Business Model Strips for Customer Growth Hackers: A New Business Model Notation System

1. 5 Stages of Market Evolu2on Business Model Strips for Visualizing Pa/erns in the Evolu5on of Mul5-‐sided Business Models Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing ORPHAN (Stone) Pa/ern CHAIN (Linear/Pipe) Pa/ern TREE (Hierarchical/V-‐) Pa/ern TRIANGLE (Network) Pa/ern WEB (Network) Pa/ern No Market 1-‐Sided Market 2-‐Sided Market 2-‐Sided Market Mul5-‐sided Market STRUCTURE: From Ver2cal Integra2on (Bundling; Centraliza5on) To Horizontal Integra2on (Unbundling; Decentraliza5on; Outsourcing) Supplier (Enterprise) Customer 1 Customer 2 Customer 1 Customer 2 Supplier (Enterprise) Supplier (Enterprise) Customer Supplier (Enterprise) Customer 1 Customer 2 Customer 3 Supplier (Enterprise)

2. 5 Stages of Product Evolu2on Business Model Strips for Visualizing Pa/erns in the Evolu5on of Web-‐Products ORPHAN (Stone) Pa/ern CHAIN (Linear/Pipe) Pa/ern TREE (Hierarchical/V-‐) Pa/ern TRIANGLE (Network) Pa/ern WEB (Network) Pa/ern No Market 1-‐Sided Market 2-‐Sided Market 2-‐Sided Market Mul5-‐sided Market 1. Single Product (Integrated Func5on) 2. Chain-‐Product 3. Tree-‐Product 4. Triangle-‐Product 5. Web-‐Product (Industry/Mul5-‐ func5onal PlaYorm) Supplier (Enterprise) Customer 1 Customer 2 Customer 1 Customer 2 Customer 1 Customer 2 Customer 3 Supplier (Enterprise) Supplier (Enterprise) Supplier (Enterprise) Customer Supplier (Enterprise) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

3. Representa5ons of Business Model Strip (New Business Model Nota2on System)

4. 5 Business Model Strips Business Model Engineering Rapidly Document, Analyze, Prototype, and Design Business Model Engines Business Model Engine (BME) No Stack-‐Business Model Strip Stack-‐Business Model Strip 1D: Point (“Lean” System) 2D: Circle Gradated (Without Label) Gradated (With Label) Stack of Blocks (Ver5cal) S: Supplier (Input) C S C S C S C: Customer (Output) C S Customer Growth Engine (CGE) Enterprise Engine (EE) Value Engine (VE) Customer Growth Engine (CGE) Enterprise Engine (EE) Value Engine (VE) (Processing/ Stock) Value Delivery Value CreaDon Value Capture/ Share Business Model Engine (BME) Zooming in (Block diagram) Zooming out (Line diagram) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

5. Expanded Business Model Strip Business Model Engineering: Stack of 3 Mini-‐strips Rapidly Document, Analyze, Prototype, and Design Business Model Engines q  Customer Segments -‐ CS q  Channels/Customer Rela2onships -‐ CH/CR q  Product/Service -‐ PS q  Value Proposi2on -‐ VP q  Key Ac2vi2es/Processes -‐ KA q  Key Resources -‐ KR q  Inputs/Partners -‐ KP q  Proﬁt (Margin) -‐ P$ q  Revenue (Streams) -‐ R$ q  Cost (Structure) -‐ C$ q  Strategy -‐ Strat C S CUSTOMER GROWTH Engine (CGE): Delivers Value ENTERPRISE Engine (EE): Creates Value VALUE Engine (VE): Captures/ Shares Value Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

8. Examples of Business Model Strips How does/will the business make money?

9. Tradi2onal Money Lender Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Interest (%) -‐ Model Tradi2onal Money Lender •  Founded: •  Tagline/Value Prop.: •  Industry/Product: Financial Services •  Compe2tors: Banks; Credit Card Companies Enterprise: Money Lender q Loan money for proﬁt Business Model Engine (Red Ocean Strategy): High Cost & Low DiﬀerenDaDon Customer/Borrower q Borrow money Enterprise: Money Lender (Financial Services: One-‐sided Market) Customer/ Borrower: Personal Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

