Copyright 2014 - FireMatter
Biz Dev for Startups
An exercise in partnership model definition and planning
Copyright 2014 - FireMatter
#BD4startups
2
Copyright 2014 - FireMatter
About Me
Tech Scouting and Market Development Services
Aero Engineer (PoliMi), MBA (IMD Lausan...
Copyright 2014 - FireMatter
Agenda
• Prep work assignment (done, hopefully)
• Part 1: Defining the Biz Dev model - 45’
• Pa...
Copyright 2014 - FireMatter
Part 1
5
Defining the Business (Development) Model(s)
Copyright 2014 - FireMatter
Biz Plan ≠ Biz Model
• Business plan is a story
• How the business will evolve in the future i...
Copyright 2014 - FireMatter
Biz Model = How moving parts interact
7
Copyright 2014 - FireMatter
A good model...
8
• Shows HOW value flows
• Shows HOW results are achieved
• Shows WHY company ...
Copyright 2014 - FireMatter 9
Cost Structure
Activities Value
Proposition
Adapted from the Business Model Canvas by Alex O...
Copyright 2014 - FireMatter
Example: Small Inc.
• Developed advanced web recommendations software
• Built to integrate wit...
Copyright 2014 - FireMatter
Example: Small Inc.
11
#ofCompanies
1
10
100
1000
Sales cycle (days)
0 30 60 90 120
$320
$90
$...
Copyright 2014 - FireMatter 12
Cost Structure
- Customer Acquisition
- Sales Team
- Consulting and Customer Support
Activi...
Copyright 2014 - FireMatter
It’s about the whole model
• Partner model impacts entire model
• Different partnership model =...
Copyright 2014 - FireMatter 14
Cost Structure
Activities Value
Proposition
Partners Customer
Segments
Revenue Streams
Reso...
Copyright 2014 - FireMatter
“Why is a customer/vendor not a ‘partner’?”
✓ Business model integration
✓ Collaborative busin...
Copyright 2014 - FireMatter
Models Partners
16
Model Partner Typical Transaction
Marketplace Sell-side/Merchant Commission...
Copyright 2014 - FireMatter
Part 2
17
Workshop: How are YOU going to partner?
Copyright 2014 - FireMatter 18
Cost Structure
Activities Value
Proposition
Partners Customer
Segments
Revenue Streams
Reso...
Copyright 2014 - FireMatter
Housekeeping
• 5 minutes presentation
• 10 minutes Q&A
• Focus on one partner type/model
• Foc...
Copyright 2014 - FireMatter
Good job!
20
Copyright 2014 - FireMatter 21
Thank You
mf@firematter.com

@matteofabiano
@firematter
#BD4startups
!
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Biz Dev for Startups - Part 1 and 2

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Partnership design and development for technology startups is based on a Business Model design. Partnership decisions impact the entire business model and require a disciplined approach.

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Biz Dev for Startups - Part 1 and 2

  1. 1. Copyright 2014 - FireMatter Biz Dev for Startups An exercise in partnership model definition and planning
  2. 2. Copyright 2014 - FireMatter #BD4startups 2
  3. 3. Copyright 2014 - FireMatter About Me Tech Scouting and Market Development Services Aero Engineer (PoliMi), MBA (IMD Lausanne) IBM, P&G, HP + a couple of (failed) startups Lived and worked in 5 countries In USA since 1998 3
  4. 4. Copyright 2014 - FireMatter Agenda • Prep work assignment (done, hopefully) • Part 1: Defining the Biz Dev model - 45’ • Part 2: Interactive session - n*15’ 4
  5. 5. Copyright 2014 - FireMatter Part 1 5 Defining the Business (Development) Model(s)
  6. 6. Copyright 2014 - FireMatter Biz Plan ≠ Biz Model • Business plan is a story • How the business will evolve in the future i.e. science fiction • Business model is a snapshot • A diagram of the business engine i.e. in/outputs and flows • It is not just “how you make money”... 6
  7. 7. Copyright 2014 - FireMatter Biz Model = How moving parts interact 7
  8. 8. Copyright 2014 - FireMatter A good model... 8 • Shows HOW value flows • Shows HOW results are achieved • Shows WHY company needs money • Shows WHERE to put it to work • Shows WHO to partner with...
  9. 9. Copyright 2014 - FireMatter 9 Cost Structure Activities Value Proposition Adapted from the Business Model Canvas by Alex Osterwalder et al., 2010 Partners Customer Segments Revenue Streams Resources Customer Relations Channels Biz Model Biz Dev
  10. 10. Copyright 2014 - FireMatter Example: Small Inc. • Developed advanced web recommendations software • Built to integrate with eCommerce sites • Sells software licenses to large eCommerce retailers • Has 4 customers, sales of $700k/year • Has two sales people 10
  11. 11. Copyright 2014 - FireMatter Example: Small Inc. 11 #ofCompanies 1 10 100 1000 Sales cycle (days) 0 30 60 90 120 $320 $90 $40 Large Retailers Medium Retailers Small eCommerce Retailers Partnering with Software Platform
  12. 12. Copyright 2014 - FireMatter 12 Cost Structure - Customer Acquisition - Sales Team - Consulting and Customer Support Activities - R&D - Product Development - Sales Value Proposition - Customers: Increase sales through recommendations - Users: Easier to find what you want - Partners: Add valuable feature to your offering overnight ! Partners - eCommerce platform vendors Customer Segments - Medium Online Retailers - App Stores/ Digital Media - Large Multichannel retailers Revenue Streams - Licenses + Maintenance - SaaS subscriptions - Services Resources - Intellectual Property - Dev Team Customer Relations - Prof services - Maintenance - Training Channels - Direct sales - SaaS - Channel sales - OEM Example: Small Inc.
  13. 13. Copyright 2014 - FireMatter It’s about the whole model • Partner model impacts entire model • Different partnership model = different tradeoffs • Multiple partner choices = runaway complexity • Small Inc. and Big Inc. must have “mirror” models 13
  14. 14. Copyright 2014 - FireMatter 14 Cost Structure Activities Value Proposition Partners Customer Segments Revenue Streams Resources Customer Relations Channels Cost Structure ActivitiesValue Proposition PartnersCustomer Segments Revenue Streams Resources Customer Relations Channels YouYour Partner “Mirror” models?
  15. 15. Copyright 2014 - FireMatter “Why is a customer/vendor not a ‘partner’?” ✓ Business model integration ✓ Collaborative business value creation ✓ Shared sales/profit upside ✓ Shared investment/upfront risk 15
  16. 16. Copyright 2014 - FireMatter Models Partners 16 Model Partner Typical Transaction Marketplace Sell-side/Merchant Commission Advertising Publisher Revenue Share Wholesale Distributor Wholesale discount IP Licensing Licensee Royalties Franchising Franchisee Marketing Royalties Web Service/API Developer Subscription/Utility
  17. 17. Copyright 2014 - FireMatter Part 2 17 Workshop: How are YOU going to partner?
  18. 18. Copyright 2014 - FireMatter 18 Cost Structure Activities Value Proposition Partners Customer Segments Revenue Streams Resources Customer Relations Channels What is your model?
  19. 19. Copyright 2014 - FireMatter Housekeeping • 5 minutes presentation • 10 minutes Q&A • Focus on one partner type/model • Focus on (partner) value proposition • Discuss among peers (It is not a pitch!) 19
  20. 20. Copyright 2014 - FireMatter Good job! 20
  21. 21. Copyright 2014 - FireMatter 21 Thank You mf@firematter.com
 @matteofabiano @firematter #BD4startups !

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