business model 101: the basics of marketplaces, saas & ecommerce [reduced]
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Business models 101
The basis of SaaS, Marketplaces & eCommerce
@rodrigoMrz Belgrade, May 2014
Agenda
0. Intro to Point Nine
1. Marketplaces
2. SaaS (Software-as-a-Service)
3. Ecommerce
a. Major characteristics
b. Monetization
c. Key challenges
d. Top 3 KPIs
e. Examples & Trends
@rodrigoMrz
Intro to Point Nine Capital
@rodrigoMrz | rodrigo@pointninecap.com
• Berlin-based, investing in Europe
• 40mEur fund, focus in seed & series A
• SaaS and Marketplaces
*CJ
@rodrigoMrz
Funding sources
Idea Startup Early Maturity Growth
Clients
Crowdfunding
F&F
Accelerators
Angels
Fondos VC
Private equity
IPO
Debt
$
@rodrigoMrz
3 business models
Supply Demand %
Software Users $
Product Customers $ $
Getting a commission for intermediating between supply and demand
SaaS: Charging users for a license fee for accessing a software
Marketplace
Charging users for accessing a software
SaaS
Selling products to customers and getting a margin for it
eCommerce
@rodrigoMrz
Marketplaces (i) – intro
Challenges
• Generate liquidity
• Chicken and egg
• Monetization timing
Characteristics
• B2B / B2B2C / B2C / C2C
• Inventory vs digital
• Network effects
Supply Demand %
@rodrigoMrz
Marketplaces (ii) – key metrics
When you start
• Supply: # of new/cumulated
listings
• Demand: growth in sign-ups
• Active Users (buyers / sellers)
• # Transactions
In the next phase
• Recurring customers
• Successful items/listings per
total
• Take Rate (% as of GMV)
@rodrigoMrz
Marketplaces (iii) – examples Full-stack
Digital marketplace
1-click booking
Mobile-first
Peer2peer
Pioneers
@rodrigoMrz
2. Software as a Service (SaaS)
@rodrigoMrz
SaaS (i) – intro
Challenges
• Product development
• Marketing
• Conversions
Characteristics
• B2B / B2C
• Subscription
• Quality / Speed of product
• Cloud (no maintenance)
• Upfront payments
Software Users $
@rodrigoMrz
SaaS (ii) – key metrics
When you start
• Inbound traffic
• Conversion funnel
• Churn
In the next phase
• MRR growth
• CAC: Only paid; for
each channel
• Churn!
@rodrigoMrz
SaaS (iii) – examples Horizontal
Mobile-first
Platforms
Pioneers
Consumerization
Vertical
@rodrigoMrz
eCommerce (i) – intro
Challenges
• Marketing costs
• Operations
• Competition on price
• Rocket Internet ;-)
Characteristics
• B2C / B2B
• Margins
• Own vs drop-shipping
Product Customers $ $
@rodrigoMrz
eCommerce (ii) – key metrics
When you start
• CPO
• Margins
• AOV
• Revenue growth
In the next phase
• Recurring purchase
• Free-cashflow
• Inventory
@rodrigoMrz
eCommerce (iii) – examples
Flash-sales
ReCommerce
Online brands
Pioneers
Hardware
@rodrigoMrz
If you want to stay in touch …
www.pointninecap.com + Some say we have a pretty cool newsletter! ;)
Follow us on Twitter @rodrigoMrz | @PointNineCap
rodrigo@pointninecap.com
Thanks!
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