The document outlines key strategies for achieving a successful startup, focusing on the Business Model Canvas (BMC) and its significance in identifying product-market fit, monetization planning, and operational decisions. It emphasizes customer development, possible revenue models, and innovative monetization strategies, including subscriptions and consulting. Additionally, it provides insights into cost structures and partnerships necessary for building a viable business.

1. Be one of the 10%
How to have a successful startup
Part 2
Alice Sowerby + Steve Clark
@SowerbyAlice + @ResourceSteve

2. Session outcomes
● Understand why the BMC is useful in (lean) startups
● Understand importance of
1) Finding product-market fit
2) Planning early for monetisation and value capture
3) Understanding what to do yourself and when to buy or partner
● Knowing some key techniques to validate your BMC

4. The Business Model Canvas (BMC)
● One-page business model
● Created by Alexander Osterwalder in 2008
● Lean startup template AND strategic management
template
● Widely adopted, extended and adapted
● Quick, lightweight, easily iterated

6. Techniques to use with the BMC

7. Product-market fit

8. Revenue model

9. Back end

10. Product-market fit
Finding your customers’ unmet needs
● Real pains
● Jobs to be done
● Valued gains
Meeting these needs with a product or service that
● Relieves pain
● Facilitates jobs to be done
● Delivers valued gain over current solutions

11. Customer Development process

12. Product-market fit activities
● You have some cards with the details of an activity you can do to help find
product-market fit.
● Take each card and place it somewhere along the spectrum between these
two stages:
Understanding likely
customers and needs
Understanding likely
problem-solution fit

13. Revenue model

14. Revenue model
How will you build your product and business to:
● Reach the right customers
● Achieve maximum lifetime value

15. Relationships - Get, Keep, Grow

16. Hot trigger in the path of a motivated person

17. Revenue model

18. Channel Economics
Some channel types
● Direct
● Indirect
● Reseller
● OEM
Costs to consider per channel
● Cost of goods
● R&D
● Selling costs + channel fees
● General and admin
● Discounts

19. Revenue Streams
Your model could include
● Asset sale
● Licence sale
● Subscription
● Usage fee
● Rental
● Referral fee
● Advertising
More ways to monetise
● B2B offering
● Sell the sawdust (the byproduct
of your business e.g. data)
● Wholesale
● Franchise
● Consulting
● Marketplace

20. Back end

21. Making a viable business
(back end)
Looking at your cost structure, where will you
● Produce goods and services directly
● Buy goods and services in
● Partner with other companies to provide goods and services

23. Your
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24. Be one of the 10%
How to have a successful startup
Part 2
Alice Sowerby + Steve Clark
@SowerbyAlice + @ResourceSteve