Taufiqurrahman 19016094

Geraldus Darence 19016199

Abyan Albiruni 19016181
Himawan Nur Ardhito 19016029
Naufal Dzaki Nurhidayat 19016150

Global Scale Company : Amazon

Local Scale Company : Tokopedia

Amazon

Customer segments, Customer relationship and Channels

Stage Customer Channels Customer Relationship

Segments
Distribution Sales Promotion After Sales

Innovators

Early Entrepreneur Website The early The Early adapters

adapters s , Local (amazon.com) , adopters will customers will be provided
Market mobile apps aware with the will get after sales
(America) products by details of service.
making them use information
the website and about the
mobile apps for product
the first time and and also
experienced the promotions.
new way of
online commerce.

Early Global Website The early The Early majority will

majority Consumer (amazon.com) , majority will be customers be provided after
 Market mobile apps interested to will get sales service.
amazon through details of
the experience information
that shared by about the
the early product
adapters. and also
promotions.

Late Global Website The late majority The Late majority

majority Consumer (amazon.com) , will also follow customers will be provided
Market mobile apps the trend of will get after sales
e-commerce and details of service.
start to information
purchasing items about the
online product
and also
promotions.

Laggard - Website Laggards will The Laggards

(amazon.com) slowly started to customers will be provided
use amazon will get after sales
because the details of service.
comprehensivene information
ss and simplicity about the
of amazon. product
and also
promotions.

Value Proposition
- Convenience
The seller and consumer can assess amazon.com comfortably whether using the apps or on
the website. For the seller, they can marketize their product savely and it can be sold through
the internet. For the consumer, there’s no need to go to the store, queue to pay the item.
- Security
All item that provided in amazon.com are 100% secured because all of the seller are
certified also amazon.com as the intermediaries in the transaction process.
- Price
The item that offered at amazon.com give the consumer lower and cheaper price than
the market price.
- Vast Selection
There are a lot of sellers which offer many choices for the buyers. We can have so many
option when want to deciding which item should we buy.

Key Activity, Key Resources, and Key Partners

Key Activities Key Resources

Technow Humanware Inforw Orgawar Cysnetw Key Partnership

are are e are

Merchandising

Basic Well Routine Entrepreneurs /

Businesses sorted contacts sellers
data between
of Amazon
popul and
ar and Entrepre
niche neurs/
goods sellers in
to be regards
sold in of the
Amaz insertion
on of the
goods to
Amazon’
s store

Book Related Well Routine Author and

sorted contacts publishers
data between
of Amazon
popul and
ar and Authors/
niche Publisher
books s in
to be regards
sold in of
Amaz inserting
on the
books
into
Amazon’
s store

Website & Research

and Development

Web The most Web and UI/UX

Development current Application Developers
data developmen
server t expert
 Marketing Active and Solid
well statisti
experienced cs on
Marketing curren
Department t and
staffs past
sales
while
also
includi
ng the
future
projec
tions
of
sales

Goods Handling

Storage Robot Storage Recor Fast flow High

Activities usage in associates ding SOP to network
monitorin to “babysit” and ensure connectio
g and the robots confir everythin n usage
and and to ming g as tidy for data
gathering monitor the data and safe monitorin
stuffs in packaging of as g and
the systems every possible confirmat
storage throughout object so the ion
the storage s in customer
to ensure the s will
safety and storag receive
correctness e to from
be Amazon
delive as
red by quickly
using as they
portab can.
le Every
quick missed
time guideline
scanni s will be
ng handled
machi by
nes Amazon
Problem
Solver
and will
 be
delayed
at least
between
2 hours
and 2
days.

Delivering Real time Well trained Every Global Delivery

Items monitorin delivery shipping partner:
g and staffs will be FedEx, USPS,
controlled delivered DHL and UPS
storage by
system to various
ease up transport
the ations
delivery dependin
system g on
distances
and they
will be
handled
by the
hub
system
there to
ensure
the
speed of
the
delivery
is about
as fast as
possible.

Revenue Stream

Product Sales Sales of any products in amazon is the main

income for the company.

Third-party sellers Amazon gains income in every product that

sold by third-party sellers in the amazon
website.

Advertisements Get profit by promoting the merchant

products on the top of every search by
 customer in the amazon website and charged
the merchant whenever customer clicks the
ads.

Amazon Web Service Earning income by offering customer to pay

for over 100 cloud services. This is the 3rd
highest income for amazon.

Subscription (Amazon Prime) Every member is being charged $12.99 every

month after their first month free trial.
Amazon offering special discount and free
two day shipping that able to make create a
loyal customer.

Apps downloaded Every apps that downloaded by the user will

be paid and it come as the revenue to
Amazon.

Cost Structure

Research & Development Expenditures According to Bloomberg, the biggest cost

structure in Amazon is R&D, because it cost
22.6 Billion US Dollar. They are concern
about the growth of their business especially
when they are in technology field. They cost a
lot for the improvement of website, apps, and
the security of the website.

Marketing Expenses The marketing expenses that amazon spent

is increasing each year. In 2017, they spent
about 10.069 Billion US Dollar. This is the
second biggest expense in amazon’s cost
structure. This used to promote the website to
the user and it generate a lot of new user in
the result

Labor fee They have to pay the labor’s wage each

month.
Tokopedia

Customer segments, Customer relationship and Channels

Stage Customer Channels Customer Relationship

Segments
Distribution Sales Promotion After Sales

Innovators

Early Mass Market Website The Early adapters

adapters (tokopedia.com) customers will be provided
will get after sales
details of service.
information
about the
product
and also
promotions.

Early Local Website The Early majority will

majority Consumer (tokopedia.com) , customers be provided after
Market, mobile apps, will get sales service.
Seller Shipping Agency details of
(two-way (JNE, TIKI, Pos information
transaction Indonesia, etc) about the
activities) product
and also
promotions.

