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salim virani !BUSINESS MODEL DESIGN & MENTORING
devin hunt !PRODUCT & UX
JORDAN SCHLIPF !SALES & INVESTMENT
rob fitzpatrick !CUSTOMER DEVELOPMENT & LEAN STARTUP
@FOUNDERCENTRIC WWW.FOUNDERCENTRIC.COM
CentricFounder
Business Model Uses
TodayPull apart your assumptions !
Spot better options !
Know what to test - balance focus & opportunity
CentricFounder
by Helgi Halldórsson/Freddi
CentricFounder
Is this business model innovation?
Marketing Success!
Business fail.
Pull Apart Your Business Model
Parts Checklists & dashboards
✓
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CentricFounder
by Luis Morello
Is this Lean?
Whole Understanding & validating core dynamics
Bird-eye view of our processes. !“Most complex business model ever (tm).” !It worked. But too many moving parts.
@andreasklinger
crowd-sourcing
proto-typing
pre-ordering
prod-uction
fanbase building logistics
Us:
webshop
Emerging Designers
You design -
we do the rest.
Production
Knowhow
Production
Personal support
Sourcing
Stock Materials Prototyping
Industry Network
Production Control
Production
NetworkIndustry
Network
Fans
Online Community
Pool of talent
Crowdsourcing
Consumers
Selling Clothes
FacebookLogistics
PR
Stock Apparel
Production
crowd-sourcing
proto-typing
pre-ordering
prod-uction
fanbase building logistics
Us:
webshop
Emerging Designers ConsumersFans
@andreasklinger
crowd-sourcing
proto-typing
pre-ordering
prod-uction
fanbase building logistics
Us:
crowd-sourcing
proto-typing
pre-ordering
prod-uction
Competitor:
webshop
webshoplogisticsfanbase building
Emerging Designers ConsumersFans
Emerging Designers
You design -
we do the rest.
Production
Knowhow
Production
Personal support
Sourcing
Stock Materials Prototyping
Industry Network
Production Control
Production
NetworkIndustry
Network
Fans
Online Community
Pool of talent
Crowdsourcing
Consumers
Selling Clothes
FacebookLogistics
PR
Stock Apparel
Production$
What’s the problem here?
We wanted more users, so we marketed...
...which was rendered worthless by our retention.
“I wish I knew that sooner.”
Stuff’s going wrong...
Let’s embrace it!
Use the Canvas as X-Ray goggles.
What on earth are you on about?
Pick my brain.
PAIRS
Present their model
ON STAGE
How did you do?Explains the business? Focused on the main bits? Used fewest post-its? Good, engaging story?
You can’t think about any one part without thinking about the rest.
Changing something changes everything.
A “simple” change.
Everything is connected.
dropped call? :(
You’ve built a great app. Users use the free trial. They love it. They use it every day. When the free trial expires, they don’t buy. !
Why?
Gifters
Venues
Recipients
Share the love
Instant
Gratification
Mobile
Phone
Real-time Redemption
Real Gift
More Traffic & Spend Direct Sales
Personal
Online Transaction
Online
Transaction
% CutPay per giftFree gift
Payment
gatewaysDirect Sales
National Brands
POS
Integrators
Biz Dev
Venue Network
CentricFounder
by Luis Morello
Will people think of sending a gift from their phone when there’s a gift-giving opportunity?
Send a gift
Will they remember?
Gift-giving opportunity
Who will trust GiftCannon?
TrustWho?
Get a gift
Mobile
Will people receive a gift over their mobile?
Get a gift
SMS
Will people receive a gift over their text message?
Get a gift
Will people receive a gift over their Facebook?
Get a gift Link for
Facebook or Email
Send a gift with a link over email or Facebook.
Get a gift
RecipientsIn
store
Will recipients redeem their gift?
Will shops work with us to redeem gifts?
Commission
More customers
Shops
Which partners can jumpstart our growth?
who?brand
awareness
stick around will
recipients send gifts?mobile
Will gift recipients stick around and start sending gifts themselves?
Giftcannon
trust non-studentsmobile
Will this work beyond students?
Test the
scary bits first. (not the fun bits)
Spot Better Options
Success comes from persistently improving and inventing, not from persistently pushing what's not working.
- Derek Sivers
Business model design is finding the few options that matter.
Platform
Tuesday, 14 June 2011
Platform
Tuesday, 14 June 2011
Platform
Tuesday, 14 June 2011
Platform
Tuesday, 14 June 2011
Mass customisation
Value-based pricing
App sale + in-app purchase Subscription
Transactional
Multi-sided market
Licensing
CrowdsourceAd-supported
Event-supported
SaaS
Bundling
Viral
Direct-over-viral
Purchase-timing
Balance Focus & Opportunity
Scaffolding
Balancing focus and opportunity using business model dynamics.
Option Cards
Pick a learning goalWhat big make-or-break risks or idea is the one you want to nail down this week? !
(Hint: use the Canvas or Growth Engines to make sure it’s relevant.)
Build
Learn
MeasureYour Validation heartbeat.
“I wish I knew that sooner.”
Bonus!
Jobs Obstacles Goals Current Solution
Customer Slicing
Decision Trigger
Interest Trigger
More useful customer segments based on their current behavour.
They are real people (not attributes!) It’s clear where to find them.
You’ll walk away if they aren’t a good fit. !
EXERCISE
What I can do
What I’ve got
Small partnerships first.
Affordable Loss.
Effectuation How successful entrepreneurs move forward.
Multiple goals based on current resources.
IndustryMarket
Macro
Micro
Trends
Connections
Alignment Skills
Establishment
Customer Need & Behaviour
Lock-in & copyability Modified from 7 Domains,
From The New Business Road Test, by John Mullins
7 ways to die. Choose none.
