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Námskeið - NÝSKÖPUN OG STOFNUN FYRIRTÆKJA
 

Námskeið - NÝSKÖPUN OG STOFNUN FYRIRTÆKJA

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Námskeið í nýsköpun og stofnun fyrirtækja. Mentoring frá Guðjóni Má Guðjónssyni árið 2012

Námskeið í nýsköpun og stofnun fyrirtækja. Mentoring frá Guðjóni Má Guðjónssyni árið 2012

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    Námskeið - NÝSKÖPUN OG STOFNUN FYRIRTÆKJA Námskeið - NÝSKÖPUN OG STOFNUN FYRIRTÆKJA Presentation Transcript

    • NÁMSKEIÐ! NÝSKÖPUN OG STOFNUN FYRIRTÆKJAMENTORING @gudjon
    • GUÐJÓN MÁR GUÐJÓNSSON!STOFNAÐ NOKKUR FYRIRTÆKI! STOFNAÐI GR SOFTWARE 14 ÁRA ! BREYTTI NAFNINU Í GR INTERNATIONAL 6 MÁN SÍÐAR…! ZENZUZ! iceland!
    • “LEAN STARTUP” LEIKREGLUR FRUMKVÖÐLAR ERU ALLSSTAÐARFRUMKVÖÐLAMENNING ER STJÓRNUN SANNGILDUR LÆRDÓMUR SMÍÐUM – MÆLUM - LÆRUM NÝSKÖPUNARMAT
    • “LEAN STARTUP”SPROTI =TILRAUN
    • WHATHOWWHY
    • MEÐ FRAMTÍÐARSÝN!STÝRIR ÞÚ ÞÍNUM ÖRLÖGUM OG LÍFSTÍL! ÁN FRAMTÍÐARSÝNAR!MÓTAST LÍFSTÍLL OG FRAMTÍÐ ÞÍN AF ÖÐRUM!
    • HVER ER HVATINGFYRIR ÞVÍ AÐ VINNA Í •  ENGIN LEYNDARMÁL •  KÚLTÚR SEM BYGGIR Á AÐ ALLT SÉ Á BORÐINUSPROTAFYRIRTÆKI? KÚLTÚR •  HVERSU MIKIL ÁSKORUN ER Í ÁÆTLUN FYRIRTÆKISINS FYRIR ÁSKORUN MIG? •  ENDALAUS TÆKIFÆRI AÐ LÆRA NÝJA HLUTI •  AÐ DNA FYRIRTÆKISINS BYGGI Á VIRÐINGU VIRÐING •  VIÐURKENNING •  JÁKVÆÐ HVATING OG ÞÓKNUN •  HVERNIG GERUM VIÐ HEIMINN BETRI? •  HVERNIG LÁTUM VIÐ GOTT AF OKKUR SAMEIGINLEG FRAMTÍÐARSÝN LEIÐA •  HVER ER OKKAR SAGA •  MÆLANLEGUR ÁRANGUR •  DÝPRI TILGANGUR •  FYRIR HVAÐ STÖNDUM VIÐ? TILGANGURINN •  HVERS VEGNA ERUM VIÐ TIL? (THE WHY) •  HVERS VEGNA LÍKAR ÖÐRUM OKKUR GUDJON MAR GUDJONSSON, @gudjon!
    • TALIÐ UM HUGMYNDINA YKKAR!OPIN NÝSKÖPUN ER FRAMTÍÐIN! BYRJIÐ EINFALT HAFIÐ GÓÐA SÖGU. ÞAÐ MÁ BREYTABYRJIÐ STRAX MEÐ BLOGG & EHF FRAMTÍÐARSÝNIN MUN FLYTJA YKKUR YFIR FJÖLLIN! SÝNIÐ VEXTI ÞOLIMÆÐI EN ÓÞOLIMÆÐI VIÐ TEKJUR!
