(Re)Dizajn servisa Dejan Restak CEO  & Founder  @ Vibe Network ex Mondo.rs -  Wireless Media ex B92.net
Definicija tr žišta <ul><li>Skup aktivnih i potencijalnih kupaca/korisnika/posetilaca </li></ul><ul><li>Za dati skup servi...
Prihvatanje inovacije – Rodžers Everet (Rogers Everett)
Kako preskočiti ponor – Džefri Mur (Geoffrey A Moore) Inovatori  – vole sve što je novo, tolerišu bagove, ne zadržavaju se...
Kako se to uglavnom radi Concept Product Dev. Alpha/Beta Test Launch/ 1 st  Ship <ul><li>Create Marcom  </li></ul><ul><li>...
 
Biznis model Svaku kompaniju opisuje 9 osnovnih elemenata
1.  S egment klijenata  Koje klijente i korisnike opslužujete?  Šta oni zaista žele da im učinite?
2. Vaša ponuda  (Value proposition) Šta nudite? Šta to njima čini? Da li im je bitno i koliko?
3. Kanali (channels) Kako pristupi svakom segmentu klijenata? Kojim tačkama interakcije?
4. Odnosi sa klijentima i korisnicima Kakve relacije uspostavljate sa svakim segmentom? perosnalne? automatske? akvizicija...
5. Izvori prihoda Šta su vaši klijenti i korisnici spremni da plate? Koliko? Kako?  Da li su prihodi periodični (pretplata...
6. Ključni resursi Koji resursi obezbeđuju vaš biznis model? Koja sredstva su esencijalna?
7. Ključne aktivnosti Koje aktivnosti morate da radite jako dobro u vašem biznis modelu? Šta je ključno?
8. Ključni partneri Koji partneri i dobavljači obezbeđuju vaš biznis?  Na koga morate da se oslonite? Od koga zavisite?
9. Struktura troškova Koja je rezultujuća struktura troškova?  Koji to ključni elementi čine vaše troškove?
 
Business Canvas #1 - Powerful sellers - Server providers - Variable costs: server and traffic maintenance costs - Fixed Co...
Business Canvas #2 - Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries  Seller side: - tra...
Business Canvas #3 <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Established ...
Business Canvas #4 <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Established ...
Business Canvas Final <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Establish...
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Re(dizajn) servisa

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Prezentacija daje uvod u osnovne principe Customer Development metode za uspostavljanje Start-upa.

