Nov 2010 presentation to iGAP

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I led the Monetization and Revenue Models seminar of Enterprise Ireland's iGap startup bootcamp in November in Dublin. It makes me think I should develop a standardized speech called Revenue in Context. You can't understand your own funnel if you don't understand your customer's funnel.

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Nov 2010 presentation to iGAP

  1. 1. Monetisation Strategies and Revenue Models Scott Rafer @rafer || rafer@rafer.netSunday, November 21, 2010
  2. 2. Sunday, November 21, 2010
  3. 3. Monetisation Strategies and Revenue Models Scott Rafer @rafer || rafer@rafer.netSunday, November 21, 2010
  4. 4. Ours is not to reason why, Just to sell ‘em what they wanna buy.Sunday, November 21, 2010
  5. 5. Biases and bio • 18+ years of startups • Thousands of errors • Selling prevented thousands moreSunday, November 21, 2010
  6. 6. Before we even start • Why make money now? • Where can you get when you sell, and where can’t you get? • How many models can I pick?Sunday, November 21, 2010
  7. 7. Sunday, November 21, 2010
  8. 8. Timing is everything too early and 9/11Sunday, November 21, 2010
  9. 9. What Model Picks You? Session OneSunday, November 21, 2010
  10. 10. No Revenue Exists in a VacuumSunday, November 21, 2010
  11. 11. Your Revenue has a Context • Increase a Business’s Sales Directly • Increase a Business’s Potential Sales • Reduce a Business’s Churn • Reduce a Business’s or Consumer’s Cost • Make a Consumer Happy, Safe, Healthy ...Sunday, November 21, 2010
  12. 12. Each others’ Sales Funnels B2C B2B Unique StandardSunday, November 21, 2010
  13. 13. Strengths required for each taskSunday, November 21, 2010
  14. 14. Revenue SWOT (exercise)Sunday, November 21, 2010
  15. 15. Taking Attention and Money from Customers Session 2Sunday, November 21, 2010
  16. 16. Quickie Case StudiesSunday, November 21, 2010
  17. 17. On time, but ...Sunday, November 21, 2010
  18. 18. Customers too strongSunday, November 21, 2010
  19. 19. No longer earlySunday, November 21, 2010
  20. 20. What evidence do you have of being on time/early? Mini-exerciseSunday, November 21, 2010
  21. 21. Decomposing the FunnelsSunday, November 21, 2010
  22. 22. What part of the overall funnel are you suited for?Sunday, November 21, 2010
  23. 23. • Sales leads are normally the problem • Selling it once • Selling subscriptions • Being a middlemanSunday, November 21, 2010
  24. 24. Pricing the stuff • A great reason to sell immediately • ROI Value vs. Cost-plus • How many prices is too many?Sunday, November 21, 2010
  25. 25. Taking Data from One Place and Money from Another* Session 3 *Plus a Big Money BonusSunday, November 21, 2010
  26. 26. Not Just AdvertisingSunday, November 21, 2010
  27. 27. More Quickie Case StudiesSunday, November 21, 2010
  28. 28. Perfectly timing BitlySunday, November 21, 2010
  29. 29. Just-right two stepSunday, November 21, 2010
  30. 30. Traffic, stuck & luckySunday, November 21, 2010
  31. 31. Fatally earlySunday, November 21, 2010
  32. 32. Too early to tell: Klout & PercentMobile Mini-exerciseSunday, November 21, 2010
  33. 33. This is just a startSunday, November 21, 2010
  34. 34. AdvertisingSunday, November 21, 2010
  35. 35. Performance and shifting risk Cost per Thousand, per Click, per Lead, per Action ....Sunday, November 21, 2010
  36. 36. What scale is meaningful?Sunday, November 21, 2010
  37. 37. Targeting data No magic bullet, need to sell firstSunday, November 21, 2010
  38. 38. Funnel similaritiesSunday, November 21, 2010
  39. 39. Ad units Custom vs. StandardSunday, November 21, 2010
  40. 40. Where do you fit? In which funnel and how directly do you touch the end user? ExerciseSunday, November 21, 2010
  41. 41. Bonus! Network Effect • Sell to create a unique network of customers • Link those customers in a way incumbents don’t have permission toSunday, November 21, 2010

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