Lecture on E-Business Models @ Zeppelin University, 09.28.2012                                   1
Business Models
01 What is a b_model?02 Building blocks of a b_model     03 Create a b_model    04 Example b_models
Q&A          Q&AQ&A          Q&A Q&A         Q&A       Q&A
01 What is a b_model?02 Building blocks of a b_model     03 Create a b_model    04 Example b_models
What is a              Business Model?Business Model Lecture | © 2012 relevantive AG
Group work!     What is a  business model?Business Model LectureImage curtsey: http://1.bp.blogspot.com/-ZVgDabCg3z0/UDKCB...
Bla                                                                                               Bla                     ...
Business Model Lecture | © 2012 relevantive AG
Day     Month   Year                                                                                                      ...
Day     Month   Year                                                                                                      ...
01 What is a b_model?02 Building blocks of a b_model     03 Create a b_model    04 Example b_models
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Value Proposition                NewnessBusiness Model Lecture | © 2012 relevantive AG http://www.flickr.com/photos/7243989...
Business Model Lecture | © 2012 relevantive AG
Value Proposition         PerformanceBusiness Model Lecture | © 2012 relevantive AG                            Image curts...
Business Model Lecture | © 2012 relevantive AG
Value Proposition       CustomizationBusiness Model Lecture | © 2012 relevantive AG                                       ...
Business Model Lecture | © 2012 relevantive AG
Value PropositionGetting things doneBusiness Model Lecture | © 2012 relevantive AG                                    http...
Business Model Lecture | © 2012 relevantive AG
Value Proposition      Design, UX, CXBusiness Model Lecture | © 2012 relevantive AG                              http://3....
Business Model Lecture | © 2012 relevantive AG
Value Proposition                        PriceBusiness Model Lecture | © 2012 relevantive AG   http://www.gemeinde-asbach....
Business Model Lecture | © 2012 relevantive AG
Value Proposition      Cost reductionBusiness Model Lecture | © 2012 relevantive AGhttp://cdn.physorg.com/newman/gfx/news/...
Business Model Lecture | © 2012 relevantive AG
Value Proposition      Risk reductionBusiness Model Lecture | http://files.mercedes-fans.de/images/2010/09/mercedes-benz-hi...
Business Model Lecture | © 2012 relevantive AG
Value Proposition          AccessibilityBusiness Model Lecture | © 2012 relevantive AG                                    ...
Business Model Lecture | © 2012 relevantive AG
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Customer Segment        Mass marketBusiness Model Lecture |http://1.bp.blogspot.com/-wYRDKwwuvZk/Tq6Esx2CoAI/AAAAAAAABkg/d...
Business Model Lecture | © 2012 relevantive AG
Customer Segment        Niche MarketBusiness Model Lecture | © 2012 relevantive AG                                     Ima...
Business Model Lecture | © 2012 relevantive AG
Customer Segment            SegmentedBusiness Model Lecture | © 2012 relevantivehttp://www.kotorikits.com/ekmps/shops/mumm...
Business Model Lecture | © 2012 relevantive AG
Customer Segment        DiversifiziertBusiness Model Lecture curtsey:http://4.bp.blogspot.com/-ECdDDi3kO50/TaHu-p5cQcI/AAAA...
Business Model Lecture | © 2012 relevantive AG
Customer Segment             Multi SidedBusiness Model Lecture | © 2012 relevantive AG Image curtsey: http://landarzt.files...
Business Model Lecture | © 2012 relevantive AG
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Activities       Customer                                                 Segment                                  Key...
Key Activities                                                                 Customer   Channel Types                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Customer relationships               Personal              assistanceBusiness Model Lecture | © 2012 relevantive AG       ...
Customer relationships                                                                                                    ...
Customer relationships           Self-serviceBusiness Model Lecture | © 2012 relevantive AG http://erickadukes.com/site/wp...
Customer relationships                                                   Automated                                        ...
Customer relationships                                                                                                    ...
