SlideShare a Scribd company logo
1 of 49
Download to read offline
The Lean LaunchPad

Class 4: Distribution Channels
           Steve Blank
            Jon Feiber
           John Burke
           Ann Miura-Ko
            Jerry Engel
           Jim Hornthal
            Oren Jacob
CHANNELS




how does each customer segment want to be reached?
          through which interaction points?
Test Hypotheses: Channel




                           2
Two Critical Channel Questions


     How do you want to sell your product?
 1

     is subtle, but more important than the
 2   first: How does your customer want to
     buy your product?




                                              3
How Do You Want Your Product to
    Get to Your Customer?

     Yourself

     Through someone else

     Retail

     Wholesale

     Bundled with other goods or services




                                             4
How Does Your Customer Want to
Buy Your Product from your Channel?

          • Same day

          • Delivered and installed

          • Downloaded

          • Bundled with other

            products

           • As a service
          • …

                                       5
Web Channels




               6
Physical Channels




                    7
Types of Channels

Direct           Indirect     Licensing


            –   OEM
            –   VAR
            –   Reseller
            –   Distributor




                                          8
The Channel as a Customer

– Some products are embedded in others
  (OEM)
– Some products are resold by others (VARs)
– Some products are distributed by others
– Who’s the customer?




                                              9
Distribution Complexity
                                                                                 Global Systems
                        Evangelists                                        Systems Integrators
                                                                               WANs
                                                                       Mainframes
Marketing Complexity




                                                                 Direct Sales
                                                               Minis
                                                            LANs
                                                        VARs
                                                    PC Servers
                                                 Desktop PCs
                                          Retail
                                      Printers
                                 Keyboards
                         Web, Telesales                                                 Service
                                                                                      Technicians
                       Toner

                                                  Solution Complexity
                                                                                                  10
How Are Channels Compensated?

 – Commission
 – Percentage of sales price
 – Discounted pre-purchase




                                11
How Are Channels Motivated or Incented?


– Money! – what makes them the most?
– Training
– Marketing to the channel
– SPIF




                                       12
Channel Economics: “Direct” Sales
                                                                   List
                                                          Revenue Price




                                                                                  End Consumer
                                                                      Discounts
     Cost of Goods




                                                                 EU
                                    Profit + SG&A + R&D
     (Supply Chain)




Source: Mark Leslie, Stanford GSB
                                                                            13
Channel Economics: Resellers
                                                                           List
                                                    Revenue               Price




                                                                                      End Consumer
                                                                          Discounts
     Cost of Goods




                                                                     EU
                                    Profit + SG&A + R&D   Reseller
     (Supply Chain)




Source: Mark Leslie, Stanford GSB
                                                                                14
Channel Economics: Distributors/Resellers
                                                                                    List
                                                 Revenue                           Price




                                                                                           End Consumer
                                                      Distributor




                                                                               Discounts
     Cost of Goods                  Profit + SG&A +




                                                                                  EU
                                                                    Reseller
     (Supply Chain)                       R&D




Source: Mark Leslie, Stanford GSB
                                                                                      15
Channel Economics: OEM or IP Licensing
                                                                                                List
Your Revenue                                                                                   Price




                                                                                                       End Consumer
            Cost of




                                          Distributor

                                                        Distributor




                                                                                           Discounts
                                            Master
             Goods      Profit + SG&A +




                                                                                              EU
                                                                       Reseller
            (Supply           R&D
             Chain)


  Cost of
  Goods     Profit + SG&A
                            Reseller
 (Supply       + R&D
  Chain)


Your Product Becomes Your
 Customer’s Cost of Goods                                             Source: Mark Leslie, Stanford GSB
                                                                                                 16
Example: Book Publishing
             National
Publisher                 Printer   Wholesaler   Retailer   Customer
            Distributor




                                                                 17
Book Publishing
                             National
               Publisher                 Distributor   Retailer   Customer
                            Wholesaler

•Percent of      35%          15%           10%         40%
     Retail
                 $7.00        $3.00        $2.00       $8.00       $20.00



  • You get
     -35% of retail
     - the distributor gets 10%
     - the wholesaler gets 15%
     - the retailer gets 40%
          -less any discount they offer the customer


                                                                       18
Book Publishing Economics
                    National
Publisher                                   Wholesaler            Retailer            Customer
                   Distributor

        Allowances

                  Wholesale costs

                                    Bills
                                                                             Markup
                                                       Credit
                                                     guarantees
                               Payment
                              guarantees
         Payment
        guarantees

                             Return rights

                                 Credits

            Payments
                                                                                           19
Book Publishing Delivery
                  National
Publisher                        Printer     Wholesaler       Retailer
                 Distributor


Prepare film                   Receive
 (content)                      Schedules
                                Print
                                             Determine     Merchandise
                                 orders
                                             allocations      titles
                                Bundle
                                 counts
                                Film

                                               Deliver        Sell
                                               orders       magazines

 Establish       Prepare       Print and
  identity        galleys         ship
 Create                        magazines
  demand

                                             Dispose of    Acknowledge
                                              returns        returns

                                                                   20
Nature of Product Impacts Channel:
        Physical or Virtual?

  – Access to customers changes dramatically
  – Logistics related to product complexity
  – People as products




