Founder
Business Model
Centric

Design

salim@foundercentric.com
@FOUNDERCENTRIC
WWW.FOUNDERCENTRIC.COM

devin hunt

JORDAN SCHLIPF

salim virani

rob fitzpatrick

PRODUCT & UX

SALES & I...
Business Model
Uses

Founder
Centric
Today
Pull apart your assumptions
!

Spot better options
!

Know what to test - balance
focus & opportunity
Founder

Centric
by Helgi Halldórsson/
Freddi
Is this business
model innovation?

Founder
Centric
Marketing Success!
Business fail.
Pull Apart
Your Business
Model
Parts

✓

Checklists & dashboards

✓
✓

✓ ✓ ✓
✓✓
✓✓ ✓
✓ ✓
✓✓ ✓
✓
✓ ✓
✓ ✓
Is this Lean?

by Luis Morello

Founder
Centric
Whole

Understanding & validating core dynamics
Bird-eye view of our
processes.
!

“Most complex business
model ever (tm).”
!

It worked. But too many
moving parts.

@and...
Us:

fanbase
building

crowdsourcing

prototyping

preordering

production

logistics

webshop
Production
Sourcing

Logistics

Stock	

Materials

Production
	

Control
esign - 

Crowdsourcing You d
the rest.
we do

Pe...
Us:

fanbase
building

Fans

crowdsourcing

prototyping

preordering

Emerging	

Designers

production

logistics

webshop...
@andreasklinger
Us:

fanbase
building

crowdsourcing

prototyping

preordering

production

logistics

Emerging	

Designers

Fans

webshop...
Production
Sourcing

Logistics

Production
	

Control
esign - 

Crowdsourcing You d
the rest.
we do

Online	

Community

P...
What’s the problem here?
We wanted more users, so
we marketed...
...which was rendered
worthless by our retention.
“I wish I knew that sooner.”
Stuff’s going wrong...

Let’s embrace it!
Use the Canvas as
X-Ray goggles.
What on earth are
you on about?
RS

I
PA

Pick my brain.
ON
E
AG
ST

Present
their model
How did you do?
Explains the business?
Focused on the main bits?
Used fewest post-its?
Good, engaging story?
Changing something
changes everything.
You can’t think about any one part
without thinking about the rest.
A “simple”
change.
Everything is
connected.
dropped
call? :(
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...
POS	

grators
Inte

Real Gift

Biz Dev

the love
Share

Online	

	

in
Onl
Transaction
saction
Tran

stant 	

In
ification
...
by Luis Morello

Founder
Centric
Send
a gift

Will they
remember?

Gift-giving
opportunity

Will people think of sending a gift from their
phone when there...
Trust
Who?

Who will trust GiftCannon?
Get a
gift

Mobile

Will people receive a gift over their mobile?
Get a
gift

SMS

Will people receive a gift over their text
message?
Get a
gift
Facebook

Will people receive a gift over their Facebook?
Get a
gift

Link for
Facebook or
Email

Send a gift with a link over email or Facebook.
Get a
gift

In
store

Recipi
ents

Will recipients redeem their gift?
More
custo
mers

Shops

Commission
Will shops work with us to redeem gifts?
brand
who?

aware
ness

Which partners can jumpstart our growth?
stick
around

will
recipien
ts send
mobile gifts?

Will gift recipients stick around and start
sending gifts themselves?
trust nonGiftca
stude
nnon
nts
mobile

Will this work beyond students?
Test the

scary bits first.
(not the fun bits)
Spot Better
Options
Success comes from persistently improving
and inventing, not from persistently pushing
what's not working.
- Derek Sivers
Business model design is
finding the few options
that matter.
Platform

Platform
Mass customisation

Crowdsource

Ad-supported

Viral
Transactional

Value-based	

pricing
Direct-over-viral

Multi-sided	
...
Balance Focus
&
Opportunity
Scaffolding
Option Cards

Balancing focus and opportunity
using business model dynamics.
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 Ca...
Build
Learn

Your
Validation
heartbeat.

Measure
“I wish I knew that sooner.”
Thanks!
Salim Virani
salim@foundercentric.com
!

www.foundercentric.com
Founder
Centric

HERE TO HELP!
salim@foundercentric.com
@SaintSal
Learn more! bit.ly/fc-list
Bonus!
EX

Obstacles

Goals

SE

Jobs

Current
Solution

CI
ER

Customer Slicing

Decision
Trigger

More useful customer segments...
Affordable Loss.

What I’ve
got

Small partnerships first.

Effectuation
How successful entrepreneurs move forward.

What I...
Market

Industry

Establishment

Trends
Macro
Alignment

7 ways to
die. Choose
none.

Skills

Connections

Micro

Customer...
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
Business model design   emerge
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Business model design emerge

