2. Agenda for Class 6
• QA about Customer Relationships
• Team Presentations: Customer
Relationships Findings
• Summary about Revenue Model
• Work for Next Week
10. Key Concepts
• CAC: Costumer Acquisition Cost
• Churn: costume attrition
• LTV: costumer Life Time Value
11. Common Errors
• Lack of “Get” strategy and tactics for every
customer segment
• Lack of understanding on how/why
customers buy today
• Lack of tests/website/data/insight
• “Marketing is a dark art”
17. Revenue Model is a
Strategy
1. What value are my customers willing to pay?
2. How do they pay?
3. How much will they pay?
18. Revenue Model
Asset sale
Ford
Usage fee
Vodafone
Subscription fee
salesforce.com
Rent
Avis
Licensing
MS Office
Intermediation
airbnb.com
Advertising
Google
22. Presentation for Next
Week
• Slide 1: Cover slide
• Slide 2: Business Model Canvas (changes marked in red,
different colors for multi-sided markets)
• Slide 3: Hypotheses about revenue model strategy and
price tactics
• Slide 4: Experiments for Revenue Model and Pricing?
• Slide 5: What are the important metrics for your
business model?
23. Presentation for Next
Week
• Slide 6: Rough 3-year income statement (revenues, gross
margins, significant costs, etc.)
• Slide 7-n: Lessons learned (hypotheses, experiments,
results, action)
24. Before Next Class
• Talk to 10-15 customers to test revenue
model and pricing (100 for web)
• Update LPC Narrative and Canvas
• Work on your MVP
• Prepare Class Presentation
• Watch Lecture 7: Partners