                                               21
Bits vs. Atoms
                              Channel
                        Web             Physical




              Bits



Product


          Physical




                                                   22
Product and Channel Are Bits
                                         Channel
                              Web                  Physical
                    Rapid Agile and
                     Customer
                     development
              Bits  Fastest to acquire early
                     customers and scale

Product


          Physical




                                                              23
Web 2.0 - Product/Channel Are Bits
                                        Channel
                              Web                 Physical
                      Google
                      Twitter
                      Facebook
              Bits
                      Zynga
                      Cloud Services

Product


          Physical




                                                             24
Product Is Bits, but Channel Is People
                                         Channel
                              Web                       Physical
                    Rapid Agile and             Rapid Agile and
                     Customer                     Customer
                     development                  development
              Bits  Fastest to acquire early    Traditional sales
                     customers and scale          channel
                                                 May require installation
Product


          Physical




                                                                             25
Traditional Enterprise Software
                                        Channel
                              Web                   Physical
                      Google                Microsoft
                      Twitter               SAP
                      Facebook              Oracle
              Bits
                      Zynga
                      Cloud Services

Product


          Physical




                                                               26
Physical Products Sold Over the Web
                                         Channel
                              Web                       Physical
                    Rapid Agile and             Rapid Agile and
                     Customer                     Customer
                     development                  development
              Bits  Fastest to acquire early    Traditional sales
                     customers and scale          channel
                                                 May require installation
Product
                    Rapid Customer
                     development
                    Logistics, shipping and
          Physical   manufacturing critical
                    Customer service


                                                                             27
Killing Traditional Storefronts
                                         Channel
                              Web                     Physical
                      Google                  Microsoft
                      Twitter                 SAP
                      Facebook                Oracle
             Bits
                      Zynga
                      Cloud Services

Product
                      Zappos
                      Amazon
          Physical    Cafepress
                      Netflix
                      Consumer electronics

                                                                 28
The Factories May Be in China
                                         Channel
                              Web                       Physical
                    Rapid Agile and             Rapid Agile and
                     Customer                     Customer
                     development                  development
              Bits  Fastest to acquire early    Traditional sales
                     customers and scale          channel
                                                 May require installation
Product
                    Rapid Customer              Longer customer
                     development                  feedback cycle
                    Logistics, shipping and     May require large
          Physical   manufacturing critical       capital requirements for
                    Customer service             scale


                                                                             29
We Still Make Things that Need Salespeople
                                         Channel
                              Web                      Physical
                      Google                  Microsoft
                      Twitter                 SAP
                      Facebook                Oracle
              Bits
                      Zynga
                      Cloud Services

Product
                      Zappos                    Cars
                      Amazon                    Solar panels
                                                 Wind turbines
          Physical    Cafepress
                      Netflix                   Bookstores
                      Consumer electronics      Consumer electronics


                                                                         30
Team Deliverable by Tomorrow
•   Talk to 10-15 potential channel partners
    • (Salesmen, OEM’s distributors, etc.)

•   What were your hypotheses about who/what
    your channel would be? Did you learn anything different?
•   Did anything change about Value Proposition?
•   Update your Lean LaunchLab & Canvas
•   Draw your channel diagram

•   Summarized in a 5 Minute PowerPoint Presentation
Examples
implantable drug infusion pumps
                     with remote physician control
                   for chronic pain patients at home

            “the right dose at the right time and place”




Christian Gutierrez (EL), Ellis Meng (PI), Carol Christopher (IM), Tuan Hoang (FE)
Chronic Pain v4                         FS Team


                        Trade shows
                                               Faster relief           Training             Patients
                        Formulary Acceptance
KOLs
                                                                       Clinical data
                                               Efficient patient
                        FDA
Foundations                                    management and                               Clinicians
                                               Dosing flexibility      Support
                        CMS (Medicare)
Advocacy Groups
                                               Access to high-value
OEMs                                           therapies and                                Institutions
                        IP                     pharmacoeconomics       Hospitals
Wireless
Developers
                        Proprietary
                                               pharmacoeconomics       Pain clinics         Payors/ICA
                        knowledge
Electronic health
record providers        Human
                        Resources

                    Product Dev Costs                                          Unit sales

                    Manufacturing Costs                                        Support Services
Marketing Costs               FDA/Clinical Trials
                                                              Bundled kits             Electronic records
Getting out
Clinicians              •   Dr. Stan Louie, Drug Formulation Expert (USC Pharmacy)
                        •   Dr. Giovanni Cucchiaro, Anesthesiologist (CHLA)


Institutions/patients   •   Dr. Diana Hull, Physician (Group Health in Washington
                            state, formerly at Kaiser California)
                        •   Thomas Hsu, Insurance Specialist (Network Medical
                            Management; a California ICA)
                        •   Two chronic pain patients
                             –   Pump user and creator of support forum
                             –   User of oral narcotics and patches

Regulatory              •   Dr. Frances Richmond (Director Regulatory Science
                            Program, USC)


Entrepreneurs/          •   Richard Hull (formerly at company selling Lapband)

Industry
Product flow/Channel

Electronic                                                Partners/
  Health                   Fluid Synchrony
                                                           OEMS
 Records

             Electronic   Support Pump +        Bundled
              Records     Services Controller     Kits




