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Business Models

Business Models. What makes up a business model?. An ecosystem of companies and people Motivations / problems Budget / Currency Flows of value / dollars Flows of product. The Company: What are you selling?. Stuff that you physically produce Device Software Things you know IP

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Business Models

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  1. Business Models

  2. What makes up a business model? • An ecosystem of companies and people • Motivations / problems • Budget / Currency • Flows of value / dollars • Flows of product

  3. The Company: What are you selling? • Stuff that you physically produce • Device • Software • Things you know • IP • Data you’ve collected • People you know • Customers / Users • Partners • Employees • Reach • Technical infrastructure

  4. OUR COMPANY • Device • Software • IP • Services Product • Networks • Technology • Customer • Partner • Data • Employees Resources

  5. Users and Customers • Maps to Osterwalder “Customer Segments” and “Value Proposition” • DIFFERENCE: Users vs. Customer vs. Market • Users = The individuals or organizations who interact with your product. Their currency is attention. • Customers = The individuals or organizations who PAY for your product. Their currency is money. • Market = Category of customer segment • New, Existing, Resegmented, Niche

  6. Product Flow OUR COMPANY • EE • System • Mechanical • Industrial • Device • Software • IP • Services Design Product • Standard • Tooled • Critical • Networks • Technology • Customer • Partner Sales & Distribution Components Users • Data • Employees • Knowledge Manufacturing Resources

  7. Users and Customers: Key Questions • What problem do they have that you solve? • How many people have this problem? • How else can they solve the problem? • What user segments exist? • Do they pay anyone?

  8. Users Versus Paying Customers OUR COMPANY $ Sales & Distribution $ • Device • Software • IP • Services $ Users Product Design • Networks • Technology • Customer • Partner Demand Creation $ Components • Data $ $ • Employees Manufacturing Customers Resources

  9. Revenue Flow OUR COMPANY $ Sales & Distribution $ • Device • Software • IP • Services $ Users Product Design • Networks • Technology • Customer • Partner Demand Creation $ Components • Data $ $ • Employees Manufacturing Customers Resources

  10. Pricing: What are you paying for? • Stuff: • Ownership • Usage fee (e.g. per minute pricing) • Things you know: • IP License • People you know and Reach: • Matchmaking • Access fee

  11. OUR COMPANY $ Sales & Distribution $ • Device • Software • IP • Services $ Users Product Design • Networks • Technology • Assets • Customer • Partner Demand Creation $ Components • Data $ $ • Employees Manufacturing Customers Resources

  12. OUR COMPANY $ Sales & Distribution $ • Device • Software • IP • Services $ Users Product Design • Networks • Technology • Customer • Partner Demand Creation $ Components • Data $ $ • Employees Manufacturing Customers Resources

  13. Demand Creation • How does the user become aware of the product? • How does the customer become aware of the product? • Are they actively searching for your product? • How much do these activities cost? • How many users do they get you? • How many customers do they get you? • How long does it take to acquire the customer?

  14. OUR COMPANY $ Sales & Distribution $ • Device • Software • IP • Services $ Users Product Design • Networks • Technology • Customer • Partner Demand Creation $ Components • Data $ $ • Employees Manufacturing Customers Resources

  15. Sales and Distribution • Who delivers the product to the end user? • Does the end user see our brand? • In what context will the user find our product? • Does the distribution and sales channel also drive customer demand? What incentives are in place to do so? • Is there inventory risk? Who takes that on? • What are shipping costs?

  16. Who delivers the product to the end user? • Does the end user see our brand? • In what context will the user find our product? • What problem do they have that you solve? • How many people have this problem? • How else can they solve the problem? • What user segments exist? • Do they pay anyone? Sales & Distribution • Data • Technology => • Faster • Cheaper • Easier • More accessible • Just different • Relationships • Employees • Partners • Vendors • Customers • Physical • Knowledge • Inventory/Warehouse • How does the user become aware of the product? • How does the customer become aware of the product? • Are they actively searching? Users • How are they related to the user? • What problem does the customer have? • What customer segments exist? • How do you solve their problem? • How large is their budget/spend? Demand Creation • What is being purchased? • What is the appetite for spend? Customers OUR ASSETS

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