Customer relationships                                                                                                    ...
Customer relationships            Co-creation            (indirectly)Business Model Lecture | © 2012 relevantive AG       ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Revenue Streams        Service SalesBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams          SubscriptionBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams                       RetailBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams            CommisionBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams                LicensingBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams                LicensingBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams            AdvertisingBusiness Model Lecture | © 2012 relevantive AG
Revenue Streams                   RentingBusiness Model Lecture | © 2012 relevantive AG                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
Key Partner Key Activities                           Value       Channels      Customer                                   ...
01 What is a b_model?02 Building blocks of a b_model     03 Create a b_model    04 Example b_models
Key Partner Key Activities                           Value       Channels      Customer                                   ...
KP                                KA      VP   C         CS                                         KR           CR       ...
BMBusiness Model Lecture | © 2012 relevantive AG
01 What is a b_model?02 Building blocks of a b_model     03 Create a b_model    04 Example b_models
7 B_ModelsBusiness Model Lecture | © 2012 relevantive AG
B_model: Service sales                      SkypeBusiness Model Lecture | © 2012 relevantive AG
Subscription: SkypeKey Partner Key Activities                            Value         Channels        Customer           ...
Subscription: Skype                                                                                    Anybody withKey Par...
Subscription: Skype                                                                                   Anybody withKey Part...
B_model: subscription                        XINGBusiness Model Lecture | © 2012 relevantive AG
Subscription: XINGKey Partner Key Activities                            Value       Channels      Customer                ...
Subscription: XINGKey Partner Key Activities                            Value       Channels              Customer        ...
Subscription: XINGKey Partner Key Activities                            Value       Channels              Customer        ...
Revenue Streams                       RetailBusiness Model Lecture | © 2012 relevantive AG
Retail: AmazonKey Partner Key Activities                             Value     Channels     Customer                      ...
Retail: AmazonKey Partner Key Activities                             Value     Channels     Customer                      ...
Retail: AmazonKey Partner Key Activities                             Value     Channels     Customer                      ...
Revenue Streams            CommisionBusiness Model Lecture | © 2012 relevantive AG
Commision: ebayKey Partner Key Activities                           Value        Channels         Customer                ...
Commision: ebayKey Partner Key Activities                           Value        Channels         Customer                ...
Commision: ebayKey Partner Key Activities                           Value        Channels          Customer               ...
Revenue Streams                LicensingBusiness Model Lecture | © 2012 relevantive AG
Licensing: appsKey Partner Key Activities                            Value         Channels      Customer                 ...
Licensing: appsKey Partner Key Activities                            Value         Channels      Customer                 ...
Licensing: appsKey Partner Key Activities                            Value          Channels        Customer              ...
Revenue Streams            AdvertisingBusiness Model Lecture | © 2012 relevantive AG
Advertising: GoogleKey Partner Key Activities                            Value       Channels        Customer             ...
Advertising: GoogleKey Partner Key Activities       Building trust and                                                    ...
Advertising: GoogleKey Partner Key Activities       Building trust and                                                    ...
Revenue Streams                   RentingBusiness Model Lecture | © 2012 relevantive AG                                   ...
Renting: Dirve nowKey Partner Key Activities                           Value         Channels     Customer                ...
Renting: Dirve nowKey Partner Key Activities                           Value         Channels     Customer                ...
Renting: Dirve nowKey Partner Key Activities                           Value           Channels     Customer              ...
Failed B_Models:  Netflix, HiGear.com,        giga.deBusiness Model Lecture | © 2012 relevantive AG
Launching new productby merging 2 existing.Loosing 1.000.000customers due to badpricing strategy.Business Model Lecture | ...
Netflix             Stock price Netflix: Jan 2010 - Jun 2011: +386%   What could possibly go wrong?Business Model Lecture | ...