                              Hospitals
                          (Anesthesiologists
Patients                   Neurosurgeons)


                             Pain Clinic
                          (Anesthesiologists
                           Neurosurgeons)
Hospitals

Pain Clinics
                         Channels (Direct)

               • Direct to institutions
                  • Some formularies involved in purchase decisions
                  • Some doctors make purchase decision directly
               • Device company/Doctor relationship is key
               • Heavily influenced by :
                  • Clinical study results
                  • Regulatory approval
                  • Reimbursement
Patient Care Flow (Now)

                                                                    Partners/
                                    Fluid Synchrony
                                                                     OEMS

                                    Support Pump +        Bundled
                                    Services Controller     Kits




                                       Hospitals
                  Surgery/Rx/      (Anesthesiologists
   Patient
 Discharged     reprogramming       Neurosurgeons)


                                      Pain Clinic
Trial period/     Scheduled        (Anesthesiologists
Home setting      follow-up         Neurosurgeons)


   Weeks/months
                      Key factors: Reimbursement , state regulations
Patient Care Flow (Proposed)

  Electronic                                                                      Partners/
    Health                                         Fluid Synchrony
                                                                                   OEMS
   Records

                                     Electronic   Support Pump +        Bundled
                                      Records     Services Controller     Kits
         Actionable feedback
         to doctors/institutions



           E-prescription / closing loop
                                                      Hospitals
                       Surgery/Rx/                (Anesthesiologists
   Patient
 Discharged          reprogramming                 Neurosurgeons)


                                                     Pain Clinic
Trial period/          Scheduled                  (Anesthesiologists
Home setting           follow-up                   Neurosurgeons)

   Weeks/months
        Days                Key factors: Reimbursement , state regulations
Regulatory considerations
                        PMA                 510K
           Trial size   100’s of patients   20-100
           Costs           Up to $100,000 per patient
                        $10-50 MM           $1-10 MM
           Time         ~ 3-4 yrs + post   ~ 2-3 yrs
                        approval follow-on


• PMA approval with grouping of FDA approved drugs.
• Clinical trials results used to obtain CMS (Medicare) approval
• 510K restricts technology to predicate devices
   • Can be more difficult to market against incumbents
• European CE mark is easier to attain (safety and performance only)
Take-aways
• Channel is direct in this existing market
   • Channel for e-health is more complex and evolving
• State-to-state regulations can impact incentives
   • Can pose problems as electronic records systems vary
      across the country

                   Next Steps
• Understand costs associated with reaching
  doctors/institutions directly
• Understand structure of e-health channel
• Develop regulatory pathway (timelines and cost profile)
Advanced Chemistry for
Pharmaceutical Progress



 Team: Kiel Neumann (EL)
  Stephen DiMagno (PI)
  Allan Green (Mentor)
 PET is a non-invasive medical diagnostic
  technique for cardiac, brain, and tumor imaging
 GFP technology makes new (unknown) and
  known (but clinically inaccessible) [18F]-labeled
  radiotracers readily available
 Fast, multiplatform, high efficiency synthesis of
  these fleeting, precious agents.
 Initial target indications: pediatric neuroblastoma,
  Parkinson’s disease.




                            44
The Business Model Canvas



                                                                           Technical Assistance
cGMP manufacturer       SOPs for precursors
                                                                           (Image Atlas)             Radiopharmacies
Radiopharmacies         and drugs
                                                 Accessibility (RCY)       FDA regulatory support
Nuclear Medicine and    Recruit clinical sites
                                                 Purity                                              Equipment producers
Radiology               In vivo animal studies
                        Develop regulatory       Speed
departments                                      PET/SPECT                                           Prescribing physicians
                        plan for pre IND
                        meeting                  Multiplatform               Technical assistance
                                                 Sensitivity (nca)                                   Radiologist who
                        ID cGMP CRO
  Pharmaceutical                                 Specific compounds                                  perform studies
                        Fund-raising
  development
  companies
                                                        General            Direct sales of
                        IP                          methodology for        precursor
                        PoP data                   adding fluorine to                                  Drug developers
                                                  lead compounds of        R&D and clinical
                         IP                             interest           studies presented in
                         PoP data                                          journals and meetings      Radiologists
                         Regulatory plan
                         Understanding of                                  Sales of precursor
                         the regulatory                                    through global finished
                         process                                           pharmaceutical
                                                                           distributor


                                                              Sales of intermediates
    Contract cGMP precursor manufacture
    Salary, Rents
                                                              Technology license
    Clinical trials
                                                              Product license (royalty)
   Face to Face meeting with president of small radiopharmaceutical
    company
   Face to face with a clinician at Memorial Sloan-Kettering
   Face to face with Global Production Manager of Molecular imaging for
    one of world’s largest radiopharmaceutical companies
   OncoKinib collaboration between Geurbet, OncoDesign, and Ariana
    pharmaceuticals
   Face to face meeting with head of R & D and International Production
    Manager from Linz, Austria
   Eckert and Zeigler – German PET modular synthesis provider
   Face to face meeting with Executive Director and CEO of Scott Tech
    Center in Omaha, NE
   Introductory teleconference to CEO of Innovation Accelerator
                                      49
   Significant Interest in our technology
       Radiopharmacies want GMP product
            No interest in GMP reagent preparation
       Third-party manufacturers would use our developed synthetic
        pathways
       Internal competition with one world radiopharmaceutical leader
            Best to approach one of other two world leaders
   Scott Tech Center
       Willing to offer free advice on startup strategy
       Provided introduction to Innovation Accelerator
       Offered introduction to Director of Venture Technology of one of
        world’s leading radiopharmaceutical companies
                                         50
The Business Model Canvas



