5 Business Model Strips for Customer Growth Hackers (It’s not what you think!) *** “Customer Growth Hacking is at the heart of the Entrepreneurial Revolution (ER), the epicenter of which is in Silicon Valley.” Rod King *** First, let’s take a short quiz: Who is a CUSTOMER GROWTH HACKER? 1) Is (s)he someone making TRADITIONAL BUSINESS PLANNERS obsolete? 2) Is (s)he someone making TRADITIONAL MARKETERS obsolete? 3) Is (s)he someone making TRADITIONAL BUSINESS STRATEGISTS obsolete? Actually, all of the above answers are correct. The presentation above explains how. --- http://goo.gl/Rs0DqN

1. 5
Stages
of
Market
Evolu2on
Business
Model
Strips
for
Visualizing
Pa/erns
in
the
Evolu5on
of
Mul5-­‐sided
Business
Models
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
ORPHAN
(Stone)
Pa/ern
CHAIN
(Linear/Pipe)
Pa/ern
TREE
(Hierarchical/V-­‐)
Pa/ern
TRIANGLE
(Network)
Pa/ern
WEB
(Network)
Pa/ern
No
Market
1-­‐Sided
Market
2-­‐Sided
Market
2-­‐Sided
Market
Mul5-­‐sided
Market
STRUCTURE:
From
Ver2cal
Integra2on
(Bundling;
Centraliza5on)
To
Horizontal
Integra2on
(Unbundling;
Decentraliza5on;
Outsourcing)
Supplier
(Enterprise)
Customer
1
Customer
2
Customer
1
Customer
2
Supplier
(Enterprise)
Supplier
(Enterprise)
Customer
Supplier
(Enterprise)
Customer
1
Customer
2
Customer
3
Supplier
(Enterprise)

2. 5
Stages
of
Product
Evolu2on
Business
Model
Strips
for
Visualizing
Pa/erns
in
the
Evolu5on
of
Web-­‐Products
ORPHAN
(Stone)
Pa/ern
CHAIN
(Linear/Pipe)
Pa/ern
TREE
(Hierarchical/V-­‐)
Pa/ern
TRIANGLE
(Network)
Pa/ern
WEB
(Network)
Pa/ern
No
Market
1-­‐Sided
Market
2-­‐Sided
Market
2-­‐Sided
Market
Mul5-­‐sided
Market
1.
Single
Product
(Integrated
Func5on)
2.
Chain-­‐Product
3.
Tree-­‐Product
4.
Triangle-­‐Product
5.
Web-­‐Product
(Industry/Mul5-­‐
func5onal
PlaYorm)
Supplier
(Enterprise)
Customer
1
Customer
2
Customer
1
Customer
2
Customer
1
Customer
2
Customer
3
Supplier
(Enterprise)
Supplier
(Enterprise)
Supplier
(Enterprise)
Customer
Supplier
(Enterprise)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

3. Representa5ons
of
Business
Model
Strip
(New
Business
Model
Nota2on
System)

4. 5
Business
Model
Strips
Business
Model
Engineering
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
Business
Model
Engine
(BME)
No
Stack-­‐Business
Model
Strip
Stack-­‐Business
Model
Strip
1D:
Point
(“Lean”
System)
2D:
Circle
Gradated
(Without
Label)
Gradated
(With
Label)
Stack
of
Blocks
(Ver5cal)
S:
Supplier
(Input)
C
S
C
S
C
S
C:
Customer
(Output)
C
S
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
(Processing/
Stock)
Value
Delivery
Value
CreaDon
Value
Capture/
Share
Business
Model
Engine
(BME)
Zooming
in
(Block
diagram)
Zooming
out
(Line
diagram)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

5. Expanded
Business
Model
Strip
Business
Model
Engineering:
Stack
of
3
Mini-­‐strips
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
q Customer
Segments
-­‐
CS
q Channels/Customer
Rela2onships
-­‐
CH/CR
q Product/Service
-­‐
PS
q Value
Proposi2on
-­‐
VP
q Key
Ac2vi2es/Processes
-­‐
KA
q Key
Resources
-­‐
KR
q Inputs/Partners
-­‐
KP
q Profit
(Margin)
-­‐
P$
q Revenue
(Streams)
-­‐
R$
q Cost
(Structure)
-­‐
C$
q Strategy
-­‐
Strat
C
S
CUSTOMER
GROWTH
Engine
(CGE):
Delivers
Value
ENTERPRISE
Engine
(EE):
Creates
Value
VALUE
Engine
(VE):
Captures/
Shares
Value
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

6. Expanded
Business
Model
Strip
Business
Model
Engineering:
Stack
of
3
Mini-­‐strips
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
q Customer
Segments
-­‐
CS
q Channels/Customer
Rela2onships
-­‐
CH/CR
q Product/Service
-­‐
PS
q Value
Proposi2on
-­‐
VP
q Key
Ac2vi2es/Processes
-­‐
KA
q Key
Resources
-­‐
KR
q Inputs/Partners
-­‐
KP
q Profit
(Margin)
-­‐
P$
q Revenue
(Streams)
-­‐
R$
q Cost
(Structure)
-­‐
C$
q Strategy
-­‐
Strat
C
S
CUSTOMER
GROWTH
Engine
(CGE):
Delivers
Value
ENTERPRISE
Engine
(EE):
Creates
Value
VALUE
Engine
(VE):
Captures/
Shares
Value
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

