Business
Models
Wednesday, 7 August 13
“I wish I knew that sooner.”
Wednesday, 7 August 13
You’ve got a ton of options
Wednesday, 7 August 13
Early stage strategy is
finding the few that matter.
Wednesday, 7 August 13
4% conversion rate = win!
Wednesday, 7 August 13
4% conversion rate = win?
Wednesday, 7 August 13
We obsess over
the details.
Wednesday, 7 August 13
And miss the big picture.
Wednesday, 7 August 13
Marketing Success!
Wednesday, 7 August 13
Business fail.
Wednesday, 7 August 13
We had a
big picture
problem!
Wednesday, 7 August 13
Alex Osterwalder’s
Business Model Canvas
is the big picture.
Wednesday, 7 August 13
What happened? Let’s look at the business model...
Wednesday, 7 August 13
Wednesday, 7 August 13
Your business model has holes
Wednesday, 7 August 13
Wednesday, 7 August 13
We wanted more users, so
we marketed...
Wednesday, 7 August 13
...which was rendered
worthless by our retention.
Wednesday, 7 August 13
Stuff’s going wrong...
Let’s embrace it!
Wednesday, 7 August 13
Test the
scary bits first.
(not the fun bits)
Wednesday, 7 August 13
Navigating through options, hypotheses
& environmental changes.
Understanding dynamics between
parts & articulating a clea...
Changing something
changes everything.
Wednesday, 7 August 13
A “simple”
change.
Wednesday, 7 August 13
You can’t think
about any one part
without thinking
about the rest.
Wednesday, 7 August 13
Wednesday, 7 August 13
Faster production
Production
Wednesday, 7 August 13
Clothing
labels &
distributors
Faster production
Production
Wednesday, 7 August 13
Clothing
labels &
distributors
Faster tomarket
Faster production
Production
Wednesday, 7 August 13
Clothing
labels &
distributors
Faster tomarket
Faster production
Production
Production fees
Wednesday, 7 August 13
Wednesday, 7 August 13
Faster production
Production
Wednesday, 7 August 13
Designers
Consumers
Fan Base
Faster production
Production
Wednesday, 7 August 13
Designers
Consumers
Fan Base
You design -
we do the rest.
Faster production
Production
Pool of talent
Wednesday, 7 August ...
Designers
Consumers
Fan Base
You design -
we do the rest.
Faster production
Production
Online
tools
Pool of talent
Wednesd...
Designers
Consumers
Fan Base
You design -
we do the rest.
Faster production
Production
Personal
support
Online
tools
Pool ...
Designers
Consumers
Fan BaseFacebookFacebook
You design -
we do the rest.
Faster production
Production
Personal
support
On...
Designers
Consumers
Fan Base
Selling Clothes
FacebookFacebook
You design -
we do the rest.
Faster production
Production
Pe...
Designers
Consumers
Fan Base
Selling Clothes
FacebookFacebook
You design -
we do the rest.
Faster production
Production
Pe...
Designers
Consumers
Fan Base
Selling Clothes
FacebookFacebook
You design -
we do the rest.
Faster production
Production
Pe...
You can’t think
about any one part
without thinking
about the rest.
Wednesday, 7 August 13
Use the Canvas as
X-Ray goggles.
Wednesday, 7 August 13
Wednesday, 7 August 13
What on earth are
you on about?
Wednesday, 7 August 13
Pick my brain.
PAIRS
Wednesday, 7 August 13
Wednesday, 7 August 13
Present
their model
ON
STAGE
Wednesday, 7 August 13
How did you do?
Explains the business?
Focused on the main bits?
Used fewest post-its?
Good, engaging story?
Wednesday, 7 ...
Wednesday, 7 August 13
Good for vision,
inventing and improving.
Bad for getting stuck on
specifics that don’t work.
Tenacity
Wednesday, 7 August ...
Platform Platform
Wednesday, 7 August 13
Platform Platform
Mass customisation
Value-based
pricing
App sale +
in-app purchase
Subscription
Transactional
Multi-sided...
Know your options.