                                                                           Technical Assistance
cGMP manufacturer       SOPs for precursors
                                                                           (Image Atlas)             Radiopharmacies
Radiopharmacies         and drugs
                                                 Accessibility (RCY)       FDA regulatory support
Nuclear Medicine and    Recruit clinical sites
                                                 Purity                                              Equipment producers
Radiology               In vivo animal studies
                        Develop regulatory       Speed
departments                                      PET/SPECT                                           Prescribing physicians
                        plan for pre IND
                        meeting                  Multiplatform               Technical assistance
                                                 Sensitivity (nca)                                   Radiologist who
                        ID cGMP CRO
  Pharmaceutical                                 Specific compounds                                  perform studies
                        Fund-raising
  development
  companies
                                                        General            Direct sales of
                        IP                          methodology for        precursor
                        PoP data                   adding fluorine to                                  Drug developers
                                                  lead compounds of        R&D and clinical
                         IP                             interest           studies presented in
                         PoP data                                          journals and meetings      Radiologists
                         Regulatory plan
                         Understanding of                                  Sales of precursor
                         the regulatory                                    through global finished
                         process                                           pharmaceutical
                                                                           distributor


                                                              Sales of intermediates
    Contract cGMP precursor manufacture
    Salary, Rents
                                                              Technology license
    Clinical trials
                                                              Product license (royalty)
• F-dopa iodonium intermediate
                • F-dopamine iodonium intermediate        We provide accessibility
   Reagents




                •ABX                                      Could license
                •Eckert & Ziegler                         precursor synthesis
                •GE MX module for TracerLab
GMP Cassette or
 Components
                •Siemens Explora                          for incorporation in
                                                          modules

                •TracerLab/ GE
                •Eckert & Ziegler
                                                          Require GMP precursor
                •Siemens Explora                          (or cassette) to develop
GMP Compliant   •Neoprobe
 Synthesizer    •Synthra                                  our product with their
                                                          synthesizer
                •Siemens PETNet
                •GE Amersham                              Only want GMP
                •Cardinal Health
      PET       •AAA                                      precursor in modules
Radiopharmacy
  distributor   •Iason                                    without development

                                                     52

More Related Content

What's hot

Talk with Steve Blank at true ventures
Talk with Steve Blank at true ventures Talk with Steve Blank at true ventures
Talk with Steve Blank at true ventures Alexander Osterwalder
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationStanford University
 
Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Stanford University
 
Product Management Stage-Gate Process (Sample)
Product Management Stage-Gate Process (Sample)Product Management Stage-Gate Process (Sample)
Product Management Stage-Gate Process (Sample)Jack Rupert, PE, MBA
 
Why Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesWhy Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesStanford University
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Stanford University
 
Lecture 2 value proposition 120411
Lecture 2 value proposition 120411Lecture 2 value proposition 120411
Lecture 2 value proposition 120411Stanford University
 
Why accountants don’t run startups sllc
Why accountants don’t run startups sllcWhy accountants don’t run startups sllc
Why accountants don’t run startups sllcStanford University
 
Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsStanford University
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesStanford University
 
Startup Business Models
Startup Business ModelsStartup Business Models
Startup Business ModelsMustafa Kuğu
 

What's hot (20)

Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013
 
Talk with Steve Blank at true ventures
Talk with Steve Blank at true ventures Talk with Steve Blank at true ventures
Talk with Steve Blank at true ventures
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank Presentation
 
Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)
 
The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxsw
 
Product Management Stage-Gate Process (Sample)
Product Management Stage-Gate Process (Sample)Product Management Stage-Gate Process (Sample)
Product Management Stage-Gate Process (Sample)
 
Successful entrepreneurship 1
Successful entrepreneurship 1Successful entrepreneurship 1
Successful entrepreneurship 1
 
Why Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesWhy Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large Companies
 
Lecture 7 partners 120411
Lecture 7 partners 120411Lecture 7 partners 120411
Lecture 7 partners 120411
 
Lecture 6 revenue model
Lecture 6 revenue modelLecture 6 revenue model
Lecture 6 revenue model
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409
 
Lecture 2 value proposition 120411
Lecture 2 value proposition 120411Lecture 2 value proposition 120411
Lecture 2 value proposition 120411
 
Business Model
Business Model Business Model
Business Model
 
Why accountants don’t run startups sllc
Why accountants don’t run startups sllcWhy accountants don’t run startups sllc
Why accountants don’t run startups sllc
 
Innovation at 50x 031616
Innovation at 50x 031616Innovation at 50x 031616
Innovation at 50x 031616
 
Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costs
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric Ries
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer development
 
The Lean Startup
The Lean StartupThe Lean Startup
The Lean Startup
 
Startup Business Models
Startup Business ModelsStartup Business Models
Startup Business Models
 

Similar to Lecture 4 distribution channels 120411

Nsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channelsNsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channelsStanford University
 