10. Tradi2onal Bank Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Interest (%); Transac2on Fees (%); Service Charges; Interna2onal Transac2on Fees (%) -‐ Model Tradi2onal Bank •  Founded: •  Tagline/Value Prop.: •  Industry/Product: Financial Services •  Compe2tors: Credit Card Services (Visa; MasterCard; American Express; …); ATMs; Prepaid Cards; eWallet (Apple; Google); Diners; … Enterprise: Bank q Facilitate convenient, safe, and reliable way to deposit as well as borrow money Business Model Engine (Luxury Spot Strategy): High Cost & DifferenDaDon Depositor q Conveniently & reliably store or save money Customer/Borrower q Conveniently & securely borrow money Enterprise: Bank (Financial Services: Two-‐sided Market) Customer/ Borrower: Personal; Business; Non-‐Profit Depositor: Personal; Business; Non-‐Profit Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

11. BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Commission/Transac2on Fee (%) -‐ Model Crowdfunding Plaborm •  Founded: •  Tagline/Value Prop.: •  Industry/Product: Financial Services/ Crowdfunding •  Compe2tors: Banks; Credit Card Companies; Investors; Sponsors; … Enterprise: Crowdfunding Plaborm Peer-‐to-‐Peer Funding Technology Company q Provide Crowdfunding Processsing Services: Project CreaDon; Micro-‐ﬁnancing Management Business Model Engine (Blue Ocean Strategy): Low Cost & High DiﬀerenDaDon Fund Seeker/Prjct Creator q Facilitate transac5on betw Crowdfunder/Backer q Conveniently & reliably obtain customer payment User/Consumer q Conveniently & securely buy without cash Fund Seeker/Project Creator Crowdfunding Plaborm (e.g., Kickstarter) Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Enterprise: Owner of Crowdfunding Plaborm (Financial Services/Crowdfunding: Three-‐sided Market) User/ Customer Crowdfunder/ Sponsor/ Backer Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

12. MasterCard Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Franchisor/Processor/ Advisor -‐ Model MasterCard •  Founded: 1966 (Master Charge) •  Tagline/Value Proposi2on: “Making payments, safe, simple, and smart” •  Industry/Product: Credit Card/Financial Services •  Compe2tors: Banks; Visa; American Express; Capital; Discover; ATMs; Prepaid Cards; Apple (Wallet); … Enterprise: MasterCard Vision: “A world beyond cash” Mission: “Every day, every-‐ where, we use our technology and exper5se to make pay-‐ ments safe, simple and smart” Business Model Engine (Luxury Spot Strategy): High Cost & DiﬀerenDaDon Acquirer/Issuer: Bank q Facilitate transac5on between seller and buyer Seller/Merchant: Store q Conveniently and reliably obtain customer payment Buyer/User: Cardholder q Conveniently & securely buy product/service without cash Credit Card Enterprise: MasterCard (Credit Card/Financial Services: MulD-‐sided PlaZorm; Credit Card/Payment System) Buyer/ User: Cardholder Seller/ Merchant: Store Acquirer/Issuer: Payment Processor/Bank Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

13. VISA Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Transac2on Fees (%); Data Processing Service; Inter-‐ na2onal Fees (%) -‐ Model VISA •  Founded: 1958 (BankAmericard) •  Tagline/Value Prop.: “Everywhere you want to be” •  Industry/Product: Credit Card/Financial Services •  Compe2tors: Banks; MasterCard; American Express; Capital; Discover; ATMs; Prepaid Cards; Apple (Wallet); Diners; … Enterprise: VISA Global Payments Technology Company q Provide Network Processs-‐ ing Services: AuthorizaDon; Clearing & Selement; Fraud & Risk Management Business Model Engine (Luxury Spot Strategy): High Cost & DiﬀerenDaDon Acquirer/Issuer: Bank q Facilitate transac5on between seller and buyer Seller/Merchant: Store q Conveniently & reliably obtain customer payment Buyer/User: Cardholder q Conveniently & securely buy without cash Credit Card Enterprise: VISA (Credit Card/Financial Services: MulD-‐sided PlaZorm; Credit Card/Payment System) Acquirer/Issuer: Payment Processor/Bank Buyer/ User: Cardholder Seller/ Merchant: Store Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

