Lift11osterwalderbusinessmodels 110203050659-phpapp01 (1)

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Lift11osterwalderbusinessmodels 110203050659-phpapp01 (1)

  1. 1. The New Business Models Designing and testing great businesses @business_design
  2. 2. ?
  3. 3. ?
  4. 4. ?
  5. 5. ?
  6. 6. e
  7. 7. Mike 34 MIT Alumnus
  8. 8. Mike is passionate about a new product idea
  9. 9. Mike masters all the tools of business
  10. 10. But...
  11. 11. No business plan survives the first contact with customers Steve Blank “ ”
  12. 12. in entrepreneurship we still rely on real-life crash tests which lead to costly failures
  13. 13. ?
  14. 14. Sketching
  15. 15. Prototyping
  16. 16. Simulation
  17. 17. Testing
  18. 18. Could we design business models the way we design cars?
  19. 19. ?
  20. 20. But... what really is a business model
  21. 21. describe your business model to your seat neighbor in 30 seconds!
  22. 22. The Business Model Canvas
  23. 23. Building Blocks9
  24. 24. images by JAM Customer Segments
  25. 25. images by JAM Value Proposition
  26. 26. images by JAM Channels
  27. 27. images by JAM Customer Relationships
  28. 28. images by JAM Revenue Streams
  29. 29. images by JAM Key Resources
  30. 30. images by JAM Key Activities
  31. 31. images by JAM Key Partners
  32. 32. images by JAM Cost Structure
  33. 33. images by JAM customer segments key partners cost structure revenue streams channels customer relationships key activities key resources value proposition
  34. 34. The Business Model Canvas KEY ACTIVITIES CUSTOMER RELATIONSHIPS KEY PARTNERS VALUE PROPOSITION CHANNELS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY RESOURCES building block building block building block building block building block building block building block building block building block building block building block building block
  35. 35. e
  36. 36. horrendous upfront installation costs barred solar energy from taking off
  37. 37. Jigar Shah
  38. 38. KEY ACTIVITIES CUSTOMER RELATIONSHIPS KEY PARTNERS OFFER CHANNELS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY RESOURCES companies (e.g. retailers)sales forces financial institutions institutional and private investors solar energy at fixed price - no installation costs management fees sales install and manage solar installations 5-10 year power purchasing agreements PPAs installing and managing solar installations sales force green energy investments
  39. 39. SunEdison is now the largest provider of solar power in the US - sold to MEMC Electronic Materials in ’09 for USD 200M
  40. 40. Sketching
  41. 41. Prototyping
  42. 42. Every product or technology can lead to five, ten, twenty different business models
  43. 43. e
  44. 44. KEY ACTIVITIES CUSTOMER RELATIONSHIPS KEY PARTNERS VALUE PROPOSITION CHANNELS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY RESOURCES
  45. 45. Franchising Advertising Micro- finance Licensing Selling Fertilizer Cross Subsidies Not-For- Profit Free
  46. 46. Simulating
  47. 47. e
  48. 48. project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch iPhones + Android Phones usersRunKeeper Pro app 2M app sales $9.99 2M IT infra staff and software development ads marketing IT infra software development staff Appstore and Android store 100K 800K400K 599K RunKeeper Free app project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch 98.6K
  49. 49. iPhones + Android Phones usersRunKeeper Pro app 2M app sales $9.99 2M IT infra staff and software development ads marketing IT infra software development staff Appstore and Android store 100K 800K400K 599K RunKeeper Free app project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch Fitness Classes 10M class sales $19.99 6M Free RunKeeper Pro app www 2M1M 2.9M
  50. 50. iPhones + Android Phones usersRunKeeper Pro app 2M app sales $9.99 2M IT infra staff and software development ads marketing IT infra software development staff Appstore and Android store 100K 800K400K RunKeeper Free app project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch Fitness Classes 10M class sales $19.99 6M Free RunKeeper Pro app www 2M1M Fitness Club subscription $4.99 9M www 5.88M
  51. 51. Testing
  52. 52. project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch iPhones + Android Phones usersFitness Club 10M subscription $4.99 9M IT infra staff and software development ads marketing IT infra software development staff Appstore and Android store 100K 2M1M Free RunKeeper Pro app www GUESS GUESS GUESS GUESS GUESS GUESS GUESSGUESSGUESS GUESS GUESS GUESS
  53. 53. Learn test project:screen: date:author: iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch iPhones + Android Phones usersFitness Club 10M subscription $4.99 9M IT infra staff and software development ads marketing IT infra software development staff Appstore and Android store 100K 2M1M Free RunKeeper Pro app www
  54. 54. Get out of the building and talk to customers Steve Blank “ ”
  55. 55. New Fitness Club Membership $4.99/month BUY NOW
  56. 56. The RunKeeper Club Membership is not yet available.You will be informed about the lunch.ThankYou!
  57. 57. Learn testpivot New Model
  58. 58. Only when you nailed it...
  59. 59. !
  60. 60. One the new entrepreneur is systematic about designing and testing business models.
  61. 61. Two the new entrepreneur plays with alternative business models to design great ones
  62. 62. Three the new entrepreneur tests his business model hypotheses with customers before he builds his organization
  63. 63. Thank You@business_design

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