business model
prototyping
& moats
http://startupmba.foundercentric.com
hello@foundercentric.com
foundercentric.com
@foundercentric
!
Mailing list: http://bit.ly/fc-list
Part I
Prototyping,
communication
and exploration
Alex Osterwalder’s
Business Model Canvas
Value propositions
aren’t just lists of
features.
!
It’s how you create
joy or relieve pain.
You sell your value propositi...
Very specific
customer
segments are
easier to think
about.
!
It’s better to have
multiple specific
segments than a
single ge...
Who you reach through some
channel
Channel has 2
parts: how they
hear about it and
how they actually
buy it
How do you stop
them from
forgetting about
you next time?
!
How do you
increase lock-in
and retention?
You have an ongoing...
The right side of
the canvas is
customer-facing.
!
It’s about reaching
& keeping the
customer and
generating
revenue.
That...
Innovation on the
left half of the
canvas is about
managing costs
The left side is how you create
the value proposition.Th...
What is the activity
so strategically
core to your
business that you
would never
outsource it?
To create the value proposi...
Key Resources are
things competitors
would have to
replicate in order
to compete.
!
It could be your
tech, your patents,
o...
Your company has
certain core
competencies
used to create &
deliver the value
proposition.
!
Everything else can
potential...
There are lots of
ways to use the
canvas
Los Angeles Times Magazine, 1992
Question
What is ebay’s
business model for
collectors?
Sell
anything
Sell
anything
Indie
merchants
Sell
anything
Collectors
Indie
merchants
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
What makes ebay’s model so strong?
The Key Resources are
difficult to reproduce
since they depend on
being the biggest
Question
Why has ebay been so
resistant to competitors?
What makes its model so
strong?
Sell
anything
CollectorsBuy hard-
to-find
products
Indie
merchants
% commission
Ads
SEO
The most
buyers
The most
sellers
Th...
Ebay’s network effect
Ebay’s Key Resources are all
a result of being the biggest,
so they always have an edge
over any new ...
Does this capture every
detail of ebay’s business?
What about Paypal?
Power sellers?
Buy-it-now?
Business models are sketches
Sketches aren’t meant to be
perfect. They’re a disposable
tool for understanding and
communic...
Question
Why do Chrome
and Android matter
so much to Google?
Searchers
Find
anything
Searchers
Find
anything
Searchers
?
Find
anything
Searchers
.000X / search
So who is paying?
Find
anything
Searchers
.000X / search
Find
anything
Searchers
.000X / search
Advertisers
Find
anything
Searchers
.000X / search $ / click
Advertisers
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Measurable
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Measurable
Any budget
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Measurable
Any budget
Big audience
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
Those are the basics.
But how do they get
and keep users?
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Big audience
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Big audience
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Seems weak.
When the answer
seems suspicious,
keep looking.
When you searched
for something today,
why did you use
Google?
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
The default?
Where?
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Word of
mouth?
Brand?
Twitter?
Big...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Question
Why do Chrome
and Android matter
so much to Google?
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
Mozi...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
Find
anything
Searchers
Advertisers
.000X / search $ / click
Cost-
effective
advertising
Big audience
It’s the
default
$X00...
The business model holds the answer
If Google didn’t win with
Chrome and Android, they would
be forced to spend a fortune ...
In review:
You sell your value proposition...
To a customers segment
Who you reach through some
channel
You have an ongoing relationship
to create retention and lock-in
That’s how you make money.
The left side is how you create
the value proposition.That costs
you money.
To create the value proposition,
you do certain Key Activities
Using your Key Resources
Anything you don’t do or have
yourself, you get from a partner.
Final business model tips
• Separate colors for each customer
segment











Final business model tips
• Separate colors for each customer
segment
• Use as few sticky notes as possible







