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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