Business model patterns and validation criteria
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The document discusses different business models and their key validations. It describes low and high margin/volume models, and models involving products, services, shared resources, subscriptions, resale, agencies, and audience aggregation. For each model it discusses factors like growth/problem hypotheses, cost per acquisition vs lifetime customer value, channels, buyers and sellers, and price sensitivity that are important to validate the business model. It also discusses freemium models, noting that a non-paying customer segment is funded by a different paying segment, with the goal of acquiring customers.
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Business model patterns and validation criteria
- 1. YOUR BUSINESS MODEL IS THE PRODUCT
- 2. EVENTUALLY YOU WILL WANT TO EXCHANGE CURRENCY INTO CASH
- 3. SO WHO IS GOING TO PAY YOU?
- 5. LOW MARGIN HIGH MARGIN HIGH VOLUME LOW VOLUME
- 6. LOW MARGIN HIGH VOLUME NORMALLY B2C LOW TRANSACTION COST LARGE CUSTOMER SEGMENT
- 7. KEY VALID ATION S LOW MARGIN HIGH VOLUME GROWTH HYPOTHESIS SIZE OF MARKET
- 8. HIGH MARGIN LOW VOLUME NORMALLY B2B HIGH TRANSACTION COST SMALL CUSTOMER SEGMENT
- 9. KEY VALID ATION S HIGH MARGIN LOW VOLUME PROBLEM HYPOTHESIS PRICE SENSITIVITY
- 10. SHARED PRODUCT SERVICE RESOURCE SUBSCRIPTION RESALE AGENCY AUDIENCE AGGREGATION LOAN LEASE CAPITAL INSURANCE OPTION
- 11. PRODUCT MANUFACTURE TANGIBLE ITEMS WHICH YOU SELL FOR MORE THAN THEY COST CARS FMCG iPODS
- 12. SERVICE PROVIDE HELP TO OTHERS IN EXCHANGE FOR A FEE HAIRDRESSERS AIRLINES CONSULTANTS
- 13. SHARED RESOURCE CHARGE FOR ACCESS TO AN ASSET WHICH CAN BE SHARED AMONGST MANY PEOPLE GYMS THEME PARKS iPHONE APPS
- 14. SUBSCRIPTION PROVIDE VALUE ON AN ONGOING BASIS IN RETURN FOR A RECURRING FEE SATELLITE TV SOFTWARE AS A SERVICE
- 15. KEY VALID SUBSCRIPTION ATION S COST PER ACQUISITION < LIFETIME CUSTOMER VALUE PROBLEM/SOLUTION HYPOTHESIS WILL THEY PAY TO SOLVE THIS? WILL THEY PAY YOU?
- 16. KEY VALID SUBSCRIPTION ATION S CPA FACTORS MARKETING BASED ACQUISITION - PAID REFERRAL - FREE
- 17. KEY VALID SUBSCRIPTION ATION S LTV FACTORS SUBSCRIPTION PLAN COST ATTRITION
- 18. RESALE BUY LOW SELL HIGH E-RETAIL
- 19. KEY VALID RESALE ATION S CHANNEL HYPOTHESIS
- 20. AGENCY BROKER OR MARKETPLACE. MARKETING AND SELLING AN ASSET YOU DON’T OWN E-BAY GROUPON
- 21. KEY VALID AGENCY ATION S VALIDATING BUYER AND SELLER HYPOTHESIS PRICE SENSITIVITY
- 22. AUDIENCE AGGREGATION COLLECTING ATTENTION THEN SELLING ACCESS TO THAT AUDIENCE BROADCAST TV CONTENT SITES FACEBOOK
- 23. AUDIENCE KEY VALID AGGREGATION ATION S GROWTH HYPOTHESIS VALIDATING WITH MARKETERS
- 24. E E F R
- 25. THERE IS NO SUCH THING AS A FREE PRODUCT
- 26. NON-PAYING CUSTOMER SEGMENT IS FUNDED BY A DIFFERENT PAYING CUSTOMER SEGMENT
- 27. FREEMIUM GENERALLY MEANS THE GIVING AWAY A BASIC PRODUCT AS AN ACQUISITION STRATEGY
- 28. AND SELLING THE ADVANCED PRODUCT
- 29. TRIAL PERIODS ARE NOT FREEMIUM
- 30. KEY VALID ATION S THE MARGINAL COST OF SERVICING FREE CUSTOMERS IS CLOSE TO ZERO BUT PROVIDES OTHER VALUE (MARKETING, DATA)
- 31. KEY VALID ATION S CONVERSION HYPOTHESIS