{"id":555,"date":"2020-12-28T16:45:24","date_gmt":"2020-12-28T16:45:24","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&p=555"},"modified":"2026-04-09T01:39:08","modified_gmt":"2026-04-09T01:39:08","slug":"integrated-offerings-will-more-easily-provide-greater-returns-than-the-cross-sell-opportunity","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/de\/insights\/integrated-offerings-will-more-easily-provide-greater-returns-than-the-cross-sell-opportunity\/","title":{"rendered":"028: Integrierte Angebote bieten leichter h\u00f6here Renditen als Cross-Selling-M\u00f6glichkeiten."},"content":{"rendered":"

Viele Due-Diligence-Pr\u00fcfungen und Wertsch\u00f6pfungspl\u00e4ne, die auf Plattformen und Add-ons basieren (heutzutage die Mehrheit), erfordern die Pr\u00fcfung des Kundeninteresses und des Potenzials f\u00fcr den \u201cCross-Selling\u201d.\u201d<\/p>\n\n

W\u00e4hrend Cross-Selling-M\u00f6glichkeiten ein Wertsch\u00f6pfungspotenzial bergen, habe ich kaum Anzeichen daf\u00fcr gesehen, dass selbst die besseren davon viel mehr als bescheidene Renditen und Bewertungsrenditen hervorbringen \u2013 d.h. vielleicht einen Anstieg des Gewinns, aber kaum oder gar keinen Anstieg der Multiplikatoren.<\/p><\/div>\n\n

\n\n

Das Problem<\/span><\/h2>\n\n

Kunden sind heutzutage zu anspruchsvoll und haben viel zu viele Informationen zur Verf\u00fcgung, als dass sie sich von dem beeinflussen lassen w\u00fcrden, was in den 80er- und 90er-Jahren gut funktioniert hat. Allzu oft haben wir festgestellt, dass die einfache M\u00f6glichkeit des Cross-Sellings nicht besonders gut mit der Pr\u00e4ferenz f\u00fcr \u2018Best-of-Breed\u2018 mithalten kann \u2013 insbesondere angesichts der Vielzahl an L\u00f6sungen, die sinnvolle Verbindungen zwischen Aktivit\u00e4ten und Prozessen erm\u00f6glichen.<\/strong><\/p>\n\n

Vor diesem Hintergrund pl\u00e4diere ich daf\u00fcr, die Sorgfalts- und Wertsch\u00f6pfungsstrategie auf die n\u00e4chste \u2013 und weitaus lohnendere \u2013 Ebene zu heben: Integrierte Angebote \u2013 Angebote, die Aktivit\u00e4ten und Prozesse kombinieren. Uber beispielsweise vermittelt und bezahlt Fahrten mit nur einem Tool und einer einzigen Nutzeraktion; Square hingegen wickelt nur einen Vorgang ab (die Zahlung). Zwar entsteht zus\u00e4tzlicher Aufwand durch die Zusammenf\u00fchrung der Komponenten, doch genau hier liegt das deutlich h\u00f6here Potenzial. Die einfache Logik: Wenn Sie Ihren Kunden die zus\u00e4tzliche Arbeit abnehmen, die sie sonst selbst erledigen m\u00fcssten, geben Sie ihnen einen \u00fcberzeugenden Grund, eine Komplettl\u00f6sung zu erwerben. Und Sie werden Ihren Kunden gegen\u00fcber stets einen Skalenvorteil haben. Das Ganze ist in diesem Fall tats\u00e4chlich mehr als die Summe seiner Teile, denn das \u201cMehr\u201d ergibt sich aus der vollst\u00e4ndigen Eliminierung von Arbeit (und Risiko), die Ihre Kunden sonst tragen w\u00fcrden. Es scheint, als ob heutzutage fast jeder Kunde eine Vereinfachung bevorzugt und sich auf die Verwaltung immer weniger Prozesse konzentrieren m\u00f6chte. Kern<\/em> Kompetenzen. Sie m\u00fcssen nur die wirklich wertvollen Kompetenzen identifizieren und die n\u00f6tigen Ressourcen bereitstellen, um sie umzusetzen.<\/p>\n\n

F\u00fcr einen Investor d\u00fcrften die Renditeaussichten \u00e4u\u00dferst attraktiv sein. Durchdachte integrierte Angebote bieten den dreifachen Vorteil von 1) Marktanteilsgewinnen, 2) Margenverbesserungen und 3) erh\u00f6hter Kundenbindung (da Kunden die mit der Integration verbundenen Wertsch\u00f6pfungsaktivit\u00e4ten auslagern). Nur wenige andere Einzelinitiativen bieten ein derart hohes Expansionspotenzial.<\/p>\n\n

In unserer n\u00e4chsten \u00dcbung wollen wir also die Messlatte in den Vorgespr\u00e4chen h\u00f6her legen und den Prozess daf\u00fcr verantwortlich machen, ein deutlich h\u00f6heres Renditepotenzial zu ermitteln.<\/p>","protected":false},"excerpt":{"rendered":"

Viele Due-Diligence-Pr\u00fcfungen und Wertsch\u00f6pfungspl\u00e4ne, die auf Plattformen und Add-ons basieren (heutzutage die Mehrheit), erfordern die Pr\u00fcfung des Kundeninteresses und des Potenzials f\u00fcr \u201cCross-Selling\u201d. W\u00e4hrend \u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[107,76,97,67],"audience":[],"insight-category":[140],"class_list":["post-555","insight","type-insight","status-publish","hentry","topic-cross-selling","topic-exit-multiple","topic-investment-thesis-development","topic-value-development-generation","insight-category-value-creation","author-mark-stein"],"yoast_head":"\n028: Integrated Offerings will More Easily Provide Greater Returns than the Cross-Sell Opportunity - Matters Graph<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mattersgraph.com\/de\/insights\/integrated-offerings-will-more-easily-provide-greater-returns-than-the-cross-sell-opportunity\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"028: Integrated Offerings will More Easily Provide Greater Returns than the Cross-Sell Opportunity - 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