14. q  Customer Segments – CS §  Acquirer/Issuer (Bank); Seller/Merchant (Store); Buyer/User (Cardholder) q  Channels/Customer Rela2onships -‐ CH/CR §  Website; Social Media; Spor5ng Events; Trade Shows; TV Ads; … q  Product/Service – PS §  Payment Services q  Value Proposi2on -‐ VP §  “Everywhere you want to be” q  Key Ac2vi2es/Processes -‐ KA §  Network Processing Services: AuthorizaDon; Clearing & Selement; Fraud & Risk Management q  Key Resources -‐ KR §  Payment Technology PlaYorm; Staff; IP; Brand/Culture q  Inputs/Partners -‐ KP §  Banks; Merchants; Technology Companies q  Profit (Margin) -‐ P$ §  High Profit Margin q  Revenue (Streams) -‐ R$ §  Transac5on Fees (Local/Interna5onal: %); Data Processing Service q  Cost (Structure) -‐ C$ §  Infrastructure Facili5es; Staff Salaries q  Strategy – Strat: Luxury Spot Strategy (High Cost & High Differen5a5on) C S VISA Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING CUSTOMER GROWTH Engine (CGE): Delivers Value ENTERPRISE Engine (EE): Creates Value VALUE Engine (VE): Captures/ Shares Value Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

15. q  Product/ Service q  Channels/ Rela2onships q  Customer/ Segment (Community) q  Key Partners q  Key Ac2vi2es q  Value (Proﬁt Margin) q  Value Proposi2on q  Cost (Structure) q  Key Resources q  Revenue (Streams) Enterprise Engine Value Engine Customer Growth Engine q  Strategy Feedback; Fitness (Demand vs. Supply)? Mul2-‐ Plug-‐and-‐Play SUPPLY INFRA-‐ STRUCTURE (Resource-‐ Processes-‐ Value (RPV) Engine) q  Unknown q  Known MULTI-‐ PROBLEM (Jobs) TOTAL SOLUTION q  Unknown q  Known MISSION; VISION; CORE VALUES; CULTURE Demand Infrastructure Modular PLATFORM VISA Business Model Strip Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

16. More Representa5ons of Business Model Strip (New Business Model Nota2on System)

17. Apple (iTunes) vs. Spo2fy Business Model Strips in Music Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Lean Business Model (Strip): ROD’s Business Model Nota5on Job To Get Done (JTGD): Listen to Music Asset (Product) Sale Model Apple (iTunes) Business Model Engine (Luxury Spot Strategy): High Cost & High Quality Monthly Subscrip2on Model (Membership) Spo2fy Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Ad Payment Model Spo2fy Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Customer (Payer) Supplier (Enterprise) Songs (Streamed) Monthly Payment for Songs ($4.99; $9.99) Customer (Payer) Supplier (Enterprise) Song (Downloaded) Payment per Song ($0.99) Customer 1 (Adver5ser/Payer) Customer 2 (Free user) Supplier (Enterprise) Ad Service Ad Payment Song (Streamed)/Ads Exposure Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Membership

18. Apple (iTunes) vs. Spo2fy Business Model Strips in Music Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Lean Business Model (Strip): ROD’s Business Model Nota5on Job To Get Done (JTGD): Listen to Music Asset (Product) Sale Model Apple (iTunes) Business Model Engine (Luxury Spot Strategy): High Cost & High Quality Monthly Subscrip2on Model (Membership) Spo2fy Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Ad Payment Model Spo2fy Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Customer (Payer) Supplier (Enterprise) Songs (Streamed) Monthly Payment for Songs ($4.99; $9.99) Customer (Payer) Supplier (Enterprise) Song (Downloaded) Payment per Song ($0.99) Customer 1 (Adver5ser/Payer) Customer 2 (Free user) Supplier (Enterprise) Ad Service Ad Payment Song (Streamed)/ Ads Exposure Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

