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In Part 2 of this blog series we will take a look at the leaders of the Platform revolution and look at how they leverage critical characteristics to create successful business models.  

Welcome back. 

The goal of this blog series is to explain the platform business model revolution and look at its impact on the insurance and benefits industry.  

Platforms seem to be everywhere. They dominate how we shop, how we connect, and how we travel. Chances are you were on a platform while drinking your coffee this morning. You might have been looking at an article a former coworker posted on LinkedIn, or maybe you kept track of an old friend on Facebook. Maybe you ordered that part for your son’s bike on Amazon… and those are just the obvious culprits. 

Platforms have changed how we buy, how we commute, how we vacation, and how our most dominant businesses scale. To date they have dominated simple transactions, but they are coming for insurance, voluntary benefits, and lifestyle benefits. 

Let’s review a bit. 

If you haven’t read Part 1 of this series you may want to take a moment and do that, but I’ll summarize it quickly in a few bullet points: 

  • Platforms are interactive ecosystems that connect people, resources, and organizations to create and exchange value. 
  • Platforms are not software, but software programs and technology solutions are frequently an element of platforms. 
  • For a platform to succeed, it has to focus on the health, size, and growth of its supporting network. The best platforms find ways to grow their networks in scalable chunks and leverage marketing and promotion to sustain growth. 
  • Platforms rely on the Stakeholder Experience – If customers don’t receive value they won’t be back. That value should extend to both the seller side and the buyer side of the transaction, but without a great experience, even incentivized platforms fail. 
  • Platforms can Scale Exponentially at an alarming rate. 

Most importantly platform businesses are not guaranteed to succeed, in fact, in a study of over 250 platform businesses launched over the last 20 years only 43 have been successful. Which brings us, rather conveniently, to Part 2 of this series where we will look at common elements of successful platforms and how they will impact the insurance and benefits industries 

Commonalities of Success: 

One of the things I ask businesspeople, particularly entrepreneurs, is “What differentiates a successful business or product from a failure?” Almost universally the answer is some summary of a simple to understand, but difficult to emulate, formula. “Tools, timing, and talent” or “Innovation, foresight, and perseverance” for example. One very honest respondent said “Luck and funding,” which I appreciated.  

Luckily for us, what makes a successful platform business is more concrete, though equally hard to emulate. 

The most successful platforms are structured elastically.

One of the amazing aspects of a platform is that it turns the traditional business asset structure on its head.  

If you were to look at any valuation of a business right up to the 1990s most business assets were tangible goods – buildings, machinery, inventory, warehouses, etc. At some point on the list you may run into the intangible assets like brand value, process, and reputation.  

It’s different for Platforms. Their values are almost always intangible things like network membership, traffic, reputation, brand awareness, and engagement all of which create a network of users. Sure, there is an investment in infrastructure and technology, but they are farther down the list and, believe it or not, somewhat commoditized.  

This inversion is also why these companies can scale so quickly. The hard costs are not inventory or infrastructure, they are technology. The elastic nature of their primary assets, and the flexibility of modern cloud-based technology, means that the value and impact of the platform business can scale simultaneously with its network, which is the real asset. 

The most successful platforms compel membership and interaction to create a healthy network 

For a platform to be successful people have to want to interact with it. Without that interaction and involvement there is no content on the site or value to inspire new users to become a part of the network. This creates a real chicken and egg situation where without traffic there is no value, and without value there is no traffic. 

Believe it or not, many of us had our first Platform interaction long before Facebook or Reddit. In the early 2000s if you had a hobby and an internet connection you were most likely a member of a forum or chat room related to your interest. These forums work by having a group of individuals, some knowledgeable, some passionate, some curious share info on a topic. The collective knowledge base, information exchange, and banter were the value that compelled interaction, built the community, drove the traffic volume, and created the advertising and sponsorship opportunities that funded the site. 

Some platforms take it even farther by actually incentivizing interaction, which is particularly effective in multi-sided platforms. 

Let’s look at a physical example for clarity.  

Auctions are a physical, multi-sided platform for transactions. You have the sellers on one side, the buyers on the other, and the auction house in the middle profiting by creating the network and compelling the interaction. 

The auction house gets a percentage of each sale to offset their expenses for promotion of the event, securing the location, creating the listings, valuating the inventory, providing the entertainment, refreshment, processing the transfer of ownership, etc. all of which are designed to incentivize the buyer’s interaction.  

If no buyers show up there are no sales.  

Similarly, if there are no sellers offering highly enticing, interesting, or rare objects, there are no sales, so the same auction house may offer reduced commissions or transport and processing discounts to compel seller to want to list their items. 

If it works, the auction house can lose a little money on one side and make it back up on the other. Costs on one side may drive profit on the other and the platform can adjust as needed to address market shifts, which is a formula eBay tweaks in its business model to make sure both sides stay engaged. 

The most successful platforms are focused, curated, monitored, and controlled

Let’s go back to the earlier example of a subject matter focused forum or chatroom. The success of that particular platform model is really dependent on the flywheel effect.  

