1. CONFIDENTIEL3D Match Lean Launchpad Team 2Meetings: 15
Interviews: 28January 17th, 2014
2. Day D 5: 1 Business Model Canvas 3D
DesignersRelationship/Network ManagementCo-CreationBest price via
biddingAutomated ServicesWorldwide network of professional
printers3D PrintersLarge offer of designsConsumersCommunities3D
DesignersPlatform Management Brands & Celebrities Promotion3D
Printers 3D Product VendorPersonalized design New audience / shop
interfacePlatform Developers / clients supportFixed Cost (platform
maintenance)New customersWebsiteWorldwide audienceCommissions and
FeesVariable (storage, customers acquisition)- Lean Launch Pad - 3D
Printing Project -2
3. Days D 5: 2 - 4: Getting out of the Building! SME (4)3D
Designers (4)End Users of 3D printing (15)3D Printers (3)Investors
in 3D market (2)- Lean Launch Pad - 3D Printing Project -3
4. Rejection, Despair, and Excitement! D 5: Day 1Business
ModelMarket SegmentHypothesis validated?Days 2 & 3: Pivot 1Days
4 & 5: Pivot 2Horizontal marketplace for all types of 3D
products & servicesVertical marketplace for 3D printed unique /
customizable art objectsMatchmaking businesses with 3D printers for
prototypes productionConsumers, 3D Designers, 3D PrintersConsumers,
3D DesignersSmall & Medium Enterprises (SMEs), 3D printersToo
broad market -> need to focusToo competitive market. End users
dont care about 3D.Identified a niche: businesses need to source
their vendors quickly & for less priceResult - Lean Launch Pad
- 3D Printing Project -4
5. Learning D 5: 3D Printing world is vast with multiple
players in multiple industries mostly in high techLow Tech usage is
fragmented and customer base is driven only by short lived
euphoriaFIRST BIG LEARNING: 3D Printing is beneficial for
customized unique products, prototypes, and just in time inventory
especially for Small and Midsized Enterprises (SMEs). SMEs have
trouble sourcing the right 3D printing vendorWHAT THAT MEANS FOR
US: Opportunity to connect SMEs with the right 3D Printers who can
address their specific needs!- Lean Launch Pad - 3D Printing
Project -5
6. Our D 5: Vision 3D Match3D Match online platform connecting
SMEs with 3D Printing vendors to meet their prototyping needs- Lean
Launch Pad - 3D Printing Project -6
7. Hypothesis Testing D 5: Small & Medium EnterprisesWhat
we learnt:(SMEs): SMEs would want to find 3D printingThere is a
pain that SMEs have requestingservice and the best terms for
theirquotes from 5-10 different 3D service providersprototypes
productionfor every new type of prototype3D printing services:What
we learnt:3D printers would want to bid for3D printers send quotes
for every requestsevery new requestsfrom the SME, and wouldfor
proposal from SMEsuse out platform to get more clients- Lean Launch
Pad - 3D Printing Project -7
8. Hypothesis Testing (1 of 4 SMEs) D 5:NeuroNexus Michigan -
USA - Lean Launch Pad - 3D Printing Project -8
9. Value D 5: Proposition BEFORESearching for a supplier3D
Prototyping(weeks)CAD Design2-5 daysSerial ProductionVALUE
CREATEDTimeAFTER CAD Design3D Prototyping (Days)Serial
Production2-5 days3D Match - Lean Launch Pad - 3D Printing Project
-9
10. Value D 5: Proposition Gain Creators SME One stop shop to
seek relevant and trusted 3D printers Ability to quickly source and
select 3D printers based on ratings, price, and specific needs 3D
Printer Shops One stop shop to seek targeted customers A place to
establish reputation and trust within the industry for quality 3D
prototypingPain Relievers Less time spent on vendor sourcing Less
time spent on responding to irrelevant requests Less to almost No
variability in quality Ability to focus on specific requestsProduct
& Services Trusted and Niche Markeplace Trusted and Niche
Markeplace- Lean Launch Pad - 3D Printing Project -10
11. Target D 5: Customer Segment (Archetype): Small &
Medium Enterprises prototyping their products before manufacturing
Use 3D printing for rapid prototyping Do not have their own 3D
printers, capacity, or capability Require 3D printing services to
produce prototypes Need different 3D printing vendors for different
types of prototypes / materials / sizes Price and Time sensitive -
Lean Launch Pad - 3D Printing Project -11
12. Customer Relationships D 5: Businesses3D PrintersGETSearch:
SEO, SEM PR Tradeshows ConferencesDirect Marketing Telemarketing
Tradeshows ConferencesKEEPEmail Marketing Loyalty program Blog
Events ConferencesEmail Marketing Partner program Blog Events
ConferencesGROWReferrals Special offers from 3D printersCommunity-
Lean Launch Pad - 3D Printing Project -12
13. Competitive Analysis and Market Size D 5:$4 billionTotal
market in 20153D Match(according to Forbes)RFP based Market-place-
Lean Launch Pad - 3D Printing Project -13
14. Revenues and Costs Analysis D 5: Niche business, but high
margin profile REVENUESCOSTSSMEFixed Costs Fees (quarter fee for
unlimited quotes) Platform maintenance3D Printer Shops Commissions
(on price charged to SMEs) Fees (to highlight their offer compared
to other providers) On-site visits of 3D printers Marketing (sector
newsletter, conferences, etc.) Variable Costs Customers Acquisition
Champagne- Lean Launch Pad - 3D Printing Project -14
15. Business Model Canvas 3D MATCH D 5: 3D printer
manufacturersRelationship/Network Management Platform Management
Promotion Customer Acquisition Conference PresenceLess time spent
on searching for capable 3D print shops for their specific needs
Ability to select vendors based on bids received from vendorsGET
& KEEP: SEO/SEM, PR, Blogs, Trade Shows, Conferences GROW:
Referrals GET & KEEP: Trade Shows, Events, Blogs, Conferences
GROW: CommunityTargeted CustomerSmall & Medium Enterprises who
are looking for 3-D printing vendors to print their prototypes3-D
Printing Vendors with capacity and capability to provide high
quality and cost efficient prototypesAcquisition Intellectual:
Platform Human: Developers, MarketingWebsite Ability to focus on
relevant and specific requestsFixed Cost (platform maintenance,
Marketing, Conferences, Thought Leadership) Variable (customers
acquisition, on site visits of 3-D printers)Quarterly Fees (for
posting unlimited RFPs and receiving unlimited price quotes- Lean
Launch Pad - 3D Printing Project -Commissions on transactions
(price charged to SMEs) Fees (for promoting their bids)
16. Next D 5: StepsNext Steps Add 3D Designers to the model
Redefine revenue and pricing model- Lean Launch Pad - 3D Printing
Project -16
17. Appendix: Industry Research D 5:- Lean Launch Pad - 3D
Printing Project -17
18. Appendix: Industry Research D 5: 3D Printers in the Market
(2012 Data)- Lean Launch Pad - 3D Printing Project -18