7. Expanded
Business
Model
Strip
Business
Model
Engineering:
Stack
of
3
Mini-­‐strips
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
q Customer
Segments
-­‐
CS
q Channels/Customer
Rela2onships
-­‐
CH/CR
q Product/Service
-­‐
PS
q Value
Proposi2on
-­‐
VP
q Key
Ac2vi2es/Processes
-­‐
KA
q Key
Resources
-­‐
KR
q Inputs/Partners
-­‐
KP
q Profit
(Margin)
-­‐
P$
q Revenue
(Streams)
-­‐
R$
q Cost
(Structure)
-­‐
C$
q Strategy
-­‐
Strat
C
S
CUSTOMER
GROWTH
Engine
(CGE):
Delivers
Value
ENTERPRISE
Engine
(EE):
Creates
Value
VALUE
Engine
(VE):
Captures/
Shares
Value
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

8. Examples
of
Business
Model
Strips
How
does/will
the
business
make
money?

9. Tradi2onal
Money
Lender
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Interest
(%)
-­‐
Model
Tradi2onal
Money
Lender
• Founded:
• Tagline/Value
Prop.:
• Industry/Product:
Financial
Services
• Compe2tors:
Banks;
Credit
Card
Companies
Enterprise:
Money
Lender
q Loan
money
for
profit
Business
Model
Engine
(Red
Ocean
Strategy):
High
Cost
&
Low
DifferenDaDon
Customer/Borrower
q Borrow
money
Enterprise:
Money
Lender
(Financial
Services:
One-­‐sided
Market)
Customer/
Borrower:
Personal
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

10. Tradi2onal
Bank
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Interest
(%);
Transac2on
Fees
(%);
Service
Charges;
Interna2onal
Transac2on
Fees
(%)
-­‐
Model
Tradi2onal
Bank
• Founded:
• Tagline/Value
Prop.:
• Industry/Product:
Financial
Services
• Compe2tors:
Credit
Card
Services
(Visa;
MasterCard;
American
Express;
…);
ATMs;
Prepaid
Cards;
eWallet
(Apple;
Google);
Diners;
…
Enterprise:
Bank
q Facilitate
convenient,
safe,
and
reliable
way
to
deposit
as
well
as
borrow
money
Business
Model
Engine
(Luxury
Spot
Strategy):
High
Cost
&
DifferenDaDon
Depositor
q Conveniently
&
reliably
store
or
save
money
Customer/Borrower
q Conveniently
&
securely
borrow
money
Enterprise:
Bank
(Financial
Services:
Two-­‐sided
Market)
Customer/
Borrower:
Personal;
Business;
Non-­‐Profit
Depositor:
Personal;
Business;
Non-­‐Profit
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

11. BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Commission/Transac2on
Fee
(%)
-­‐
Model
Crowdfunding
Plaborm
• Founded:
• Tagline/Value
Prop.:
• Industry/Product:
Financial
Services/
Crowdfunding
• Compe2tors:
Banks;
Credit
Card
Companies;
Investors;
Sponsors;
…
Enterprise:
Crowdfunding
Plaborm
Peer-­‐to-­‐Peer
Funding
Technology
Company
q Provide
Crowdfunding
Processsing
Services:
Project
CreaDon;
Micro-­‐financing
Management
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
DifferenDaDon
Fund
Seeker/Prjct
Creator
q Facilitate
transac5on
betw
Crowdfunder/Backer
q Conveniently
&
reliably
obtain
customer
payment
User/Consumer
q Conveniently
&
securely
buy
without
cash
Fund
Seeker/Project
Creator
Crowdfunding
Plaborm
(e.g.,
Kickstarter)
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Enterprise:
Owner
of
Crowdfunding
Plaborm
(Financial
Services/Crowdfunding:
Three-­‐sided
Market)
User/
Customer
Crowdfunder/
Sponsor/
Backer
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

12. MasterCard
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Franchisor/Processor/
Advisor
-­‐
Model
MasterCard
• Founded:
1966
(Master
Charge)
• Tagline/Value
Proposi2on:
“Making
payments,
safe,
simple,
and
smart”
• Industry/Product:
Credit
Card/Financial
Services
• Compe2tors:
Banks;
Visa;
American
Express;
Capital;
Discover;
ATMs;
Prepaid
Cards;
Apple
(Wallet);
…
Enterprise:
MasterCard
Vision:
“A
world
beyond
cash”
Mission:
“Every
day,
every-­‐
where,
we
use
our
technology
and
exper5se
to
make
pay-­‐
ments
safe,
simple
and
smart”
Business
Model
Engine
(Luxury
Spot
Strategy):
High
Cost
&
DifferenDaDon
Acquirer/Issuer:
Bank
q Facilitate
transac5on
between
seller
and
buyer
Seller/Merchant:
Store
q Conveniently
and
reliably
obtain
customer
payment
Buyer/User:
Cardholder
q Conveniently
&
securely
buy
product/service
without
cash
Credit
Card
Enterprise:
MasterCard
(Credit
Card/Financial
Services:
MulD-­‐sided
PlaZorm;
Credit
Card/Payment
System)
Buyer/
User:
Cardholder
Seller/
Merchant:
Store
Acquirer/Issuer:
Payment
Processor/Bank
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