Lean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution ChannelsLean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution ChannelsAaron Eden
 
Presentation examples for class 5 distribution channels
Presentation examples for class 5 distribution channelsPresentation examples for class 5 distribution channels
Presentation examples for class 5 distribution channelsStanford University
 
Business Development & Marcom in Iberia (ITC)
Business Development & Marcom in Iberia (ITC)Business Development & Marcom in Iberia (ITC)
Business Development & Marcom in Iberia (ITC)Ailanthus Advance SL
 
Atosho Conference March 2013 Anders Ibsen
Atosho Conference March 2013 Anders IbsenAtosho Conference March 2013 Anders Ibsen
Atosho Conference March 2013 Anders Ibsentroelsatosho
 
Recoverd ppt file(15)
Recoverd ppt file(15)Recoverd ppt file(15)
Recoverd ppt file(15)asif
 
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNL
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNLMike Nolet - Automated Trading: Beyond the Hype. #ATSNL
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNLIAB Netherlands
 
Mediapeers presentation -_080925_-_nff
Mediapeers presentation -_080925_-_nffMediapeers presentation -_080925_-_nff
Mediapeers presentation -_080925_-_nffJuan Varela
 
Baird2006RFIDConferencefinal
Baird2006RFIDConferencefinalBaird2006RFIDConferencefinal
Baird2006RFIDConferencefinalfinance45
 
Java micro-services
Java micro-servicesJava micro-services
Java micro-servicesJames Lewis
 
Monolex Telecom Product Overview 8 22 2012
Monolex Telecom Product Overview 8 22 2012Monolex Telecom Product Overview 8 22 2012
Monolex Telecom Product Overview 8 22 2012watsongallery
 
Mobile Advertising Finale
Mobile Advertising FinaleMobile Advertising Finale
Mobile Advertising Finaledani_ele
 
Mobile Advertising
Mobile AdvertisingMobile Advertising
Mobile AdvertisingInteract
 
2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪Neo Marketing Workshop
 
Freebenchmarking Presentation 9 19 11v6
Freebenchmarking Presentation 9 19 11v6Freebenchmarking Presentation 9 19 11v6
Freebenchmarking Presentation 9 19 11v6leutysc
 

Similar to Lecture 4 distribution channels 120411 (20)

Nsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channelsNsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channels
 
Lean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution ChannelsLean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution Channels
 
Delft climate kic 070212 part 2
Delft climate kic 070212 part 2Delft climate kic 070212 part 2
Delft climate kic 070212 part 2
 
Presentation examples for class 5 distribution channels
Presentation examples for class 5 distribution channelsPresentation examples for class 5 distribution channels
Presentation examples for class 5 distribution channels
 
Business Development & Marcom in Iberia (ITC)
Business Development & Marcom in Iberia (ITC)Business Development & Marcom in Iberia (ITC)
Business Development & Marcom in Iberia (ITC)
 
Atosho Conference March 2013 Anders Ibsen
Atosho Conference March 2013 Anders IbsenAtosho Conference March 2013 Anders Ibsen
Atosho Conference March 2013 Anders Ibsen
 
Recoverd ppt file(15)
Recoverd ppt file(15)Recoverd ppt file(15)
Recoverd ppt file(15)
 
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNL
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNLMike Nolet - Automated Trading: Beyond the Hype. #ATSNL
Mike Nolet - Automated Trading: Beyond the Hype. #ATSNL
 
Mediapeers presentation -_080925_-_nff
Mediapeers presentation -_080925_-_nffMediapeers presentation -_080925_-_nff
Mediapeers presentation -_080925_-_nff
 
Marketing Channels
Marketing ChannelsMarketing Channels
Marketing Channels
 
Baird2006RFIDConferencefinal
Baird2006RFIDConferencefinalBaird2006RFIDConferencefinal
Baird2006RFIDConferencefinal
 
Java micro-services
Java micro-servicesJava micro-services
Java micro-services
 
Monolex Telecom Product Overview 8 22 2012
Monolex Telecom Product Overview 8 22 2012Monolex Telecom Product Overview 8 22 2012
Monolex Telecom Product Overview 8 22 2012
 
Freemium 8
Freemium 8Freemium 8
Freemium 8
 
Vdc 2010 kiosk report excerpts
Vdc   2010 kiosk report excerptsVdc   2010 kiosk report excerpts
Vdc 2010 kiosk report excerpts
 
Tom jenen
Tom jenenTom jenen
Tom jenen
 
Mobile Advertising Finale
Mobile Advertising FinaleMobile Advertising Finale
Mobile Advertising Finale
 
Mobile Advertising
Mobile AdvertisingMobile Advertising
Mobile Advertising
 
2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪
 
Freebenchmarking Presentation 9 19 11v6
Freebenchmarking Presentation 9 19 11v6Freebenchmarking Presentation 9 19 11v6
Freebenchmarking Presentation 9 19 11v6
 

More from Stanford University

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedStanford University
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedStanford University
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons LearnedStanford University
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Stanford University
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberStanford University
 

More from Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Recently uploaded

P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfYu Kanazawa / Osaka University
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...CaraSkikne1
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17Celine George
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...Nguyen Thanh Tu Collection
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17Celine George
 
