1. The midterm next week will cover: – Required reading materials listed on the course website (Weeks 1 – 6) – Material covered in lectures (your own notes plus the ppt slides) – Theoretical material covered in labs (not practical techniques) Today we will review the test format and mini- essay questions (posted on the course website last week)

2. Internet Business and Revenue Models MGMT 230

3. Internet Business and Revenue Models - after this class you will be able to: Define an internet business / revenue model Explain the main ways in which businesses generate revenue on the Internet Give examples of each of the main Internet business models Explain some of the main problems related to doing business on the Internet

4. What is an Internet business / revenue model? How does a company sustain itself in the long term? – that is, generate revenue and profit An Internet business model is the method by which a company plans to make money long term by taking advantage of the unique properties of the Internet. Two types – Pure-Play businesses - internet only – BAM hybrid - combination of traditional “bricks and mortar” business and internet model Can be either B2B or B2C (or a combination) Ask yourself “where is the money coming from? Firms often have more than one revenue model

5. Major categories of business model – ways of generating revenue Many businesses use a combination of revenue models Some common methods of creating a revenue stream or saving costs due to taking advantage of the internet: – Brokerage – Advertising / Community – Infomediary / data mining – Merchant – Manufacturer / Direct-to-consumer – Affiliate – Subscription – Utility – “Sharing” economy / collaborative consumption

6. Brokerage Model Brokers bring buyers and sellers together by creating markets and facilitating transactions. (B2B, B2C, C2C) Revenue usually comes from fees or commissions charged to either buyers or sellers (or both) for each transaction Examples: – auction sites such as eBay (relies on the “network effect”)eBay – transaction broker – PayPalPayPal

7. Advertising: display advertising and search advertising Web site provides content to users at no (or lower) direct cost in exchange for the viewing of, or interacting with, advertising messages of various types. How does Google actually make money? Facebook’s revenues “ for the full year 2014 was $12.47 billion, an increase of 58% year-over-year.”“ for the full year 2014 was $12.47 billion, an increase of 58% year-over-year TV advertising dollars now switching to online video advertising Advertising is often used in combination with other methods of creating revenue What is the biggest challenge for advertisers?

8. Community Model Relies on user loyalty, social networking and user- generated content (UGC) Relies heavily on the “network effect” Users are often also contributors of content and knowledge eg. Music (jamendo.com), book reviews (amazon.com), events listings (mec.ca), photographs (flickr.com), FacebookMusicbook reviewsevents listings photographs Free content for the web site owner / publisher! Free information about users (market intelligence) Attractive to advertisers – many community sites rely on advertising for revenue Good for not-for-profit ventures eg. wikipedia.org (where does wikipedia’s revenue come from?)wikipedia.org

9. Advertising: classifieds Classifieds – a subset of the advertising model, where typically a listing fee is charged Examples: Monster.com, Craigslist.comMonster.comCraigslist.com This shift of classifieds to the web has threatened which traditional industry?

10. Infomediary Model Businesses that collect and provide information - typically data about user behaviour and preferences that is sold to interested parties Revenues come from sales of data about consumers that they collect by various means Examples: advertising networks such as DoubleClick, audience measurement and market research agencies such as Nielsen, and data mining firms like Acxiom DoubleClick,NielsenAcxiom

11. Merchant Model Retailers and wholesalers of goods and/or services. Make money from the profit margin on sale of goods (purchased and held in inventory) Very commonly used business method on the internet May be: Pure-play (virtual merchant) eg. Amazon.com BAM hybrid (Click and Mortar) eg. Future Shop Bit vendor - deals in purely digital products (software, music, images, video) eg Steam, iTunesSteamiTunes Catalog merchant – eg. Lands’ End, MECLands’ EndMEC

12. Businesses traditionally most suited to eCommerce. Is this changing? Is it a Commodity item? – product or service that is hard to distinguish from the same products or services provided by other sellers. Very well suited to eCommerce. What is the Shipping profile? – collection of attributes that affect how easily a product can be packaged and delivered. Source: Schneider, Electronic Commerce, Course Technology. 4e. 2003.

13. Possible problems for merchants operating both online and in B&M stores Problem: Channel conflict or cannibalization. Solution: Web sites provide product information only – no ecommerce capability - directs customers to physical stores eg. Canadian Tire has a select online / pick up in- store modelCanadian Tire What is the problem with this strategy?

14. Problem: Goods purchased on company website can be returned to physical store (customers like this – retailers don’t) Solution: Channel cooperation: Retail stores are credited with inventory and labor costs for each Web site return they handle. Possible problems for merchants operating both online and in B&M stores (2)

15. Manufacturer / Direct to Consumer The manufacturer or "direct model“ is based on the power of the web to allow a manufacturer or producer (i.e., a company that creates a product or service) to reach buyers directly without any retail intermediary This compresses (shortens) the distribution channel. Advantages: efficiency, improved customer service, and a better understanding of customer preferences. eg. Amazon Kindle, Dell, authors, idie musicians and artistsAmazon Kindle Dell

16. Affiliate Model An affiliate get paid for sending customers to other sites – by providing purchase opportunities wherever people may be Pay-for-performance model Incentives offered to third parties to sell from their web sites (no sale, no affiliate commission) The affiliated sites provide a click-through link to the merchant site in exchange for a percentage of revenue Very well suited to the nature of the web – Nicholas Carr – Amazon affiliate Nicholas Carr

17. Subscription Model Goods or services available by subscription (all you can eat model) Eg. Netflix, Globe and Mail, SpotifyNetflixGlobe and MailSpotify Users are charged a periodic -- daily, monthly or annual -- fee to subscribe to a service. Subscription fees are incurred irrespective of actual usage rates. Subscription and advertising models are frequently combined.

18. “Freemium” It is quite common for sites to combine free content with "premium" (i.e., subscriber- or member-only) content – also called “freemium” Users of the web site or internet service are charged for “premium” content or servicepremium” Newspapers, magazines, music, video, games etc, eg Slack (business messaging app)Slack Photosharing on FlickrFlickr

19. Utility (Net services) The utility or "on-demand" model is based on metering usage, or a "pay as you go" approach. Unlike subscriber services, metered services are based on actual usage rates. Amazon Web Services (AWS) – “cloud computing” services (short video) Amazon Web Services

20. “Sharing” / collaborative economy Refers to internet-enabled software platforms that allow individuals (or firms) to “rent” assets (human and physical) owned by other individuals or firms. The software enables the market by connecting the person with the asset with the person who needs it. For example: – Cars eg. Uber and Lyft – Rooms – eg. Airbnb – Investment dollars eg. Kickstarter We will look at this marketplace in more detail in Week 11

21. “Sharing” / collaborative economy Tim O’Reilly calls this the “WTF economy”“WTF economy” – Without owning or operating a single car Uber has 3x the revenue of the entire prior taxi and limousine industry. 3x the revenue of the entire prior taxi and limousine industry – Without owning or operating a single room Airbnb has more rooms on offer than some of the largest hotel groups in the world. has more rooms on offer than some of the largest hotel groups – Top Kickstarters raise tens of millions of dollars from individual backers. Amounts of money previously available only from investment firms Top Kickstarters raise tens of millions of dollars

22. Revenue Models in Transition Many companies have changed their revenue models – experimenting with mixed-models (eg. Apple switching to the subscription model with Apple Music – did it have a choice?) This has happened in particular in industries that are being “disrupted” by the effects of the internet and digitization There are many variants of these models, and each of them relies in some part on the unique properties of the Internet