Merging 2 b_models: Netflix + QwiksterBusiness Model Lecture | © 2012 relevantive AG
Product NetflixKey Partner Key Activities                           Value       Channels       Customer                    ...
Product QwiksterKey Partner Key Activities                           Value       Channels       Customer                  ...
Qwikster                             Almost 1.000.000Key Partner Key Activities                            Value          ...
Netflix no. of                              subscribers                                                 Really bad!Business...
Netflix stock                               price -200%Business Model Lecture | © 2012 relevantive AG
Members can rent outluxury cars to eachother.Many refer to Higearas the AirBnB* of cars.Business Model Lecture | © 2012 re...
Airbnb.comKey Partner Key Activities                           Value       Channels        Customer                       ...
HiGear.comKey Partner Key Activities                           Value       Channels        Customer                       ...
Q&A          Q&AQ&A          Q&A Q&A         Q&A       Q&A
THX!Business Model Lecture | © 2012 relevantive AG          117
Life is a startup!Business Model Lecture | © 2012 relevantive AG   118
sebastian.fittko@relevantive.de     twitter @forstartups
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Lecture on Business Model Generation @ Zeppelin University

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This lecture was part of the entrepreneurship workshop at Zeppelin University, Friedrichshafen on September 29th 2012.
Big thanks to the great students an co-lecturer Benjamin Rohé, Andreas Jurgeit, and Sebastian Feldmann.

Published in: Education

Lecture on Business Model Generation @ Zeppelin University

  1. 1. Lecture on E-Business Models @ Zeppelin University, 09.28.2012 1
  2. 2. Business Models
  3. 3. 01 What is a b_model?02 Building blocks of a b_model 03 Create a b_model 04 Example b_models
  4. 4. Q&A Q&AQ&A Q&A Q&A Q&A Q&A
  5. 5. 01 What is a b_model?02 Building blocks of a b_model 03 Create a b_model 04 Example b_models
  6. 6. What is a Business Model?Business Model Lecture | © 2012 relevantive AG
  7. 7. Group work! What is a business model?Business Model LectureImage curtsey: http://1.bp.blogspot.com/-ZVgDabCg3z0/UDKCBR_JJlI/AAAAAAAAAvI/7cnvydrHZKA/s1600/IMG_1183.JPG | © 2012 relevantive AG
  8. 8. Bla Bla Bla Bla BlaBusiness Model Lecture | © 2012 relevantive AG Image curtsey: http://1.bp.blogspot.com/-Z1uan5VaCzA/Ty9mLiltA3I/AAAAAAAAFXU/7WD9NGjYp3k/s1600/business-meeting.jpg
  9. 9. Business Model Lecture | © 2012 relevantive AG
  10. 10. Day Month Year No. Who are our Key Partners? What Key Activities do our Value Propositions require? What value do we deliver to the customer? What type of relationship does each of our Customer For whom are we creating value? Who are our key suppliers? Our Distribution Channels? Which one of our customer’s problems are we helping to solve? Segments expect us to establish and maintain with them? Who are our most important customers? Which Key Resources are we acquiring from partners? Customer Relationships? What bundles of products and services are we offering to each Customer Segment? Which ones have we established? Which Key Activities do partners perform? Revenue streams? Which customer needs are we satisfying? How are they integrated with the rest of our business model? How costly are they? What Key Resources do our Value Propositions require? Through which Channels do our Customer Segments Our Distribution Channels? Customer Relationships? want to be reached? Revenue Streams? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? What are the most important costs inherent in our business model? For what value are our customers really willing to pay? Which Key Resources are most expensive? For what do they currently pay? Which Key Activities are most expensive? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.Business Model Lecture | © 2012 relevantive AG