General views of Histopathology and step
General views of Histopathology and stepGeneral views of Histopathology and step
General views of Histopathology and stepobaje godwin sunday
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxDr. Asif Anas
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfMohonDas
 
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxPISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxEduSkills OECD
 
How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17Celine George
 
Philosophy of Education and Educational Philosophy
Philosophy of Education  and Educational PhilosophyPhilosophy of Education  and Educational Philosophy
Philosophy of Education and Educational PhilosophyShuvankar Madhu
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxSaurabhParmar42
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxheathfieldcps1
 
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfMaximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfTechSoup
 
Benefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationBenefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationMJDuyan
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17Celine George
 
Presentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphPresentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphNetziValdelomar1
 
The Singapore Teaching Practice document
The Singapore Teaching Practice documentThe Singapore Teaching Practice document
The Singapore Teaching Practice documentXsasf Sfdfasd
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptxraviapr7
 

Recently uploaded (20)

P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...
 
Prelims of Kant get Marx 2.0: a general politics quiz
Prelims of Kant get Marx 2.0: a general politics quizPrelims of Kant get Marx 2.0: a general politics quiz
Prelims of Kant get Marx 2.0: a general politics quiz
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17
 
General views of Histopathology and step
General views of Histopathology and stepGeneral views of Histopathology and step
General views of Histopathology and step
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptx
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdf
 
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxPISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
 
How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17
 
Philosophy of Education and Educational Philosophy
Philosophy of Education  and Educational PhilosophyPhilosophy of Education  and Educational Philosophy
Philosophy of Education and Educational Philosophy
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptx
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
 
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfMaximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
 
Benefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationBenefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive Education
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17
 
Presentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphPresentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a Paragraph
 
The Singapore Teaching Practice document
The Singapore Teaching Practice documentThe Singapore Teaching Practice document
The Singapore Teaching Practice document
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
 