19. BUSINESS MODEL: MARKET REVENUE MODEL 1-‐Sided Market Business Model Engine (Strategy): Low Cost & Good Enough Quality Job To Get Done (JTGD): Obtain food, drinks, and hard goods Asset (Product) Sale Wal-‐Mart (Supermarket) Target (Supermarket) Annual Subscrip2on (Membership) Asset (Product) Sale + Annual Subscrip2on (Membership) Wal-‐Mart (Sam’s Club) Costco (Wholesale-‐ Supermarket) Customer (Payer) Supplier (Enterprise) Service (Membership) SubscripDon Payment Customer (Payer) Supplier (Enterprise) Goods Payment for Goods Customer (Payer) Supplier (Enterprise) Service (Membership)/ Goods SubscripDon Payment/ Payment for Goods/ Wal-‐Mart vs. Target vs. Costco Business Model Strips in Retail Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

20. Pa2entsLikeMe.com Business Model Strips in Healthcare Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Data/Info-‐for-‐Payment Model Pa2entsLikeMe.com •  Founded: 2004 •  Tagline/Value Proposi2on: “Live beer, together!” •  Industry/Product: Social Networking (Medical) •  Compe2tors: Pa2entsLikeMe.com q Facilitate interac5on and dialogue between pa5ents q Accelerate clinical research, improve treatments, and be/er pa5ent care q Sustainably make proﬁt Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Pa2ents (Communi2es) q Share ideas as well as data/ info with people who have similar health problems Pharmaceu2cals q Obtain structured medical data/info on pa5ents Pa2entsLikeMe.com (Pa5ent-‐based Social Network: 2-‐sided PlaZorm) Pharmaceu2cals Pa2ents (Communi5es) Medical Data/ Info (De-‐idenDﬁed) Payment Discussion PlaZorm (Medical) Data/Info Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

21. Mul2-‐sided Business Model for Healthcare Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Insurance (Payer; Buyer) Doctor/Pharmacy (Product/Service Supplier) Pa2ent (Consumer) Healthcare Provider: Hospital/Clinic (Producer: PlaYorm Owner; Tool/Infrastructure Supplier) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

22. Facebook.com Business Model Strip in Social Networking Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Ad-‐ Model Facebook.com •  Founded: 2004 •  Tagline/Value Proposi2on: “Move fast with stable infrastructure” •  Industry/Product: Social Networking •  Compe2tors: Twi/er; LinkedIn; Google+; Yelp Zynga; Groupon; ... Facebook.com q Give people the power to share and make the world more open and connected q Sustainably make proﬁt Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Users (Social Networkers) q Share ideas especially photos and videos (links) Adver2sers q Obtain exposure to targeted users Developers q Provide plaYorm and tools (API) for developing apps Facebook.com (Social Network: MulD-‐sided PlaZorm) Adver2sers Users Developers Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

23. Amazon.com Business Model Strip in Online Shopping Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Product (Asset) Sale; Ad; Subscrip2on; Service -‐ Model Amazon.com •  Founded: 1994 (Cadabra) •  Tagline/Value Proposi2on: “Earth’s most customer-‐ centric company” •  Industry/Product: Online Shopping; Web Hos5ng; Content Distribu5on •  Compe2tors: Barnes & Noble; BestBuy; NeYlix; Apple; Google; Wal-‐Mart; Citrix Systems; ... Amazon.com “Our vision is to be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online.” Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Buyers/Users (Consumers) q Simply obtain goods/service from trustworthy seller 3rd Party q Obtain more customers q Obtain inexpensive service Big Box Retailers q Make more profit in selling (products such as Kindle) Amazon.com (Online Commerce/Web Hos5ng: MulD-‐sided PlaZorm) Big Box Retailers Buyers/ Users 3rd Party (Developers; Resellers; Affiliates) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

24. (Search) Business Model Strip in Search Engine Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING BUSINESS MODEL REVENUE MODEL Business Model (Strip): Customer Growth Engine Job To Get Done (JTGD) Ad-‐ Model Google.com •  Founded: 1998 •  Tagline/Value Proposi2on: Relevant and Inexpensive ads; “Don’t be Evil” •  Industry/Product: Search Engine •  Compe2tors: Bing.com; Yahoo.com; Facebook.com; ... Google.com q Google's mission is to “organize the world's informa5on and make it universally accessible and useful.” q Sustainably make profit Business Model Engine (Blue Ocean Strategy): Low Cost & High Quality Users/Searchers q Search for informa5on: websites, … Adver2sers q Obtain exposure to targeted users/searchers Affiliates/Developers q Provide plaYorm and tools (API) Google.com (Search) (Search Engine: MulD-‐sided PlaZorm) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Adver2sers Users/ Searchers Affiliates/ Developers