  11. 11. Day Month Year No.Who are our Key Partners? What Key Activities do our Value Propositions require? What value do we deliver to the customer? What type of relationship does each of our Customer For whom are we creating value?Who are our key suppliers? Our Distribution Channels? Which one of our customer’s problems are we helping to solve? Segments expect us to establish and maintain with them? Who are our most important customers?Which Key Resources are we acquiring from partners? Customer Relationships? What bundles of products and services are we offering to each Customer Segment? Which ones have we established?Which Key Activities do partners perform? Revenue streams? Which customer needs are we satisfying? How are they integrated with the rest of our business model? How costly are they? What Key Resources do our Value Propositions require? Through which Channels do our Customer Segments Our Distribution Channels? Customer Relationships? want to be reached? Revenue Streams? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines?What are the most important costs inherent in our business model? For what value are our customers really willing to pay?Which Key Resources are most expensive? For what do they currently pay?Which Key Activities are most expensive? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.Business BIG thanks to Alex Osterwalder! You can download the here: http://www.businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf Model Lecture | © 2012 relevantive AG
  12. 12. 01 What is a b_model?02 Building blocks of a b_model 03 Create a b_model 04 Example b_models
  13. 13. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  14. 14. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  15. 15. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  16. 16. Value Proposition NewnessBusiness Model Lecture | © 2012 relevantive AG http://www.flickr.com/photos/72439897@N02/6623264623/sizes/l/in/photostream/ Image curtsey:
  17. 17. Business Model Lecture | © 2012 relevantive AG
  18. 18. Value Proposition PerformanceBusiness Model Lecture | © 2012 relevantive AG Image curtsey: http://www.babez.de/wp-content/myfotos/bf-performance-gt660/bf-performance-gt-660-02.jpg
  19. 19. Business Model Lecture | © 2012 relevantive AG
  20. 20. Value Proposition CustomizationBusiness Model Lecture | © 2012 relevantive AG http://weirdnews.about.com/od/weirdphotos/ig/Geoff-Ostling-Tattoos/Armpit.htm
  21. 21. Business Model Lecture | © 2012 relevantive AG
  22. 22. Value PropositionGetting things doneBusiness Model Lecture | © 2012 relevantive AG http://capmembers.com/media/cms/working_together_in_space_hires_E77D1F50E1332.jpg
  23. 23. Business Model Lecture | © 2012 relevantive AG
  24. 24. Value Proposition Design, UX, CXBusiness Model Lecture | © 2012 relevantive AG http://3.bp.blogspot.com/_wuUoxyO0BNI/TCsb1xIOeuI/AAAAAAAAIWw/k9ph1nqXj2w/s1600/P1040804.JPG
  25. 25. Business Model Lecture | © 2012 relevantive AG
  26. 26. Value Proposition PriceBusiness Model Lecture | © 2012 relevantive AG http://www.gemeinde-asbach.de/img/ALDI.JPG
  27. 27. Business Model Lecture | © 2012 relevantive AG
  28. 28. Value Proposition Cost reductionBusiness Model Lecture | © 2012 relevantive AGhttp://cdn.physorg.com/newman/gfx/news/hires/2012/1-containershi.jpg
  29. 29. Business Model Lecture | © 2012 relevantive AG
  30. 30. Value Proposition Risk reductionBusiness Model Lecture | http://files.mercedes-fans.de/images/2010/09/mercedes-benz-hightech-airbag-gurtstraffer-w126-innovationtf012.jpg © 2012 relevantive AG
  31. 31. Business Model Lecture | © 2012 relevantive AG
  32. 32. Value Proposition AccessibilityBusiness Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  33. 33. Business Model Lecture | © 2012 relevantive AG
  34. 34. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  35. 35. Customer Segment Mass marketBusiness Model Lecture |http://1.bp.blogspot.com/-wYRDKwwuvZk/Tq6Esx2CoAI/AAAAAAAABkg/d7jEc7vPzT0/s1600/Crowd_Obama_Inauguration_Day_Big.jpg Image curtsey: © 2012 relevantive AG
