Download - Business Model - Startup Seminars
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
BUSINESS MODEL DESIGN TOOLS
@PSTURROCK
Image from “Business Model Generation” Osterwalder & Pigneur
http://leanstack.com
1 23
4
5
67
8
9
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
VENTURE DESIGN IN THREE ACTS
I. Why does the world need your product or service?
II. What difference does your product or service make?
III. How are you going to make it happen?
MAKE STUFF PEOPLE WANT!
EXECUTION
EXECUTION
FOUNDER/MARKET FIT
WHERE DO I START ?
Photo credit Ryan McGuire gratisography.com
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
Who already has an idea?
1. FIND A NEED2. LEVERAGE YOUR ADVANTAGES
“IF I BUILD IT, THEY WILL COME”
15
–Guy Kawasaki
“Make Meaning”
– Paul Graham
“Make stuff people want”
“TOO MANY ENTREPRENEURS WHO FOLLOW THE LEAN METHODOLOGY GET STUCK IN A PRODUCT SPIN, CONSUMED WITH MAKING AND HONING THEIR MINIMUM VIABLE PRODUCT. WHILE THE MVP IS CRITICAL, IT’S MISSING ITS DANCE PARTNER, THE MINIMUM VIABLE SEGMENT.”
Michael Skok, North Bridge Venture Partners
SEGMENTATION BY JOB TO BE DONE
image by Dylan Walters flickr.com
J O B T O B E D O N E
• Circumstance is more important than customer demographics, product attributes, technology
• Good innovation solve problems with no previous solution or only inadequate ones.
• Jobs are never about function
• What are the social and emotional dimensions?
TEXT
JOB TO BE DONE
▸ Goal
▸ Motivation
▸ Alternatives
▸ Constraints
▸ Budgets
▸ Margins
▸ Culture & Process
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
G E T O U T O F T H E B U I L D I N G !
Value= Opportunity/ Risk
T H E B E S T C U S T O M E R S
1. Have a problem
2. Know they have it
3. Have a budget
4. Are hacking their own solution
“The Mom Test” Rob Fitzpatrick
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
WHY: What’s the gap?
Copyright © Slingshot Venture Development Ltd. 2016 All rights reservedKim & Mauborgne “Blue Ocean Strategy”
0
1
2
3
4
5
Affordability Weight Display Power Telephony
Laptops Smartphones
Copyright © Slingshot Venture Development Ltd. 2016 All rights reservedKim & Mauborgne “Blue Ocean Strategy”
0
1
2
3
4
5
Affordability Weight Display Power Telephony
Laptops Smartphones Ipad
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
via Seth Godin
VALUE POSITIONING
▸ Difference
▸ Risk
▸ Convenience
▸ Cost (not the same as price)
FOUNDER MARKET FIT
CAPABILITIES
DEMAND
INTERESTS
‣ Like to do
‣ Curious about
‣ Care about
‣ Skills
‣ Connections
‣ Resources
‣ Protagonist
‣ Gap
‣ Money
Photo credit: Dani Alvarez Cañellas via VisualHunt / CC BY-NC-ND
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
Sources of Innovation
1. Market insight (epiphanies)
2. Business model innovation
3. Technology
4. Design
REVENUE MODEL
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
WHAT IS A REVENUE MODEL?
▸ Value Exchange Contract
▸ Deliverables
▸ Payment
▸ Risk Allocation
▸ Subset of Value Proposition
▸ Defines Revenue Streams & Unit Economics
DELIVERABLES
- Features
- Service
- Property rights
TEXT
BASIC MODELS
▸ Asset Sale
▸ Licensing
▸ Usage
▸ Intermediation
▸ Auction
▸ Subscription
▸ Advertising
▸ Consulting
▸ Freemium
Deliverables
Service
Rights
Commitment
Termination
Renewal
Guarantees
Price
Payment Terms
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
Revenue = Customers x Unit Price x Frequency
Alternative Revenue Models
PRODUCTS Sell Usage Subscription Rent License
SERVICES Teach Consult Curate Connect Aggregate Manage
One
Customer Intimacy
150Twelve 1000+
The Journey from Niche to Scale
Product Innovation
Operational Excellence
Service Experience Product
Examples
‣ McDonald’s
‣ Amazon
‣ The iPod
‣ Dropbox
‣ AirbnB
‣ Metro
‣ Zipcar
‣ Uber
‣ ?
Copyright © Slingshot Venture Development Ltd. 2016 All rights reserved
THE KEY CHALLENGE: CLARITY
▸ What does your customer really need or want?
▸ What part of your solution is relevant?
▸ Articulate connection between solution & needs
▸ Make sure your difference fits your capabilities
DISCUSSION
THANK YOU
@PSturrock [email protected]