    • NÆSTA SKREFGERIÐ ÁÆTLUN GERIÐ LEAN BUSINESS CANVAS! “PLAN A”
    • LEAN%CANVAS%PROBLEM! SOLUTION! UNIQUE!VALUE! UNFAIR! CUSTOMER!TOP!3!PROBLEMS! TOP!3!SOLUTIONS!% % PROPOSITION! ADVANTAGE! SEGMENTS! SINGLE,!CLEAR,!COMPELLING! CAN’T!BE!EASILY!COPIED!OR! TARGET!CUSTOMERS!% % MESSAGE!THAT!STATE!WAY!YOU! BOUGHT! %% % ARE!DIFFERENT!AND!WORTH! % BUYING! %% % % % %% % % % %% % % % %% % % % % % % % % KEY!METRICS! % CHANNELS! KEY!ACTIVITIES!YOU!MEASURE! PATH!TO!CUSTOMERS! % % % % % % % % % % % %COST!STRUCTURE! REVENUE!STREAMS!CUSTOMER!ACQUISTION!COST.!DISTRIBUTION!COST.!HOSTING.!PEOPLE! REVENUE!MODEL.!!LIFE!TIME!VALUE.!REVENUE.!GROSS!MARGIN.!% %% %% %% %% %
    • FÁIÐ YKKUR BUSINESS MODEL GENERATION BÓKINA!
    • LEAN%CANVAS%PROBLEM! SOLUTION! UNIQUE!VALUE! UNFAIR! CUSTOMER!TOP!3!PROBLEMS! TOP!3!SOLUTIONS!% % PROPOSITION! ADVANTAGE! SEGMENTS! SINGLE,!CLEAR,!COMPELLING! CAN’T!BE!EASILY!COPIED!OR! TARGET!CUSTOMERS!% % MESSAGE!THAT!STATE!WAY!YOU! BOUGHT! %% % ARE!DIFFERENT!AND!WORTH! % % 3! 7!% % BUYING! % %% % % % %% % % % %% % % % % % % % % % KEY!METRICS! % CHANNELS! KEY!ACTIVITIES!YOU!MEASURE! PATH!TO!CUSTOMERS! % % % % % % 1! 2! 4! 1! % % 6! % % % %COST!STRUCTURE! REVENUE!STREAMS!CUSTOMER!ACQUISTION!COST.!DISTRIBUTION!COST.!HOSTING.!PEOPLE! REVENUE!MODEL.!!LIFE!TIME!VALUE.!REVENUE.!GROSS!MARGIN.!% % 5! 5!% %% %% %% %
    • FRÁ “PLAN A” YFIR Í“PLAN SEM GENGUR UPP”
    • NÆSTA SKREF FINNIÐ MESTU ÁHÆTTUNA ÍYKKAR ÁÆTLUN FORGANGSRAÐIÐ OG UNDIRBÚIÐ TILRAUNIR!!
    • NÆSTA SKREFSTÖÐUGAR PRÓFANIR SMÍÐ UM !
    • NÆSTA SKREF LÆRIÐ UMVANDAMÁLIN VIÐTÖL VIÐ VIÐSKIPTAVINI “THE PROBLEM INTERVIEW”
    • NÆSTA SKREFSKILGREINIÐ LAUSNIR VIÐTÖL VIÐ VIÐSKIPTAVINI “THE SOLUTION INTERVIEW”
    • ÞAR SEM VIÐ ÖLL HUGSUM !HVERS VEGNA EKKI AÐ HUGSA STÓRT!
    • HAFÐU STÓR MARKMIÐ! NÁÐU!ÞEIM!Í!MÖRGUM!ÁFÖNGUM!
    • LÁMARKS HAGKVÆMIN VARA (MINIMUM VIABLE PRODUCT) FYRSTALÁMARKIÐ ! ÚTGÁFA AF HAGKVÆMNI! VÖRUNNI!
    • BLAÐ OG PENNI - EINFALDASTA VINNUTÓLIÐ !
    • flickr.com/photos/paulhughes!
    • NÆSTA SKREFSKILGREINIÐ LAUSNIRUNDIRBÚIÐ ÚTGÁFU 1.0 STRAX ÚT AÐ SELJA !!
    • NÆSTA SKREF KANNIÐTILGÁTURNAR MÆLIÐ ÁRANGURINNSANNGILDUR LÆRDÓMUR!
    • NÆSTA SKREFLÆRIÐ AÐ MÆLA RÉTT!