If the forum can start the wheel turning by offering knowledge as the primary value, the member base increases, and new members contribute more knowledge which creates more value to attract more members. The technology can expand rapidly to support growth, profits scale because there is more traffic to invite advertisers… and the wheel keeps turning.  

More value = more visitors = healthier network = more profits.  

Also, as the volume increases costs tend to stabilize or even decrease on a per transaction or member basis, which is why it is often more expensive to have 200 members than 20,000. 

So, the best platforms must be tightly focused. They may address large audiences, and offer diverse products, but they need to be stay focused on their core audience and primary value proposition or the delicate balance needed to create a successful flywheel can be thrown off.  

The internet is full of the detritus of poorly assembled and badly curated platforms that lost their way or may even have been driven off course by their own membership.  

There is a wildly organic, and difficult to control, element to platform businesses because they are driven by human involvement and interest. That interest can drift very easily and even push a platform away from the core market they set out to address, which can unlock new opportunities in some cases but destroy the platform in others. Which is why the best platforms enforce strict rules of engagement, curation of products or content, arbitration of disputes, monitoring of interactions, and great customer service support. 

Those tight guard rails maintain the focus of the platform and keep the primary audience, or audiences, engaged, thus preserving the flywheel and keeping the network healthy. 

Abstract crowds of people with virtual reality street display. This is entirely 3D generated image.

The most successful platforms are focused on the experience of the network. 

As I mentioned earlier, the internet is crowded with derelict platforms, lists, databases, forums, and aggregators that failed to offer value or lost their way. Now these sites do little more than clutter up search results and squat on domains.  

Then there are the big failures, the ones that make it into business books and serve as the cautionary boogeymen for the next generation of digital entrepreneurs. Interestingly, and probably unsurprisingly, many of these failures are because they focused on the wrong strategy in their efforts to produce a certain network growth effect. 

Many platform failures focused on pricing as their key to success. 

Price is a logical and aggressive differentiator, after all who doesn’t want the best deal, but it gambles with human nature and is likely to create an unsustainable business model. Price differentiation, and the positive network effects it creates are short-lived and come with their own inevitable disruption built into the model.  

It’s easy to launch a business with loss leader prices, build the brand, get the media buzzing and secure venture capital from frantic tech investors, but eventually you have to disrupt your own ecosystem because at some point you will inevitably need to raise prices. 

The price differentiation gamble runs on a few assumptions: 

1 – We won’t need to raise prices because we’ll have so many members we can just introduce advertising. 

2 – Members will value us so much they won’t care if we raise prices. 

3 – Members won’t take advantage of our offering enough to create a loss. 

The problem is that all of these assume that your network will behave as expected and tolerate the change. Great examples of price-based networks failing include MoviePass and Pandora. Both companies gambled on human nature and lost. 

Other platform businesses bet big on their brand and engagement to create and compel their network. The classic example of the dangers of heavy investment in your brand vs. understanding your network is pets.com

Heavy advertising (1900% more than their annual revenue) and a ubiquitous mascot weren’t enough to overcome the fact that pet owners wouldn’t shift their buying behavior to make the company profitable. 

Brand driven network effects are expensive and abstract and without understanding users or building value for the network they are almost always destined to fail. 

All of these examples may have played out differently if they had focused on the creating better experiences for their users and network. The positive network effects created by a great experience can overcome price objections and while propagating the brand and increasing engagement. 

Many of today’s leading platforms focus on the experience of the user and understand that great user experiences are driven by balancing the 3 C’s – Cost, Control, and Convenience. We are big fans of the 3 C’s here at Genius Avenue. 

People might shout and scream when Facebook or LinkedIn change a feature or rail against the amount of advertising on the platforms, but they keep their profiles active because of the free, slick interface and the convenience of being able to find all their contacts in one place. 

Amazon might earn its fair share of bad press, but the convenience and cost benefits tend to cancel out the backlash. 

Those platforms focus on the positive network benefits created by the user experience. The majority of their feature development, analysis and growth tend to be around continually improving the user experience. 

It’s a hard formula to beat. 

In Conclusion: 

We’ve spent a lot of time reviewing what a platform is and what makes it successful.  

The simple, but difficult to emulate, formula for a successful platform includes scalability, involved and potentially incentivized networks, tight curation and moderation, and a focus on the user experience to balance cost, control, and convenience over other distractions. 

To date we’ve only scratched the surface on why this business model is set to revolutionize the insurance industry. Join us for Part 3, where we’ll dive deep on the effect the platform revolution will have on insurance, voluntary and lifestyle benefits. 

So, in full disclosure, Genius Avenue offers a platform for insurance, voluntary, and lifestyle benefits providers, brokers, and consumers. Want to learn more about it? Click here. 

Also… 

My special thanks to the authors of the excellent book Platform Revolution Parker, Alstyne and Choudary. I would be remiss if I didn’t point out that many of the elements of this article were inspired by that work and I can’t recommend it enough. 

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