Uploaded byMarius Ursache
Understanding Value
The document discusses business model concepts like customer segments, value propositions, channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. It provides examples of business models for companies like Apple, Amazon, and Google. It encourages understanding customers through interviews and personas. It also discusses topics like total addressable market, competition, and lean startup methodology. The overall content is about understanding how to develop business models by understanding customer needs and validating ideas through customer development.
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Understanding Value
- 1. Understanding Value @MariusUrsache #APC May 9, 2012 1 Marius Ursache—Understanding Value
- 2. Part 1 What is Phase 2? 4 Marius Ursache—Understanding Value
- 4. ... so 6 Marius Ursache—Understanding Value
- 5. What is Phase2? 7 Marius Ursache—Understanding Value
- 6. http://www.amazon.com/Business-Model-Generation-Visionaries-Challengers/dp/0470876417/ 8 Marius Ursache—Understanding Value
- 7. Key Customer activities relationships Key Value Customer partners propositions segments Key Channels resources Cost Revenue structure streams
- 8. Customer segments 10 Marius Ursache—Understanding Value
- 9. Value propositions 12 Marius Ursache—Understanding Value
- 10. Channels 14 Marius Ursache—Understanding Value
- 11. Customer relationships 16 Marius Ursache—Understanding Value
- 12. Revenue streams 18 Marius Ursache—Understanding Value
- 13. Key resources 20 Marius Ursache—Understanding Value
- 14. Key activities 22 Marius Ursache—Understanding Value
- 15. Key partners 24 Marius Ursache—Understanding Value
- 16. Cost structure 26 Marius Ursache—Understanding Value
- 17. Apple iPod Key Key Value Customer Customer partners activities propositions relationships segments Hardware design Lovebrand Record compan ies Seamless Mass Marketin g music market experience Key Channels resources Retail stores People Own Software stores & hardware Own websites Content & agreements Cost Revenue structure streams Some Manufacturing Hardware music People Marketing sales revenues & sales
- 18. Amazon.com Key Key Value Customer Customer partners activities propositions relationships segments Order Custom fulfillment online Logistics Large profiles partners IT infrast product developm ructure Glob & mainte ent range Reccomen- mas al nance dations mar s ket ffiliates A Key Channels Lower resources value Fulfillment items infrastructure Affiliates Own IT website infrastructure Cost Revenue structure streams Tech nolog & con y Order fulfillment Sales Marketing tent margin
- 19. Google.com Key Key Value Customer Customer partners activities propositions relationships segments Expanding Adve reach rtise Targeted rs Platform ads & servic managem e ent Web Free surfers search Key Channels resources Search Content platform owners Monetize Internet content (online) Servers Cost Revenue structure streams Platform Keyword de velopment auctions & maintenance
- 20. Key Customer activities relationships Key Value Customer partners propositions segments Key Channels resources Cost Revenue structure streams
- 21. Exercise 1 Your business model 32 Marius Ursache—Understanding Value
- 22. What is theonly thing you need to start a business? 33 Marius Ursache—Understanding Value
- 23. Part 2 Customers 34 Marius Ursache—Understanding Value
- 24. Costel 35 Marius Ursache—Understanding Value
- 25. Costel Age, sex, job, education, income Social Friends, family, relationships Hobbies and leisure Likes, dislikes Goals Personal goals Professional goals Pains What keeps him awake at night. What keeps him from reaching his goals. What annoys him. 36 Marius Ursache—Understanding Value
- 26. Thinking Feeling Seeing Hearing Saying Doing
- 27. why’s 38 Marius Ursache—Understanding Value
- 28. Part 3 Markets 39 Marius Ursache—Understanding Value
- 30.
- 31.
- 32. TAM for Vplay.ro 16 mil. people in Romania watch TV 7 mil. of them use Internet 3.4 mil. of them download illegal stuff 2 mil. download movies & TV episodes 43 Marius Ursache—Understanding Value
- 33. Market maturity Raw iron Checklist Productivity Transparency wars wars 44 Marius Ursache—Understanding Value
- 34. Competition 45 Marius Ursache—Understanding Value
- 35. http://www.amazon.com/Blue-Ocean-Strategy-Uncontested-Competition/dp/1591396190 46 Marius Ursache—Understanding Value
- 36. Red Ocean Strategy 47 Marius Ursache—Understanding Value
- 37. Blue Ocean Strategy Eliminate Reduce Create Raise 48 Marius Ursache—Understanding Value
- 38. Product Market push pull 49 Marius Ursache—Understanding Value
- 40. Exercise 2 Persona. 51 Marius Ursache—Understanding Value
- 41. Exercise 3 Lunch. 52 Marius Ursache—Understanding Value
- 42. Exercise 4 Five interviews. One person. Insights. Changes. 53 Marius Ursache—Understanding Value
- 43. Part 4 Putting everything together 54 Marius Ursache—Understanding Value
- 44. Outcomes Persona (2 min) TAM (2 min) Interviewed people (2 min) Interview example (5 min) Insights (2 min) Changes (2 min) 55 Marius Ursache—Understanding Value
- 51. http://www.amazon.com/The-Lean-Startup-Entrepreneurs-Continuous/dp/0307887898 63 Marius Ursache—Understanding Value
- 52. Build Measure Learn 64 Marius Ursache—Understanding Value
- 53. Customer development Customer Customer Customer Company discovery validation creation building 65 Marius Ursache—Understanding Value
- 54. Focus 66 Marius Ursache—Understanding Value
- 55. Keep the main thing the MAIN thing. 67 Marius Ursache—Understanding Value
- 56. GR82CU! @MariusUrsache marius@grapefruit.ro 69 Marius Ursache—Understanding Value