A quoi sert le business model canvas comment l'utiliser

1. Construire un business model
Doctoriales
12 avril 2016
David argellies /Agoranov
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2. David Argelliès
da@agoranov.com
davidargellies@gmail.com
Facebook/Twitter : @OpenFromage
www.agoranov.com
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3. 3

4. 4

5. +350 Millions € levés
(hors IPOs)
305 Projets accompagnés
260 Sociétés actives
15ans
4 IPOs (Nasdaq, Euronext)
Cap Bour > 2,6 Milliards
3900 Emplois directs créés
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6. C’EST QUOI UN BUSINESS MODEL ?
• C’est quoi une entreprise ?
• Produit
• Technologie
• Marchés
• Produits
• Equipe
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7. C’EST QUOI UN BUSINESS MODEL ?
• C’est en gros une manière de décrire
le fonctionnement de l’entreprise
• ou de la business unit
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8. C’EST QUOI UN BUSINESS MODEL ?
• Je vend quoi
• À qui
• Comment
• À quel prix
• Par quel biais
• Ca coûte/rapporte combien
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9. idée projet entreprise
Débile
Folle
Partagée
Disruptif
Imaginer Construire Optimiser
Branding
Croissance
Liberté
Intuition
Réalité
Réflexion
Exécution
Exemplarité
Personnelle Equipe Ecosystème
Facile/Compliquée
Ambitieuse
Challengé
Ambitieux
Réaliste
Planification
Opportuniste Agile Solide
9

10. idée projet entreprise
Finance
Technologie / Savoir faire
Produit
Market
Equipe
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11. idée projet entreprise
Ecouter Comprendre Faire
Problem/Solution MVP Produit innovant
Produit leader
(blue ocean)
Opportunité de
marché
Faisabilité éco
Segmentation
Marketing op
Scalabilité
Performance
Imaginer Construire Optimiser
12 avril 2016 11

12. BLUE OCEAN STRATEGY
If you are
• small, young, unknow with no track record
 With no /few : money, time, people, clients
 You’d better do/go
 where others are not ! or not yet !
Innovate !
new value proposition
New paradigms
New business models 12

13. idée projet entreprise
Proposition de
valeur
Business
modelS
+ Itération et
KPI pour tester
et valider
KPI
Data driven strategy
Optimisation
Scale
Margin
12 avril 2016 13

14. PRÉSENTATION
• Elevator Pitch
• Exec Summ
• Pitch
• Presentation
• Bus Plan (short)
• Bus Plan (long)
• Product Presentation
• Spreadsheets
• Corporate website
• Customer website
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15. BUSINESS PLAN ?
BUSINESS PLANS ARE USELESS
TIME vs MONEY
Planification and EXECUTION
KPIs for you
KPI for investors
Consultant matrix (swot)
Reality financial check NEED ++++

16. 16
Search
Think (problem and risk identification)
Check List
Ressources needed
Compare
Understand
Optimize
BUSINESS MODELS CANVAS : WHAT’S FOR ?

17. 17
Internal communication
Multiple
Simple
Clear
Short
Logical
BUSINESS MODEL CANVAS : WHAT’S FOR ?

19. BUSINESS MODEL CANVAS
SOURCE D’INNOVATION
• innovation pilotée par les ressources
• innovation pilotée par l’offre
• innovation pilotée par la finance
• innovation pilotée par le client
• Plusieurs innovations en même temps
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20. New Partners =
New Business
Models
Ex (IOT, Technos
etc)
Accor vs Air BnB
En se focalisant sur
la Value Prop
Fabless Model
Leasing
Sharing economy
etc
Pure player
Distribution
Nouveaux marchés
Abonnement vs vente
Affiliation
Partenariat
BtB vers BtC
BtC vers BtB
BtBtC
Charges fixes/vairabkles
Quel volume pour changer de paradigme
Quel volume modifie radicalement la structure de cout
Anything As A
service
Innovation produit
Disruption d’usage
= iPod

21. BUSINESS MODEL CANVAS
SOURCE D’INNOVATION
• SCAMPER
• Substituer
• Adapter
• Magnifier / Modifier
• Pousser
• Eliminer
• Renverser/Retourner/Réarranger
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22. Think big
Start small
Move fast
Doctoriales 2016 22

23. micro-projets
créant de la
micro-valeur
pour des
micro-cibles
Doctoriales 2016
Courtesy of Olivier Ezratty / http://www.oezratty.net/wordpress/2014/ecosysteme-numerique-francais-
surchauffe/
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24. SUCCESS
Is
OUBVIOUS
Doctoriales 2016
Courtesy of Oussama Ammar / Koudetat theFamily
Extensive marketing actions
help to scale the business
Not to force the success
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25. Thoughts
Doctoriales 2016
Strategic Marketing and Pricing are definitely
for engineers
Value analysis should be called margin
optimization
There were no disruptive technologies in the
first iPod
Your technology could be added to something
stupid to do something great
Your current product will be maybe 5% of your
income within 3 years 25

26. PRÉSENTATION
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https://medium.com/kima-ventures/the-pitch-deck-template-ba83d61fae66#.lrst2lgk7
PROBLEM
There is problem.
Unsolved for a reason.
We’ve cracked a solution.
PRODUCT
Here is our value proposition.
Look at our demo
People love our product
MARKET
Those people/companies are our target (initial and potential). We don’t talk in billions, we talk in real buying/using people!
This is how we position ourselves in the ecosystem
Here is our secret sauce that makes us different
DATA
Our Business Model is: Sales - Variable Costs = Contribution Margin
We distribute it that way, this is our funnel of conversion
Our KPIs are not cumulated data but rather Compound Growth, Cohort and Sales Payback Time.
STORY
Here is our story so far, with relevant and/or fun facts
This is our great team, and what they’ve accomplished
Here is the plan for the next 12 to 18 months
FINAL
Here is our business plan or 18/24 months cash plan
Our end game is to be a leading top of mind for…

27. INNOVER : NEXT STEP
• INNOVER EN INVENTANT/OPTIMISANT DES BUSINESS MODELS
• INNOVER PAR LA DONNEE : DATA DRIVEN COMPANY
• IDEE / PROJET / ENTREPRISE
• INVENTER / CONSTRUIRE / OPTIMISER
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28. KPI
• KEY PERFORMANCE INDICATORS
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29. 29
• Market
•Value Chain/Ecosystem
• Market Drivers
•Total Addressable Market
• Company
• Team & Achievements/Net Results
• Products: product portfolio, roadmap
• IP
• General Strategy/Road to Market
• Competition & KSF
• Financial
Business Model & Revenue Analysis
Cost Structure Analysis
Use of Funds
KPI

30. 30
• Cost structure
• Fixed / variable
• Pricing policy : fixed or dynamic
• Value proposition
KPI

31. Doctoriales 2016
David Argelliès
da@agoranov.com
davidargellies@gmail.com
Facebook/Twitter : @OpenFromage
www.agoranov.com
Merci
et bonne chance !
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32. Investment
• Cash
• Time
• Energy
Risk
Earnings
• As a % of cash
invested
• And not as an
absolut value
Desire
dreams
(Is It a Good Idea To Launch This Company Matrix)
iGiToLaTiC Matrix
Exemple 1 : iPad App, smart idea, no strong value
• Investment = Low
• Risk = Low
• Earnings = Low but high if related to investment (good cost structure)
• Dreams = you know
Conclusion : nice business if you are ok to run a small businessDoctoriales 2016 32