Presentation by Didier Certain, Responsible for corporate relations and partnerships at the University of Rennes 1 (France), at the FogGuru Opportunity Recognition training.

1. March 2019 Didier.Certain@dcc-marketing.com 1
OPPORTUNITY RECOGNITION
March 22, 2019
Business Modeling (fin0)
A few beacons in the turbulent world of entrepreneurial finance
1

2. March 2019 Didier.Certain@dcc-marketing.com 2
What is business?
Business is an activity in which we want both
maximization of profit for enterprises
maximization of satisfaction for clients

3. March 2019 Didier.Certain@dcc-marketing.com 3
Business modeling
My Business Model must be clear
– Who are my customers
– Who are my users
– Who are my providers
– What is my product or my service
– Who pays what, and to whom, and how
– What is the perceived benefit for users / customer
– What is surrounding (competitors, legal, …)
Is it clear? Can I explain it clearly?

4. March 2019 Didier.Certain@dcc-marketing.com 4
Business modeling
Prerequisite: My Business Model Canvas is clear

5. March 2019 Didier.Certain@dcc-marketing.com 5
My
Project
My Business model

6. March 2019 Didier.Certain@dcc-marketing.com 6
6
Business modeling
My
Project
Flow chart
description

7. March 2019 Didier.Certain@dcc-marketing.com 7
7
Business modeling
My
Project
Customer
A
Customer
B
€
Product / Service defined by 4 P
and defined by the value
provided to customers and users
P as Product
P as Placement
P as Promotion
P as Price policy
My marketing mix

8. March 2019 Didier.Certain@dcc-marketing.com 8
8
Business modeling
My
Project
Customer
A
Customer
B
€

9. March 2019 Didier.Certain@dcc-marketing.com 9
9
Business modeling
My
Project
Customer
A
Customer
B
€
Users

10. March 2019 Didier.Certain@dcc-marketing.com 10
10
Business modeling
My
Project
Customer
A
Customer
B
€
Provider 2
Provider 1
P
/
S
€ €
Users

11. March 2019 Didier.Certain@dcc-marketing.com 11
Social org.
Pension funds
11
Business modeling
My
Project
Customer
A
Customer
B
€
Provider 2
Provider 1
P
/
S
€ €
Human
Ressources
€
Users
€

12. March 2019 Didier.Certain@dcc-marketing.com 12
Human
Ressources
Social org.
Pension funds
12
Business modeling
My
Project
Customer
A
Customer
B
€
Tax
services
€
Provider 2
Provider 1
P
/
S
€
€
€
Users
€

13. March 2019 Didier.Certain@dcc-marketing.com 13
Human
Ressources
Social org.
Pension funds
13
Business modeling
My
Project
Customer
A
Customer
B
€
Regulatory
agencies
Surrounding
education
and cultures
Tax
services
€
Provider 2
Provider 1
P
/
S
€
€
€
Users
€

14. March 2019 Didier.Certain@dcc-marketing.com 14
Human
Ressources
Social org.
Pension funds
14
Business modeling
My
Project
Customer
A
Customer
B
Compe-
titors
€
€
Regulatory
agencies
Tax
services
€
Provider 2
Provider 1
P
/
S
€
€
€
Users
Surrounding
education
and cultures €

15. March 2019 Didier.Certain@dcc-marketing.com 15
Competitor 5
Business modeling
And now, what happens?
My
Project
Customers
Competitor 4
Competitor 3
Competitor 2
Competitor 1
€
€
€
€
€
€

16. March 2019 Didier.Certain@dcc-marketing.com 16
Business modeling
What will be market share?

17. March 2019 Didier.Certain@dcc-marketing.com 17
Business modeling
Try to quantify
revenues (shared
with competitors)

18. March 2019 Didier.Certain@dcc-marketing.com 18
Business modeling
Try to quantify
running costs (OPEX)
and initial costs (CAPEX)

19. March 2019 Didier.Certain@dcc-marketing.com 19
Prepare a presentation of your business model
(4 slides max, 5 minutes max)
REQUIREMENTS
• Must have: your name, your project name
• Should have: Business Model Canvas
• Should have: Flow Chart description
• Should have: Customers identification
• Should have: Competitors identification
• Could have: Users identification
• Could have: OPEX, CAPEX quantification

20. March 2019 Didier.Certain@dcc-marketing.com 20
1) Draw y Business Model
using
Business Model Canvas
2) Draw my Business Model
using
Flow Chart

21. March 2019 Didier.Certain@dcc-marketing.com 21
3) Search and identify
my customers
Direct customers:
They buy my
product or service
(Think also to
Indirect customers
who buy my
products or services
to retailers who could be my
direct customers)

22. March 2019 Didier.Certain@dcc-marketing.com 22
4) Search and identify
my competitors
4.1) Direct competitors:
They sell the same
product or service
4.2) Indirect competitors:
They sell other
products or services
to my customers

23. March 2019 Didier.Certain@dcc-marketing.com 23
5) Identify
CAPEX and OPEX
5.1) CAPEX: Capital expenses
i.e. initial costs useful for many years
e.g. machines, computers, robots,
patents, desks, chairs, shelves,
books, ….
5.2) OPEX: Operational expenses
i.e. running costs useful everyday
e.g. wages and social charges,
phone subscription, office renting,
cloud computing services, …

24. March 2019 Didier.Certain@dcc-marketing.com 24
24
Thank you for your attention…

25. This training material is part of the FogGuru project that has received funding from the European Union’s
Horizon 2020 research and innovation programme under the Marie Skłodowska-Curie grant agreement
No 765452. The information and views set out in this material are those of the author(s) and do not
necessarily reflect the official opinion of the European Union. Neither the European Union institutions and
bodies nor any person acting on their behalf may be held responsible for the use which may be made of
the information contained therein.