O slideshow foi denunciado.
Seu SlideShare está sendo baixado. ×

Business Model Assumptions by Nick De Mey

Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Carregando em…3
×

Confira estes a seguir

1 de 103 Anúncio

Mais Conteúdo rRelacionado

Diapositivos para si (20)

Semelhante a Business Model Assumptions by Nick De Mey (20)

Anúncio

Mais de European Innovation Academy (20)

Mais recentes (20)

Anúncio

Business Model Assumptions by Nick De Mey

  1. 1. Business model assumptions
  2. 2. 1. Understand assumptions 2. improve your Business Model
  3. 3. Nick De Mey - @nickdemey co-founder Board of Innovation
  4. 4. Example: What is this? Order by phone Visit client at home Food Work with students Shifts Work at night Big discounts Small product portfolio Products can be personalized Retailshops
  5. 5. What else could this be? Order by phone Visit client at home Food Work with students Shifts Work at night Big discounts Small product portfolio Products can be personalized Retailshops
  6. 6. Many components. Every Business Model = Many different ingredients.
  7. 7. A lot more than revenue streams!
  8. 8. Do A-brands pay a retailer to be in its stores? - or - does a retailer pay A-brands to have them in its portfolio? 1.
  9. 9. What is the most expensive? ! 1 liter of homeopathic water - or - 1 liter of water served at Lebua, State Tower Bangkok? 2.
  10. 10. Who needs the biggest team?
 The world’s most popular 
 photo app? - or - The #1 co-creation platform 
 for new products? 3.
  11. 11. What has the biggest revenue potential? 
 Selling unprepared wood in large quantities for fuel consumption - or - selling a few wooden logs as design objects at a price of €200 per piece? 4.
  12. 12. What is most convenient? ! Building a factory at a remote location? - or - Shipping all windmills over there one by one? 5.
  13. 13. You could easily tell which one of these rings is being sold for double the price of the other. ($99 vs $49) ! Virtual Valentines Ring in the online game Team Fortress 2 - or - Gold Cat Ears ring sold on Etsy.com 6.
  14. 14. You know which sales concept offers the highest commission ... and most fun? ! Tupperware Home Parties - or - ManCave Worldwide 7.
  15. 15. List your assumptions Know where to improve your business model.
  16. 16. Start with an example:
  17. 17. The Business Model behind Quirky.com !a co-creation platform + e-shop Inventors pay $99 to submit their idea to this co-creation platform. After selection a community of designers will co-design and improve this product. pitch your business model visually via this free template IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Product Designer IncIncIncInc Design company Community Co-design product 5 $99 by BoardofInnovation.com
  18. 18. The Business Model behind Quirky.com !a co-creation platform + e-shop Suppliers will set a minimum amount on the pre-sales. If enough people buy this product, it will be go into production. pitch your business model visually via this free template IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Product Designer IncIncIncInc Design company Community Co-design product Product Buyer New product 5 Money 5 $99 Supplier production only starts when enough pre-sales by BoardofInnovation.com
  19. 19. The Business Model behind Quirky.com !a co-creation platform + e-shop Revenues from the e-shop are shared with the community. 30% of profit goes to the initiator. 30% will be proportionally divided amongst the influencers. pitch your business model visually via this free template IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Product Designer IncIncIncInc Design company Community Co-design product Product Buyer New product 5 Money 5 $99 5 30% of profit 5 part of 30% profit based on contribution 5 part of 30% profit based on contribution Supplier production only starts when enough pre-sales by BoardofInnovation.com
  20. 20. IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Product Designer IncIncIncInc Design company Community Co-design product Product Buyer New product 5 Money 5 $99 5 30% of profit 5 part of 30% profit based on contribution 5 part of 30% profit based on contribution Supplier production only starts when enough pre-sales First Check: Does every player gets something back?
