9. What’s the Weekend Idea?
Business
Model Test Problem Test Solution
Hypotheses
•MVP •Does Anyone Care? •Do they Like It?
• Customers • How will you
Get/Keep/ Grow Them?
16. Business Model Canvas – Any Business
KEY KEY VALUE CUSTOMER CUSTOMER
PARTNERS ACTIVITIES PROPOSITION RELATIONSHIPS SEGMENTS
KEY CHANNELS
RESOURCES
COST STRUCTURE REVENUE STREAMS
16
17. Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
plan for pre IND PET/SPECT Prescribing physicians
cGMP manufacturers Multiplatform Technical assistance
Radiopharmacies meeting
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds perform studies
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to Drug developers
companies lead compounds of Sales of packaged
IP interest precursor in cassettes
PoP data
Radiologists
Regulatory plan Cassette manufacturers
Understanding of
the regulatory
process
Sales of intermediates
Contract cGMP precursor manufacture
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
18. Value Customer
Proposition Segments
Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
plan for pre IND PET/SPECT Prescribing physicians
cGMP manufacturers Multiplatform Technical assistance
Radiopharmacies meeting
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds perform studies
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to Drug developers
companies lead compounds of Sales of packaged
IP interest precursor in cassettes
PoP data
Radiologists
Regulatory plan Cassette manufacturers
Understanding of
the regulatory
process
Sales of intermediates
Contract cGMP precursor manufacture
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
19. Value Customer
Proposition Segments
Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
plan for pre IND PET/SPECT Prescribing physicians
cGMP manufacturers
Radiopharmacies meeting
ID cGMP CRO
Product/Market Fit
Multiplatform
Sensitivity (nca)
Specific compounds
Technical assistance
Radiologist who
Fund-raising perform studies
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to Drug developers
companies lead compounds of Sales of packaged
IP interest precursor in cassettes
PoP data
Radiologists
Regulatory plan Cassette manufacturers
Understanding of
the regulatory
process
Sales of intermediates
Contract cGMP precursor manufacture
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
20. Get, Keep
and Grow
Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
PET/SPECT
cGMP manufacturers
Radiopharmacies
plan for pre IND
meeting Multiplatform Technical assistance Customer
Prescribing physicians
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds Segments
perform studies
General
Channel
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to
Drug developers
companies lead compounds of
Sales of packaged
IP interest
precursor in cassettes
PoP data
Radiologists
Regulatory plan
Understanding of Cassette manufacturers
the regulatory
process
Sales of intermediates
Contract cGMP precursor manufacture
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
21. Get, Keep
and Grow
Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
PET/SPECT
Who Are Our Customers?
cGMP manufacturers
Radiopharmacies
plan for pre IND
meeting Multiplatform Technical assistance Customer
Prescribing physicians
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds Segments
perform studies
How Do We Reach Them? Channel
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to
Drug developers
companies lead compounds of
Sales of packaged
IP interest
precursor in cassettes
PoP data
Radiologists
Regulatory plan
Understanding of Cassette manufacturers
the regulatory
process
Sales of intermediates
Contract cGMP precursor manufacture
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
22. Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
plan for pre IND PET/SPECT Prescribing physicians
cGMP manufacturers Multiplatform Technical assistance
Radiopharmacies meeting
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds perform studies
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to
Drug developers
companies lead compounds of
Sales of packaged
IP interest
precursor in cassettes
PoP data
Radiologists
Regulatory plan
Understanding of Cassette manufacturers
the regulatory
process
Contract cGMP precursor manufacture
Costs Sales of intermediates Revenue
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
23. Technical Assistance
Nuclear Medicine and SOPs for precursors
(Image Atlas)
Radiology and drugs Radiopharmacies
Accessibility (RCY) FDA regulatory support
departments Recruit clinical sites
In vivo animal studies Purity Equipment producers
Develop regulatory Speed
plan for pre IND PET/SPECT Prescribing physicians
cGMP manufacturers Multiplatform Technical assistance
Radiopharmacies meeting
ID cGMP CRO Sensitivity (nca) Radiologist who
Fund-raising Specific compounds perform studies
General
Pharmaceutical IP methodology for Direct sales of precursor
development PoP data adding fluorine to
Drug developers
companies lead compounds of
How Do We Make Money?
IP
PoP data
interest
Sales of packaged
precursor in cassettes
Radiologists
Regulatory plan
Understanding of Cassette manufacturers
the regulatory
process
Contract cGMP precursor manufacture
Costs Sales of intermediates Revenue
Salary, Rents
Technology license
Clinical trials
Product license (royalty)
29. Customer Development is
how you search for the model
Search Execution
Customer Customer Customer Company
Discovery Validation Creation Building
Pivot
30. Customer Development
The Search For the Business Model
Search
Customer Customer
Discovery Validation
Pivot
31. Customer Development
Execution
Customer Customer Customer Company
Discovery Validation Creation Building
Pivot
32. Customer Discovery
Search
Customer Customer Customer Company
Discovery Validation Creation Building
Pivot
Execution
• Articulate and Test your hypotheses
• Design experiments, start listening
• Continuous Discovery
• Done by founders
33. Discovery
• How big is the market?
• Who’s the customer?
– What’s their problem/need
• What’s the product/service/need?
– Does it solve the customers problem?
• How do you create demand?
• How do you deliver the product?
