Advanced business models i catapult

Business Models

Wednesday, 7 August 13

“I wish I knew that sooner.”

You’ve got a ton of options

Early stage strategy is finding the few that matter.

4% conversion rate = win!

4% conversion rate = win?Wednesday, 7 August 13

We obsess over the details.

And miss the big picture.

Marketing Success!

Business fail.

We had a big picture

problem!Wednesday, 7 August 13

Alex Osterwalder’s

Business Model Canvas is the big picture.

What happened? Let’s look at the business model...Wednesday, 7 August 13

Your business model has holes

We wanted more users, so we marketed...

...which was rendered worthless by our retention.

Stuff’s going wrong...

Let’s embrace it!

Test the

scary bits first.(not the fun bits)

Navigating through options, hypotheses & environmental changes.

Understanding dynamics between parts & articulating a clear story.

Progress

Checklists & dashboards1

Changing something changes everything.

A “simple” change.

You can’t think about any one part without thinking about the rest.

Faster production

Production

Clothinglabels &

distributors

Faster production

Production

Clothinglabels &

distributors

Faster tomarket

Faster production

Production

Clothinglabels &

distributors

Faster tomarket

Faster production

Production

Production fees

Faster production

Production

Designers

Consumers

Fan BaseFaster production

Production

Designers

Consumers

Fan Base

You design -

we do the rest.

Faster production

Production

Pool of talent

Designers

Consumers

Fan Base

You design -

we do the rest.

Faster production

ProductionOnlinetools

Pool of talent

Designers

Consumers

Fan Base

You design -

we do the rest.

Faster production

Production

Personalsupport

Onlinetools

Pool of talent

Designers

Consumers

Fan BaseFacebookFacebook

You design -

we do the rest.

Faster production

Production

Personalsupport

Onlinetools

Pool of talent

Designers

Consumers

Fan Base

Selling Clothes

FacebookFacebook

You design -

we do the rest.

Faster production

Production

Personalsupport

Onlinetools

Pool of talent

Designers

Consumers

Fan Base

Selling Clothes

FacebookFacebook

You design -

we do the rest.

Faster production

Production

Personalsupport

Onlinetools

Pool of talent

Emerging

Designers

Consumers

Fan Base

Selling Clothes

FacebookFacebook

You design -

we do the rest.

Faster production

Production

Personalsupport

Onlinetools

Pool of talent

Emerging

Designers

You can’t think about any one part without thinking about the rest.

Use the Canvas as X-Ray goggles.

What on earth are you on about?

Pick my brain.

Present their model

ON STAGE

How did you do?Explains the business?Focused on the main bits?Used fewest post-its?Good, engaging story?

Good for vision, inventing and improving.

Bad for getting stuck on specifics that don’t work.

Tenacity

Platform

Tuesday, 14 June 2011

Platform

Tuesday, 14 June 2011Wednesday, 7 August 13

Platform

Mass customisation

Value-basedpricing

App sale +in-app purchase Subscription

Transactional

Multi-sidedmarket

Licensing

CrowdsourceAd-supported

Event-supported

Bundling

Direct-over-viral

Purchase-timing

Know your options.

What’s the big opportunity?

WRITE IT DOWN

Business model prototypingNo writing on the canvas - use post-itsUse the post-its as you discuss. Move them around.3 minutes max per model - quantity over quality

Tip - aim for around 4-7 post-its per model

IN TEAMS

Platform

Tuesday, 14 June 2011Wednesday, 7 August 13

Platform

Mass customisation

Value-basedpricing

App sale +in-app purchase Subscription

Transactional

Multi-sidedmarket

Licensing

CrowdsourceAd-supported

Event-supported

Bundling

Direct-over-viral

Purchase-timing

Navigating through options, hypotheses & environmental changes.

Understanding dynamics between parts & articulating a clear story.

Progress

Checklists & dashboards1

Nail down your business model, one bit at a time.

Option cards

One dynamic per card.2 -3 dots per card.

How do authors prebuild customer lists?

CLINIC

Will ppl buy pet food on Facebook?

CLINIC

Evan can intro me to Joe at Initrode.Will ppl buy pet

food on Facebook?

CLINIC

How do authors prebuild customer lists? Sell to y2k

software houses through Initrode

Evan can intro me to Joe at Initrode.Will ppl buy pet

food on Facebook?

CLINIC

You’ve built a great app. Users use the free trial. They love it. They use it every day. When the free trial expires, they don’t buy.

DISCUSSION

Scaffolding

Understanding our options.

IN TEAMS

Who will our next 10 customers be?Where are they looking? And for what?

What needs do your customers have?How do they solve them now?

To multiply my customer base by 10, I can attract them through _____________ .

What are the different ways we can make money?

How would our business change if we could only charge 5% of we’re planning to?

How would our business change if we didn’t have a web site or app?

When customers have this problem, or are tackling this task, where do they seek help and

advice?Wednesday, 7 August 13

Which customers have different expectations about service levels or relationship?

What are our possible revenue streams? What customers pay for that, in that way, and why?

Are there customers at the low-end who would pay less for lower performance? What if they

were our ONLY customer?Wednesday, 7 August 13

How could we increase switching costs?

Who are the people in our network that can fast-track our business? How?

Balancing focus &opportunity

What I can do

What I’vegot

Small partnerships.

Affordable Loss.IN TEAMS

“I wish I knew that sooner.”

Pick a learning goalWhat big make-or-break risks or idea is the one you want to nail down this week?

(Hint: use the Canvas or metrics to make sure it’s relevant.)

YourValidation heartbeat.

MeasureYourValidation heartbeat.

Measure

1) Start with your learning goal.

Measure

Learn Confirm

Measure

2) Then decide what you need to measure or observe.

Learn Confirm

Measure

2) Then decide what you need to measure or observe.

3) Then only build what it takes.

Learn Confirm

Minimum ViableWhat is the minimum thing I need to build

to prove or disprove this?

Limit your work in progress.

Salim Virani@SaintSalsalim@saintsal.com

www.foundercentric.com

Thanks!

Bonus!

Meeting every week with fellow founders to share our weekly progress, and get advice to stay on track.

Braintrust

Braintrust3 minutes each to present your learning & goals. 5 minutes each for feedback.

Feedback is focused on risks, learning methods & environment - not your ideas!

Take 3 minutes to prepare at:

foundercentric.com/learningprogress

What you learned.

Progress

Obstacles in reaching your learning goal.Problems

What will you learn by next week?Learning Goal

Investor relationsTransparency & clarity on where they can help.

Make the accelerator accelerate you!Lead time

Advanced business models i catapult

Technology

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