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© BlueChilli 2017 with thanks to @pkrasam
BUSINESS MODELS
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WALKLEY MEDIA INCUBATOR WORKSHOP SESSION 2 - ALAN JONES
© BlueChilli 2017 with thanks to @pkrasam
WE’LL COVER
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▸ Product-market fit pyramid
© BlueChilli 2017 with thanks to @pkrasam
PRODUCT MARKET FIT PYRAMID.
▸ Find product-market fit first
▸ Otherwise growth is costly, inefficient and ‘leaky’
▸ Transition to growth is about finding viable acquisition channels that optimise for CLV (customer lifetime value) instead of CPA (cost per acquisition
▸ Growth relies upon product-market fit and finding the CLV channels
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GROWTH
PRODUCT-MARKET FIT
TRANSITION TO GROWTH
© BlueChilli 2017 with thanks to @pkrasam
ASSUMPTIONS.
▸ Have locked into a Problem-Solution Fit or working towards it.
▸ On-boarding new customers on a regular basis or working towards it.
▸ Generating one-time and recurring revenue per customer or getting close to your 1st paid customer.
▸ Increasing your customer acquisition numbers or have a plan.
▸ Improving your customer retention numbers or have a plan.
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© BlueChilli 2017 with thanks to @pkrasam
BUSINESS MODELS.
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‣ E-commerce
‣ Software as a Service (SaaS)
‣ Mobile App
‣ Media Site
‣ User Generated Content
‣ Two Sided Marketplace
© BlueChilli 2017 with thanks to @pkrasam
MEDIA.
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eye balls
site visits
uniques
subscription
on-site engagement
ad revenue
sharing
rss, follow, email
engagement metrics
suggestion clicks
display ads
affiliate links
ppc
onsite tools
© BlueChilli 2017 with thanks to @pkrasam
USER GENERATED CONTENT.
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eyeballs
site visits
returners
signed as users
voters
comments
creators
reactivations
© BlueChilli 2017 with thanks to @pkrasam
SAAS.
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eyeballs
site visits
trial offer
enrolment
disengaged user, engaged user, paying customer
reactive, resolution
former users, former customers
© BlueChilli 2017 with thanks to @pkrasam
E-COMMERCE.
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eyeballs
site visits
products
shopping cart
check out
loyalty
acquisition
© BlueChilli 2017 with thanks to @pkrasam
2 SIDED MARKETPLACE.
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sellers, buyers
account created
additional services
listings created
shortlist
buyer rates
delivery
repeat seller
open, clicks
repeat buyer
disengagement
© BlueChilli 2017 with thanks to @pkrasam
MOBILE APP.
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app store
purchases
downloads
installs
account creation
ARPU
in-app purchases
disengagement
reactivation
uninstallation
© BlueChilli 2017 with thanks to @pkrasam
BUSINESS STAGES.
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A. Empathy
B. Stickiness
C. Virality
D. Revenue
E. Scale
© BlueChilli 2017 with thanks to @pkrasam
EMPATHY.
▸ Identifying a real problem and a real solution is the cheapest thing to do.
▸ It costs only a cup of coffee.
▸ It also addresses the riskiest assumption / questions.
▸ Will anyone care?
▸ Comes first.
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© BlueChilli 2017 with thanks to @pkrasam
STICKINESS.
▸ Will the dogs eat the dog food?
▸ Make your mistakes with a small, friendly audience.
▸ You can love and nurture before throwing the unwashed masses at it.
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© BlueChilli 2017 with thanks to @pkrasam
VIRALITY.
▸ Sharing helps grow.
▸ Also verifies that what you’ve made is good.
▸ Word of mouth is endorsement.
▸ Is a ‘force multiplier’ for paid customer acquisition.
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© BlueChilli 2017 with thanks to @pkrasam
REVENUE.
▸ Will people open their wallets?
▸ Can you charge them enough to fund your ongoing operations?
▸ Plus who is paying for your ongoing customer acquisition?
▸ The cheapest & best capital is revenue. Revenue solves all problems.
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© BlueChilli 2017 with thanks to @pkrasam
SCALE.
▸ Need channels to amortise cost of sales and distribution.
▸ Build an ecosystem to grow from a ‘niche player’ to ‘big company’.
▸ Pay close attention to your Go To Market Strategy and measure speed to market.
▸ Sell through a select few channel partners who give you a higher closer rate.
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© BlueChilli 2017 with thanks to @pkrasam
TOGETHER.
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© BlueChilli 2017 with thanks to @pkrasam
GET STARTED ON FUTURE PROOFING YOUR BUSINESS.
▸ Future Proofing: http://bit.ly/Future_Proofing
▸ New Opportunities: http://bit.ly/New_Opportunities
▸ Powers of Two: http://bit.ly/genius_pair
▸ What every Founder, CEO needs: http://bit.ly/CEO_2017
▸ Unemployable: http://bit.ly/Un-employable
▸ Founders need to write: http://bit.ly/Founders_Write
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