25. Adver2sers Aﬃliates/ Developers User/ Searcher Google.com: Search Engine (Mul5-‐sided Market/Business Model) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing (Search) Business Model Strip in Search Engine Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Free Search Engine/ Relevant Content/ Experience Ads Ad Payment Exposure Ad Service AenDon (Usage)/ Data AenDon (Usage)/ Membership (Email)/ Data/Info Embed Code (Royalty)/ API Awareness/AcquisiDon (Purchase) AenDon (Usage) Free Site/Google Search (Ads) Awareness/AcquisiDon (Purchase) Exposure

26. Adver2sers Aﬃliates/ Developers User/ Searcher Google.com: Search Engine (Mul5-‐sided Market/Business Model) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing (Search) Business Model Strip in Search Engine Industry Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING Free Search Engine/ Relevant Content/ Experience Ads Ad Payment Exposure Ad Service AenDon (Usage)/ Data AenDon (Usage)/ Membership (Email)/ Data/Info Embed Code (Royalty)/ API Awareness/AcquisiDon (Purchase) AenDon (Usage) Free Site/Google Search (Ads) Awareness/AcquisiDon (Purchase) Exposure

27. S2ll More Representa5ons of Business Model Strip (New Business Model Nota2on System)

28. 5 Stages in the Market Evolu2on of Search Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in the Evolu5on of Mul5-‐sided Business Models ORPHAN (Stone) Pa/ern CHAIN (Linear/Pipe) Pa/ern TREE (Hierarchical/V-‐) Pa/ern TRIANGLE (Network) Pa/ern WEB (Network) Pa/ern No Market 1-‐Sided Market 2-‐Sided Market 2-‐Sided Market Mul5-‐sided Market From Ver2cal Integra2on (Bundling; Centraliza5on) To Horizontal Integra2on (Unbundling; Decentraliza5on; Outsourcing) Supplier (Google Search) Adver5ser User/Searcher Adver5ser User/Searcher Supplier (Google Search) Supplier (Google Search) User/Searcher Supplier (Google Search) Adver5ser User/Searcher Aﬃliates/ 3rd Party Developer Supplier (Google Search) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

29. The 5 Stages of Market Evolu2on in the Compu2ng Industry Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in the Evolu5on of Mul5-‐sided Business Models ORPHAN (Stone) Pa/ern CHAIN (Linear/Pipe) Pa/ern TREE (Hierarchical/V-‐) Pa/ern TRIANGLE (Network) Pa/ern WEB (Network) Pa/ern No Market 1-‐Sided Market 2-‐Sided Market 2-‐Sided Market Mul5-‐sided Market From Ver2cal Integra2on (Bundling; Centraliza5on) To Horizontal Integra2on (Unbundling; Decentraliza5on; Outsourcing) Ver5cal Integra5on (Miniaturiza5on): q IBM (Mainframe) q Apple Computer q IBM (PC) Ver5cal Disintegra5on (Modulariza5on): q Hardware: IBM (PC); Intel q Sotware: Microsot (MSDOS) Physical Horizontal Integra5on (Bridging): q Sotware PlaYorm Integra5on: Microsot (Windows) Online Horizontal Integra5on (Networking; Interoperability): q Sotware Econetwork: Google Supplier (Enterprise) Customer 1 (Hardware) Customer 2 (Sotware) Customer 1 (Hardware) Customer 2 (Sotware) Supplier (Hardware & Sokware) Supplier (Sokware) Customer (Hardware & Sotware) Supplier (Hardware & Sokware) Customer 1 (Hardware) Customer 2 (Sotware) Customer 3 (3rd Party Developer) Supplier (Sokware) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