13. VISA
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Transac2on
Fees
(%);
Data
Processing
Service;
Inter-­‐
na2onal
Fees
(%)
-­‐
Model
VISA
• Founded:
1958
(BankAmericard)
• Tagline/Value
Prop.:
“Everywhere
you
want
to
be”
• Industry/Product:
Credit
Card/Financial
Services
• Compe2tors:
Banks;
MasterCard;
American
Express;
Capital;
Discover;
ATMs;
Prepaid
Cards;
Apple
(Wallet);
Diners;
…
Enterprise:
VISA
Global
Payments
Technology
Company
q Provide
Network
Processs-­‐
ing
Services:
AuthorizaDon;
Clearing
&
Selement;
Fraud
&
Risk
Management
Business
Model
Engine
(Luxury
Spot
Strategy):
High
Cost
&
DifferenDaDon
Acquirer/Issuer:
Bank
q Facilitate
transac5on
between
seller
and
buyer
Seller/Merchant:
Store
q Conveniently
&
reliably
obtain
customer
payment
Buyer/User:
Cardholder
q Conveniently
&
securely
buy
without
cash
Credit
Card
Enterprise:
VISA
(Credit
Card/Financial
Services:
MulD-­‐sided
PlaZorm;
Credit
Card/Payment
System)
Acquirer/Issuer:
Payment
Processor/Bank
Buyer/
User:
Cardholder
Seller/
Merchant:
Store
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

14. q Customer
Segments
–
CS
§ Acquirer/Issuer
(Bank);
Seller/Merchant
(Store);
Buyer/User
(Cardholder)
q Channels/Customer
Rela2onships
-­‐
CH/CR
§ Website;
Social
Media;
Spor5ng
Events;
Trade
Shows;
TV
Ads;
…
q Product/Service
–
PS
§ Payment
Services
q Value
Proposi2on
-­‐
VP
§
“Everywhere
you
want
to
be”
q Key
Ac2vi2es/Processes
-­‐
KA
§ Network
Processing
Services:
AuthorizaDon;
Clearing
&
Selement;
Fraud
&
Risk
Management
q Key
Resources
-­‐
KR
§ Payment
Technology
PlaYorm;
Staff;
IP;
Brand/Culture
q Inputs/Partners
-­‐
KP
§ Banks;
Merchants;
Technology
Companies
q Profit
(Margin)
-­‐
P$
§ High
Profit
Margin
q Revenue
(Streams)
-­‐
R$
§ Transac5on
Fees
(Local/Interna5onal:
%);
Data
Processing
Service
q Cost
(Structure)
-­‐
C$
§ Infrastructure
Facili5es;
Staff
Salaries
q Strategy
–
Strat:
Luxury
Spot
Strategy
(High
Cost
&
High
Differen5a5on)
C
S
VISA
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
CUSTOMER
GROWTH
Engine
(CGE):
Delivers
Value
ENTERPRISE
Engine
(EE):
Creates
Value
VALUE
Engine
(VE):
Captures/
Shares
Value
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

15. q Product/
Service
q Channels/
Rela2onships
q Customer/
Segment
(Community)
q Key
Partners
q Key
Ac2vi2es
q Value
(Profit
Margin)
q Value
Proposi2on
q Cost
(Structure)
q Key
Resources
q Revenue
(Streams)
Enterprise
Engine
Value
Engine
Customer
Growth
Engine
q Strategy
Feedback;
Fitness
(Demand
vs.
Supply)?
Mul2-­‐
Plug-­‐and-­‐Play
SUPPLY
INFRA-­‐
STRUCTURE
(Resource-­‐
Processes-­‐
Value
(RPV)
Engine)
q Unknown
q Known
MULTI-­‐
PROBLEM
(Jobs)
TOTAL
SOLUTION
q Unknown
q Known
MISSION;
VISION;
CORE
VALUES;
CULTURE
Demand
Infrastructure
Modular
PLATFORM
VISA
Business
Model
Strip
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

16. More
Representa5ons
of
Business
Model
Strip
(New
Business
Model
Nota2on
System)

17. Apple
(iTunes)
vs.
Spo2fy
Business
Model
Strips
in
Music
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Lean
Business
Model
(Strip):
ROD’s
Business
Model
Nota5on
Job
To
Get
Done
(JTGD):
Listen
to
Music
Asset
(Product)
Sale
Model
Apple
(iTunes)
Business
Model
Engine
(Luxury
Spot
Strategy):
High
Cost
&
High
Quality
Monthly
Subscrip2on
Model
(Membership)
Spo2fy
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Ad
Payment
Model
Spo2fy
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Customer
(Payer)
Supplier
(Enterprise)
Songs
(Streamed)
Monthly
Payment
for
Songs
($4.99;
$9.99)
Customer
(Payer)
Supplier
(Enterprise)
Song
(Downloaded)
Payment
per
Song
($0.99)
Customer
1
(Adver5ser/Payer)
Customer
2
(Free
user)
Supplier
(Enterprise)
Ad
Service
Ad
Payment
Song
(Streamed)/Ads
Exposure
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Membership