  36. 36. Business Model Lecture | © 2012 relevantive AG
  37. 37. Customer Segment Niche MarketBusiness Model Lecture | © 2012 relevantive AG Image curtsey: http://www.trashness.com/wp-content/uploads/2012/06/preppy-hipster.jpg
  38. 38. Business Model Lecture | © 2012 relevantive AG
  39. 39. Customer Segment SegmentedBusiness Model Lecture | © 2012 relevantivehttp://www.kotorikits.com/ekmps/shops/mummymadeit/resources/Design/father-and-son.jpg Image curtsey: AG
  40. 40. Business Model Lecture | © 2012 relevantive AG
  41. 41. Customer Segment DiversifiziertBusiness Model Lecture curtsey:http://4.bp.blogspot.com/-ECdDDi3kO50/TaHu-p5cQcI/AAAAAAAAAAM/np6_jKgDQ0U/s1600/Farmers-Market-foods.jpg Image | © 2012 relevantive AG
  42. 42. Business Model Lecture | © 2012 relevantive AG
  43. 43. Customer Segment Multi SidedBusiness Model Lecture | © 2012 relevantive AG Image curtsey: http://landarzt.files.wordpress.com/2008/10/pillen.jpg
  44. 44. Business Model Lecture | © 2012 relevantive AG
  45. 45. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  46. 46. Key Activities Customer Segment Key Ressources Channels Serving the customerBusiness Model Lecture | © 2012 relevantive AG
  47. 47. Key Activities Customer Channel Types Channel Phases Segment 01 02 03 04 05 Awareness Evaluation Purchase Delivery After sales Sales force Own Web SalesKey Ressources Own Store Partner StorePartner Wholesaler Business Model Lecture | © 2012 relevantive AG
  48. 48. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  49. 49. Customer relationships Personal assistanceBusiness Model Lecture | © 2012 relevantive AG http://www.entrepreneur-resources.net/wp-content/uploads/2011/10/remote-call-center-agent.jpg
  50. 50. Customer relationships Dedicated Personal assistanceBusiness Model Lecture | © 2012 relevantive AG http://www.bruchsal.org/sites/default/files/1_40_Jahre_Dinner_for_one.jpg
  51. 51. Customer relationships Self-serviceBusiness Model Lecture | © 2012 relevantive AG http://erickadukes.com/site/wp-content/uploads/2011/02/IMG_3889.jpg
  52. 52. Customer relationships Automated serviceBusiness Model Lecture | © 2012 relevantive AG
  53. 53. Customer relationships CommunitiesBusiness Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  54. 54. Customer relationships Co-creation (directly)Business Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  55. 55. Customer relationships Co-creation (indirectly)Business Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  56. 56. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  57. 57. Revenue Streams Service SalesBusiness Model Lecture | © 2012 relevantive AG
  58. 58. Revenue Streams SubscriptionBusiness Model Lecture | © 2012 relevantive AG
  59. 59. Revenue Streams RetailBusiness Model Lecture | © 2012 relevantive AG
  60. 60. Revenue Streams CommisionBusiness Model Lecture | © 2012 relevantive AG
  61. 61. Revenue Streams LicensingBusiness Model Lecture | © 2012 relevantive AG
  62. 62. Revenue Streams LicensingBusiness Model Lecture | © 2012 relevantive AG
  63. 63. Revenue Streams AdvertisingBusiness Model Lecture | © 2012 relevantive AG
  64. 64. Revenue Streams RentingBusiness Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  65. 65. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  66. 66. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  67. 67. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  68. 68. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  69. 69. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  70. 70. 01 What is a b_model?02 Building blocks of a b_model 03 Create a b_model 04 Example b_models
  71. 71. Key Partner Key Activities Value Channels Customer Proposition Segment Key Customer Resources Relationship Cost Structure Revenue Streams Business Model Lecture | © 2012 relevantive AG
  72. 72. KP KA VP C CS KR CR CS RSBusiness Model Lecture | © 2012 relevantive AG
