business models presented by tom kosnik september 15, 2014 gear up model slides by ramfelt,...
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Business Models
Presented by Tom Kosnik
September 15, 2014
Gear Up Model slides by Ramfelt, Kjellberg, and Kosnik (2014),
Gear Up: Test Your Business Model Potential
and Plan Your Path to Success
Business Model Canvas based on: Osterwalder, Alexander and Yves Pigneur (2010), Business Model Generation: A
Handbook for Visionaries, Game Changers, and Challengers
Customer Development from Blank, Steve (2012) The Startup Owner’s Manual
GEAR UP: Your Best Idea Ever
LENA RAMFELT JONAS KJELLBERG
TOM KOSNIKBASED ON THE BETA VERSION OF THE BOOK
Gear Up: A System for Creating New Markets
and Disrupting Existing Markets
Source: Ramfelt, Kjellberg, and Kosnik (2013) Gear Up: Bring Business Opportunities to Life.
Agenda
Agenda
Agenda
• Two Social Venture Examples• Toraja Melo
• Gear Up Business Model: Playing the Zero Game
• Business Model Videos• Muhammad Yunus
• Eric Osterwalder and The Business Model Canvas
• Summary of Business Model
7
Forming your Teams
Form Teams:4 or 5 people per team:
• Make sure you have diversity:
• Men and women
• Different academic strengths or concentrations
• If possible, different countries, or regions of Indonesia
• Why diversity?
• To increase your understanding about how different people (employees, investors, customers) think and make decisions
• To prepare you to work in entrepreneurial teams.
Gear Up: A System for Creating New Markets
and Disrupting Existing Markets
Source: Ramfelt, Kjellberg, and Kosnik (2013) Gear Up: Bring Business Opportunities to Life.
BUSINESS MODEL
Source: Ramfelt, Kjellberg, and Kosnik (2013) Gear Up: Bring Business Opportunities to Life.
FROM IDEA TO
CASH Source:
Ramfelt,
Kosnik, and Kjellberg (2011) "Do you
Delight?" Closed Beta. Do Not
copy or Distribute.c
Source: Ramfelt, Kjellberg, and Kosnik (2013) ”Gear Up: Your Best Idea Ever” Do Not copy or Distribute.
Source: Ramfelt, Kjellberg, and Kosnik (2013) ”Gear Up: Your Best Idea Ever” Do not copy or distribute.
Source: Ramfelt, Kjellberg, and Kosnik (2013) ”Gear Up: Your Best Idea Ever” Do Not copy or Distribute.
Exercise: The Zero Game• Work in your teams• What are the largest costs for your competitors, if you
have a social business or for competitors of:
• Identify ways to drive the costs to zero – or to a very small number.
• Prepare to share
Muhammad Yunus on“Social Business Model”
http://www.youtube.com/watch?v=0C3XQ3BTd4o
Eric Osterwalder on Business Model Canvas
http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2877
17images by JAM
customer segments
key partners
cost structure
revenue streams
channels
customer relationships
key activities
key resources
value proposition
http://www.businessmodelgeneration.com/ accessed September 21, 2010.
The Business Model Canvas
9 GuessesSocial Business Model CanvasAdapted by Tom Kosnik from the Business Model Canvas
http://www.businessmodelgeneration.com/ accessed September 21, 2010.
Social Impact Environmental Impact
BeneficiariesOr
Customers’ Customers
9 GuessesIdentify your key assumptions –
Your “Best Guesses”
http://www.businessmodelgeneration.com/ accessed September 21, 2010.
Social Impact Environmental Impact
BeneficiariesOr
Customers’ Customers
Guess Guess
Guess
Guess
Guess
Guess
Guess
GuessGuess
GuessGuess
Guess
Exercise• Work in your teams• Identify 1 part of the Business Model canvas that you
can innovate for your social venture or for:
• Make a plan to “Get out of the building” to test your innovation with customers & channel partners.
9 GuessesExercise: Identify at least one part of the business model canvas where you can innovate. “Get out of the building” and test your idea for business model innovation with customers & partners.
http://www.businessmodelgeneration.com/ accessed September 21, 2010.
Social Impact Environmental Impact
BeneficiariesOr
Customers’ Customers
Business Model Summary:
• Two complementary tools enable effective analysis of your business model:
• Gear Up & Business Creation: The Zero Game
• Business Model Canvas
• What do all the tools have in common?• Get out of the building & talk to customers and
partners to test your assumptions.
• Refine your business model or pivot*
* “Pivot” is used by Steve Blank and Eric Reis to mean a change in direction - different customer segment or different value proposition.
This Talk is Based On Three Books• Gear Up• Business Model Generation• The Startup Owner’s Manual
Shameless Plug:
Gear Up is available on Amazon.com:http://www.amazon.com/Gear-Up-Business-Potential-Success/dp/085708562X/ref=sr_1_1?s=books&ie=UTF8&qid=1400514218&sr=1-1&keywords=ramfelt+gear+up#
Guy Kawasaki on “Business Model”
http://www.youtube.com/watch?v=G4O0epfxzq4
A Business Model Shows Your Critical “Guesses,” AKA Assumptions or Hypotheses
• Conversion rate (from prospect to paying customer)• Customer acquisition cost• Average selling price per unit• Variable cost per unit• Material cost• Distribution channel margins• Length of sales cycle• Life time value of a customer• Etc.Test your guesses/assumptions/hypotheses about
these key numbers before developing elaborate financial projections for a business plan.
Adapted from: Blank, Steven B. (2011) “Business Model” Talk delivered at Clean Tech Open Accelerator Workshop.