18. Apple
(iTunes)
vs.
Spo2fy
Business
Model
Strips
in
Music
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Lean
Business
Model
(Strip):
ROD’s
Business
Model
Nota5on
Job
To
Get
Done
(JTGD):
Listen
to
Music
Asset
(Product)
Sale
Model
Apple
(iTunes)
Business
Model
Engine
(Luxury
Spot
Strategy):
High
Cost
&
High
Quality
Monthly
Subscrip2on
Model
(Membership)
Spo2fy
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Ad
Payment
Model
Spo2fy
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Customer
(Payer)
Supplier
(Enterprise)
Songs
(Streamed)
Monthly
Payment
for
Songs
($4.99;
$9.99)
Customer
(Payer)
Supplier
(Enterprise)
Song
(Downloaded)
Payment
per
Song
($0.99)
Customer
1
(Adver5ser/Payer)
Customer
2
(Free
user)
Supplier
(Enterprise)
Ad
Service
Ad
Payment
Song
(Streamed)/
Ads
Exposure
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

19. BUSINESS
MODEL:
MARKET
REVENUE
MODEL
1-­‐Sided
Market
Business
Model
Engine
(Strategy):
Low
Cost
&
Good
Enough
Quality
Job
To
Get
Done
(JTGD):
Obtain
food,
drinks,
and
hard
goods
Asset
(Product)
Sale
Wal-­‐Mart
(Supermarket)
Target
(Supermarket)
Annual
Subscrip2on
(Membership)
Asset
(Product)
Sale
+
Annual
Subscrip2on
(Membership)
Wal-­‐Mart
(Sam’s
Club)
Costco
(Wholesale-­‐
Supermarket)
Customer
(Payer)
Supplier
(Enterprise)
Service
(Membership)
SubscripDon
Payment
Customer
(Payer)
Supplier
(Enterprise)
Goods
Payment
for
Goods
Customer
(Payer)
Supplier
(Enterprise)
Service
(Membership)/
Goods
SubscripDon
Payment/
Payment
for
Goods/
Wal-­‐Mart
vs.
Target
vs.
Costco
Business
Model
Strips
in
Retail
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

20. Pa2entsLikeMe.com
Business
Model
Strips
in
Healthcare
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Data/Info-­‐for-­‐Payment
Model
Pa2entsLikeMe.com
• Founded:
2004
• Tagline/Value
Proposi2on:
“Live
beer,
together!”
• Industry/Product:
Social
Networking
(Medical)
• Compe2tors:
Pa2entsLikeMe.com
q Facilitate
interac5on
and
dialogue
between
pa5ents
q Accelerate
clinical
research,
improve
treatments,
and
be/er
pa5ent
care
q Sustainably
make
profit
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Pa2ents
(Communi2es)
q Share
ideas
as
well
as
data/
info
with
people
who
have
similar
health
problems
Pharmaceu2cals
q Obtain
structured
medical
data/info
on
pa5ents
Pa2entsLikeMe.com
(Pa5ent-­‐based
Social
Network:
2-­‐sided
PlaZorm)
Pharmaceu2cals
Pa2ents
(Communi5es)
Medical
Data/
Info
(De-­‐idenDfied)
Payment
Discussion
PlaZorm
(Medical)
Data/Info
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

21. Mul2-­‐sided
Business
Model
for
Healthcare
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Insurance
(Payer;
Buyer)
Doctor/Pharmacy
(Product/Service
Supplier)
Pa2ent
(Consumer)
Healthcare
Provider:
Hospital/Clinic
(Producer:
PlaYorm
Owner;
Tool/Infrastructure
Supplier)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

22. Facebook.com
Business
Model
Strip
in
Social
Networking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Ad-­‐
Model
Facebook.com
• Founded:
2004
• Tagline/Value
Proposi2on:
“Move
fast
with
stable
infrastructure”
• Industry/Product:
Social
Networking
• Compe2tors:
Twi/er;
LinkedIn;
Google+;
Yelp
Zynga;
Groupon;
...
Facebook.com
q Give
people
the
power
to
share
and
make
the
world
more
open
and
connected
q Sustainably
make
profit
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Users
(Social
Networkers)
q Share
ideas
especially
photos
and
videos
(links)
Adver2sers
q Obtain
exposure
to
targeted
users
Developers
q Provide
plaYorm
and
tools
(API)
for
developing
apps
Facebook.com
(Social
Network:
MulD-­‐sided
PlaZorm)
Adver2sers
Users
Developers
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

