business agility on the back of a napkin bootstrap your ... · bootstrap your business model...

BOOTSTRAPYOUR BUSINESS MODEL

Business Agility on the Back of a Napkin

1@berniemaloney

Let’s start here…

SO, WHAT IS ABUSINESS MODEL?

@berniemaloney

SO, WHAT IS ABUSINESS MODEL?

Better yet…

3@berniemaloney

EXPLAIN YOUR BUSINESS(MODEL) TO A NEIGHBOR

Exercise

2 min each in pairs

4@berniemaloney

HOW MANY COULD ACCURATELYDESCRIBE THEIR NEIGHBOR’S BUSINESS?

5@berniemaloney

OR, WAS YOUR EXPERIENCE LIKE THIS?

6@berniemaloney

NO BUSINESS PLAN SURVIVES FIRST CONTACT WITH A CUSTOMER

Steve Blank

7@berniemaloney

PLANS ARE WORTHLESS,BUT PLANNING IS EVERYTHING

Dwight D. Eisenhower

8@berniemaloney

HOW COULD WEDRINK OUR OWN CHAMPAGNE?

Measure

9@berniemaloney

ANY PROBLEM CAN BE MADE CLEARER WITH A PICTURE

Dan Roam

10@berniemaloney

Dan also wrote an earlier, worthwhile book: The Back of the Napkin

11@berniemaloney

HOW CAN A BUSINESS BE PICTURED?

http://youtu.be/QoAOzMTLP5s

12@berniemaloney

BUSINESS MODEL CANVAS

Partners Offer Key Customers

What you ‘get’What it ‘costs’

Relationship

ChannelResources

Activities

Source:http://www.businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf

@berniemaloney

WHY IS A MODEL SIGNIFICANT?

14@berniemaloney

WHY IS A MODEL SIGNIFICANT?DESIGN THINKING

15@berniemaloney

DESIGN THINKING

• Freezing an idea early risks falling in love with it

• Refining an idea quicklyrisks become attached (sunk cost)

• Objective:Defer judgment & emphasize crude prototypes to help avoid these pitfalls

• Example:IDEO - an illustration of Design AND Agilehttp://youtu.be/M66ZU2PCIcM

16@berniemaloney

WHY IS A MODEL SIGNIFICANT?

17@berniemaloney

Measure

18@berniemaloney

Lean Startup / Eric Ries: Build-Measure-Learn

A MODEL MIGHT LOOK GREAT ON PAPER…

19@berniemaloney

… REMEMBER IT’S A SET OF HYPOTHESES

20@berniemaloney

Measure

21@berniemaloney

COST PER TEST / LESSONS = ?

http://www.automobilesreview.com/uploads/2012/09/Mercedes-Benz-SLS-AMG-Coupe-Electric-Drive-651.jpg

@berniemaloney

COST PER TEST / LESSONS = ?

http://image.internetautoguide.com/f/auto-news/2010-mercedes-amg-sls-crash-test-videos/31178790/mercedes-sls-amg-crash-test-video-germany-tuv.jpg

@berniemaloney

HOW ABOUT AN EXAMPLE?

24@berniemaloney

HOW ABOUT AN EXAMPLE?

Better yet…

@berniemaloney

BUS 15 @ STANFORD

Experiencein ProductManagement& Agile

Silicon Valley

Prepare outline; develop materials; coordinate efforts; time to teach…

Stanford

What we ‘get’What it ‘costs’Feedback; fresh perspective; resume enhancer; honorarium; contacts…

GuestSpeakers

Curious aboutProd Mgt &/orAgile

Very Early Entrepreneurs

Live Class

Relationship

Channel Experienced &want increased results

Live Class

direct

Personal(vs automated)

Resources

Activities

BrandRoomsEquipment

Marketing

Experience

@berniemaloney

BUS 15 @ STANFORD

Silicon Valley

Stanford

GuestSpeakers

Live Class

Relationship

Channel Experienced &want > resultsLive Class

direct

Resources

Activities

BrandRoomsEquipment

Marketing

How could inspect/adapt be applied?

Experience

@berniemaloney

HOW ABOUT…?

East Bay Area

Berkeley

GuestSpeakers

Live Class

Relationship

Channel Experienced &want > resultsLive Class

direct

Resources

Activities

BrandRoomsEquipment

Marketing

Experience

Experienceat Stanford

@berniemaloney

OTHER VALUES OF THE BM CANVAS

• Ecosystems Win

– Microsoft Office

– iTunes

– Search + Ads

• Canvas Maps an EcosystemFits a single visual field = shifts brain processes

• Looks at Market & Opportunityover chasing a competitor’s ‘tail lights’

29@berniemaloney

Ready for a Group Exercise?

