IDEALSPACE Week 01: Mapping Analytics for real estate Week 10: “Express pickup” for any retail business Interviews: 100 (0) total Mentor Engagements: 18 (1) total TAM $14.3 bln SAM $6.2 bln Target Market $4.2 bln (Hustler) (Picker) (Engineer) (Designer) (Helper) EWMBA 2015, EECS Undergrad FT MBA 2014, BA Undergrad EECS Ph.D. iSchool, MA in International Policy FT MBA 2015, BA Undergrad
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IDEALSPACEWeek 01: Mapping Analytics for real estate
Week 10: “Express pickup” for any retail business
Interviews: 100 (0) total
Mentor Engagements: 18 (1) total
TAM $14.3 bln
SAM $6.2 bln
Target Market $4.2 bln
(Hustler) (Picker) (Engineer) (Designer) (Helper)
EWMBA 2015,
EECS Undergrad
FT MBA 2014,
BA Undergrad
EECS Ph.D. iSchool, MA in
International Policy
FT MBA 2015,
BA Undergrad
Value Proposition Customer Segments
Churches want to
accommodate donors who
don’t want to give by cash
or check
Churches and donors
want some other value in
addition to just online
processing of transactions
A customizable mobile
app increases donation
participation & frequency
Develop generous giving
habits in the younger
generation
Churches want to engage
with members more
effectively
GiveModo as a
replacement for online
giving portal
Key Partners
• Brokers
• Data owners
• Property
owners
• Utility and
service
providersKey Resources
Key Activities
• Web/mobile
interface
maintenance
• Customer
support
• Partnerships
Expansion
Key Resources
• Direct sales
team
• Data analytics
engine
• Mobile/web
interface
Cost Structure
• Customer support
• Sales team salaries
• Commission to brokers
Value Prop.
• Small
business
owners:
access to
valuable
information
• Brokers:
Qualified
leads
Customer
Relationships
• GET: Industry
conferences
• KEEP:
customer
support
• GROW:
referrals,
recommendat
ions
Channels
• SMBs: direct
mail• Brokers:
direct sales
Customer
Segments
• Brokerages
• Government
development
agencies
Revenue Streams
• SMBs: usage fee
• Brokers: subscription model
Mapping Analytics for Real Estate
Virtual Drive
Through/
Moms
4
Our Journey
Various sales and marketing tools for SMBs
2-3.5
Included all retail & various
segments of individuals
5-7
Experiment
#1
8
Scale!
9-10
Restart!
Real Estate
+ Predictive
Analytics
1
Value Proposition Customer Segments
Churches want to
accommodate donors who
don’t want to give by cash
or check
Churches and donors
want some other value in
addition to just online
processing of transactions
A customizable mobile
app increases donation
participation & frequency
Develop generous giving
habits in the younger
generation
Churches want to engage
with members more
effectively
GiveModo as a
replacement for online
giving portal
Key Partners
• Restaurant
POS system
providers
• Communicati
on service
providers
Key Resources
Key Activities
• Web/mobile
interface
maintenance
• Customer
support
• Partnerships
Expansion
Key Resources
• Direct sales
team
• WYSWYG
storefront
generator
• Mobile app
Cost Structure
• Customer support
• Sales team salaries
Value Prop.
• Access to
locations with
limited
parking
Customer
Relationships
• GET:
Advertising
and app store
• KEEP:
customer
support
• GROW: paid
premium
features
Channels
• Direct sales
• Paid
Advertising
Customer
Segments
• Motherswith small
children
Revenue Streams
• Free for individual users
• 3-7% commission for restaurants
Virtual Drive Through @ Week 4
Value Proposition Customer Segments
Churches want to
accommodate donors who
don’t want to give by cash
or check
Churches and donors
want some other value in
addition to just online
processing of transactions
A customizable mobile
app increases donation
participation & frequency
Develop generous giving
habits in the younger
generation
Churches want to engage
with members more
effectively
GiveModo as a
replacement for online
giving portal
Key Partners
• Marketing
firms serving
retailers
• Restaurant
POS system
providers
• Delivery
service
aggregatorsKey Resources
Key Activities
• Web/mobile
interface
maintenance
• Customer
support
• Ratings and
user analytics
Key Resources
• Direct sales
team
• VC funding
($3.5 mln.)
• IP
protection
Cost Structure
• Sales team salaries - 7-30 FTE
• Paid advertising - $17 to acquire customer
Marketing the express pickup concept
• Technical and support providers
Value Prop.
• Express
pickup
• Convenience
• Access to
locations with
limited
parking
• Customer
Satisfaction
Customer
Relationships
• GET: Direct
sales and app
store
• KEEP:
customer
support
• GROW:
venue/item
recommendat
ions
Channels
• Direct sales
• Paid
Advertising
Customer
Segments
• Fast casual
and casual
dining
restaurants
• Convenience
stores
• 25-40 y.o.
mothers with
0-5 y.o.
children
• 25-35 y.o.
working
professionals
Revenue Streams
• Service fee for individuals (5% of
order, no less than $0.99)
• 3-7% commission for retailers
Express Pickup @ Week 10
Successes so far
Edna Ray
RestaurantThe Campus Store
Convenience store
Ganesha
RestaurantLA Familia
Restaurant
4 retail customers on boarded
15 individual customers served
3 geographies tested
Business Today
Express Pickup
Activity
Payment
Provide goods
Rate service
3
4
Learnings
Product Obsession
Find hair-on-fire problems
Epiphany Moment
“I’d rather drive 20 minutes to a drive
through, then get out of the car to go
across the street”
Data Drives Discovery
Bad weather = High demand
Just Do It!
Opportunity Awareness
Before After
Next Steps:
1. Enhance service: Improve timings
precision
2. Drive cost down: move from direct
sales to online sales
3. Just do it! Increase sign up rate to
2 customers/hour
Ready to go ahead!
Risks
• Competition
• Cost structure
Target Market $4.2 bln.
Net Income (Y3): $2.2 mln.
Investment Needs: $3.5 mln.
Investment Readiness Level
Appendix
What is IdealSpace?
Low
High
Is the price fair?
- How to pass all regulations?
- How to stay afloat when with
no cash inflow?- How to be profitable?
Business operation timeline
Co
nc
ern
• Repeat business is critical
• Customer loyalty is critical
• Time split between Marketing and Customer Service
• Limited resources for new technology adoption
(mobile)
Pressing need for solutions to run business profitable