23. Amazon.com
Business
Model
Strip
in
Online
Shopping
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Product
(Asset)
Sale;
Ad;
Subscrip2on;
Service
-­‐
Model
Amazon.com
• Founded:
1994
(Cadabra)
• Tagline/Value
Proposi2on:
“Earth’s
most
customer-­‐
centric
company”
• Industry/Product:
Online
Shopping;
Web
Hos5ng;
Content
Distribu5on
• Compe2tors:
Barnes
&
Noble;
BestBuy;
NeYlix;
Apple;
Google;
Wal-­‐Mart;
Citrix
Systems;
...
Amazon.com
“Our
vision
is
to
be
earth's
most
customer
centric
company;
to
build
a
place
where
people
can
come
to
find
and
discover
anything
they
might
want
to
buy
online.”
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Buyers/Users
(Consumers)
q Simply
obtain
goods/service
from
trustworthy
seller
3rd
Party
q Obtain
more
customers
q Obtain
inexpensive
service
Big
Box
Retailers
q Make
more
profit
in
selling
(products
such
as
Kindle)
Amazon.com
(Online
Commerce/Web
Hos5ng:
MulD-­‐sided
PlaZorm)
Big
Box
Retailers
Buyers/
Users
3rd
Party
(Developers;
Resellers;
Affiliates)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

24.
(Search)
Business
Model
Strip
in
Search
Engine
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
BUSINESS
MODEL
REVENUE
MODEL
Business
Model
(Strip):
Customer
Growth
Engine
Job
To
Get
Done
(JTGD)
Ad-­‐
Model
Google.com
• Founded:
1998
• Tagline/Value
Proposi2on:
Relevant
and
Inexpensive
ads;
“Don’t
be
Evil”
• Industry/Product:
Search
Engine
• Compe2tors:
Bing.com;
Yahoo.com;
Facebook.com;
...
Google.com
q Google's
mission
is
to
“organize
the
world's
informa5on
and
make
it
universally
accessible
and
useful.”
q Sustainably
make
profit
Business
Model
Engine
(Blue
Ocean
Strategy):
Low
Cost
&
High
Quality
Users/Searchers
q Search
for
informa5on:
websites,
…
Adver2sers
q Obtain
exposure
to
targeted
users/searchers
Affiliates/Developers
q Provide
plaYorm
and
tools
(API)
Google.com
(Search)
(Search
Engine:
MulD-­‐sided
PlaZorm)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Adver2sers
Users/
Searchers
Affiliates/
Developers

25. Adver2sers
Affiliates/
Developers
User/
Searcher
Google.com:
Search
Engine
(Mul5-­‐sided
Market/Business
Model)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
(Search)
Business
Model
Strip
in
Search
Engine
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Free
Search
Engine/
Relevant
Content/
Experience
Ads
Ad
Payment
Exposure
Ad
Service
AenDon
(Usage)/
Data
AenDon
(Usage)/
Membership
(Email)/
Data/Info
Embed
Code
(Royalty)/
API
Awareness/AcquisiDon
(Purchase)
AenDon
(Usage)
Free
Site/Google
Search
(Ads)
Awareness/AcquisiDon
(Purchase)
Exposure

26. Adver2sers
Affiliates/
Developers
User/
Searcher
Google.com:
Search
Engine
(Mul5-­‐sided
Market/Business
Model)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
(Search)
Business
Model
Strip
in
Search
Engine
Industry
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Free
Search
Engine/
Relevant
Content/
Experience
Ads
Ad
Payment
Exposure
Ad
Service
AenDon
(Usage)/
Data
AenDon
(Usage)/
Membership
(Email)/
Data/Info
Embed
Code
(Royalty)/
API
Awareness/AcquisiDon
(Purchase)
AenDon
(Usage)
Free
Site/Google
Search
(Ads)
Awareness/AcquisiDon
(Purchase)
Exposure

27. S2ll
More
Representa5ons
of
Business
Model
Strip
(New
Business
Model
Nota2on
System)

28. 5
Stages
in
the
Market
Evolu2on
of
Search
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
the
Evolu5on
of
Mul5-­‐sided
Business
Models
ORPHAN
(Stone)
Pa/ern
CHAIN
(Linear/Pipe)
Pa/ern
TREE
(Hierarchical/V-­‐)
Pa/ern
TRIANGLE
(Network)
Pa/ern
WEB
(Network)
Pa/ern
No
Market
1-­‐Sided
Market
2-­‐Sided
Market
2-­‐Sided
Market
Mul5-­‐sided
Market
From
Ver2cal
Integra2on
(Bundling;
Centraliza5on)
To
Horizontal
Integra2on
(Unbundling;
Decentraliza5on;
Outsourcing)
Supplier
(Google
Search)
Adver5ser
User/Searcher
Adver5ser
User/Searcher
Supplier
(Google
Search)
Supplier
(Google
Search)
User/Searcher
Supplier
(Google
Search)
Adver5ser
User/Searcher
Affiliates/
3rd
Party
Developer
Supplier
(Google
Search)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