Lecture 4 distribution channels 120411

  • 1. The Lean LaunchPad Class 4: Distribution Channels Steve Blank Jon Feiber John Burke Ann Miura-Ko Jerry Engel Jim Hornthal Oren Jacob
  • 2. CHANNELS how does each customer segment want to be reached? through which interaction points?
  • 4. Two Critical Channel Questions How do you want to sell your product? 1 is subtle, but more important than the 2 first: How does your customer want to buy your product? 3
  • 5. How Do You Want Your Product to Get to Your Customer?  Yourself  Through someone else  Retail  Wholesale  Bundled with other goods or services 4
  • 6. How Does Your Customer Want to Buy Your Product from your Channel?  • Same day  • Delivered and installed  • Downloaded  • Bundled with other  products • As a service  • … 5
  • 9. Types of Channels Direct Indirect Licensing – OEM – VAR – Reseller – Distributor 8
  • 10. The Channel as a Customer – Some products are embedded in others (OEM) – Some products are resold by others (VARs) – Some products are distributed by others – Who’s the customer? 9
  • 11. Distribution Complexity Global Systems Evangelists Systems Integrators WANs Mainframes Marketing Complexity Direct Sales Minis LANs VARs PC Servers Desktop PCs Retail Printers Keyboards Web, Telesales Service Technicians Toner Solution Complexity 10
  • 12. How Are Channels Compensated? – Commission – Percentage of sales price – Discounted pre-purchase 11
  • 13. How Are Channels Motivated or Incented? – Money! – what makes them the most? – Training – Marketing to the channel – SPIF 12
  • 14. Channel Economics: “Direct” Sales List Revenue Price End Consumer Discounts Cost of Goods EU Profit + SG&A + R&D (Supply Chain) Source: Mark Leslie, Stanford GSB 13
  • 15. Channel Economics: Resellers List Revenue Price End Consumer Discounts Cost of Goods EU Profit + SG&A + R&D Reseller (Supply Chain) Source: Mark Leslie, Stanford GSB 14
  • 16. Channel Economics: Distributors/Resellers List Revenue Price End Consumer Distributor Discounts Cost of Goods Profit + SG&A + EU Reseller (Supply Chain) R&D Source: Mark Leslie, Stanford GSB 15
  • 17. Channel Economics: OEM or IP Licensing List Your Revenue Price End Consumer Cost of Distributor Distributor Discounts Master Goods Profit + SG&A + EU Reseller (Supply R&D Chain) Cost of Goods Profit + SG&A Reseller (Supply + R&D Chain) Your Product Becomes Your Customer’s Cost of Goods Source: Mark Leslie, Stanford GSB 16
  • 18. Example: Book Publishing National Publisher Printer Wholesaler Retailer Customer Distributor 17
  • 19. Book Publishing National Publisher Distributor Retailer Customer Wholesaler •Percent of 35% 15% 10% 40% Retail $7.00 $3.00 $2.00 $8.00 $20.00 • You get -35% of retail - the distributor gets 10% - the wholesaler gets 15% - the retailer gets 40% -less any discount they offer the customer 18
  • 20. Book Publishing Economics National Publisher Wholesaler Retailer Customer Distributor Allowances Wholesale costs Bills Markup Credit guarantees Payment guarantees Payment guarantees Return rights Credits Payments 19
  • 21. Book Publishing Delivery National Publisher Printer Wholesaler Retailer Distributor Prepare film Receive (content)  Schedules  Print Determine Merchandise orders allocations titles  Bundle counts  Film Deliver Sell orders magazines  Establish Prepare Print and identity galleys ship  Create magazines demand Dispose of Acknowledge returns returns 20
  • 22. Nature of Product Impacts Channel: Physical or Virtual? – Access to customers changes dramatically – Logistics related to product complexity – People as products 21
  • 23. Bits vs. Atoms Channel Web Physical Bits Product Physical 22
  • 24. Product and Channel Are Bits Channel Web Physical  Rapid Agile and Customer development Bits  Fastest to acquire early customers and scale Product Physical 23
  • 25. Web 2.0 - Product/Channel Are Bits Channel Web Physical  Google  Twitter  Facebook Bits  Zynga  Cloud Services Product Physical 24
  • 26. Product Is Bits, but Channel Is People Channel Web Physical  Rapid Agile and  Rapid Agile and Customer Customer development development Bits  Fastest to acquire early  Traditional sales customers and scale channel  May require installation Product Physical 25
  • 27. Traditional Enterprise Software Channel Web Physical  Google  Microsoft  Twitter  SAP  Facebook  Oracle Bits  Zynga  Cloud Services Product Physical 26
  • 28. Physical Products Sold Over the Web Channel Web Physical  Rapid Agile and  Rapid Agile and Customer Customer development development Bits  Fastest to acquire early  Traditional sales customers and scale channel  May require installation Product  Rapid Customer development  Logistics, shipping and Physical manufacturing critical  Customer service 27
  • 29. Killing Traditional Storefronts Channel Web Physical  Google  Microsoft  Twitter  SAP  Facebook  Oracle Bits  Zynga  Cloud Services Product  Zappos  Amazon Physical  Cafepress  Netflix  Consumer electronics 28
  • 30. The Factories May Be in China Channel Web Physical  Rapid Agile and  Rapid Agile and Customer Customer development development Bits  Fastest to acquire early  Traditional sales customers and scale channel  May require installation Product  Rapid Customer  Longer customer development feedback cycle  Logistics, shipping and  May require large Physical manufacturing critical capital requirements for  Customer service scale 29
  • 31. We Still Make Things that Need Salespeople Channel Web Physical  Google  Microsoft  Twitter  SAP  Facebook  Oracle Bits  Zynga  Cloud Services Product  Zappos  Cars  Amazon  Solar panels  Wind turbines Physical  Cafepress  Netflix  Bookstores  Consumer electronics  Consumer electronics 30
  • 32. Team Deliverable by Tomorrow • Talk to 10-15 potential channel partners • (Salesmen, OEM’s distributors, etc.) • What were your hypotheses about who/what your channel would be? Did you learn anything different? • Did anything change about Value Proposition? • Update your Lean LaunchLab & Canvas • Draw your channel diagram • Summarized in a 5 Minute PowerPoint Presentation
  • 34. implantable drug infusion pumps with remote physician control for chronic pain patients at home “the right dose at the right time and place” Christian Gutierrez (EL), Ellis Meng (PI), Carol Christopher (IM), Tuan Hoang (FE)
  • 35. Chronic Pain v4 FS Team Trade shows Faster relief Training Patients Formulary Acceptance KOLs Clinical data Efficient patient FDA Foundations management and Clinicians Dosing flexibility Support CMS (Medicare) Advocacy Groups Access to high-value OEMs therapies and Institutions IP pharmacoeconomics Hospitals Wireless Developers Proprietary pharmacoeconomics Pain clinics Payors/ICA knowledge Electronic health record providers Human Resources Product Dev Costs Unit sales Manufacturing Costs Support Services Marketing Costs FDA/Clinical Trials Bundled kits Electronic records
