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The New
Business
Models
Designing and testing great businesses
@business_design
?
?
?
?
e
Mike
34 MIT
Alumnus
Mike
is passionate
about a new
product idea
Mike
masters all the
tools of
business
But...
“ No business plan

survives the first
contact with customers
Steve Blank

”
in entrepreneurship we still rely
on real-life crash tests which
lead to costly failures
?
Sketching
Prototyping
Simulation
Testing
Could we design
business models the
way we design cars?
?
But...
what really is a
business model
describe your
business model to
your seat neighbor
in 30 seconds!
The
Business
Model
Canvas
9

Building
Blocks
Customer Segments

images by JAM
Value Proposition

images by JAM
Channels

images by JAM
Customer Relationships

images by JAM
Revenue Streams

images by JAM
Key Resources

images by JAM
Key Activities

images by JAM
Key Partners

images by JAM
Cost Structure

images by JAM
key
activities

value
proposition

customer
relationships

key
partners

customer
segments

cost
structure

revenue
stream...
The Business Model Canvas
KEY
PARTNERS

KEY
ACTIVITIES

VALUE
PROPOSITION

CUSTOMER
RELATIONSHIPS

CUSTOMER
SEGMENTS

b u ...
e
h o r re n d o u s
u p f ro nt i n st a l l at i o n
c o st s b a r re d s o l a r e n e rg y
f ro m t a k i n g o f f
Jigar
Shah
KEY
PARTNERS

KEY
ACTIVITIES

OFFER

in st a ll a n d
m a n a g e s o la r
in st a ll atio n s

CUSTOMER
RELATIONSHIPS

CU...
S u nEdis o n
is n ow the la rgest prov ider
of so la r p ower i n the US - so ld to
MEMC Ele ctro n ic Materia ls i n
’09...
Sketching
Prototyping
Every product or technology
can lead to five, ten, twenty
different business models
e
KEY
PARTNERS

KEY
ACTIVITIES

KEY
RESOURCES

COST STRUCTURE

VALUE
PROPOSITION

CUSTOMER
RELATIONSHIPS

CUSTOMER
SEGMENTS
...
Selling
Fertilizer

Licensing
Free
Franchising
Not-ForProfit

Cross
Subsidies
Microfinance

Advertising
Simulating
e
mar ke t

i ng

:neercs
:neercs
:neercs
:neercs
:neercs

:rohtua

s o f t wa re
development

Ru nK eep er
Fre e app

2
iP ...
mar ke t

i ng

:neercs
:neercs
:neercs
:neercs

:rohtua

s o f t wa re
development

Fre e
Ru nK eep er
Ru nK eep er
Fre e...
mar ke t

i ng

:neercs
:neercs
:neercs
:neercs

:rohtua

s o f t wa re
development

Fre e
Ru nK eep er
Ru nK eep er
Fre e...
Testing
iS
e Sng
m a r k Et
U

G

:neercs

:rohtua

s

o t wa
Geflopm re
dev UESS

e nt

Fre e
Ru nK eep er
ESS
GUapp
Pro

Fi t E ...
mar ke t

i ng

:neercs

:rohtua

s o f t wa re
development

Fre e
Ru nK eep er
Pro app

Fi t ne s s
C lub

s t af f

:tce...
“ Get out of the

building and talk to
customers
Steve Blank

”
New Fitness Club Membership
$4.99/month
BUY NOW
The RunKeeper Club Membership is
not yet available.You will be informed
about the lunch. Thank You!
New
Model
test

pivot

Learn
Only when
you nailed it...
!
One
the new entrepreneur
is systematic about
designing and testing
business models.
Two
the new entrepreneur plays
with alternative business
models to design great
ones
Three
the new entrepreneur tests his
business model hypotheses
with customers before he
builds his organization
Thank You
@business_design
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)
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Transcript of "Lift11osterwalderbusinessmodels 110203050659-phpapp01 (3)"