Wednesday, 7 August 13
Wednesday, 7 August 13
What’s the
big opportunity?
W
RITE
IT
DOW
N
Wednesday, 7 August 13
Business model prototyping
No writing on the canvas - use post-its
Use the post-its as you discuss. Move them around.
3 mi...
Business model prototyping
No writing on the canvas - use post-its
Use the post-its as you discuss. Move them around.
3 mi...
Platform Platform
Wednesday, 7 August 13
Platform Platform
Mass customisation
Value-based
pricing
App sale +
in-app purchase
Subscription
Transactional
Multi-sided...
Navigating through options, hypotheses
& environmental changes.
Understanding dynamics between
parts & articulating a clea...
Nail down your business model,
one bit at a time.
Option cards
Wednesday, 7 August 13
Wednesday, 7 August 13
One dynamic per card.
2 -3 dots per card.
How do
authors
prebuild
customer lists?
CLINIC
Wednesday, 7 August 13
One dynamic per card.
2 -3 dots per card.
How do
authors
prebuild
customer lists?
Will ppl buy pet
food on
Facebook?
CLINI...
One dynamic per card.
2 -3 dots per card.
How do
authors
prebuild
customer lists?
Evan can intro
me to Joe at
Initrode.Wil...
One dynamic per card.
2 -3 dots per card.
How do
authors
prebuild
customer lists? Sell to y2k
software houses
through Init...
Wednesday, 7 August 13
Wednesday, 7 August 13
You’ve built a great app.
Users use the free trial.
They love it. They use it
every day. When the free
trial expires, they...
Scaffolding
Wednesday, 7 August 13
Understanding our options.
IN
TEAM
S
Wednesday, 7 August 13
Who will our next 10 customers be?
Where are they looking? And for what?
Wednesday, 7 August 13
What needs do your customers have?
How do they solve them now?
Wednesday, 7 August 13
To multiply my customer base by 10, I can attract
them through _____________ .
Wednesday, 7 August 13
What are the different ways we can make money?
Wednesday, 7 August 13
How would our business change if we could only
charge 5% of we’re planning to?
Wednesday, 7 August 13
How would our business change if we didn’t have
a web site or app?
Wednesday, 7 August 13
When customers have this problem, or are
tackling this task, where do they seek help and
advice?
Wednesday, 7 August 13
Which customers have different expectations
about service levels or relationship?
Wednesday, 7 August 13
What are our possible revenue streams? What
customers pay for that, in that way, and why?
Wednesday, 7 August 13
Are there customers at the low-end who would
pay less for lower performance? What if they
were our ONLY customer?
Wednesda...
How could we increase switching costs?
Wednesday, 7 August 13
Who are the people in our network that can fast-
track our business? How?
Wednesday, 7 August 13
Balancing focus &
opportunity
Wednesday, 7 August 13
What I
can do
What I’ve
got
Small partnerships.
Affordable Loss.
IN
TEAM
S
Wednesday, 7 August 13
“I wish I knew that sooner.”
Wednesday, 7 August 13
Pick a
learning goal
What big make-or-break risks
or idea is the one you want to
nail down this week?
(Hint: use the Canva...
Your
Validation
heartbeat.
Wednesday, 7 August 13
Build
Learn
Measure
Your
Validation
heartbeat.
Wednesday, 7 August 13
Build
Learn
Measure
1) Start with your
learning goal.
Wednesday, 7 August 13
Build
Learn
Measure
1) Start with your
learning goal.
Wednesday, 7 August 13
Build
Learn
Measure
1) Start with your
learning goal.
Learn Confirm
Wednesday, 7 August 13
Build
Learn
Measure
1) Start with your
learning goal.
2) Then decide what you need to
measure or observe.
Learn Confirm
Wed...
Build
Learn
Measure
1) Start with your
learning goal.
2) Then decide what you need to
measure or observe.
3) Then only bui...
Minimum Viable
What is the minimum thing I need to build
to prove or disprove this?
Wednesday, 7 August 13
Limit your
work in progress.