  1. 1. Founder Business Model Centric Design salim@foundercentric.com
  2. 2. @FOUNDERCENTRIC WWW.FOUNDERCENTRIC.COM devin hunt JORDAN SCHLIPF salim virani rob fitzpatrick PRODUCT & UX SALES & INVESTMENT BUSINESS MODEL DESIGN & MENTORING CUSTOMER DEVELOPMENT & LEAN STARTUP ! ! ! !
  3. 3. Business Model Uses Founder Centric
  4. 4. Today Pull apart your assumptions ! Spot better options ! Know what to test - balance focus & opportunity
  5. 5. Founder Centric by Helgi Halldórsson/ Freddi
  6. 6. Is this business model innovation? Founder Centric
  7. 7. Marketing Success!
  8. 8. Business fail.
  9. 9. Pull Apart Your Business Model
  10. 10. Parts ✓ Checklists & dashboards ✓ ✓ ✓ ✓ ✓ ✓✓ ✓✓ ✓ ✓ ✓ ✓✓ ✓ ✓ ✓ ✓ ✓ ✓
  11. 11. Is this Lean? by Luis Morello Founder Centric
  12. 12. Whole Understanding & validating core dynamics
  13. 13. Bird-eye view of our processes. ! “Most complex business model ever (tm).” ! It worked. But too many moving parts. @andreasklinger
  14. 14. Us: fanbase building crowdsourcing prototyping preordering production logistics webshop
  15. 15. Production Sourcing Logistics Stock Materials Production Control esign - 
 Crowdsourcing You d the rest. we do Personal
 support Online Community Production Pool of talent how acebook F Know n Facebook roductio P P Industry R Network Industry Network Network Stock rel Prototyping Appa Production Emerging Designers Consumers Fans Selling Clothes
  16. 16. Us: fanbase building Fans crowdsourcing prototyping preordering Emerging Designers production logistics webshop Consumers
  17. 17. @andreasklinger
  18. 18. Us: fanbase building crowdsourcing prototyping preordering production logistics Emerging Designers Fans webshop Consumers Competitor: fanbase building crowdsourcing prototyping preordering production logistics webshop
  19. 19. Production Sourcing Logistics Production Control esign - 
 Crowdsourcing You d the rest. we do Online Community Production Pool of talent how acebook F Know n Facebook roductio P P Industry R Network Industry Network Network $ Stock Materials Personal
 support Stock rel Prototyping Appa Production Emerging Designers Consumers Fans Selling Clothes
  20. 20. What’s the problem here?
  21. 21. We wanted more users, so we marketed...
  22. 22. ...which was rendered worthless by our retention.
  23. 23. “I wish I knew that sooner.”
  24. 24. Stuff’s going wrong... Let’s embrace it!
  25. 25. Use the Canvas as X-Ray goggles.
  26. 26. What on earth are you on about?
  27. 27. RS I PA Pick my brain.
  28. 28. ON E AG ST Present their model
  29. 29. How did you do? Explains the business? Focused on the main bits? Used fewest post-its? Good, engaging story?
  30. 30. Changing something changes everything. You can’t think about any one part without thinking about the rest.
  31. 31. A “simple” change.
  32. 32. Everything is connected.
  33. 33. dropped call? :(
  34. 34. 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?
  35. 35. POS grators Inte Real Gift Biz Dev the love Share Online in Onl Transaction saction Tran stant In ification Grat Real-time Redemption Mobile Phone c More Traffi & Spend Direct Sales Nationa l Brands Venue Netwo rk yment Pa ateways g Personal Direct S Free gif ales t er gift Pay p Gifters Recipients Venues % Cut
  36. 36. by Luis Morello Founder Centric
  37. 37. Send a gift Will they remember? Gift-giving opportunity Will people think of sending a gift from their phone when there’s a gift-giving opportunity?
  38. 38. Trust Who? Who will trust GiftCannon?
  39. 39. Get a gift Mobile Will people receive a gift over their mobile?
  40. 40. Get a gift SMS Will people receive a gift over their text message?
  41. 41. Get a gift Facebook Will people receive a gift over their Facebook?
  42. 42. Get a gift Link for Facebook or Email Send a gift with a link over email or Facebook.
  43. 43. Get a gift In store Recipi ents Will recipients redeem their gift?
  44. 44. More custo mers Shops Commission Will shops work with us to redeem gifts?
  45. 45. brand who? aware ness Which partners can jumpstart our growth?
  46. 46. stick around will recipien ts send mobile gifts? Will gift recipients stick around and start sending gifts themselves?
  47. 47. trust nonGiftca stude nnon nts mobile Will this work beyond students?
  48. 48. Test the scary bits first. (not the fun bits)
  49. 49. Spot Better Options
  50. 50. Success comes from persistently improving and inventing, not from persistently pushing what's not working. - Derek Sivers
  51. 51. Business model design is finding the few options that matter.
  52. 52. Platform Platform
  53. 53. Mass customisation Crowdsource Ad-supported Viral Transactional Value-based pricing Direct-over-viral Multi-sided market Event-supported SaaS Licensing Bundling Platform App sale + Subscription in-app purchase Platform Purchase-timing
  54. 54. Balance Focus & Opportunity
  55. 55. Scaffolding
  56. 56. Option Cards Balancing focus and opportunity using business model dynamics.
  57. 57. 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 Growth Engines to make sure it’s relevant.)
  58. 58. Build Learn Your Validation heartbeat. Measure
  59. 59. “I wish I knew that sooner.”
  60. 60. Thanks! Salim Virani salim@foundercentric.com ! www.foundercentric.com
  61. 61. Founder Centric HERE TO HELP! salim@foundercentric.com @SaintSal Learn more! bit.ly/fc-list
  62. 62. Bonus!
  63. 63. EX Obstacles Goals SE Jobs Current Solution CI ER Customer Slicing Decision Trigger More useful customer segments based on their current behavour. They are real people (not attributes!) It’s clear where to find them. You’ll walk away if they aren’t a good fit. Interest Trigger
  64. 64. Affordable Loss. What I’ve got Small partnerships first. Effectuation How successful entrepreneurs move forward. What I can do Multiple goals based on current resources.
  65. 65. Market Industry Establishment Trends Macro Alignment 7 ways to die. Choose none. Skills Connections Micro Customer Need & Behaviour Lock-in & copyability Modified from 7 Domains, From The New Business Road Test, by John Mullins
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