• How do you make money?
34. Customer Development =
process to search
Business Model Canvas =
the Scorecard
Agile Engineering is How
•Research
•Technology
Design
•Marketing •Cost
•Farming
conventions.
•Demo, dem
Labs o, and •Organic
We Build Startups
•Demo and Reduction
•Equipment demo!! Farmers
customer •Remove •Proximity is
Manufactur feedback •Weeding
ers labor force paramount
Service
•Distributio pains
•IP – Providers
n Network •Eliminate
Patents •Conventio
•Service •Video bio-waste •Dealers nal Farmers
Providers Classifier hazards •Direct Service
Files •Indirect Service
• … then Dealers
•Robust
Technology
Value- •Asset Sale
Driven •Direct Service with
equipment rental
•… then Asset Sale
35. Customer Validation
Search
Customer Customer Customer Company
Discovery Validation Creation Building
Pivot Execution
• Repeatable and scalable business model?
• Passionate earlyvangelists?
• Pivot back to Discovery if no customers
36. The Minimum Viable Product
(MVP)
•Smallest feature set that gets you the most …
- orders, learning, feedback, failure…
- incremental and iterative
38. The Pivot
Search
Customer Customer
Discovery Validation
Pivot
•The heart of Customer Development
•Iteration without crisis
•Fast, agile and opportunistic
39. Pivot Cycle Time Matters
Search Execution
Customer Customer Customer Company
Discovery Validation Creation Building
Pivot
•Speed of cycle minimizes cash needs
•Minimum feature set speeds up cycle time
• Near instantaneous customer feedback drives
feature set
40. The Startup Owners Manual
• The Reference Manual
for Entrepreneurs
• Separate Web/Mobile
versus Physical tracks
41. Web/Mobile Versus Physical
Customer Customer
Discovery Validation
Pivot
•Web/Mobile startups run faster
•Different process steps for web vs. physical
•Customer Relationships are radically different
60. Assumption of Customer Pain
200+ People were
Parking is a pain! customers People DO want Bigger Pain even more
People want a a guaranteed frustrated with
guaranteed spot & would parking at big
parking spot. reserve online. events.
80% positive response
62. Assumption of Customer Pain
200+ People were
Parking is a pain! customers People DO want Bigger Pain even more
People want a a guaranteed frustrated with
guaranteed spot & would parking at big
parking spot. reserve online. events.
People will pay Surveyed 75+
extra to have a Customers People will not
great, only pay
more, they will Validated!
guaranteed
parking spot. pay a lot more!
($9+)
64. Customer Survey/Validation
• How much more would you be willing to pay
to have a guaranteed close parking spot in the
arena's lot or near the arena?
– On average- $9.33
– Max of $27.00
64
65. Assumption of Pain
200+ People were
Parking is a pain! customers People DO want Bigger Pain even more
People want a a guaranteed frustrated with
guaranteed spot & would parking at big
parking spot. reserve online. events.
People will pay Surveyed 75+
extra to have a Customers People will not
great, only pay
more, they will Validated!
guaranteed
parking spot. pay a lot more!
($9+)
30+ People It is difficult to
People who have
get a mass We needed to
extra spaces will
number of find a new
post spots and
people to post solution.
make money.
enough parking
spots.
66. Expert Validation
• Tom Lombardi and Greg Bessoni
– Online parking reservation experts
Partnered with
me and put up
capital.
68. New Assumptions
30+ Parking
Parking lots will Lots Yes! Lots have Bigger Pain
post spots online been looking for
so that people ways to increase
can reserve revenue and fill
them. up lots.
75% positive response
20% of cash
goes missing.
Electronic 30+ Parking
payments in Lots
advance through Loved it! Would
an online pay about 15% of Validated!
reservation posted price.
system.
72. MVP Validation
All Pro
Parking 30+ person
Started with a Easier ways to Search process
very basic (30 lots) focus group
post parking & was too hard.
reservation track Wanted mobile
system. reservations. site as well.
All Pro
Parking’s
Customers
With no
marketing- Made it even Fixed search,
50 reservations easier to post cleaned up site,
in just a few and track mobile site in the
months. parking. works.
75. Our Model
15% of Price
$5 Reservation Paid
Fee XoomPark
We estimate being able to collect about $8 per reservation
76. Go to Market Strategy & Validation
25+ years
Talked to Tom
Lombardi, indust experience
ry expert.
Over 250 lots throughout Lots located all over West
Eastern US. Coast and Texas
Lots located throughout
Parking lots in all 50 states
Florida and in Dallas,TX
77. Go to Market Strategy & Validation
Tom and Greg’s
Affilate Networks
3,000 Affiliates
78. Go to Market Strategy & Validation
Focus
group of
30+ people
Customer’s
recommendations
for the future
79. Market Size
$8.2 Billion USA Parking Industry
TAM
SAM $4.5 Billion Parking
Facility/Management
Target
Market $1.4 Billion Event Parking
Apex $240,000 Buffalo and
Atlanta
80. Competitors
High
ParkingCarma
ClickandPark
Usability GottaPark
Parkwhiz
Low
Low High
Reliability
81. Revenue Projections
Revenue
$20
$18
$16
$14
$12
Revenue in
$10
Millions
$8
$6
$4
$2
$0
Year 1 Year 2 Year 3 Year 4
70% Gross Profit Margin