Wednesday, 7 August 13
Salim Virani
@SaintSal
salim@saintsal.com
www.foundercentric.com
Thanks!
Wednesday, 7 August 13
Wednesday, 7 August 13
Bonus!
Wednesday, 7 August 13
Meeting every week with fellow founders to share our
weekly progress, and get advice to stay on track.
Braintrust
Wednesda...
Braintrust
3 minutes each to present
your learning & goals. 5
minutes each for feedback.
Feedback is focused on risks,
lea...
Take 3 minutes to prepare at:
foundercentric.com/
learningprogress
Wednesday, 7 August 13
What you learned.
Progress
Obstacles in reaching your learning goal.
Problems
What will you learn by next week?
Learning G...
Investor relations
Transparency & clarity on
where they can help.
Wednesday, 7 August 13
Make the accelerator accelerate you!
Lead time
Wednesday, 7 August 13
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Advanced business models i catapult

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Advanced business models i catapult

  1. 1. Business Models Wednesday, 7 August 13
  2. 2. “I wish I knew that sooner.” Wednesday, 7 August 13
  3. 3. You’ve got a ton of options Wednesday, 7 August 13
  4. 4. Early stage strategy is finding the few that matter. Wednesday, 7 August 13
  5. 5. 4% conversion rate = win! Wednesday, 7 August 13
  6. 6. 4% conversion rate = win? Wednesday, 7 August 13
  7. 7. We obsess over the details. Wednesday, 7 August 13
  8. 8. And miss the big picture. Wednesday, 7 August 13
  9. 9. Marketing Success! Wednesday, 7 August 13
  10. 10. Business fail. Wednesday, 7 August 13
  11. 11. We had a big picture problem! Wednesday, 7 August 13
  12. 12. Alex Osterwalder’s Business Model Canvas is the big picture. Wednesday, 7 August 13
  13. 13. What happened? Let’s look at the business model... Wednesday, 7 August 13
  14. 14. Wednesday, 7 August 13
  15. 15. Your business model has holes Wednesday, 7 August 13
  16. 16. Wednesday, 7 August 13
  17. 17. We wanted more users, so we marketed... Wednesday, 7 August 13
  18. 18. ...which was rendered worthless by our retention. Wednesday, 7 August 13
  19. 19. Stuff’s going wrong... Let’s embrace it! Wednesday, 7 August 13
  20. 20. Test the scary bits first. (not the fun bits) Wednesday, 7 August 13
  21. 21. Navigating through options, hypotheses & environmental changes. Understanding dynamics between parts & articulating a clear story. Parts Whole Progress Checklists & dashboards1 2 3 Wednesday, 7 August 13
  22. 22. Changing something changes everything. Wednesday, 7 August 13
  23. 23. A “simple” change. Wednesday, 7 August 13
  24. 24. You can’t think about any one part without thinking about the rest. Wednesday, 7 August 13
  25. 25. Wednesday, 7 August 13
  26. 26. Faster production Production Wednesday, 7 August 13
  27. 27. Clothing labels & distributors Faster production Production Wednesday, 7 August 13
  28. 28. Clothing labels & distributors Faster tomarket Faster production Production Wednesday, 7 August 13
  29. 29. Clothing labels & distributors Faster tomarket Faster production Production Production fees Wednesday, 7 August 13
  30. 30. Wednesday, 7 August 13
  31. 31. Faster production Production Wednesday, 7 August 13
  32. 32. Designers Consumers Fan Base Faster production Production Wednesday, 7 August 13
  33. 33. Designers Consumers Fan Base You design - we do the rest. Faster production Production Pool of talent Wednesday, 7 August 13
  34. 34. Designers Consumers Fan Base You design - we do the rest. Faster production Production Online tools Pool of talent Wednesday, 7 August 13
  35. 35. Designers Consumers Fan Base You design - we do the rest. Faster production Production Personal support Online tools Pool of talent Wednesday, 7 August 13
  36. 36. Designers Consumers Fan BaseFacebookFacebook You design - we do the rest. Faster production Production Personal support Online tools Pool of talent Wednesday, 7 August 13