  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. 9 Building Blocks
  24. 24. Customer Segments images by JAM
  25. 25. Value Proposition images by JAM
  26. 26. Channels images by JAM
  27. 27. Customer Relationships images by JAM
  28. 28. Revenue Streams images by JAM
  29. 29. Key Resources images by JAM
  30. 30. Key Activities images by JAM
  31. 31. Key Partners images by JAM
  32. 32. Cost Structure images by JAM
  33. 33. key activities value proposition customer relationships key partners customer segments cost structure revenue streams key resources channels images by JAM
  34. 34. The Business Model Canvas KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS b u i ldi n g blo c k b u ildin g blo c k b u ildin g blo c k KEY RESOURCES building bloc k bu ilding blo ck bu ilding blo ck CHANNELS b u ildi n g blo c k bui ldin g blo ck COST STRUCTURE b u i ldi n g bl o c k REVENUE STREAMS building block bu ilding blo ck b u ildin g blo c k
  35. 35. e
  36. 36. h o r re n d o u s u p f ro nt i n st a l l at i o n c o st s b a r re d s o l a r e n e rg y f ro m t a k i n g o f f
  37. 37. Jigar Shah
  38. 38. KEY PARTNERS KEY ACTIVITIES OFFER in st a ll a n d m a n a g e s o la r in st a ll atio n s CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS sa le s KEY RESOURCES er 1 5- 0 ye a r p o w p u rc h a s in g s a g re e m e nts PPA sa le s fo rc e COST STRUCTURE in st a ll in g a n d m a n a g in g s o la r in st a ll atio n s sola r ene rgy at fixed pri ce - no inst allation costs g re e n e n e rg y in ve st m e nts s a le s CHANNELS fo rc e s f i n a n c ia l i n sti t u tio n s REVENUE STREAMS ma nagement fees companies (e.g. retailers) institution al and private inve sto rs
  39. 39. S u nEdis o n is n ow the la rgest prov ider of so la r p ower i n the US - so ld to MEMC Ele ctro n ic Materia ls i n ’09 fo r 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 PARTNERS KEY ACTIVITIES KEY RESOURCES COST STRUCTURE VALUE PROPOSITION CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS CHANNELS REVENUE STREAMS
  45. 45. Selling Fertilizer Licensing Free Franchising Not-ForProfit Cross Subsidies Microfinance Advertising
  46. 46. Simulating
  47. 47. e
  48. 48. mar ke t i ng :neercs :neercs :neercs :neercs :neercs :rohtua s o f t wa re development Ru nK eep er Fre e app 2 iP h o ne s + M An dro id P h o ne s us e rs .6K 98 R u nK e e p e r Pro a pp s t af f :tcejorp :tcejorp :tcejorp :tcejorp :tcejorp 400K s t af f a n d s o f t wa r e development 100K ad s hc.oidutsel.sitroh//:ptth .0102 .beF .oiduts el ,sitroh yb etalpmet ,elacs lautca ,licnets daPi :etad IT i n f ra 800K IT i n f ra App store and Android store 2M a pp s a le s $9.99 599K
  49. 49. mar ke t i ng :neercs :neercs :neercs :neercs :rohtua s o f t wa re development Fre e Ru nK eep er Ru nK eep er Fre e app Pro app 2.9M Fi K s R u nt neeesp e r Pl o se s Cra sa pp s t af f :tcejorp :tcejorp :tcejorp :tcejorp s t af f a n d s o f t wa r e development 100K ad s hc.oidutsel.sitroh//:ptth .0102 .beF .oiduts el ,sitroh yb etalpmet ,elacs lautca ,licnets daPi :etad IT i n f ra 00 41MK 2M iP h o ne s10M + An dro id P h o ne s us e rs 82MK 00 IT i n f ra App store and Android store www 6 2M l pp a le s caa s sss a le s $9.99 $19.99 599K
  50. 50. mar ke t i ng :neercs :neercs :neercs :neercs :rohtua s o f t wa re development Fre e Ru nK eep er Ru nK eep er Fre e app Pro app 2M iP h o ne s10M + An dro id P h o ne s us e rs 88M 5. Fi K s R u nt neeesp e r o P l a sabe s CrC luspp s t af f :tcejorp :tcejorp :tcejorp :tcejorp 00 41MK s t af f a n d s o f t wa r e development 100K ad s hc.oidutsel.sitroh//:ptth .0102 .beF .oiduts el ,sitroh yb etalpmet ,elacs lautca ,licnets daPi :etad IT i n f ra 82MK 00 IT i n f ra App store and Android store www 9 6 2M l p a tio caa psss le sn subscripa le s 4 $9.99 $19.99
  51. 51. Testing
  52. 52. iS e Sng m a r k Et U G :neercs :rohtua s o t wa Geflopm re dev UESS e nt Fre e Ru nK eep er ESS GUapp Pro Fi t E s s GUneSS s t afSS UE f G C lub :tcejorp S 1M s t af f a n d s o f t wSre UE a S G pment develo 100K GUESS ad s hc.oidutsel.sitroh//:ptth .0102 .beF .oiduts el ,sitroh yb etalpmet ,elacs lautca ,licnets daPi :etad IGiUEa T nf r S 2M IT i n f ESS GU r a iP h o ne s10M + An dro id P hUESS G o ne s us e rs App store and Android S S stor GUeE www 9M ub U ipt S sGscrESion $4.99
  53. 53. mar ke t i ng :neercs :rohtua s o f t wa re development Fre e Ru nK eep er Pro app Fi t ne s s C lub s t af f :tcejorp 1M s t af f a n d s o f t wa r e development 100K ad s hc.oidutsel.sitroh//:ptth .0102 .beF .oiduts el ,sitroh yb etalpmet ,elacs lautca ,licnets daPi :etad IT i n f ra Learn 2M IT i n f ra iP h o ne s10M + An dro id P h o ne s us e rs test App store and Android store www 9M subscription $4.99
  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. Thank You!
  57. 57. New Model test pivot Learn
  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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