  73. 73. BMBusiness Model Lecture | © 2012 relevantive AG
  74. 74. 01 What is a b_model?02 Building blocks of a b_model 03 Create a b_model 04 Example b_models
  75. 75. 7 B_ModelsBusiness Model Lecture | © 2012 relevantive AG
  76. 76. B_model: Service sales SkypeBusiness Model Lecture | © 2012 relevantive AG
  77. 77. Subscription: SkypeKey Partner Key Activities Value Channels Customer Proposition Segment Free calls (almost), chat Mass market and video. Key Easy to use. Customer Resources Relationship Cost Structure Revenue Streams Cost like an internet Prepaid. Fee for company fixed line calls Business Model Lecture | © 2012 relevantive AG
  78. 78. Subscription: Skype Anybody withKey Partner Key Activities Value Channels Customer internet. Proposition Segment Disruptive value Free calls proposition. (almost), chat Mass market and video. Key Easy to use. Customer Resources Relationship Small percentage of paying „Same“ product than telco costumers, but large but different cost structure. customer base Cost Structure Revenue Streams Cost like an internet Prepaid. Fee for company fixed line calls Business Model Lecture | © 2012 relevantive AG
  79. 79. Subscription: Skype Anybody withKey Partner Key Activities Value Channels Customer internet. Proposition Segment Disruptive value Free calls proposition. (almost), chat Mass market and video. Not beeing able to Key Customer Easy to use. scale or monetize. Resources Relationship Small percentage of paying „Same“ product than telco costumers, but large but different cost structure. customer base Cost Structure Revenue Streams Cost like an internet Prepaid. Fee for company fixed line calls Business Model Lecture | © 2012 relevantive AG
  80. 80. B_model: subscription XINGBusiness Model Lecture | © 2012 relevantive AG
  81. 81. Subscription: XINGKey Partner Key Activities Value Channels Customer Proposition Segment Network for Professionals professionals Key Access to Customer Resources Headhunter professionals Relationship Cost Structure Revenue Streams Yearly subscription fee Usage fee Business Model Lecture | © 2012 relevantive AG
  82. 82. Subscription: XINGKey Partner Key Activities Value Channels Customer Proposition Segment Lock in and network effects Network for Professionals professionals Key Access to Customer Resources Headhunter professionals Relationship Most people forget, that they are subscriber. Cost Structure Revenue Streams Yearly subscription fee Usage fee Business Model Lecture | © 2012 relevantive AG
  83. 83. Subscription: XINGKey Partner Key Activities Value Channels Customer Proposition Segment Lock in and network effects Network for Professionals professionalsRISK: Beliefe that people liketo be held captive. Value forthe customer ➔ Usage!Key Access to Customer Resources Headhunter professionals Relationship Most people forget, that they are subscriber. Cost Structure Revenue Streams Yearly subscription fee Usage fee Business Model Lecture | © 2012 relevantive AG
  84. 84. Revenue Streams RetailBusiness Model Lecture | © 2012 relevantive AG
  85. 85. Retail: AmazonKey Partner Key Activities Value Channels Customer Proposition Segment Best prices, recommonda tion, trust Mass market and zero Key shipping Customer Resources costs and Relationship retour. Cost Structure Revenue Streams SellingOnline and offline (logistics). ownership. Business Model Lecture | © 2012 relevantive AG
  86. 86. Retail: AmazonKey Partner Key Activities Value Channels Customer Proposition Segment Best prices, recommonda tion, trust Mass market and zero Key shipping Customer Resources costs and Relationship retour. Logistic cost are critical to be profitable. Cost Structure Revenue Streams SellingOnline and offline (logistics). ownership. Business Model Lecture | © 2012 relevantive AG
