Business Model Design Founder Centric Salim Virani @saintsal Jordan Schlipf @jordups
Advanced Business Model Design - Pirate Summit 2013
Sep 14, 2014
It's a fallacy that startups have innovative business models. Even when startups use business model innovation tools, they generally don't progress to a level where they are deploying and validating advantageous business model innovations. Here are some more advantanced techniques that work from our experience, working in-depth with 15 accelerators and 3 universities at foundercentric.com
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Business Model Design
FounderCentric
Salim Virani@saintsal
Jordan Schlipf@jordups
CentricFounder
Is this business model innovation?
CentricFounder
by Luis Morello
Is this Lean?
CentricFounder
Levels ofBusiness Model Proficiency
Parts Checklists & dashboards
✓
✓
✓ ✓✓
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✓✓ ✓
✓
✓✓
✓✓✓
✓✓ ✓
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Whole Understanding & validating core dynamics
Marketing Success!
Business fail.
We obsess over the details.
And miss the big picture.
4% conversion rate = win!
4% conversion rate = win?
We had a big picture problem!
The
Business Model Canvas is the big picture.
What happened? Let’s look at the business model...
“I wish I knew that sooner.”
We wanted more users, so we marketed...
...which was rendered worthless by our retention.
You can’t think about any one part without thinking about the rest.
Changing something changes everything.
A “simple” change.
Everything is connected.
droppedcall? :(
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.
Why?
Gifters
Venues
Recipients
Share the love
Instant
Gratification
Emerging
DesignersMobilePhone
Real-timeRedemption
Real Gift
More Traffic& Spend Direct Sales
Personal
OnlineTransaction
Online
Transaction
% CutPay per giftFree gift
Payment
gatewaysDirect Sales
NationalBrands
POSIntegrators
Biz Dev
VenueNetwork
CentricFounder
by Luis Morello
Will people think of sending a gift from their phone when there’s a gift-giving opportunity?
Who will trust GiftCannon?
Will people receive a gift over their mobile?
Will people receive a gift over text message?
Will people receive a gift over Facebook?
Send a gift with a link over email or Facebook.
Will recipients redeem their gift?
Will shops work with us to redeem gifts?
Which partners can jumpstart our growth?
Will gift recipients stick around and start sending gifts themselves?
Will this work beyond students?
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 2011
Platform
Tuesday, 14 June 2011
Platform
Tuesday, 14 June 2011
Mass customisation
Value-basedpricing
App sale +in-app purchase Subscription
Transactional
Multi-sidedmarket
Licensing
CrowdsourceAd-supported
Event-supported
SaaS
Bundling
Viral
Direct-over-viral
Purchase-timing
Business model design is finding the few that matter.
Scaffolding
Balancing focus and opportunity using business model dynamics.
Option cards
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 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?
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?
How could we increase switching costs?
Who are the people in our network that can fast-track our business? How?
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.)
Build
Learn
MeasureYourValidation heartbeat.
“I wish I knew that sooner.”
Salim Virani@SaintSal
www.foundercentric.com
Thanks!Jordan Schlipf@jordups
Bonus!
Jobs Obstacles Goals Current Solution
Customer Slicing
Decision Trigger
Interest Trigger
More useful customer segments based on their current behavour.
They are real people (not attributes!)It’s clear where to find them.
You’ll walk away if they aren’t a good fit.
EXERCISE
What I can do
What I’vegot
Small partnerships first.
Affordable Loss.
EffectuationHow successful entrepreneurs move forward.
Multiple goals based on current resources.
7 ways to die. Choose none.
IndustryMarket
Macro
Micro
Trends
Connections
Alignment Skills
Establishment
Customer Need & Behaviour
Lock-in & copyability Modified from 7 Domains,
From The New Business Road Test, by John Mullins
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