  37. 37. Designers Consumers Fan Base Selling Clothes FacebookFacebook You design - we do the rest. Faster production Production Personal support Online tools Pool of talent Wednesday, 7 August 13
  38. 38. Designers Consumers Fan Base Selling Clothes FacebookFacebook You design - we do the rest. Faster production Production Personal support Online tools Pool of talent Wednesday, 7 August 13
  39. 39. Designers Consumers Fan Base Selling Clothes FacebookFacebook You design - we do the rest. Faster production Production Personal support Online tools Pool of talent Wednesday, 7 August 13
  40. 40. You can’t think about any one part without thinking about the rest. Wednesday, 7 August 13
  41. 41. Use the Canvas as X-Ray goggles. Wednesday, 7 August 13
  42. 42. Wednesday, 7 August 13
  43. 43. What on earth are you on about? Wednesday, 7 August 13
  44. 44. Pick my brain. PAIRS Wednesday, 7 August 13
  45. 45. Wednesday, 7 August 13
  46. 46. Present their model ON STAGE Wednesday, 7 August 13
  47. 47. How did you do? Explains the business? Focused on the main bits? Used fewest post-its? Good, engaging story? Wednesday, 7 August 13
  48. 48. Wednesday, 7 August 13
  49. 49. Good for vision, inventing and improving. Bad for getting stuck on specifics that don’t work. Tenacity Wednesday, 7 August 13
  50. 50. Platform Platform Wednesday, 7 August 13
  51. 51. Platform Platform Mass customisation Value-based pricing App sale + in-app purchase Subscription Transactional Multi-sided market Licensing Crowdsource Ad-supported Event-supported SaaS Bundling Viral Direct-over-viral Purchase-timing Wednesday, 7 August 13
  52. 52. Know your options. Wednesday, 7 August 13
  53. 53. Wednesday, 7 August 13
  54. 54. What’s the big opportunity? W RITE IT DOW N Wednesday, 7 August 13
  55. 55. Business model prototyping No writing on the canvas - use post-its Use the post-its as you discuss. Move them around. 3 minutes max per model - quantity over quality Wednesday, 7 August 13
  56. 56. Business model prototyping No writing on the canvas - use post-its Use the post-its as you discuss. Move them around. 3 minutes max per model - quantity over quality Tip - aim for around 4-7 post-its per model IN TEAM S Wednesday, 7 August 13
  57. 57. Platform Platform Wednesday, 7 August 13
  58. 58. Platform Platform Mass customisation Value-based pricing App sale + in-app purchase Subscription Transactional Multi-sided market Licensing Crowdsource Ad-supported Event-supported SaaS Bundling Viral Direct-over-viral Purchase-timing Wednesday, 7 August 13
  59. 59. Navigating through options, hypotheses & environmental changes. Understanding dynamics between parts & articulating a clear story. Parts Whole Progress Checklists & dashboards1 2 3 Wednesday, 7 August 13
  60. 60. Nail down your business model, one bit at a time. Option cards Wednesday, 7 August 13
  61. 61. Wednesday, 7 August 13
  62. 62. One dynamic per card. 2 -3 dots per card. How do authors prebuild customer lists? CLINIC Wednesday, 7 August 13
  63. 63. One dynamic per card. 2 -3 dots per card. How do authors prebuild customer lists? Will ppl buy pet food on Facebook? CLINIC Wednesday, 7 August 13
  64. 64. One dynamic per card. 2 -3 dots per card. How do authors prebuild customer lists? Evan can intro me to Joe at Initrode.Will ppl buy pet food on Facebook? CLINIC Wednesday, 7 August 13
  65. 65. One dynamic per card. 2 -3 dots per card. How do authors prebuild customer lists? Sell to y2k software houses through Initrode Evan can intro me to Joe at Initrode.Will ppl buy pet food on Facebook? CLINIC Wednesday, 7 August 13
  66. 66. Wednesday, 7 August 13
  67. 67. Wednesday, 7 August 13
  68. 68. You’ve built a great app. Users use the free trial. They love it. They use it every day. When the free trial expires, they don’t buy. Why? DISCUSSION Wednesday, 7 August 13
