Techniques for work with startups

STARTUPTechniques that work.

Oksana Krykun for @LITS | 14.03.2016

What is startup?

What is the role of BA in a startup?

How does the technology adoption life cycle looks like?

REMEMBER ALL (5 min)

HYPOTHESIS

Consumer trend canvas

Business model сanvas

Validation board

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START!

TRENDS

Buying Time

Challenging ageing

Changemakers

Greener food

Mental wellbeing

Over-connected consumers

Shopping for control

Spending singles(с) Euromonitor International - 2016 trends

CONSUMER TREND CANVAS

WHEN TO USE?

• To uncover innovation opportunities.

• “An easy-to-follow framework that will not only help you to unpack and understand any consumer trend, but will also help you apply it to launch successful consumer-facing innovations on your own.”

Consumer trend canvas - blocks

1. Basic needs:- Social status- Self-improvement- Excitement- Connection- Security- Identity- Social interaction- Freedom- Recognition- Honesty...

2. Drivers of change:- Shifts- ЕTriggers

3.Emerging consumer expectations:- Find expectation gaps between what consumers have now and what they want to have

4. Inspiration: how other businesses apply this rend?

5. Innovation potential:- Vision- Business model- product/service/experience- campaign

6. Who?

6. Your innovations: write business-ideas!!!

Example: guilt-free consumption

Innovations!!!

Peers-to-peers trend

1. Self-actualization becomes social-actualization

2. The disruption of work

3. The informal economy gets organized

BUSINESS MODEL CANVAS

WHEN TO USE?

Customer does not know what he wants.

Customer wants a lot, but has no money.

Customer wants to “do the job by himself”.

Customer does not have the vision for the product.

You are startuper/product manager.

Customer segments

●Mass market

●Niche market

●Multi-sided platforms

●Segmented

●Diversified

Value Proposition

●Newness

●Performance

●Customization

●Get-the-job-done

●Design

●Brand/status

●Price

●Cost reduction

●Risk reduction

●Accessibility

●Convenience/usability

Channel types

Sales force Web sales Own stores WholesalerPartner stores

Own Partner

Direct Indirect

Customer relationships | Motivations

• customer acquisition

• customer retention

• boosting sales = upselling

Customer relationships | Categories●Personal assistance

●Dedicated personal assistance

●Self-service

●Automated service

●Communities

●Co-creation

Revenue streams | Types of customers

Pricing: fixed and dynamic

Revenue streams. Options

●Asset sale

●Usage fee

●Subscription fee

●Landing/Renting/Leasing

●Licencing

●Brokerage fees

●Advertising

Key resources

Key activities

Platform/Network

Problem solving

Production

Key partnerships | Motivations• economies of scale

• reduction of risk and uncertainty

• acquisition of particular resources and activities

Strategic alliances between non-competitors

Coopetition

Buyer-supplier relationships

Joint ventures

Cost structure

• cost-driven

• value-driven

• fixed costs

• variable costs

• economies of scale

• economies of scope

Lean Canvas

VALIDATION BOARD

When to use?

• To test startup ideas without investing money

• To focus what you really need for your product business idea

Further readings:• Business Models Generation by Alexander Osterwalder

• Lean Canvas vs Business Model Canvas

• Стартапи з унікальними бізнес-моделями

• Value Proposition Canvas

• Quora.com

• Validation board