223 Infrastructure Opportunities Could we use less costly resources to achieve the same result? 12345 Which Key Resources could be better sourced from partners? 12345 Which Key Resources are under-exploited? 12345 Do we have unused intellectual property of value to others? 12345 Could we standardize some Key Activities? 12345 How could we improve effi ciency in general? 12345 Would IT support boost effi ciency? 12345 Are there outsourcing opportunities? 12345 Could greater collaboration with partners help us focus on our core business? 12345 Are there cross-selling opportunities with partners? 12345 Could partner Channels help us better reach customers? 12345 Could partners complement our Value Proposition? 12345 Customer Interface Opportunities How can we benefi t from a growing market? 12345 Could we serve new Customer Segments? 12345 Could we better serve our custom- ers through fi ner segmentation? 12345 How could we improve channel effi ciency or effectiveness? 12345 Could we integrate our Channels better? 12345 Could we fi nd new complementary partner Channels? 12345 Could we increase margins by directly serving customers? 12345 Could we better align Channels with Customer Segments? 12345 Is there potential to improve customer follow-up? 12345 How could we tighten our relationships with customers? 12345 Could we improve personalization? 12345 How could we increase switching costs? 12345 Have we identifi ed and “fi red” unprofi table customers? If not, why not? 12345 Do we need to automate some relationships? 12345 bmgen_final.indd 223 6/15/10 5:44 PM