  69. 69. Scaffolding Wednesday, 7 August 13
  70. 70. Understanding our options. IN TEAM S Wednesday, 7 August 13
  71. 71. Who will our next 10 customers be? Where are they looking? And for what? Wednesday, 7 August 13
  72. 72. What needs do your customers have? How do they solve them now? Wednesday, 7 August 13
  73. 73. To multiply my customer base by 10, I can attract them through _____________ . Wednesday, 7 August 13
  74. 74. What are the different ways we can make money? Wednesday, 7 August 13
  75. 75. How would our business change if we could only charge 5% of we’re planning to? Wednesday, 7 August 13
  76. 76. How would our business change if we didn’t have a web site or app? Wednesday, 7 August 13
  77. 77. When customers have this problem, or are tackling this task, where do they seek help and advice? Wednesday, 7 August 13
  78. 78. Which customers have different expectations about service levels or relationship? Wednesday, 7 August 13
  79. 79. What are our possible revenue streams? What customers pay for that, in that way, and why? Wednesday, 7 August 13
  80. 80. Are there customers at the low-end who would pay less for lower performance? What if they were our ONLY customer? Wednesday, 7 August 13
  81. 81. How could we increase switching costs? Wednesday, 7 August 13
  82. 82. Who are the people in our network that can fast- track our business? How? Wednesday, 7 August 13
  83. 83. Balancing focus & opportunity Wednesday, 7 August 13
  84. 84. What I can do What I’ve got Small partnerships. Affordable Loss. IN TEAM S Wednesday, 7 August 13
  85. 85. “I wish I knew that sooner.” Wednesday, 7 August 13
  86. 86. Pick a learning goal What big make-or-break risks or idea is the one you want to nail down this week? (Hint: use the Canvas or metrics to make sure it’s relevant.) Wednesday, 7 August 13
  87. 87. Your Validation heartbeat. Wednesday, 7 August 13
  88. 88. Build Learn Measure Your Validation heartbeat. Wednesday, 7 August 13
  89. 89. Build Learn Measure 1) Start with your learning goal. Wednesday, 7 August 13
  90. 90. Build Learn Measure 1) Start with your learning goal. Wednesday, 7 August 13
  91. 91. Build Learn Measure 1) Start with your learning goal. Learn Confirm Wednesday, 7 August 13
  92. 92. Build Learn Measure 1) Start with your learning goal. 2) Then decide what you need to measure or observe. Learn Confirm Wednesday, 7 August 13
  93. 93. Build Learn Measure 1) Start with your learning goal. 2) Then decide what you need to measure or observe. 3) Then only build what it takes. Learn Confirm Wednesday, 7 August 13
  94. 94. Minimum Viable What is the minimum thing I need to build to prove or disprove this? Wednesday, 7 August 13
  95. 95. Limit your work in progress. Wednesday, 7 August 13
  96. 96. Salim Virani @SaintSal salim@saintsal.com www.foundercentric.com Thanks! Wednesday, 7 August 13
  97. 97. Wednesday, 7 August 13
  98. 98. Bonus! Wednesday, 7 August 13
  99. 99. Meeting every week with fellow founders to share our weekly progress, and get advice to stay on track. Braintrust Wednesday, 7 August 13
  100. 100. Braintrust 3 minutes each to present your learning & goals. 5 minutes each for feedback. Feedback is focused on risks, learning methods & environment - not your ideas! Wednesday, 7 August 13
  101. 101. Take 3 minutes to prepare at: foundercentric.com/ learningprogress Wednesday, 7 August 13
  102. 102. What you learned. Progress Obstacles in reaching your learning goal. Problems What will you learn by next week? Learning Goal Wednesday, 7 August 13
  103. 103. Investor relations Transparency & clarity on where they can help. Wednesday, 7 August 13
  104. 104. Make the accelerator accelerate you! Lead time Wednesday, 7 August 13
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