Final business model tips
• Separate colors for each customer
segment
• Use as few sticky notes as possible
• Focus on qui...
Final business model tips
• Separate colors for each
customer segment
• Use as few sticky notes as
possible
• Focus on qui...
Questions?
Zappos
Question
How did Zappos
survive against
Amazon and others?
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Logistics &
fulfillment
Marketing
MarketingW...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Logistics &
fulfillment
Marketing
MarketingW...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Logistics &
fulfillment
Marketing
MarketingW...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Logistics &
fulfillment
Marketing
MarketingW...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Shoe-
focused
logistics &
fulfillment
Market...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Shoe-
focused
logistics &
fulfillment
Market...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Shoe-
focused
logistics &
fulfillment
Market...
Huge shoe
selection U.S. shoe
buyers
Display
ads
$ / pair
Returns
Fast &
cheap
Shoe-
focused
logistics &
fulfillment
Market...
Huge shoe
selection U.S. shoe
buyers
Display
ads
“Try it on
at home”
returns
$ / pair
Returns
Fast &
cheap
Shoe-
focused
l...
Huge shoe
selection U.S. shoe
buyers
Display
ads
“Try it on
at home”
returns
$ / pair
Returns
Fast &
cheap
Shoe-
focused
l...
Huge shoe
selection U.S. shoe
buyers
Display
ads
Ridiculous
customer
service
“Try it on
at home”
returns
$ / pair
Returns
...
Huge shoe
selection U.S. shoe
buyers
Display
ads
Ridiculous
customer
service
“Try it on
at home”
returns
$ / pair
Returns
...
Huge shoe
selection U.S. shoe
buyers
Display
ads
Ridiculous
customer
service
“Try it on
at home”
returns
$ / pair
Returns
...
Startup MBA 2.1 - Business models - prototyping and moat design
Startup MBA 2.1 - Business models - prototyping and moat design
Startup MBA 2.1 - Business models - prototyping and moat design
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Startup MBA 2.1 - Business models - prototyping and moat design

  1. 1. business model prototyping & moats http://startupmba.foundercentric.com
  2. 2. hello@foundercentric.com foundercentric.com @foundercentric ! Mailing list: http://bit.ly/fc-list
  3. 3. Part I Prototyping, communication and exploration
  4. 4. Alex Osterwalder’s Business Model Canvas
  5. 5. Value propositions aren’t just lists of features. ! It’s how you create joy or relieve pain. You sell your value proposition...
  6. 6. Very specific customer segments are easier to think about. ! It’s better to have multiple specific segments than a single generic one. To a customers segment
  7. 7. Who you reach through some channel Channel has 2 parts: how they hear about it and how they actually buy it
  8. 8. How do you stop them from forgetting about you next time? ! How do you increase lock-in and retention? You have an ongoing relationship to create retention and lock-in
  9. 9. The right side of the canvas is customer-facing. ! It’s about reaching & keeping the customer and generating revenue. That’s how you make money.
  10. 10. Innovation on the left half of the canvas is about managing costs The left side is how you create the value proposition.That costs you money.
  11. 11. What is the activity so strategically core to your business that you would never outsource it? To create the value proposition, you do certain Key Activities
  12. 12. Key Resources are things competitors would have to replicate in order to compete. ! It could be your tech, your patents, or even your user- base. Using your Key Resources
  13. 13. Your company has certain core competencies used to create & deliver the value proposition. ! Everything else can potentially come from a partner. Anything you don’t do or have yourself, you get from a partner.
  14. 14. There are lots of ways to use the canvas
  15. 15. Los Angeles Times Magazine, 1992
  16. 16. Question What is ebay’s business model for collectors?
  17. 17. Sell anything
  18. 18. Sell anything Indie merchants
  19. 19. Sell anything Collectors Indie merchants
  20. 20. Sell anything CollectorsBuy hard- to-find products Indie merchants
  21. 21. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission
  22. 22. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads
  23. 23. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO
  24. 24. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO
  25. 25. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers
  26. 26. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers
  27. 27. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers
  28. 28. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers
  29. 29. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products
  30. 30. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products Acquire users
  31. 31. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products Acquire users Acquire users
  32. 32. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products Acquire users Acquire users Ads
  33. 33. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products Acquire users Acquire users Ads Ratings
  34. 34. What makes ebay’s model so strong? The Key Resources are difficult to reproduce since they depend on being the biggest
  35. 35. Question Why has ebay been so resistant to competitors? What makes its model so strong?
  36. 36. Sell anything CollectorsBuy hard- to-find products Indie merchants % commission Ads SEO The most buyers The most sellers The most products Acquire users Acquire users Ads Ratings
  37. 37. Ebay’s network effect Ebay’s Key Resources are all a result of being the biggest, so they always have an edge over any new competitor
  38. 38. Does this capture every detail of ebay’s business? What about Paypal? Power sellers? Buy-it-now?
  39. 39. Business models are sketches Sketches aren’t meant to be perfect. They’re a disposable tool for understanding and communication.
  40. 40. Question Why do Chrome and Android matter so much to Google?
  41. 41. Searchers
  42. 42. Find anything Searchers
  43. 43. Find anything Searchers ?
  44. 44. Find anything Searchers .000X / search
  45. 45. So who is paying?
  46. 46. Find anything Searchers .000X / search
  47. 47. Find anything Searchers .000X / search Advertisers
  48. 48. Find anything Searchers .000X / search $ / click Advertisers
  49. 49. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising
  50. 50. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Measurable
  51. 51. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Measurable Any budget
  52. 52. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Measurable Any budget Big audience
  53. 53. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience
  54. 54. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience
  55. 55. Those are the basics. But how do they get and keep users?
  56. 56. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience
  57. 57. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Big audience
  58. 58. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Big audience
  59. 59. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience
  60. 60. Seems weak. When the answer seems suspicious, keep looking.
  61. 61. When you searched for something today, why did you use Google?
  62. 62. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience
  63. 63. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience Greatproduct?
  64. 64. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience Greatproduct? No other options?
  65. 65. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience Greatproduct? No other options?
  66. 66. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience
  67. 67. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience It’s the default
  68. 68. The default? Where?
  69. 69. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience It’s the default
  70. 70. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience It’s the default Mozilla’s Firefox
  71. 71. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience It’s the default Mozilla’s Firefox Apple’s Safari
  72. 72. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Word of mouth? Brand? Twitter? Big audience It’s the default Mozilla’s Firefox Apple’s Safari
  73. 73. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships
  74. 74. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships $X00 M / year
  75. 75. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships $X00 M / year
  76. 76. Question Why do Chrome and Android matter so much to Google?
  77. 77. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships $X00 M / year
  78. 78. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships $X00 M / year
  79. 79. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default Mozilla’s Firefox Apple’s Safari Browser partnerships $X00 M / year
  80. 80. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year
  81. 81. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year
  82. 82. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year Build a browser
  83. 83. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year Build a browser 35% browser share
  84. 84. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year Build a browser 35% browser share Our own browser
  85. 85. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year Build a browser 35% browser share Our own browser Phone default search
  86. 86. Find anything Searchers Advertisers .000X / search $ / click Cost- effective advertising Big audience It’s the default $X00 M / year Build a browser 35% browser share Our own browser Phone default search iOS etc...
  87. 87. The business model holds the answer If Google didn’t win with Chrome and Android, they would be forced to spend a fortune on partnerships (and might even lose their whole business)
  88. 88. In review:
  89. 89. You sell your value proposition...
  90. 90. To a customers segment
  91. 91. Who you reach through some channel
  92. 92. You have an ongoing relationship to create retention and lock-in
  93. 93. That’s how you make money.
  94. 94. The left side is how you create the value proposition.That costs you money.
  95. 95. To create the value proposition, you do certain Key Activities
  96. 96. Using your Key Resources
  97. 97. Anything you don’t do or have yourself, you get from a partner.
  98. 98. Final business model tips • Separate colors for each customer segment
 