30. The 5 Stages of Market Evolu2on in the Compu2ng Industry Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in the Evolu5on of Mul5-‐sided Business Models ORPHAN (Stone) Pa/ern CHAIN (Linear/Pipe) Pa/ern TREE (Hierarchical/V-‐) Pa/ern TRIANGLE (Network) Pa/ern WEB (Network) Pa/ern No Market 1-‐Sided Market 2-‐Sided Market 2-‐Sided Market Mul5-‐sided Market From Ver2cal Integra2on (Bundling; Centraliza5on) To Horizontal Integra2on (Unbundling; Decentraliza5on; Outsourcing) Ver5cal Integra5on (Miniaturiza5on): q IBM (Mainframe) q Apple Computer q IBM (PC) Ver5cal Disintegra5on (Modulariza5on): q Hardware: IBM (PC); Intel q Sotware: Microsot (MSDOS) Physical Horizontal Integra5on (Bridging): q Sotware PlaYorm Integra5on: Microsot (Windows) Online Horizontal Integra5on (Networking; Interoperability): q Sotware Econetwork: Google Supplier (Enterprise) Customer 1 (Hardware) Customer 2 (Sotware) Customer 1 (Hardware) Customer 2 (Sotware) Supplier (Hardware & Sokware) Supplier (Sokware) Customer (Hardware & Sotware) Supplier (Hardware & Sokware) Customer 1 (Hardware) Customer 2 (Sotware) Customer 3 (3rd Party Developer) Supplier (Sokware) BUMP BUMP BUMP BUMP (BUMP: Big Urgent Market Problem) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

31. One More Thing …

32. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Similar (Duplicate) Form/Func5on Opposite (An5-‐) Forms/Func5ons Diverse (Zoom in/out) Forms/Func5ons Job To Get Done (JTGD): ………………………………………………………………………………………………………. 5 Panerns of Product Evolu2on Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Mul5-‐Product PlaYorms Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

33. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Single Lens; Monocle Spectacle Op5cian’s Tes5ng Glasses: 3 Single Lenses Tradi5onal Microscope Similar (Duplicate) Form/Func5on Contact Lens; Microscope Bi-‐focal Spectacle: Symmetrical Op5cian’s Tes5ng Glasses: Same Lenses Electron Microscope Opposite (An5-‐) Forms/Func5ons Telescope Binoculars; Bi-‐focal Spectacle: Asymmetrical Op5cian’s Tes5ng Glasses: Opp. Lenses Radio Telescope Diverse (Zoom in/out) Forms/Func5ons Photo-‐chroma5c Lens; Camera Lens S5ll/Video Camera; Periscope Spy Camera Web-‐enabled Glasses: Google Glass 5 Panerns of Product Evolu2on: Single Lens Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Solu5on PlaYorms Job To Get Done (JTGD): See more clearly Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

34. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Desktop Computer Intranet Server Internet-‐enabled Desktop Computer Similar (Duplicate) Form/Func5on Laptop Computer; Handheld Computer Pager Cellphone Smartphone Opposite (An5-‐) Forms/Func5ons CD/DVD Player; (Video) Camera TV-‐Video Recorder Home Entertainment Center Digital Hub (Tablet) Diverse (Zoom in/out) Forms/Func5ons Individual Sotware Applica5on (App) Sotware Stack/Bundle/ Suite Integrated Apps; Sotware PlaYorm Internet of Things (IoT); Social Network of Things (SNoT) Job To Get Done (JTGD): Process, display, present, and/or communicate informaLon 5 Panerns of Product Evolu2on in Personal Compu2ng Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Mul5-‐Product PlaYorms Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

35. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Telegraph Telegraph Exchange Similar (Duplicate) Form/Func5on Fax Machine; Telephone Telephone Exchange Opposite (An5-‐) Forms/Func5ons Radio; Pager Walkie Talkie Basic Computer Network Social Networking PlaYorm Diverse (Zoom in/out) Forms/Func5ons Smartphone Internet (Highway) Job To Get Done (JTGD): Communicate (over short/medium/long distance). 5 Panerns of Product Evolu2on in Communica2on Industry Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Mul5-‐Product PlaYorms Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

36. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on One Song-‐Music Player Similar (Duplicate) Form/Func5on Tape Recorder Opposite (An5-‐) Forms/Func5ons Radio Diverse (Zoom in/out) Forms/Func5ons Radio-‐Tape Recorder 5 Panerns of Product Evolu2on: Music Player Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Solu5on PlaYorms Job To Get Done (JTGD): Listen to music Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

37. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Similar (Duplicate) Form/Func5on Opposite (An5-‐) Forms/Func5ons Diverse (Zoom in/out) Forms/Func5ons 5 Panerns of Product Evolu2on: Single Wheel Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Mul5-‐Product PlaYorms Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

38. ZERO-‐ Pa/ern MONO-‐ Pa/ern BI-‐ Pa/ern TRI-‐ Pa/ern POLY-‐ Pa/ern No Product Mono-‐Product Bi-‐Product Tri-‐Product Mul5-‐Product (PlaYorm) Ini2al (Single) Form/Func5on Single blade razor Two-‐blade razor Three-‐blade razor Mul5-‐blade razor Similar (Duplicate) Form/Func5on Knife Dual-‐knife Opposite (An5-‐) Forms/Func5ons Mono-‐boat Bi-‐boat: catamaran; Boat + Dinghy Diverse (Zoom in/out) Forms/Func5ons Mono-‐rail; Mono-‐plane Bi-‐rail; Bi-‐plane Tri-‐plane Mul5-‐plane 5 Panerns of Product Evolu2on: Triz Red Ocean DisrupDon (ROD) Graphing for Visualizing Pa/erns in Evolu5on of Mul5-‐Product PlaYorms Job To Get Done (JTGD): ………………………………………………………………………………………………………. Component/Parts of Product (System/Tool) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

39. Detailed Representa5on of A Node (Object) In a Business Model Strip (New Business Model Nota2on System)

40. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to a Node (Object) of a Business Model Strip S: Supplier C: Customer Business Model Strip (System: Customer Growth Factory) Processing (Stock)

41. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to a Node (Object) of a Business Model Strip Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) Node (Object) S: Supplier C: Customer Business Model Strip (System: Customer Growth Factory) Processing (Stock)

42. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to a Node (Object) of a Business Model Strip Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) Node (Object)

43. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing S: Supplier C: Customer Business Model Strip Zooming In to a Node Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) Node (Object) Customer Growth Engine (CGE) Enterprise Engine (EE) Value Engine (VE) Product/Service Payment (Margin; Strategy) Core Competence Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to a Node (Object) of a Business Model Strip

44. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing S: Supplier C: Customer Business Model Strip Zooming In to a Node Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) Node (Object) Customer Growth Engine (CGE) Enterprise Engine (EE) Value Engine (VE) PROBLEM SOLUTION Product/Service Payment (Margin; Strategy) Core Competence Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to a Node (Object) of a Business Model Strip

45. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Zooming In to “Product” Node Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) Product/ Service Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to “Product” Node of a Business Model Strip

46. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Zooming In to “Supplier” Node Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) S: Supplier Zooming In to “Customer” Node Goal/Job To Get Done (JTGD) Value: +/-‐ (Trade-‐oﬀ; Margin) Delight: + (Revenue/Streams) Pain: -‐ (Cost/Structure) C: Customer Customer Growth Storyboard Comprehensively Visualize a Node (Object) Zoom in to “Supplier” and “Customer” Nodes of a Business Model Strip

47. Appendix

48. Business Model Strip & Related Tools Leaner Business Modeling: Stack of Blocks Rapidly Document, Analyze, Prototype, and Design Business Model Engines BUSINESS MODEL ENGINE: Related Tools Elements Business Model Canvas (BMC) Lean Canvas (LC) Balanced Scorecard (BSC) Value Chain (VC) Resources, Processes & Values (RPV) Theory CUSTOMER GROWTH Engine (CGE): Delivers Value Customer Segments CS ü  ü  ü  Channels/Customer Rela2onships CH/ CR ü  ü  Product/Service PS ENTERPRISE Engine (EE): Creates Value Value Proposi2on VP ü  ü  Key Ac2vi2es/ Processes KA ü  ü  ü  ü  Key Resources KR ü  ü  ü  ü  Inputs/Partners KP ü  VALUE Engine (VE): Captures/Shares Value; Priori5zes Alloca5on of Resources Proﬁt (Margin) P$ ü  ü  ü  Revenue (Streams) R$ ü  ü  ü  Cost (Structure) C$ ü  ü  ü  Strategy Strat Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing

49. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing i p m a c t Customer Growth Storyboard Comprehensively Visualize a System System, Environment, and Impact (Value; Trade-‐oﬀ: Success Criteria/Metrics/Key Performance Indicators) System

50. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Business System Engagement (Experience) Ac5va5on Referral Reward (Revenue) E A A R R R Reten5on Acquisi5on Customer Growth Storyboard Comprehensively Visualize a Business System Business System, Environment, and Impact (Value; Trade-‐oﬀ: Success Criteria/Metrics/Key Performance Indicators)

51. Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing Business Model Engagement (Experience) Ac5va5on Referral Reward (Revenue) E A A R R R Reten5on Acquisi5on Customer Growth Storyboard Comprehensively Visualize a Business Model Business Model, Environment, and Impact (Value; Trade-‐oﬀ: Success Criteria/Metrics/Key Performance Indicators)

52. Engagement (Experience) Ac5va5on Referral Reward (Revenue) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing E A A R R R Reten5on Acquisi5on The Three Main Phases of Customer Growth Hacking 1.  Customer Hacking: Problem-‐SoluDon Fit 2.  Customer Growth: Product-‐Market Fit 3.  Growth Hacking: Business Model Fit/Scaling Customer Growth Storyboard One-‐sided Market (Business Model) Customers/ Users One-‐sided Market B.U.M.P. = Big Urgent Market Problem Examples of One-‐sided Markets ONE-‐MARKET ENTERPRISES Supplier (Enterprise)

53. Engagement (Experience) Ac5va5on Referral Reward (Revenue) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing E A A R R R Reten5on Acquisi5on The Three Main Phases of Customer Growth Hacking 1.  Customer Hacking: Problem-‐SoluDon Fit 2.  Customer Growth: Product-‐Market Fit 3.  Growth Hacking: Business Model Fit/Scaling Customer Growth Storyboard Two-‐sided Market (Business Model) Customers/ Users Two-‐sided Market B.U.M.P. = Big Urgent Market Problem Examples of Two-‐sided Markets TWO-‐MARKET ENTERPRISES Supplier (Enterprise) 3rd Party Developers/ Prosumers

54. Engagement (Experience) Ac5va5on Referral Reward (Revenue) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing E A A R R R Reten5on Acquisi5on The Three Main Phases of Customer Growth Hacking 1.  Customer Hacking: Problem-‐SoluDon Fit 2.  Customer Growth: Product-‐Market Fit 3.  Growth Hacking: Business Model Fit/Scaling Customer Growth Storyboard Two-‐sided Market (Business Model) Customers/ Users Two-‐sided Market B.U.M.P. = Big Urgent Market Problem Examples of Two-‐sided Markets TWO-‐MARKET ENTERPRISES Supplier (Enterprise) 3rd Party Developers/ Prosumers

55. Engagement (Experience) Ac5va5on Referral Reward (Revenue) Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h/p://businessmodels.ning.com & h/p://twi/er.com/RodKuhnKing E A A R R R Reten5on Acquisi5on The Three Main Phases of Customer Growth Hacking 1.  Customer Hacking: Problem-‐SoluDon Fit 2.  Customer Growth: Product-‐Market Fit 3.  Growth Hacking: Business Model Fit/Scaling Customer Growth Storyboard Mul2-‐sided Market (Business Model) Customers/ Adver2sers Users 3rd Party Developers/ Aﬃliates B.U.M.P. = Big Urgent Market Problem Examples of Mul2-‐sided Markets MULTI-‐SIDED ENTERPRISES q Smartphones: Apple; Samsung; Nokia q Search Engines: Google (Search) q Social Networks: Facebook; Twier q Business Networks: LinkedIn q Auc2ons: Ebay q Network Television q Credit Card Companies q Game Console Companies q Computer Opera2ng Systems Owner q Da2ng Clubs; Classiﬁed Ads-‐Publishers Mul2-‐sided Market Supplier (Enterprise)

Business Model Strips for Customer Growth Hackers: A New Business Model Notation System

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