What we ‘get’What it ‘costs’

Relationship

ChannelResources

Activities

@berniemaloney

EXERCISE: BUSINESS MODEL CREATION

• Form Teams

• Product: Biodegradable Bag(ok for fertilizer)

• 5 minutes:Create (at least 1) business model

http://www.naparecycling.com/uploads/plastic%20bag.png

@berniemaloney

Relationship

ChannelResources

Activities

@berniemaloney

INSIGHTS: CREATING A BUSINESS MODEL

@berniemaloney 33

http://www.garabatosydibujos.com/wp-content/uploads/2015/01/conocer.jpg

This is a crude prototype

Relationship

ChannelResources

Activities

@berniemaloney

• Form Teams

How could you “unit test” the product?

@berniemaloney

THERE ARE NO FACTS IN THE BUILDING…SO GET OUT AND TALK TO CUSTOMERS

Steve Blank

36@berniemaloney

CUSTOMER DEVELOPMENT

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

Source: Steve BlankThe Four Steps to the Epiphany

@berniemaloney

TWO PHASES

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

Search Execution

38@berniemaloney

ENLIGHTENED TRIAL & ERROR SUCCEEDS OVER THE PLANNING OF LONE GENIUS

Peter Skillman

39@berniemaloney

APPLY THE SCIENTIFIC METHOD: RUN EXPERIMENTS

40@berniemaloney

WITH VALIDATION, ITERATE (PIVOT) MODEL AND RUN FURTHER EXPERIMENTS

41@berniemaloney

PIVOTING:LEARNING CHEAPLY FROM FAILURE

42@berniemaloney

Measure

43@berniemaloney

THE WAY TO SUCCEED IS TO DOUBLE YOUR FAILURE RATE

Thomas Watson

Founder of IBM

44@berniemaloney

HP MEDIASMART (RETAIL) TVS

AmericanBrand

CircuitCity

Cost-plus Mat’l; Design; Supply Chain; Placements

Asian TV BrandYou know

RevenuesCostsJust enough to break even at intro,Not enough to sustain price drops

CinemaNow

Best Buy

Relationship

Channel

Direct

Direct B2C

Indirect B2B2C

Resources

Activities

GlassTV KnowHow

MicrosoftInternetContent

Asian TV BrandNew to USA

Netflix

RetailElectronics

Leading EdgeInternet TV

KnownBrand

IPTV VisionaryAdopters

Manufacturing

Set Devel’mnt

Licensing

Volume Retail

futureproofing

@berniemaloney

HP COMMERCIAL TVS

AmericanBrand

HP Sales

Cost-plus Mat’l; Design; Supply Chain;

RevenuesCostsSustainable Margin

Relationship

Channel

Direct B2B

Indirect B2B2B

Resources

Activities

GlassTV KnowHow

CommercialSuppiers

KnownBrand

Manufacturing

Set Devel’mnt CompetivePrice

Direct HPAccounts

@berniemaloney

VIZIO TVS (2006)

AmericanBrand

Costco

Competitive Mat’l; Design; Supply Chain;

RevenuesCostsSustainable MarginSustainable Volume

Relationship

Channel

Direct

Direct B2C

Indirect B2B2C

Resources

Activities

GlassTV KnowHow

WarehouseClubs

ValuePricingManufacturing

Set Devel’mnt

ValueBuyers

@berniemaloney

LAYERING IN MARKET RESEARCH

RevenuesCosts

Relationship

ChannelResources

Activities

RetailElectronics

Leading EdgeInternet TV

IPTV VisionaryAdopters

ValueBuyersCommercial

Suppiers

ValuePricing

100s@1Ks

10s@1Ks

@berniemaloney

PIVOTS ARE BUSINESS MODEL CHANGES WITHOUT CRISIS

Steve Blank

49@berniemaloney

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

Test & Adapt the model until you can prove it works

@berniemaloney

HOW TO PROVE IT WORKS?

• MVP

– Minimum Viable Product

– Sale of a Product (it’s viable!)

• PMF

– Product Market Fit

– Is it the right customer segment?

– Is the segment sustainable?

– Is the product / model sustainable?