29. The
5
Stages
of
Market
Evolu2on
in
the
Compu2ng
Industry
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
the
Evolu5on
of
Mul5-­‐sided
Business
Models
ORPHAN
(Stone)
Pa/ern
CHAIN
(Linear/Pipe)
Pa/ern
TREE
(Hierarchical/V-­‐)
Pa/ern
TRIANGLE
(Network)
Pa/ern
WEB
(Network)
Pa/ern
No
Market
1-­‐Sided
Market
2-­‐Sided
Market
2-­‐Sided
Market
Mul5-­‐sided
Market
From
Ver2cal
Integra2on
(Bundling;
Centraliza5on)
To
Horizontal
Integra2on
(Unbundling;
Decentraliza5on;
Outsourcing)
Ver5cal
Integra5on
(Miniaturiza5on):
q IBM
(Mainframe)
q Apple
Computer
q IBM
(PC)
Ver5cal
Disintegra5on
(Modulariza5on):
q Hardware:
IBM
(PC);
Intel
q Sotware:
Microsot
(MSDOS)
Physical
Horizontal
Integra5on
(Bridging):
q Sotware
PlaYorm
Integra5on:
Microsot
(Windows)
Online
Horizontal
Integra5on
(Networking;
Interoperability):
q Sotware
Econetwork:
Google
Supplier
(Enterprise)
Customer
1
(Hardware)
Customer
2
(Sotware)
Customer
1
(Hardware)
Customer
2
(Sotware)
Supplier
(Hardware
&
Sokware)
Supplier
(Sokware)
Customer
(Hardware
&
Sotware)
Supplier
(Hardware
&
Sokware)
Customer
1
(Hardware)
Customer
2
(Sotware)
Customer
3
(3rd
Party
Developer)
Supplier
(Sokware)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

30. The
5
Stages
of
Market
Evolu2on
in
the
Compu2ng
Industry
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
the
Evolu5on
of
Mul5-­‐sided
Business
Models
ORPHAN
(Stone)
Pa/ern
CHAIN
(Linear/Pipe)
Pa/ern
TREE
(Hierarchical/V-­‐)
Pa/ern
TRIANGLE
(Network)
Pa/ern
WEB
(Network)
Pa/ern
No
Market
1-­‐Sided
Market
2-­‐Sided
Market
2-­‐Sided
Market
Mul5-­‐sided
Market
From
Ver2cal
Integra2on
(Bundling;
Centraliza5on)
To
Horizontal
Integra2on
(Unbundling;
Decentraliza5on;
Outsourcing)
Ver5cal
Integra5on
(Miniaturiza5on):
q IBM
(Mainframe)
q Apple
Computer
q IBM
(PC)
Ver5cal
Disintegra5on
(Modulariza5on):
q Hardware:
IBM
(PC);
Intel
q Sotware:
Microsot
(MSDOS)
Physical
Horizontal
Integra5on
(Bridging):
q Sotware
PlaYorm
Integra5on:
Microsot
(Windows)
Online
Horizontal
Integra5on
(Networking;
Interoperability):
q Sotware
Econetwork:
Google
Supplier
(Enterprise)
Customer
1
(Hardware)
Customer
2
(Sotware)
Customer
1
(Hardware)
Customer
2
(Sotware)
Supplier
(Hardware
&
Sokware)
Supplier
(Sokware)
Customer
(Hardware
&
Sotware)
Supplier
(Hardware
&
Sokware)
Customer
1
(Hardware)
Customer
2
(Sotware)
Customer
3
(3rd
Party
Developer)
Supplier
(Sokware)
BUMP
BUMP
BUMP
BUMP
(BUMP:
Big
Urgent
Market
Problem)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

31. One
More
Thing
…

32. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Similar
(Duplicate)
Form/Func5on
Opposite
(An5-­‐)
Forms/Func5ons
Diverse
(Zoom
in/out)
Forms/Func5ons
Job
To
Get
Done
(JTGD):
……………………………………………………………………………………………………….
5
Panerns
of
Product
Evolu2on
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Mul5-­‐Product
PlaYorms
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

33. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Single
Lens;
Monocle
Spectacle
Op5cian’s
Tes5ng
Glasses:
3
Single
Lenses
Tradi5onal
Microscope
Similar
(Duplicate)
Form/Func5on
Contact
Lens;
Microscope
Bi-­‐focal
Spectacle:
Symmetrical
Op5cian’s
Tes5ng
Glasses:
Same
Lenses
Electron
Microscope
Opposite
(An5-­‐)
Forms/Func5ons
Telescope
Binoculars;
Bi-­‐focal
Spectacle:
Asymmetrical
Op5cian’s
Tes5ng
Glasses:
Opp.
Lenses
Radio
Telescope
Diverse
(Zoom
in/out)
Forms/Func5ons
Photo-­‐chroma5c
Lens;
Camera
Lens
S5ll/Video
Camera;
Periscope
Spy
Camera
Web-­‐enabled
Glasses:
Google
Glass
5
Panerns
of
Product
Evolu2on:
Single
Lens
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Solu5on
PlaYorms
Job
To
Get
Done
(JTGD):
See
more
clearly
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

34. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Desktop
Computer
Intranet
Server
Internet-­‐enabled
Desktop
Computer
Similar
(Duplicate)
Form/Func5on
Laptop
Computer;
Handheld
Computer
Pager
Cellphone
Smartphone
Opposite
(An5-­‐)
Forms/Func5ons
CD/DVD
Player;
(Video)
Camera
TV-­‐Video
Recorder
Home
Entertainment
Center
Digital
Hub
(Tablet)
Diverse
(Zoom
in/out)
Forms/Func5ons
Individual
Sotware
Applica5on
(App)
Sotware
Stack/Bundle/
Suite
Integrated
Apps;
Sotware
PlaYorm
Internet
of
Things
(IoT);
Social
Network
of
Things
(SNoT)
Job
To
Get
Done
(JTGD):
Process,
display,
present,
and/or
communicate
informaLon
5
Panerns
of
Product
Evolu2on
in
Personal
Compu2ng
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Mul5-­‐Product
PlaYorms
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

35. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Telegraph
Telegraph
Exchange
Similar
(Duplicate)
Form/Func5on
Fax
Machine;
Telephone
Telephone
Exchange
Opposite
(An5-­‐)
Forms/Func5ons
Radio;
Pager
Walkie
Talkie
Basic
Computer
Network
Social
Networking
PlaYorm
Diverse
(Zoom
in/out)
Forms/Func5ons
Smartphone
Internet
(Highway)
Job
To
Get
Done
(JTGD):
Communicate
(over
short/medium/long
distance).
5
Panerns
of
Product
Evolu2on
in
Communica2on
Industry
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Mul5-­‐Product
PlaYorms
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

36. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
One
Song-­‐Music
Player
Similar
(Duplicate)
Form/Func5on
Tape
Recorder
Opposite
(An5-­‐)
Forms/Func5ons
Radio
Diverse
(Zoom
in/out)
Forms/Func5ons
Radio-­‐Tape
Recorder
5
Panerns
of
Product
Evolu2on:
Music
Player
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Solu5on
PlaYorms
Job
To
Get
Done
(JTGD):
Listen
to
music
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

37. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Similar
(Duplicate)
Form/Func5on
Opposite
(An5-­‐)
Forms/Func5ons
Diverse
(Zoom
in/out)
Forms/Func5ons
5
Panerns
of
Product
Evolu2on:
Single
Wheel
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Mul5-­‐Product
PlaYorms
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

38. ZERO-­‐
Pa/ern
MONO-­‐
Pa/ern
BI-­‐
Pa/ern
TRI-­‐
Pa/ern
POLY-­‐
Pa/ern
No
Product
Mono-­‐Product
Bi-­‐Product
Tri-­‐Product
Mul5-­‐Product
(PlaYorm)
Ini2al
(Single)
Form/Func5on
Single
blade
razor
Two-­‐blade
razor
Three-­‐blade
razor
Mul5-­‐blade
razor
Similar
(Duplicate)
Form/Func5on
Knife
Dual-­‐knife
Opposite
(An5-­‐)
Forms/Func5ons
Mono-­‐boat
Bi-­‐boat:
catamaran;
Boat
+
Dinghy
Diverse
(Zoom
in/out)
Forms/Func5ons
Mono-­‐rail;
Mono-­‐plane
Bi-­‐rail;
Bi-­‐plane
Tri-­‐plane
Mul5-­‐plane
5
Panerns
of
Product
Evolu2on:
Triz
Red
Ocean
DisrupDon
(ROD)
Graphing
for
Visualizing
Pa/erns
in
Evolu5on
of
Mul5-­‐Product
PlaYorms
Job
To
Get
Done
(JTGD):
……………………………………………………………………………………………………….
Component/Parts
of
Product
(System/Tool)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

39. Detailed
Representa5on
of
A
Node
(Object)
In
a
Business
Model
Strip
(New
Business
Model
Nota2on
System)

40. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
a
Node
(Object)
of
a
Business
Model
Strip
S:
Supplier
C:
Customer
Business
Model
Strip
(System:
Customer
Growth
Factory)
Processing
(Stock)

41. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
a
Node
(Object)
of
a
Business
Model
Strip
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Node
(Object)
S:
Supplier
C:
Customer
Business
Model
Strip
(System:
Customer
Growth
Factory)
Processing
(Stock)

42. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
a
Node
(Object)
of
a
Business
Model
Strip
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Node
(Object)

43. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
S:
Supplier
C:
Customer
Business
Model
Strip
Zooming
In
to
a
Node
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Node
(Object)
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
Product/Service
Payment
(Margin;
Strategy)
Core
Competence
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
a
Node
(Object)
of
a
Business
Model
Strip

44. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
S:
Supplier
C:
Customer
Business
Model
Strip
Zooming
In
to
a
Node
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Node
(Object)
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
PROBLEM
SOLUTION
Product/Service
Payment
(Margin;
Strategy)
Core
Competence
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
a
Node
(Object)
of
a
Business
Model
Strip

45. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Zooming
In
to
“Product”
Node
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Product/
Service
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
“Product”
Node
of
a
Business
Model
Strip

46. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Zooming
In
to
“Supplier”
Node
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
S:
Supplier
Zooming
In
to
“Customer”
Node
Goal/Job
To
Get
Done
(JTGD)
Value:
+/-­‐
(Trade-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
C:
Customer
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Node
(Object)
Zoom
in
to
“Supplier”
and
“Customer”
Nodes
of
a
Business
Model
Strip

47. Appendix

48. Business
Model
Strip
&
Related
Tools
Leaner
Business
Modeling:
Stack
of
Blocks
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
BUSINESS
MODEL
ENGINE:
Related
Tools
Elements
Business
Model
Canvas
(BMC)
Lean
Canvas
(LC)
Balanced
Scorecard
(BSC)
Value
Chain
(VC)
Resources,
Processes
&
Values
(RPV)
Theory
CUSTOMER
GROWTH
Engine
(CGE):
Delivers
Value
Customer
Segments
CS
ü
ü
ü
Channels/Customer
Rela2onships
CH/
CR
ü
ü
Product/Service
PS
ENTERPRISE
Engine
(EE):
Creates
Value
Value
Proposi2on
VP
ü
ü
Key
Ac2vi2es/
Processes
KA
ü
ü
ü
ü
Key
Resources
KR
ü
ü
ü
ü
Inputs/Partners
KP
ü
VALUE
Engine
(VE):
Captures/Shares
Value;
Priori5zes
Alloca5on
of
Resources
Profit
(Margin)
P$
ü
ü
ü
Revenue
(Streams)
R$
ü
ü
ü
Cost
(Structure)
C$
ü
ü
ü
Strategy
Strat
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing

49. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
i
p
m
a
c
t
Customer
Growth
Storyboard
Comprehensively
Visualize
a
System
System,
Environment,
and
Impact
(Value;
Trade-­‐off:
Success
Criteria/Metrics/Key
Performance
Indicators)
System

50. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Business
System
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
E
A
A
R
R
R
Reten5on
Acquisi5on
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Business
System
Business
System,
Environment,
and
Impact
(Value;
Trade-­‐off:
Success
Criteria/Metrics/Key
Performance
Indicators)

51. Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
Business
Model
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
E
A
A
R
R
R
Reten5on
Acquisi5on
Customer
Growth
Storyboard
Comprehensively
Visualize
a
Business
Model
Business
Model,
Environment,
and
Impact
(Value;
Trade-­‐off:
Success
Criteria/Metrics/Key
Performance
Indicators)

52.
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
E
A
A
R
R
R
Reten5on
Acquisi5on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐SoluDon
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
Customer
Growth
Storyboard
One-­‐sided
Market
(Business
Model)
Customers/
Users
One-­‐sided
Market
B.U.M.P.
=
Big
Urgent
Market
Problem
Examples
of
One-­‐sided
Markets
ONE-­‐MARKET
ENTERPRISES
Supplier
(Enterprise)

53.
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
E
A
A
R
R
R
Reten5on
Acquisi5on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐SoluDon
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
Customer
Growth
Storyboard
Two-­‐sided
Market
(Business
Model)
Customers/
Users
Two-­‐sided
Market
B.U.M.P.
=
Big
Urgent
Market
Problem
Examples
of
Two-­‐sided
Markets
TWO-­‐MARKET
ENTERPRISES
Supplier
(Enterprise)
3rd
Party
Developers/
Prosumers

54.
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
E
A
A
R
R
R
Reten5on
Acquisi5on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐SoluDon
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
Customer
Growth
Storyboard
Two-­‐sided
Market
(Business
Model)
Customers/
Users
Two-­‐sided
Market
B.U.M.P.
=
Big
Urgent
Market
Problem
Examples
of
Two-­‐sided
Markets
TWO-­‐MARKET
ENTERPRISES
Supplier
(Enterprise)
3rd
Party
Developers/
Prosumers

55.
Engagement
(Experience)
Ac5va5on
Referral
Reward
(Revenue)
Register
at
www.visionaryd.com
to
learn
more
about
Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h/p://businessmodels.ning.com
&
h/p://twi/er.com/RodKuhnKing
E
A
A
R
R
R
Reten5on
Acquisi5on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐SoluDon
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
Customer
Growth
Storyboard
Mul2-­‐sided
Market
(Business
Model)
Customers/
Adver2sers
Users
3rd
Party
Developers/
Affiliates
B.U.M.P.
=
Big
Urgent
Market
Problem
Examples
of
Mul2-­‐sided
Markets
MULTI-­‐SIDED
ENTERPRISES
q Smartphones:
Apple;
Samsung;
Nokia
q Search
Engines:
Google
(Search)
q Social
Networks:
Facebook;
Twier
q Business
Networks:
LinkedIn
q Auc2ons:
Ebay
q Network
Television
q Credit
Card
Companies
q Game
Console
Companies
q Computer
Opera2ng
Systems
Owner
q Da2ng
Clubs;
Classified
Ads-­‐Publishers
Mul2-­‐sided
Market
Supplier
(Enterprise)