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The Profitable Startup

User growth and feature enhancements are the building blocks towards the early success of a startup, but as a startup becomes a company, it needs to be able to stand on its own. Monetizing a startup can be a harrowing and heart wrenching experience, since many companies put off these integrations until a product is established, leaving them with little choice but to resort to traditional monetization methodologies like advertising, since any model doesn't fit their current product state, but it doesn't have to be that way. Through working with thousands of startups within PayPal innovation programs and beyond, we have seen how early adoption of proper monetization methodologies can provide you with creative solutions for building a financial backing into your startup, without ever having to resort to hard selling your users to help keep you profitable; the same users who built your product to begin with. Exploring these principles, we'll see how essential creative monetization principles are towards building a strong backbone into a startup, helping it survive the trials of feature and user growth.

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The Profitable Startup

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  1. The Profitable Startup Jonathan LeBlanc (@jcleblanc) Head of Developer Evangelism (North America) PayPal | Developer

  2. The Problem… A Relentless Focus on User Growth

  3. The Digital Revolution

  4. Digital vs. Physical Goods Physical Costs Digital Costs Price of Goods Storage Shipping Returns … …a few bytes

  5. The Problems with the Model Chargebacks and fraud Copyright owner concerns Tracking buyers

  6. Preventing Fraud: Tracking Buyers IP to billing address location Email domain type User browsing & buying habits Manual review Device Fingerprinting

  7. More on Device Fingerprinting https://panopticlick.eff.org/ Browser characteristic Bits of identifying information 1 in x browsers with same characterists User Agent 12.01 4117.11 Browser Plugin Detail 6.8 111.13 Time Zone 21.6+ 3178409 Screen Size / Color Depth 4.56 23.58 System Fonts 21.6+ 3178409 Cookies Enabled? 0.44 1.35 Limited Supercookie Test 0.98 1.97

  8. Mobile as a Primary Citizen

  9. Working with the App Stores Any product that can be purchased from the app store needs to be Physical goods are ok – Use a WebView Construct a wrapper the handle cross- device requests

  10. Working with These Models Responsive, cross-platform HTML5 web applications Reduce the number of screens to checkout Use knowledgeable identity systems

  11. Data Reduction with Identity

  12. Identity to Remove Complexities

  13. Creating with a Crowd

  14. Crowdfunding vs. Group Funding Many people funding a single individual to perform an end action Many people funding an end action

  15. Why Crowdfunding is so Hard Very poor history of success Tracking money to its final source Vetting project owners Time to payment charge Handling chargebacks

  16. Group Funding Decisions Short term vs. long term money holding Direct payment to 1 person or auth /capture model? Who is responsible for chargebacks / refunds?

  17. Building on a Data Backbone

  18. An Old Addage "If you aren't paying for the product, you are the product"

  19. Data Responsibility Anonymizing the data sources Personalize, don’t abuse

  20. The Problems with the Model Long time until the data becomes profitable Narrow data focus area means limited uses

  21. Using our Building Blocks

  22. Optimists consider that up to a 30% of ecommerce sales increase is thanks to cross-selling recommended products fikobservatory Personalized Recommendations

  23. Changing Action to Intent Traits of the Bored Distraction Repetition Tiredness Reasons for Boredom Lack of interest Readiness

  24. Thank You! Jonathan LeBlanc (@jcleblanc) Head of Developer Evangelism (North America) PayPal | Developer

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