51@berniemaloney

MeasureLearn

Release

Measure

Earn $

Noted by Jeff Patton (Aug ‘12 DFWScrum)52@berniemaloney

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

Search Execution

MVP PMF

@berniemaloney

• Form Teams

Want a model comparison?

@berniemaloney

BASIC SANITATION

Image Source: http://www.whale.to/a/bangladesh.html

@berniemaloney

ACCESS TO SANTIATION

• 4 out of 10 people lack even simple latrines(2.6 billion people)

• A solution?

56@berniemaloneyhttp://greenupgrader.com/files/2009/04/peepoo6.jpg

PEEPOO BAG

• Single use toilet bag

• Self sanitizing

• Low production cost

• Biodegradable – turns into fertilizer

• (initially) targeted at poor people

• People already pay for sanitation

57@berniemaloney

WHO / WHERE ELSE COULD USE THIS?

Relationship

ChannelResources

Activities

@berniemaloney

MULTIPLE MODELS FOR 1 PRODUCT

59@berniemaloney

This is a crude prototype of a business

Relationship

ChannelResources

Activities

@berniemaloney

MULTIPLE MODELS FOR 1 PRODUCT

61@berniemaloney

Want another Group Exercise?

• Form Teams

• Product: Coffee

• 7 minutes:Create a business modelAND 3 “systems” Testsof PMF

http://www.thecoffeebeanshop.com/images/CoffeeBeanCloseup6beansR.jpg

@berniemaloney

Relationship

ChannelResources

Activities

@berniemaloney

INSIGHTS: CREATE + TEST A BUSINESS MODEL

@berniemaloney 64

http://www.garabatosydibujos.com/wp-content/uploads/2015/01/conocer.jpg

• Form Teams

• Product: Coffee

http://www.thecoffeebeanshop.com/images/CoffeeBeanCloseup6beansR.jpg

@berniemaloney

Want a model comparison?

http://upload.wikimedia.org/wikipedia/commons/4/4f/Pike_Place_Market_-_Starbucks_circa_1977A.jpg

@berniemaloney

http://www.alfredhoesliag.ch/typo3temp/pics/20bc77213a.jpg

@berniemaloney

ALTERNATIVE: LEAN CANVAS

http://practicetrumpstheory.com/the-10x-product-launch/

BUSINESS VALUE CANVAS

Relationship

ChannelResources

Activities

@berniemaloney

customerjobs

gaincreators

painrelievers

products & services

EXTENDING THE BUSINESS MODEL CANVAS

71@berniemaloney

BUSINESS TO CONSUMERB2C

72@berniemaloney

BUSINESS TO BUSINESS TO CONSUMERB2B2C

73@berniemaloney

OR AN ENTIRE VALUE CHAIN

74@berniemaloney

OR MULTIPLE MODELS FOR 1 PRODUCT

75@berniemaloney

ARE PRODUCTS THIS EASY TO ITERATE?

76@berniemaloney

WHICH ONE(S) BEST FIT MARKET?

77@berniemaloney

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

Each Experiment amounts toan (Agile) Iteration of

the Businessthe Ecosystem

@berniemaloney

IF YOU DON’T WORK UNDER TIME CONSTRAINTS, YOU COULD NEVER GET ANYTHING DONE. IT’S A MESSY PROCESS, IT COULD GO ON FOREVER.

Dave Kelley

79@berniemaloney

FAIL OFTEN,IN ORDER TO SUCCEED SOONER

80@berniemaloney

FINUt Prosim. Namaste.

@berniemaloney 81

@berniemaloney 82

Bernie Maloney, CSPPE, CSM, CSPO

bit.ly/speedmygenius

Agile CoachAccelerating Genius

Turning Strategies into ResultsFrom Startup to Beyond $100M

business agility on the back of a napkin bootstrap your ... · bootstrap your business model...

Documents

business agility on the back of a napkin …...business...

baby napkin

blue napkin

seni lipatan napkin

bar napkin

napkin marketing

napkin ring

project napkin

me confidence intervals: bootstrap distribution ·...

napkin birds

napkin folding(demonstration)

belajar melipat napkin

orchids€¦ · orchids 13307033 elegance magenta napkin...

folding napkin

building a more responsive design jsf + bootstrap 3€¦ ·...

napkin...

bootstrap - dev.cs.kku.ac.th · bootstrap • bootstrap...

napkin rings2[2]

primerica napkin presentations

napkin presentation animated