The document discusses ideas for cleantech startups and how to develop a business model. It emphasizes that an idea alone is not enough and business plans contain untested hypotheses that need validation. The key is to continually test hypotheses with customers through customer development and be willing to pivot the business model based on what is learned from customers. A good business model diagram shows the flows between a company and customers and should be the focus of startup founders rather than traditional business plans.

1. Business Models Steve Blank www.steveblank.com Clean Tech Open Accelerator 2010

2. I Wrote This

3. I Write a Blog www.steveblank.com

4. It Starts With the “Idea ”

9. But an Idea By Itself is Not a Company

11. Technology Risk , Market Risk or Both?

12. Clean Tech Markets Air, Water & Waste Energy Efficiency Green Building Renewables Smart Power Transport

15. Next… CleanTech Business Plan Hypothesis

19. How Big is It ? So if You Succeed Do I Care?

21. Total Available Market, Served Available Market, Target Market Target Market SAM = how many can I reach with my sales channel TAM = how big is the universe Target Market (for a startup) = who will be the most likely buyers Total Available Market Served Available Market

26. Plan versus Model

30. No Business Plan survives first contact with customers

31. So Search for a Business Model

32. Business Model … Start with the Pieces

35. Users Customers Purchase Distribution Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

36. Users Customers Purchase Distribution Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

37. Users Customers Purchase Distribution Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

38. Users Customers Purchase Distribution Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

39. Users Customers Distribution Channel Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

40. Users Customers Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ Distribution Channel $ $

41. Users Customers Distribution Channel Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

42. Users Customers Distribution Channel Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

43. Users Customers Distribution Channel Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ $ $

44. Emphasis On Hypotheses Testing

45. Startups Continually Iterate & Pivot

46. VALUE PROPOSITION COST STRUCTURE CUSTOMER RELATIONSHIP TARGET CUSTOMER DISTRIBUTION CHANNEL VALUE CONFIGURATION CORE CAPABILITIES PARTNER NETWORK REVENUE STREAMS gives an overall view of a company's bundle of products and services portrays the network of cooperative agreements with other companies describes the channels to communicate and get in touch with customers describes the arrangement of activities and resources explains the relationships a company establishes with its customers sums up the monetary consequences to run a business model describes the revenue streams through which money is earned describes the customers a company wants to offer value to outlines the capabilities required to run a company's business model INFRASTRUCTURE CUSTOMER OFFER FINANCE Business Model = Keeping Score in a Startup

47. Business Model Generation Book

48. Business Model on Day One of Your Startup

49. Users Customers Distribution Channel Demand Creation Product Resources $ $ Assembly / Manufacturing 3 rd Party Integration $ $ ? ? ? ? ? ? ? ? $ $

50. Hypothesis Testing Process Customer Development Customer Discovery Customer Validation Company Building Customer Creation Pivot

54. Customer Development Book

55. Putting It Together in A VC Pitch

60. Thanks www.steveblank.com