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Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved BUSINESS MODEL DESIGN TOOLS @PSTURROCK
Image from “Business Model Generation” Osterwalder & Pigneur
http://leanstack.com
1 23 4 5 67 8 9
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved VENTURE DESIGN IN THREE ACTS I. Why does the world need your product or service? II. What difference does your product or service make? III. How are you going to make it happen?
MAKE STUFF PEOPLE WANT! EXECUTION EXECUTION FOUNDER/MARKET FIT
WHERE DO I START ? Photo credit Ryan McGuire gratisography.com
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved Who already has an idea?
1. FIND A NEED 2. LEVERAGE YOUR ADVANTAGES “IF I BUILD IT, THEY WILL COME”
15
–Guy Kawasaki “Make Meaning” – Paul Graham “Make stuff people want”
“TOO MANY ENTREPRENEURS WHO FOLLOW THE LEAN METHODOLOGY GET STUCK IN A PRODUCT SPIN, CONSUMED WITH MAKING AND HONING THEIR MINIMUM VIABLE PRODUCT. WHILE THE MVP IS CRITICAL, IT’S MISSING ITS DANCE PARTNER, THE MINIMUM VIABLE SEGMENT.” Michael Skok, North Bridge Venture Partners
SEGMENTATION BY JOB TO BE DONE image by Dylan Walters flickr.com
J O B T O B E D O N E • Circumstance is more important than customer demographics, product attributes, technology • Good innovation solve problems with no previous solution or only inadequate ones. • Jobs are never about function • What are the social and emotional dimensions?
TEXT JOB TO BE DONE ▸ Goal ▸ Motivation ▸ Alternatives ▸ Constraints ▸ Budgets ▸ Margins ▸ Culture & Process
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved G E T O U T O F T H E B U I L D I N G !
Value= Opportunity/ Risk
T H E B E S T C U S T O M E R S 1. Have a problem 2. Know they have it 3. Have a budget 4. Are hacking their own solution “The Mom Test” Rob Fitzpatrick
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved WHY: What’s the gap?
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved Kim & Mauborgne “Blue Ocean Strategy” 0 1 2 3 4 5 Affordability Weight Display Power Telephony Laptops Smartphones
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved Kim & Mauborgne “Blue Ocean Strategy” 0 1 2 3 4 5 Affordability Weight Display Power Telephony Laptops Smartphones Ipad
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved via Seth Godin
VALUE POSITIONING ▸ Difference ▸ Risk ▸ Convenience ▸ Cost (not the same as price)
FOUNDER MARKET FIT
CAPABILITIES DEMAND INTERESTS ‣ Like to do ‣ Curious about ‣ Care about ‣ Skills ‣ Connections ‣ Resources ‣ Protagonist ‣ Gap ‣ Money Photo credit: Dani Alvarez Cañellas via VisualHunt / CC BY-NC-ND Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
Sources of Innovation 1. Market insight (epiphanies) 2. Business model innovation 3. Technology 4. Design
REVENUE MODEL
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved WHAT IS A REVENUE MODEL? ▸ Value Exchange Contract ▸ Deliverables ▸ Payment ▸ Risk Allocation ▸ Subset of Value Proposition ▸ Defines Revenue Streams & Unit Economics
DELIVERABLES - Features - Service - Property rights
TEXT BASIC MODELS ▸ Asset Sale ▸ Licensing ▸ Usage ▸ Intermediation ▸ Auction ▸ Subscription ▸ Advertising ▸ Consulting ▸ Freemium Deliverables Service Rights Commitment Termination Renewal Guarantees Price Payment Terms
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved Revenue = Customers x Unit Price x Frequency
Alternative Revenue Models PRODUCTS Sell Usage Subscription Rent License SERVICES Teach Consult Curate Connect Aggregate Manage
One Customer Intimacy 150Twelve 1000+ The Journey from Niche to Scale Product Innovation Operational Excellence Service Experience Product
Examples ‣ McDonald’s ‣ Amazon ‣ The iPod ‣ Dropbox ‣ AirbnB ‣ Metro ‣ Zipcar ‣ Uber ‣ ?
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved THE KEY CHALLENGE: CLARITY ▸ What does your customer really need or want? ▸ What part of your solution is relevant? ▸ Articulate connection between solution & needs ▸ Make sure your difference fits your capabilities
DISCUSSION
THANK YOU @PSturrock paul.sturrock@gmail.com

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