The document discusses business model innovation through recognizing patterns in product, customer, and revenue innovation. It provides examples of companies that innovated their business models by changing their products, finding new customer segments, or altering their revenue streams. Some of the revenue model patterns discussed include freemium, subscriptions, pay per use, and multi-sided platforms. The document advocates that the best innovators are good at pattern recognition and encourages recognizing patterns to enable quickly pivoting business models through experimentation.

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BUSINESS & REVENUE
Entrepreneurship Educator
emadsaif.com | @esaif
MODELS

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Entrepreneurship Educator
ENGINEER
ENTREPRENEUR
EDUCATOR

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Challenge Question

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66%Drastically changed
their original
business models!
PDA Security Software (Confinity)
→ Electronic Wallet
Social Good Fundraising Site (The Point)
→ Online Deal Market Place
Podcast Platform
→ Social Media Platform
Gaming & Photo App (Burbn)
→ Photo App

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AGENDA
BUSINESS MODEL INNOVATING BUSINESS
& REVENUE MODELS
Real Examples

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BUSINESS MODEL

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BUSINESS MODEL
Creates
Captures value
Delivers
STARTUP CUSTOMERS

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BUSINESS MODEL
CANAVS
Adaptation of BMC to be
more “lean” and suitable
for startups
Ash Maurya
Visual tool to create and
analyze business models
LEAN CANAVS
Alexander Osterwalder

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Business Model
How a startup /
company creates,
delivers and
captures value
Revenue Model
How a startup / company
makes money $$

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Who we serve?
- Users
- Paying Customers
- Early Adopters

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Who we serve?3 problems
Alternatives

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?
- Asset sale
- Licensing
- Subscription

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?
- Asset sale
- Licensing
- Subscription
Most significant costs

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?Evaluate progress?
- Asset sale
- Licensing
- Subscription

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?Evaluate progress?
- Asset sale
- Licensing
- Subscription
Most significant costs
Can’t be easily
copied

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Who we serve?
- Users
- Paying Customers
- Early Adopters
3 features
3 problems
Alternatives
- How we are
different?
- Worth buying?
Sell to customers?Evaluate progress?
- Asset sale
- Licensing
- Subscription
Most significant costs
Can’t be easily
copied

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How do we
innovate
our business model ?

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Alex Osterwalder
The best innovators are not
necessarily the most
creative people.
The best innovators are
those who are outstanding
at pattern recognition!

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By Recognizing
BUSINESS MODEL
PATTERNS

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By Recognizing
BUSINESS MODEL
PATTERNS
Product innovation1
Customer innovation2
Revenue innovation3

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innovation
Product

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Product Innovation Performance

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Product Innovation Performance

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Product Innovation Performance

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Product Innovation Performance
Family Hub 2.0
• Voice Recognition
• Controlling other appliances
• Samsung Pay available
• Connected to a smartphone

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Product Innovation Sustainability

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Product Innovation Sustainability

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Product Innovation Customization

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Product Innovation Product Systems

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Product Innovation Product Systems

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Product Innovation Extra Service

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Product Innovation Extra Service

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Product Innovation Extra Service

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Product Innovation Extra Service

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Product Innovation Localization
Authentic Qatari
drink & snack

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability
Tesla Model S BMW Model i3

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Product Innovation Design & Usability

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Performance
Product Innovation Sustainability
Customization
Product System
Extra Service
Localization
Design & Usability

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innovation
Customer

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Customer Innovation Unserved Markets

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Customer Innovation Innovative Sales Channels

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Customer Innovation Innovative Sales Channels

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Customer Innovation Innovative Sales Channels

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Customer Innovation Innovative Sales Channels

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Customer Innovation Innovative Sales Channels

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Customer Innovation Customer Loyalty Programs

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Customer Innovation Customer Loyalty Programs

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Customer Innovation Customer Service

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Customer Innovation Community Building

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Customer Innovation Community Building

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Customer Innovation Co-Creation
ideas.lego.com

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Innovative Sales
Channels
Customer Innovation
Loyalty Programs
Unserved Markets
Customer Service
Community
Co-creation

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innovation
Revenue

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One-time-payment

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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Hook
Bait

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Hook
Bait

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Hook
Bait

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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Guests
Host

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Customer
Merchant

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Passenger
Driver

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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Pay per/gram

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Pay per/min

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Pay per/hour

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Pay per/day

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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One Time
Payment
Multi-sided
Platforms
Micropayments
Un-bundling
Advertising
Data Reseller
Pay Per Use
Subscription
Freemium
Bait & Hook

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EliminateCreate
ReduceRaise
Fitness / Spa
Table Seated
Restaurants
Room Space Price
Modern
Design
Bed &
Pillows
Free WIFI
Free Video
on Demand
Check-in
Process

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Bait & Hook
Revenue Innovation Multi-Sided
One Time Payment
Pay Per Use
Subscription
Micropayments
Data Reseller
Freemium
Advertising
Un-bundling

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There are even more
Patterns

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Are you ready?

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Freemium
Free Users Paid Users
Upside down Freemium
Free Users Paid Users
$
$

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Freemium
Free Users Paid Users
Upside down Freemium
Free Users Paid Users
INSURANCE
COMPANY

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Recognize patterns Pivot quicklyExperiment

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THANK YOU
Lecturer & Coordinator of Entrepreneurship
Center for Entrepreneurship, Qatar University
emadsaif@qu.edu.qa | @esaif
emadsaif