  87. 87. Retail: AmazonKey Partner Key Activities Value Channels Customer Proposition Segment Risk: Treating Best prices, online like offline. recommonda Hight return costs. tion, trust Mass market Low margin: 0-3%. and zero Key shipping Customer Resources costs and Relationship retour. Logistic cost are critical to be profitable. Cost Structure Revenue Streams SellingOnline and offline (logistics). ownership. Business Model Lecture | © 2012 relevantive AG
  88. 88. Revenue Streams CommisionBusiness Model Lecture | © 2012 relevantive AG
  89. 89. Commision: ebayKey Partner Key Activities Value Channels Customer Proposition Segment Buying Buyer Products Key Selling Customer Resources Relationship Seller products Cost Structure Revenue Streams Post auction fee Pre auction fee Business Model Lecture | © 2012 relevantive AG
  90. 90. Commision: ebayKey Partner Key Activities Value Channels Customer Proposition Segment Buying Buyer Products Create diverse and Trustworthy Key Selling Customer great no. of transactions Resources for private Relationship Seller and professional sellers products offers Cost Structure Revenue Streams Post auction fee Pre auction fee Business Model Lecture | © 2012 relevantive AG
  91. 91. Commision: ebayKey Partner Key Activities Value Channels Customer Proposition Segment Attractive products Buying and prices Buyer Products Create diverse and Trustworthy Key Selling Customer great no. of transactions Resources for private Relationship Seller and professional sellers products offers Thinking your clients won’t deal behind your back Cost Structure Revenue Streams Post auction fee Pre auction fee Business Model Lecture | © 2012 relevantive AG
  92. 92. Revenue Streams LicensingBusiness Model Lecture | © 2012 relevantive AG
  93. 93. Licensing: appsKey Partner Key Activities Value Channels Customer Proposition Segment Product Buyer solving a pain and creating Key a gain Customer Resources Relationship Cost Structure Revenue Streams License fee Business Model Lecture | © 2012 relevantive AG
  94. 94. Licensing: appsKey Partner Key Activities Value Channels Customer Proposition Segment Matching hypothesis/ Product Deep assumption and with real domain Buyer solving a pain market demand. knowledge and creating Key a gain Customer Resources Relationship Cost Structure Revenue Streams License fee Business Model Lecture | © 2012 relevantive AG
  95. 95. Licensing: appsKey Partner Key Activities Value Channels Customer Proposition Segment Matching hypothesis/ Product Deep assumption and with real domain Buyer solving a pain market demand. limited knowledge Risk: Value for a and creating Key amount of customers. a gain Customer Beeing an agency. Resources Relationship Risk: One product and one customer. Cost Structure Revenue Streams Transaction Fee Business Model Lecture | © 2012 relevantive AG
  96. 96. Revenue Streams AdvertisingBusiness Model Lecture | © 2012 relevantive AG
  97. 97. Advertising: GoogleKey Partner Key Activities Value Channels Customer Valuable Proposition Segment service and information User for free. Key Customer Resources Targeted ads. Relationship Advertiser Cost Structure Revenue Streams Free product. Performace fee. Business Model Lecture | © 2012 relevantive AG
  98. 98. Advertising: GoogleKey Partner Key Activities Building trust and Value Channels Customer Valuable highly involved users Proposition Segment service and information User for free. Key Customer Resources Targeted ads. Relationship Advertiser People pay with their usage. Cost Structure Revenue Streams Free product. Performace fee. Business Model Lecture | © 2012 relevantive AG
  99. 99. Advertising: GoogleKey Partner Key Activities Building trust and Value Channels Customer Valuable highly involved users Proposition Segment service and information User for free. Key Invading people’s Customer Resources space or privacy. Targeted ads. Relationship Advertiser People pay with their usage. Cost Structure Revenue Streams Free product. Performace fee. Business Model Lecture | © 2012 relevantive AG
  100. 100. Revenue Streams RentingBusiness Model Lecture | © 2012 relevantive AG http://www.airlinereporter.com/wp-content/uploads/2010/10/airlines1.jpg