Late Local Website The Late majority

majority Consumer (tokopedia.com) , customers will be provided
Market, mobile apps, will get after sales
Seller Shipping Agency details of service.
(two-way (JNE, TIKI, Pos information
transaction Indonesia, etc) about the
 activities) product
and also
promotions.

Laggard - Website - - Laggards

(tokopedia.com) will be provided
after sales
service.

Value Proposition

- Completeness
The consumer not just can shop any item, but also they can pay their electricity bills,
BPJS insurance, buy the pulsa, and other daily needs.
- Price
Tokopedia does not charge any commission for anyone selling on their platform.Also,
most of item in Tokopedia are below the market price (excluding the delivery price)
- Security on Transaction
The consumer can secure their money while doing the transaction. It is because
Tokopedia as the third party securing that there will not be a fraud transaction. The addition to
this is the fact that the transaction verification is done automatically by the system.

Key Activity, Key Resources, and Key Partners

Key Activities Key Resources

Technow Humanware Inforw Orgawar Cysnetw Key Partnership

are are e are

Merchandising

Basic Using The Prepa The The -Seller or

Business nowaday programmer re well steps mobile Entrepreuneur
s itself is displa regarding apps and buyer
technolog handling the y data how to coding -investor
y such as application on the use and -official Banks
mobile and seller either the websites
apps websites itself mobile coding
websites coding and apps and
the how to
produ sell their
ct own
quality product
and through
descri the
 ption tokopedi
a

Daily needs Using the The key A well Steps in The -Official
business tokopedia partner with detail doing the coding payment
related mobile the payment ed payment regarding company(PLN,P
(PLN,Pulsa, apps and company inform with the the DAM,etc)
health, and website and other ation company payment -Daily needs
other living daily needs about company(retaile
expenses company the r company)
payment) paym -Buyer
ent
and
other
daily
expen
ses
price

Research
Development

Application Improving Needed a Need Easy Difficult -Main

Development the skilled ed an steps in coding in Programmer
easiness creative inform using the making -creative team
in using team and ation applicatio the and research
the programmer in n require applicatio team
applicatio in makin a hard n and - Buyer
n and developing g the and networkin feedbacks
usefullne the neede difficult g
ss application d coding
aplicat
ion
and
info
about
what
the
custo
mer
needs

Marketing Using the Needed a Need Steps so Required -Marketing team

nowaday marketing ed an the a well -buyers
s team that inform customer crative feedbacks
technolog can make ation or design of
y to alot of on potential marketin
 elevate connection nowa buyer will g and the
the with the key days see the strategy
tokopedia partners and trends promotia using
branding making a n and digital
(digital creative carry on experties
ads, idea to the
partnersh buying
ip with stage
well
known
brand,
etc)

Goods Handling

Storage and Using a Needed a Need Steps in Program -Machinery

product storage people that ed an doing the s and provider
quality manage manage the inform machine coding -Machinery
management ment storage and ation manage that investor
device so quality about ment and require to
we can managemen the how to operate
know the t data do the the
products on the quality machine
availabilit stocks control it self
y and and
quality produ
manage ct
ment stand
machine ards
checking that
so all the can
products be
that qualify
qualify
can
satisfy
the
buyers

Delivering Real time Well trained Need Steps in Payment -Delivery

goods or monitorin and well ed a doing programs Company
products g and known well delivering and -Buyers or
controlled delivery detail must be deliviring Customers
storage services ed detailed coding
system to staffs such inform so the that
ease up as JNE, ation customer needed
the TIKI,etc about s and to
 delivery the company complete
system locatio itself will the
n so not get transacti
the confused on
delive .
ry can
be
proce
ss
compl
etely

Revenue Stream

Apps downloaded Every apps that downloaded by the user will

be paid and it come as the revenue to
Tokopedia.

Third-party sellers Tokopedia gains income in every product that

sold by third-party sellers in the tokopedia
website.

Advertisements Get profit by promoting the merchant

products on the top of every search by
customer in the Tokopedia website and
charged the merchant whenever customer
clicks the ads.

Commision on selling pulsa, electricity bills, Tokopedia charge the consumer when they
and BPJS Insurance buy the pulsa, electricity bills, and BPJS
insurance.

Subscription (Gold Merchant) This subscription is for the seller that they
provide a lot of feature like statistics of the
buyer, the finance report, etc.

Cost Structure

Research & Development Expenditures As the new start up, they use the investor
money to do the research and development
for the website and apps. It is the main cost
structure for Tokopedia.

Marketing Expenses In order to win the competition with another

 local e-commerce, they have a lot of
marketing expense through tv commercial,
internet ads, etc.

Labor fee They have to pay the labor’s wage each

month.

The difference between amazon and tokopedia based on the technology business model are
the market scale, amazon has a global market but tokopedia only has one market which is
Indonesia. This scale will lead the difference into the technoware they used, so amazon will
have a higher technoware because their scale is larger.
Besides that amazon have their own warehouse and it has their own product, tokopedia doesn’t
have warehouse and doesn’t produce their own product. Based on that amazon will have a
higher operating cost than tokopedia.
Tokopedia have a feature to make consumer can pay their daily needs such as electricity bill,
token, pulsa, while amazon doesn’t have.
Amazon expand their business into cloud services following the current trend, tokopedia
business is only e-commerce.

The similarities between amazon and tokopedia based on technology business model are :
● These two business prioritize the security on transaction. They have role as third party to
make sure the transaction transparent and clear. It avoid the fraud that could happened.
● They both are partnered with logistic partner to deliver the consumer item.
● The sistem of payment that the consumer should pay it first through credit card or debit
card (amazon use paypal)