  • 36. Getting out Clinicians • Dr. Stan Louie, Drug Formulation Expert (USC Pharmacy) • Dr. Giovanni Cucchiaro, Anesthesiologist (CHLA) Institutions/patients • Dr. Diana Hull, Physician (Group Health in Washington state, formerly at Kaiser California) • Thomas Hsu, Insurance Specialist (Network Medical Management; a California ICA) • Two chronic pain patients – Pump user and creator of support forum – User of oral narcotics and patches Regulatory • Dr. Frances Richmond (Director Regulatory Science Program, USC) Entrepreneurs/ • Richard Hull (formerly at company selling Lapband) Industry
  • 37. Product flow/Channel Electronic Partners/ Health Fluid Synchrony OEMS Records Electronic Support Pump + Bundled Records Services Controller Kits Hospitals (Anesthesiologists Patients Neurosurgeons) Pain Clinic (Anesthesiologists Neurosurgeons)
  • 38. Hospitals Pain Clinics Channels (Direct) • Direct to institutions • Some formularies involved in purchase decisions • Some doctors make purchase decision directly • Device company/Doctor relationship is key • Heavily influenced by : • Clinical study results • Regulatory approval • Reimbursement
  • 39. Patient Care Flow (Now) Partners/ Fluid Synchrony OEMS Support Pump + Bundled Services Controller Kits Hospitals Surgery/Rx/ (Anesthesiologists Patient Discharged reprogramming Neurosurgeons) Pain Clinic Trial period/ Scheduled (Anesthesiologists Home setting follow-up Neurosurgeons) Weeks/months Key factors: Reimbursement , state regulations
  • 40. Patient Care Flow (Proposed) Electronic Partners/ Health Fluid Synchrony OEMS Records Electronic Support Pump + Bundled Records Services Controller Kits Actionable feedback to doctors/institutions E-prescription / closing loop Hospitals Surgery/Rx/ (Anesthesiologists Patient Discharged reprogramming Neurosurgeons) Pain Clinic Trial period/ Scheduled (Anesthesiologists Home setting follow-up Neurosurgeons) Weeks/months Days Key factors: Reimbursement , state regulations
  • 41. Regulatory considerations PMA 510K Trial size 100’s of patients 20-100 Costs Up to $100,000 per patient $10-50 MM $1-10 MM Time ~ 3-4 yrs + post ~ 2-3 yrs approval follow-on • PMA approval with grouping of FDA approved drugs. • Clinical trials results used to obtain CMS (Medicare) approval • 510K restricts technology to predicate devices • Can be more difficult to market against incumbents • European CE mark is easier to attain (safety and performance only)
  • 42. Take-aways • Channel is direct in this existing market • Channel for e-health is more complex and evolving • State-to-state regulations can impact incentives • Can pose problems as electronic records systems vary across the country Next Steps • Understand costs associated with reaching doctors/institutions directly • Understand structure of e-health channel • Develop regulatory pathway (timelines and cost profile)
  • 43. Advanced Chemistry for Pharmaceutical Progress Team: Kiel Neumann (EL) Stephen DiMagno (PI) Allan Green (Mentor)
  • 44.  PET is a non-invasive medical diagnostic technique for cardiac, brain, and tumor imaging  GFP technology makes new (unknown) and known (but clinically inaccessible) [18F]-labeled radiotracers readily available  Fast, multiplatform, high efficiency synthesis of these fleeting, precious agents.  Initial target indications: pediatric neuroblastoma, Parkinson’s disease. 44
  • 45. The Business Model Canvas Technical Assistance cGMP manufacturer SOPs for precursors (Image Atlas) Radiopharmacies Radiopharmacies and drugs Accessibility (RCY) FDA regulatory support Nuclear Medicine and Recruit clinical sites Purity Equipment producers Radiology In vivo animal studies Develop regulatory Speed departments PET/SPECT Prescribing physicians plan for pre IND meeting Multiplatform Technical assistance Sensitivity (nca) Radiologist who ID cGMP CRO Pharmaceutical Specific compounds perform studies Fund-raising development companies General Direct sales of IP methodology for precursor PoP data adding fluorine to Drug developers lead compounds of R&D and clinical IP interest studies presented in PoP data journals and meetings Radiologists Regulatory plan Understanding of Sales of precursor the regulatory through global finished process pharmaceutical distributor Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 46. Face to Face meeting with president of small radiopharmaceutical company  Face to face with a clinician at Memorial Sloan-Kettering  Face to face with Global Production Manager of Molecular imaging for one of world’s largest radiopharmaceutical companies  OncoKinib collaboration between Geurbet, OncoDesign, and Ariana pharmaceuticals  Face to face meeting with head of R & D and International Production Manager from Linz, Austria  Eckert and Zeigler – German PET modular synthesis provider  Face to face meeting with Executive Director and CEO of Scott Tech Center in Omaha, NE  Introductory teleconference to CEO of Innovation Accelerator 49
  • 47. Significant Interest in our technology  Radiopharmacies want GMP product  No interest in GMP reagent preparation  Third-party manufacturers would use our developed synthetic pathways  Internal competition with one world radiopharmaceutical leader  Best to approach one of other two world leaders  Scott Tech Center  Willing to offer free advice on startup strategy  Provided introduction to Innovation Accelerator  Offered introduction to Director of Venture Technology of one of world’s leading radiopharmaceutical companies 50
  • 48. The Business Model Canvas Technical Assistance cGMP manufacturer SOPs for precursors (Image Atlas) Radiopharmacies Radiopharmacies and drugs Accessibility (RCY) FDA regulatory support Nuclear Medicine and Recruit clinical sites Purity Equipment producers Radiology In vivo animal studies Develop regulatory Speed departments PET/SPECT Prescribing physicians plan for pre IND meeting Multiplatform Technical assistance Sensitivity (nca) Radiologist who ID cGMP CRO Pharmaceutical Specific compounds perform studies Fund-raising development companies General Direct sales of IP methodology for precursor PoP data adding fluorine to Drug developers lead compounds of R&D and clinical IP interest studies presented in PoP data journals and meetings Radiologists Regulatory plan Understanding of Sales of precursor the regulatory through global finished process pharmaceutical distributor Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 49. • F-dopa iodonium intermediate • F-dopamine iodonium intermediate We provide accessibility Reagents •ABX Could license •Eckert & Ziegler precursor synthesis •GE MX module for TracerLab GMP Cassette or Components •Siemens Explora for incorporation in modules •TracerLab/ GE •Eckert & Ziegler Require GMP precursor •Siemens Explora (or cassette) to develop GMP Compliant •Neoprobe Synthesizer •Synthra our product with their synthesizer •Siemens PETNet •GE Amersham Only want GMP •Cardinal Health PET •AAA precursor in modules Radiopharmacy distributor •Iason without development 52