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Re(dizajn) servisa

  1. 1. (Re)Dizajn servisa Dejan Restak CEO & Founder @ Vibe Network ex Mondo.rs - Wireless Media ex B92.net
  2. 2. Definicija tr žišta <ul><li>Skup aktivnih i potencijalnih kupaca/korisnika/posetilaca </li></ul><ul><li>Za dati skup servisa ili proizvoda </li></ul><ul><li>Koji imaju zajednički skup potreba i želja </li></ul><ul><li>Koji referenciraju jedni druge kada donose odluke o kupovini </li></ul>“ Ako dvoje ljudi kupi isti proizvod a nemaju načina da referenciraju jedan drugog, oni nisu pripadnici istog tržišta” – Crossing the Chasm, Geoffrey A Moore “ Nijedna kompanija ne može priuštiti da plati za svaki pojedinačni marketing kontakt”
  3. 3. Prihvatanje inovacije – Rodžers Everet (Rogers Everett)
  4. 4. Kako preskočiti ponor – Džefri Mur (Geoffrey A Moore) Inovatori – vole sve što je novo, tolerišu bagove, ne zadržavaju se dugo Vizionari – traže inspiraciju, totalnu promenu, nov servis, nov proizvod, koncept Pragmatisti – Traže sigurne i postepene promene na bolje, nije potrebna inovacija, lojalni Konzervativci – Ne vole promene, idu na provereno i ostaju dugo Negativci – Nema vajde, minimiziramo štetu
  5. 5. Kako se to uglavnom radi Concept Product Dev. Alpha/Beta Test Launch/ 1 st Ship <ul><li>Create Marcom </li></ul><ul><li>Materials </li></ul><ul><li>- Create Positioning </li></ul>- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” <ul><li>Hire Sales VP </li></ul><ul><li>Pick distribution Channel </li></ul><ul><li>Build Sales Channel / Distribution </li></ul>Marketing Sales <ul><li>Hire First Bus Dev </li></ul><ul><li>Do deals for FCS </li></ul>Business Dev. Engineering <ul><li>Write MRD </li></ul><ul><li>Waterfall </li></ul><ul><li>Q/A </li></ul><ul><li>Tech Pubs </li></ul>
  6. 7. Biznis model Svaku kompaniju opisuje 9 osnovnih elemenata
  7. 8. 1. S egment klijenata Koje klijente i korisnike opslužujete? Šta oni zaista žele da im učinite?
  8. 9. 2. Vaša ponuda (Value proposition) Šta nudite? Šta to njima čini? Da li im je bitno i koliko?
  9. 10. 3. Kanali (channels) Kako pristupi svakom segmentu klijenata? Kojim tačkama interakcije?
  10. 11. 4. Odnosi sa klijentima i korisnicima Kakve relacije uspostavljate sa svakim segmentom? perosnalne? automatske? akvizicija? zadržavanje/lojalnost?
  11. 12. 5. Izvori prihoda Šta su vaši klijenti i korisnici spremni da plate? Koliko? Kako? Da li su prihodi periodični (pretplata), transakcionog tipa (prodaja ogl.prostora), servisni, po projektu?
  12. 13. 6. Ključni resursi Koji resursi obezbeđuju vaš biznis model? Koja sredstva su esencijalna?
  13. 14. 7. Ključne aktivnosti Koje aktivnosti morate da radite jako dobro u vašem biznis modelu? Šta je ključno?
  14. 15. 8. Ključni partneri Koji partneri i dobavljači obezbeđuju vaš biznis? Na koga morate da se oslonite? Od koga zavisite?
  15. 16. 9. Struktura troškova Koja je rezultujuća struktura troškova? Koji to ključni elementi čine vaše troškove?
  16. 18. Business Canvas #1 - Powerful sellers - Server providers - Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries Seller side: - transaction fees Buyer side: - targeted ads - Maintaining online buyer/seller communities and credibility of transactions - Promotion of website and brand - Physical resources (IT infrastructure) - Existing social networks -Buyer and seller communities, - Brand awareness <ul><li>Web & App sales </li></ul><ul><li>- Online social networks </li></ul>Seller: - Access to large online customer pool - Bulk sales with reduced commission Buyer: - Better discounts - Automated services - Communities of buyers and sellers - Co-creation of value through customer feedback Multi-sided platform Seller: Pro-sellers in Amazon and eBay who sell electronics Buyer: Online shoppers
  17. 19. Business Canvas #2 - Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries Seller side: - transaction fees Buyer side: - targeted ads - Maintaining online buyer/seller communities and credibility of transactions - Promotion of website and brand - Physical resources (IT infrastructure) - Existing social networks -Buyer and seller communities, - Brand awareness <ul><li>Web & App sales </li></ul><ul><li>- Online social networks </li></ul>Seller: - More customer traffic - Bulk sales with reduced commission Buyer: - Better discounts - Power to choose product deal - Buyer community feedback on products and sellers - Automated services - Communities of buyers and sellers - Co-creation of value through customer feedback Multi-sided platform Seller: Trustworthy online sellers with verifiable websites Buyer: Online shoppers who are willing to wait to get significant discounts on products
  18. 20. Business Canvas #3 <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Established services - Online Marketing : Google/Facebook </li></ul><ul><li>Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries </li></ul><ul><li>- Online ad campaigns </li></ul>Seller side: - transaction fees Buyer side: - targeted ads - Maintaining online buyer/seller communities and credibility of transactions - Promotion of website and brand - Physical resources (IT infrastructure) - Existing social networks -Buyer and seller communities, - Brand awareness <ul><li>Web & App sales </li></ul><ul><li>Online social networks </li></ul><ul><li>Online advertising </li></ul>Seller: - More customer traffic - Bulk sales with reduced commission Buyer: - Better discounts - Power to choose product deal - Buyer community feedback on products and sellers - Automated services - Communities of buyers and sellers - Co-creation of value through customer feedback Multi-sided platform Seller: Trustworthy online sellers with verifiable websites Buyer: Online shoppers who are willing to wait to get significant discounts on products
  19. 21. Business Canvas #4 <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Established services - Online Marketing : Google/Facebook </li></ul><ul><li>-Payment Gateway : Paypal - Customer Service (Front side webservice) : Self - Customer Service (Product side) : Sellers - Delivery : Sellers </li></ul><ul><li>Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries </li></ul><ul><li>- Online ad campaigns </li></ul>Seller side: - transaction fees Buyer side: - targeted ads - Maintaining online buyer/seller communities and credibility of transactions - Promotion of website and brand - Physical resources (IT infrastructure) - Existing social networks -Buyer and seller communities, - Brand awareness <ul><li>Web & App sales </li></ul><ul><li>Online social networks </li></ul><ul><li>Online advertising </li></ul><ul><li>Seller: - More customer traffic </li></ul><ul><li>Bulk sales with reduced commission </li></ul><ul><li>- Access to customer contact information </li></ul><ul><li>Cross-sell their products. - Site advertising - Power to create deals </li></ul><ul><li>Buyer: - Better discounts </li></ul><ul><li>- Power to choose product deal </li></ul><ul><li>- Buyer community feedback on products and sellers </li></ul>- Automated services - Communities of buyers and sellers - Co-creation of value through customer feedback Multi-sided platform Seller: Trustworthy online sellers with verifiable websites Buyer: Online shoppers who are willing to wait to get significant discounts on products
  20. 22. Business Canvas Final <ul><li>Sellers who need more traffic </li></ul><ul><li>Server providers </li></ul><ul><li>Established services - Online Marketing : Google/Facebook </li></ul><ul><li>- Payment Gateway : Paypal - Customer Service (Front side webservice) : Self - Customer Service (Product side) : Sellers - Delivery : Sellers </li></ul><ul><li>Variable costs: server and traffic maintenance costs - Fixed Cost: rent, salaries </li></ul><ul><li>- Online ad campaigns </li></ul>Seller side: - transaction fees Buyer side: - targeted ads - float money <ul><li>Growing and maintaining online buyer/seller communities and credibility of transactions - Promotion of website and brand </li></ul><ul><li>- Establishing credibility </li></ul>- Physical resources (IT infrastructure) - Existing social networks -Buyer and seller communities, - Brand awareness <ul><li>Web & App sales </li></ul><ul><li>Online social networks </li></ul><ul><li>Online advertising </li></ul><ul><li>Seller: - More customer traffic </li></ul><ul><li>Bulk sales with reduced commission </li></ul><ul><li>- Access to customer contact information </li></ul><ul><li>Cross-sell their products. - Site advertising - Power to create deals </li></ul><ul><li>Buyer: - Better discounts </li></ul><ul><li>- Power to choose product deal </li></ul><ul><li>- Buyer community feedback on products and sellers </li></ul>- Automated services - Communities of buyers and sellers - Co-creation of value through customer feedback Multi-sided platform Seller: Trustworthy online sellers with verifiable websites Buyer: Online shoppers who are willing to wait to get significant discounts on products
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