 
 
 
 

  99. 99. Final business model tips • Separate colors for each customer segment • Use as few sticky notes as possible
 
 
 

  100. 100. Final business model tips • Separate colors for each customer segment • Use as few sticky notes as possible • Focus on quick communication, not perfect representation
 

  101. 101. Final business model tips • Separate colors for each customer segment • Use as few sticky notes as possible • Focus on quick communication, not perfect representation • Explore lots of possibilities
  102. 102. Questions?
  103. 103. Zappos
  104. 104. Question How did Zappos survive against Amazon and others?
  105. 105. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  106. 106. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  107. 107. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  108. 108. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  109. 109. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  110. 110. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing MarketingWare- houses Support staff Inventory Re-target WH staff
  111. 111. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing WH staff Support staff Inventory Re-target Ware- houses
  112. 112. Huge shoe selection U.S. shoe buyers Display ads $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses
  113. 113. Huge shoe selection U.S. shoe buyers Display ads “Try it on at home” returns $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses
  114. 114. Huge shoe selection U.S. shoe buyers Display ads “Try it on at home” returns $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses
  115. 115. Huge shoe selection U.S. shoe buyers Display ads Ridiculous customer service “Try it on at home” returns $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses
  116. 116. Huge shoe selection U.S. shoe buyers Display ads Ridiculous customer service “Try it on at home” returns $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses
  117. 117. Huge shoe selection U.S. shoe buyers Display ads Ridiculous customer service “Try it on at home” returns $ / pair Returns Fast & cheap Shoe- focused logistics & fulfillment Marketing Marketing Support staff Inventory Re-target Ware- houses Love
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