    • DÆMI: STJÓRNARFUNDIR BYGGÐIR Á SANNGILDUM LÆRDÓM! SANNGILDUR LÆRDÓMUR PR/MÁN! 2012
    • SMÍÐUM !LÆRUM! MÆLUM !
    • STÖÐUGT NÝSKÖPUNARMAT VENDING EÐA ÞRAUKA" •  EF TILRAUNIR BERA STILLUM VÉLINA" EKKI ÁRANGUR ER TÍMI •  TILRAUNIR TIL AÐ SJÁ TIL AÐ VENDA (PIVOT) " HVAÐ MÁ BÆTA TIL AÐSKILGREIND KOMAST FRÁ GRUNNIGRUNN VARA! YFIR Í HAGKVÆMUSTU ÚTGÁFU "•  LÁMARKS HAGKVÆM VARA ÚT Á MARKAÐINN OG STÖÐUGAR MÆLINGAR Á VIÐTÖKUM!
    • VENDING (PIVOT) BYGGIR Á MÆLANLEGU NÝSKÖPUNARMATI OGSANNREYNDUM LÆRDÓM
    • HRAÐI !GALDURINN ER LÁMARKSTÍMI Á MILLI VENDINGA
    • PIVOTS SEP ‘11 OKT ‘11 DES ‘12 JAN ‘12 FEB ‘12 LEAN%CANVAS% PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( % % PROPOSITION( ADVANTAGE( SEGMENTS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % % ARE(DIFFERENT(AND(WORTH( % BUYING( % % % % % % % % % % % % % % ZOON-IN PIVOT % % % % % % % % % % % KEY(METRICS( % CHANNELS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % % % % % % % % % COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( % % % % % % % % % % LEAN%CANVAS% PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( FREE FREE % % PROPOSITION( ADVANTAGE( SEGMENTS( TV PORTAL OFFERINGS MEDIZZA TV RUNTIME SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % Phase 1! % % ARE(DIFFERENT(AND(WORTH( % % DEVICE VENDORS % % BUYING( SLA % % % % % % % % % % % % % % % 12% % % FREE CDN STREAMING NODES CUT % % % ZOOM-OUT PIVOT Phase 2! % % SLA KEY(METRICS( % CHANNELS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % CHANNEL CREATORS + VOD 12% 6% FREE CUT ADS NETWORK CUT % % % % % % AUTHORING AD AGENCY % % $199 50% Phase 3! pr/TB CONTENT OWNERS CUT COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( MANAGE % % % % % % PROTECT PUBLISH % % % % MONETIZE ANALYZE LEAN%CANVAS% LEAN%CANVAS% LEAN%CANVAS% LEAN%CANVAS% PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % % % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % BUYING( % BUYING( % BUYING( % BUYING( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % %CUSTOMER SEGMENT PIVOT % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % iPad / iPhone App! Web (PC/Mac)! iPad / iPhone App! Web (PC/Mac)! FREE TV PORTAL OFFERINGS FREE MEDIZZA TV RUNTIME Phase 1! DEVICE VENDORS SLA INTERNET INTERNET 12% FREE CDN STREAMING NODES CUT Phase 2! CUSTOMER NEED PIVOT WIDEVINE DRM ADOBE SECURE STREAMING WIDEVINE DRM ADOBE SECURE STREAMING SLA DRM DRM DRM DRM KRÓKHÁLS KRÓKHÁLS 12% 6% FREE CHANNEL CREATORS + VOD CUT ADS NETWORK CUT MAC MAC MEDIZZA TV HEADEND ÚTSENDING MEDIZZA TV HEADEND ÚTSENDING AUTHORING AD AGENCY SVOD% SVOD% WS IP VIDEO WS IP VIDEO $199 50% LIVE% LIVE% Phase 3! pr/TB CONTENT OWNERS CUT MANAGE WS WS SUMS SUMS PROTECT PUBLISH MONETIZE ANALYZE LEAN%CANVAS% LEAN%CANVAS% LEAN%CANVAS% LEAN%CANVAS% PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( % % PROPOSITION( ADVANTAGE( SEGMENTS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % % % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % % % ARE(DIFFERENT(AND(WORTH( % BUYING( % BUYING( % BUYING( % BUYING( % % % % % % % % % % % % % % % % % PLATFORM PIVOT % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % LEAN%CANVAS% LEAN%CANVAS%BUSINESS ARCHITECTURE PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( PROPOSITION( ADVANTAGE( SEGMENTS( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( % % SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( % % % % PROPOSITION( ADVANTAGE( SEGMENTS( % % MESSAGE(THAT(STATE(WAY(YOU( ARE(DIFFERENT(AND(WORTH( BOUGHT( % % SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( BUYING( % % % % % % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % % % % % ARE(DIFFERENT(AND(WORTH( % % % % % % % % % BUYING( % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % KEY(METRICS( % CHANNELS( % % KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(METRICS( % CHANNELS( % % KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % % % % % % % PIVOT % % % % % % % % % % % % COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( COST(STRUCTURE( REVENUE(STREAMS( % % CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( % % % % % % % % % % % % % % % % % % LEAN%CANVAS% LEAN%CANVAS% PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( PROPOSITION( ADVANTAGE( SEGMENTS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( % % % % PROPOSITION( ADVANTAGE( SEGMENTS( % % SINGLE,(CLEAR,(COMPELLING( MESSAGE(THAT(STATE(WAY(YOU( CAN’T(BE(EASILY(COPIED(OR( BOUGHT( TARGET(CUSTOMERS( SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % % % % ARE(DIFFERENT(AND(WORTH( % MESSAGE(THAT(STATE(WAY(YOU( BOUGHT( % BUYING( % % % ARE(DIFFERENT(AND(WORTH( % % % % % % % % % BUYING( % % % % % % % % % % % % % % % % % % % % % % % % % % % % VALUE CAPTURE PIVOT % % % % % % % % % % % % % KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( KEY(ACTIVITIES(YOU(MEASURE( PATH(TO(CUSTOMERS( % % % % % % % % % % % % % % % % % % % % % % % % COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( CUSTOMER(ACQUISTION(COST.(DISTRIBUTION(COST.(HOSTING.(PEOPLE( REVENUE(MODEL.((LIFE(TIME(VALUE.(REVENUE.(GROSS(MARGIN.( % % % % % % % % % % % % % % % % % % % % LEAN%CANVAS% LEAN%CANVAS% LEAN%CANVAS% BASIC $49 / mo PLUS $299 / mo PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( PROBLEM( SOLUTION( UNIQUE(VALUE( UNFAIR( CUSTOMER( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( TOP(3(PROBLEMS( TOP(3(SOLUTIONS( PROPOSITION( ADVANTAGE( SEGMENTS( PROPOSITION( ADVANTAGE( SEGMENTS( PROPOSITION( ADVANTAGE( SEGMENTS( A perfect start Become a media % % % % SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % % % SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( % % % % SINGLE,(CLEAR,(COMPELLING( CAN’T(BE(EASILY(COPIED(OR( TARGET(CUSTOMERS( powerhouse % % MESSAGE(THAT(STATE(WAY(YOU( ARE(DIFFERENT(AND(WORTH( BOUGHT( % % % % % MESSAGE(THAT(STATE(WAY(YOU( ARE(DIFFERENT(AND(WORTH( BOUGHT( % % % % % MESSAGE(THAT(STATE(WAY(YOU( ARE(DIFFERENT(AND(WORTH( BOUGHT( % % % % % BUYING( % % BUYING( % % BUYING( % % % % % % % % % Storage 10 GB 1 TB % % % % % % % % % % % % % % % % % % % % % % % % % % % % % %ENGINE OF GROWTH PIVOT % % % % % % % % % % % % % % % Addon Storage1 No Unlimited % % % % % % % % % % % % KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( KEY(METRICS( % CHANNELS( Assets in Management 100 Unlimited KEY(ACTIVITIES(YOU(MEASURE( % PATH(TO(CUSTOMERS( % KEY(ACTIVITIES(YOU(MEASURE( % PATH(TO(CUSTOMERS( % KEY(ACTIVITIES(YOU(MEASURE( % PATH(TO(CUSTOMERS( % % % % % % % Custom Branding No Yes % % % % % % % % % % % % % % % % % % Purchasing Interface Yes Yes % % % % % % API Access Yes Yes COST(STRUCTURE( REVENUE(STREAMS( COST(STRUCTURE( REVENUE(STREAMS( 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