External Factors

Product Value Contribution

B2B Direct Indirect B2B Direct Indirect

High
Engineering Equipment OEM Intel Dell End User

Indirect Customer
Plastic Manufacturer

Independent Indirect Customer Cooperative Indirect Customer

Marketing Marketing

Low High

Direct Customer Direct Customer

Direct Customer Downstream Support

Indirect Customer
? B2B Direct Indirect
Coating Paint OEM

Low
Ingredients Company
 Power Constellations
B2B Direct Indirect
Case Approach Example
Supplier Customer Customer

Direct Customer AAM Manufacturer: Real

Mid Stream Locus Downstream Support Axle system, Drive Train
etc.

Cooperative Indirect Moriroku Pvt. Ltd: Tier 2

Down Stream Locus
Customer Marketing Supplier to Honda

Independent Indirect Intel: Microprocessor

Up-Down Stream Customer Marketing Manufacturer
Locus

Mid-Down Stream Independent Indirect Suppliers to Equipment

Locus Customer Marketing Manufacturer