARPU)
ARPU $327
DIRECT $264
ADVERTISING
$3,5
PLATFORM $59,5
*http://www.fool.com/investing/general/2014/04/21/whats-a-prime-member-worth-to-amazoncom.aspx

12. //12
BUDGET
#1. MEASURE YOUR CUSTOMER VALUE
- Data crunching
- Personalized dashboard
- Comparison with the GAFA
- Personalized branded website
to present the results
#2. GROW YOUR METRICS
- Strategic analysis to upgrade your 3 indicators
- Operational roadmap
#3. ALIGN YOUR ORGANIZATION
- Transform your internal organization
1 week 10 000€ (Est.)
1 week 5 000€ (Est.)
4 - 6 weeks
Contact us!
1-3 months Contact us!

13. // 13
//13
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