  101. 101. Renting: Dirve nowKey Partner Key Activities Value Channels Customer Proposition Segment Individual Commuter mobility. Key Customer Resources Relationship Cost Structure Revenue Streams Renting/usage fee Business Model Lecture | © 2012 relevantive AG
  102. 102. Renting: Dirve nowKey Partner Key Activities Value Channels Customer Proposition Segment Granting someone Individual the exclusive right to Commuter mobility. use a particular asset for a fixed period of time Key Customer Resources Relationship Cost Structure Revenue Streams Renting/usage fee Business Model Lecture | © 2012 relevantive AG
  103. 103. Renting: Dirve nowKey Partner Key Activities Value Channels Customer Proposition Segment Granting someone Individual the exclusive right to Commuter mobility. use a particular asset for a fixed period of time Key Customer Underestimate Resources Relationship fraud Cost Structure Revenue Streams Renting/usage fee Business Model Lecture | © 2012 relevantive AG
  104. 104. Failed B_Models: Netflix, HiGear.com, giga.deBusiness Model Lecture | © 2012 relevantive AG
  105. 105. Launching new productby merging 2 existing.Loosing 1.000.000customers due to badpricing strategy.Business Model Lecture | © 2012 relevantive AG
  106. 106. Netflix Stock price Netflix: Jan 2010 - Jun 2011: +386% What could possibly go wrong?Business Model Lecture | © 2012 relevantive AG
  107. 107. Merging 2 b_models: Netflix + QwiksterBusiness Model Lecture | © 2012 relevantive AG
  108. 108. Product NetflixKey Partner Key Activities Value Channels Customer Proposition Segment Movie Customer streaming (Massmarket) service Key Customer Resources Relationship Cost Structure Revenue Streams $7,99/month Business Model Lecture | © 2012 relevantive AG
  109. 109. Product QwiksterKey Partner Key Activities Value Channels Customer Proposition Segment Customer DVD by mail (Massmarket) Key Customer Resources Relationship Cost Structure Revenue Streams $7,99/month Business Model Lecture | © 2012 relevantive AG
  110. 110. Qwikster Almost 1.000.000Key Partner Key Activities Value Channels Customer clients left Proposition Segment Netflix tried to split brandingbut had to cancel the operation Combi DVD Customer by mail + (Massmarket)Brand name “-ster” referred to streaming other failed internet brands. Key Customer Resources Relationship Price raise of +60% for bundle to competition Cost Structure Revenue Streams $15,98/ month Business Model Lecture | © 2012 relevantive AG
  111. 111. Netflix no. of subscribers Really bad!Business Model Lecture | © 2012 relevantive AG
  112. 112. Netflix stock price -200%Business Model Lecture | © 2012 relevantive AG
  113. 113. Members can rent outluxury cars to eachother.Many refer to Higearas the AirBnB* of cars.Business Model Lecture | © 2012 relevantive AG
  114. 114. Airbnb.comKey Partner Key Activities Value Channels Customer Proposition 2011, Some travelersSegment In June trashed and vandalized 2 apartments of AirBnB Matchmaking Renter Key After a huge PR crisis, service: Customer Resources AirBnb introduced a $50K Relationship Visitor Room for insurance policy. money Cost Structure Revenue Streams 6%-12% commission Business Model Lecture | © 2012 relevantive AG
  115. 115. HiGear.comKey Partner Key Activities Value Channels Customer Proposition Segment Criminal ring stole 4 vehicles worth $400.000 Matchmaking Renter service: After a PR nightmare Key Customer Luxury car Visitor ResourcesHigear had to close down at Relationship the start of 2012. for rent for 1/2 price of regulat rent. Cost Structure Revenue Streams 30% commission Business Model Lecture | © 2012 relevantive AG
  116. 116. Q&A Q&AQ&A Q&A Q&A Q&A Q&A
  117. 117. THX!Business Model Lecture | © 2012 relevantive AG 117
  118. 118. Life is a startup!Business Model Lecture | © 2012 relevantive AG 118
  119. 119. sebastian.fittko@relevantive.de twitter @forstartups
  120. 120. 120

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