APIA2018 - Emad Saif - Business & Revenue Model Innovation
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APIA 2018 Shenzhen
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APIA2018 - Emad Saif - Business & Revenue Model Innovation
- 1. emadsaif BUSINESS & REVENUE Emad Saif Entrepreneurship Educator emadsaif.com | @esaif MODELS
- 4. emadsaif Did you find the right business model?
- 7. emadsaif 66%Of startups drastically changed their original business models! PDA Security Software (Confinity) → Electronic Wallet Social Good Fundraising Site (The Point) → Online Deal Market Place Podcast Platform → Social Media Platform Gaming & Photo App (Burbn) → Photo App
- 8. emadsaif AGENDA BUSINESS MODEL TOOL INNOVATING BUSINESS & REVENUE MODELS +
- 10. emadsaif BUSINESS MODEL CANAVS Adaptation of BMC to be more “lean” and suitable for startups Ash Maurya Visual tool to create and analyze business models LEAN CANAVS Alexander Osterwalder
- 11. emadsaif Business Model How a startup / company creates, delivers and captures value Revenue Model How a startup / company makes money $$ Marketing Strategy How you reach and sell to customers
- 12. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams
- 13. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters
- 14. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve?3 problems Alternatives
- 15. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives
- 16. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying?
- 17. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?
- 18. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers? - Asset sale - Licensing - Subscription
- 19. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers? - Asset sale - Licensing - Subscription Most significant costs
- 20. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription
- 21. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription Most significant costs Can’t be easily copied
- 22. emadsaif LEAN CANVAS Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription Most significant costs Can’t be easily copied
- 23. emadsaif How do we innovate our business model 2
- 24. emadsaif LEAN CANVAS - INNOVATION Problem Solution Unique Value Proposition Unfair Advantage Customer Segments Key Metrics Channels Cost Structure Revenue Streams REVENUE MODEL INNOVATION CUSTOMER INNOVATION PRODUCT INNOVATION
- 25. emadsaif Alex Osterwalder Author. Business Model Canvas. The best innovators are not necessarily the most creative people. The best innovators are those who are outstanding at pattern recognition!
- 27. emadsaif By Recognizing BUSINESS MODEL PATTERNS Product innovation1 Customer innovation2 3 Revenue innovation
- 31. emadsaif Product Innovation Performance Family Hub 2.0 • Voice Recognition • Controlling other appliances • Samsung Pay available • Connected to a smartphone
- 36. emadsaif Product Innovation Product Systems
- 37. emadsaif Product Innovation Product Systems
- 38. emadsaif Product Innovation Extra Service
- 39. emadsaif Product Innovation Extra Service
- 40. emadsaif Product Innovation Extra Service
- 41. emadsaif Product Innovation Extra Service
- 42. emadsaif Product Innovation Visual Design
- 43. emadsaif Product Innovation Visual Design
- 44. emadsaif Product Innovation Visual Design
- 45. emadsaif Product Innovation Visual Design
- 46. emadsaif Product Innovation Visual Design
- 47. emadsaif Product Innovation Visual Design
- 48. emadsaif Product Innovation Visual Design
- 49. emadsaif Product Innovation Visual Design
- 50. emadsaif Product Innovation Visual Design (User Interface)
- 53. emadsaif Performance Product Innovation Sustainability Customization Product System Extra Service Usability Visual Design
- 55. emadsaif Customer Innovation Unserved Markets
- 56. emadsaif Customer Innovation Innovative Sales Channels
- 57. emadsaif Customer Innovation Innovative Sales Channels
- 58. emadsaif Customer Innovation Innovative Sales Channels
- 59. emadsaif Customer Innovation Innovative Sales Channels
- 60. emadsaif Customer Innovation Innovative Sales Channels
- 61. emadsaif Resource Innovation Customer Service
- 63. emadsaif Innovative Sales Channels Customer Innovation Customer Service Unserved Markets Co-creation
- 65. emadsaif revenue Patterns10 One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook 1 2 3 4 5 6 7 8 9 1 0
- 66. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 69. emadsaif CompanyCustomer Product / Service $ One Time Payment • Revenue generating by a one time transaction of a product or service • Most basic form of revenue and also the most common
- 70. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 72. emadsaif CompanyCustomer Hook $ Bait & Hook Bait $ • Basic product (hook) is offered cheaply or free • The complementary product or refill (bait) is sold expensively. • The basic product cannot be used without the complementary product. • Requires high product innovation, patents & strong brand
- 78. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 80. emadsaif Company Customer 1 Platform $ Multi-sided Platforms Customer 2 $ • Connecting 2 or more customer segments together with a clear value proposition for each segment • Revenue is generated typically as a % fee of one or more customers • Hard to build enough customer base (Chicken & the Egg)
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- 87. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 89. emadsaif CompanyCustomer Product $ Pay Per Use • Customers are charged for how much product or service they use. • Can be effectively metered and billed to customers • Valuable in collecting customer preferences and habits
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- 96. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 98. emadsaif CompanyCustomer Subscription $ Product / Service • Customers signup for a periodic access to a product or service. • Great for creating reoccurring revenue • Need to be very competitive with great value to customers • Tough to accept when different than industry business model standard
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- 103. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 104. emadsaif Freemium 6
- 105. emadsaif Company Customer Freemium FREE Product / Service PREMIUM Product / Service $ • Combines free and premium products • Free product offers basic features while premium offers more features • The focus is on converting free users to paying users and there is danger of no paying customers
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- 110. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 112. emadsaif Company Customer Micropayments FREE / PAID Product / Service $ $ In App Purchase • Similar to Freemium model but purchases are made within the free app. • Relies on hooking user to make purchases to save time and gain more options
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- 117. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 118. emadsaif Data Reseller model8 (customer data monetization)
- 119. emadsaif Company Customer Free Data Reseller 3rd Party $ Product / Service Data • Offer product for free (sometimes paid) and make revenue by selling data to 3rd party. • Data can be raw, processed or insights • At risk of customer privacy issues & cyber attacks
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- 123. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 125. emadsaif Company Customer Free Advertising Advertiser $ Product / Service Ads • Offer product for free (sometimes paid) and makes advertisement revenue from advertisers • Needs a huge customer base for advertisers to be interested and pay
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- 130. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook
- 132. emadsaif CompanyCustomer Product $ Un-bundling 1 2 3 4 5 6 • Break down the product/service into smaller elements to make it more economical for customer. • Suitable for niche markets • Requires deep understanding of customer needs
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- 137. emadsaif Bait & Hook Freemium Multi-sided Platforms Un-bundling Pay Per Use Micropayments Data Reseller Advertising Subscription One Time Payment
- 138. emadsaif There are even more Patterns
- 139. emadsaif to Innovative Business Models 3 SECRETS
- 140. emadsaif Recognize Patterns Pivot QuicklyExperiment Product Innovation Customer Innovation Revenue Innovation