stefano mizio innovits workshop on business model
DESCRIPTION
Innovits workshop for MBA students and entrepreneursTRANSCRIPT
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InnoVits Workshop on Business Model February 2nd 2012
Stefano Mizio
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This Talk is Based On
• Business Model Generation
• Steve Blank Blog/materials
• Alexander Osterwalder Blog
• Lean Startup
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We are all familiar with Business Plan
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Business Plan
1. A document your investors make you write that they don’t read
2. A useful place for you to collect your guesses about your business
• Size of Opportunity
• Customers
• Channel
• Demand Creation
• Revenue/Expenses/Profit
3. The template to look like everyone else when you do present to VC’s
Steve Blank
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Product Introduction Model
Concept/ Seed Round
Product Dev.
Alpha/Beta Test
Launch/ 1st Ship
The Leading Cause of Startup Death
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Product Introduction Model: Two Implicit Assumptions
Customer Problem : known
Product Features : known
Concept/ Seed Round
Product Dev.
Alpha/Beta Test
Launch/ 1st Ship
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What Is a Business Model?
It describes the rationale of how an organization
creates, delivers and captures value
A diagram that shows all the flows between your
company and its customers
All on a single sheet of paper
* Alex Osterwalder
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Scalable Startup
Large Company
What’s A Startup?
A Startup is a temporary organization used to search
for a repeatable and scalable business model
Search Execute
Steve Blank
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Scalable Startup
Large Company
Transition
- Business Model
- describes “unknowns”
- customer needs
- feature set
- business model
- found by iteration
The Search for the Business Model
Startups Model, Companies Plan
The Execution of the Business Model
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Scalable Startup
Large Company
Transition
Business Plan
- describes “knowns”
- features
- customers/markets
- business model
The Execution of the Business Model
Startups Model, Companies Plan
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No Business Plan survives first
contact with customers
So Search for a Business Model
Steve Blank
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The Business Model:
Any company can be described in 9 building blocks
Alexander Osterwalder
Customers – Offer – Infrastructure - Financial Viability
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CUSTOMER SEGMENTS
which customers and users are you serving?
which jobs do they really want to get done?
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VALUE PROPOSITIONS
what are you offering them? what is that
getting done for them? do they care?
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CHANNELS
how does each customer segment want to be reached?
through which interaction points?
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CUSTOMER RELATIONSHIPS
what relationships are you establishing with each segment?
personal? automated? acquisitive? retentive?
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REVENUE STREAMS
what are customers really willing to pay for? how?
are you generating transactional or recurring revenues?
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KEY RESOURCES
which resources underpin your business model? which
assets are essential?
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KEY ACTIVITIES
which activities do you need to perform well in your
business model? what is crucial?
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KEY PARTNERS
which partners and suppliers leverage your model?
who do you need to rely on?
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COST STRUCTURE
what is the resulting cost structure?
which key elements drive your costs?
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22 images by JAM
customer
segments
key
partners
cost
structure
revenue
streams
channels
customer
relationships
key activities
key
resources
value
proposition
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Test
Hypotheses:
• Product
• Market Type
• Competition
Turning Hypotheses to Facts
Test
Hypotheses:
• Problem
• Customer
• User
• Payer
Test Hypotheses:
• Pricing Model / Pricing