  21. 21. Start with the key transaction. IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Co-design product 5 $99 5 30% of profit production only st when enough pre-s There are always 10 assumptions hidden in each transaction.
  22. 22. As an example: 1. People will share innovative ideas. 2. People even pay, to share their concept. 3. $99 is not too much. (Why not $900 or $9?) 4. 30% is a fair return for handing over your idea. 5. Design feedback by amateurs has value. 6. It’s clear to a user what type of idea can be shared. 7. An inventor trusts a new platform. 8. An amateur with no technical background can contribute. 9. A potential monetary reward is the most important driver. 10. Doing a lot of work upfront is a risk people are willing to take. !
  23. 23. IncIncHQHQ Quirky.com Product idea initiator Product idea Exposure Product Designer IncIncIncInc Design company Community Co-design product Product Buyer New product 5 Money 5 $99 5 30% of profit 5 part of 30% profit based on contribution 5 part of 30% profit based on contribution Supplier production only starts when enough pre-sales In no time you will find 100 different assumptions.
  24. 24. Write down your main assumptions.
  25. 25. Do a quick & dirty ranking For your most critical assumptions: Look for way to test?
  26. 26. Feel free organise them that it makes sense to you:
  27. 27. Example of assumptions & tests: https://www.youtube.com/watch?v=rS6fHW9pRek#t=327
  28. 28. Assume technology will solve everything! Pitfall.
  29. 29. Triggered by technology. “ A smart fridge with an integrated computer to offers recipes, order food...”
  30. 30. Triggered by technology. This idea lives almost half a century. “ A smart fridge with an integrated computer to offers recipes, order food...” Honeywell 1969
  31. 31. Triggered by technology. “ A smart fridge with an integrated computer to offers recipes, order food...” And comes back every 2-3 year. Honeywell 1969 Winnipeg 1977 LG 2012 V-Sync 1998
  32. 32. Case (ninetees) car + home automation? “Fill the bath when I head home.” Could you name a similar case today?
  33. 33. Existing tech & infrastructure limits our thinking.
  34. 34. Existing tech & infrastructure limits our thinking.
  35. 35. Existing tech & infrastructure limits our thinking.
  36. 36. Existing tech & infrastructure limits our thinking.
  37. 37. What will we laugh with in the future?
  38. 38. Validate assumptions?
  39. 39. What was the hypothesis for the iPod?
  40. 40. Making Hypothesis, testing Assumptions
  41. 41. Making Hypothesis, testing Assumptions
  42. 42. Free Cars! Innovate in Automotive? Look at other industries! look for similar transactions in other markets.
  43. 43. Free Cars! Innovate in Automotive? Learn from Telecom! Look at other industries!
  44. 44. Example: Subscripton models. How do other solve this transaction? Can we add a twist?
  45. 45. Yes - Focus on specific niches Every month a new box with other products linked to the needs of a specific customer profile.
  46. 46. Yes - link with experiences!
  47. 47. Yes - Make it a membership (a movement!) Your product becomes a symbol of fight against x.
  48. 48. Yes - but even better than a normal subscription! Links Micro-leasing model?
  49. 49. Transaction: Transfer rights (shares, decisions rights)
  50. 50. Transaction: Become co-owner of another company. Businesses: Shares, business case,...
  51. 51. Would you sell shares of your own life? Mike Merrill
  52. 52. Would you sell shares of your own life?
  53. 53. Would you sell shares of your own life?
  54. 54. Look for the key numbers to validate.
  55. 55. Count the numbers.
  56. 56. Testing of assumptions
  57. 57. Unusable product (embarrassing) Minimum Viable product (loveable but limited) Complete Product (expensive) What’s an MVP? the product you want to build crappy products nobody wants to use Minimum Viable Good features to test the users responses
  58. 58. MVP is not about spending less money. Nr. 1 goal MVP: “maximum learning with minimal effort” How? “mix of experiments & prototyping.”
  59. 59. Most used options to learn (lean startup approach) A. The explainer video - demo in a nutshell.
  60. 60. Most used options to learn (lean startup approach) B. Landing page | mini-webpage.
  61. 61. Most used options to learn (lean startup approach) C. Landing page | mini-webpage.
  62. 62. Most used options to learn (lean startup approach) C. Landing page | mini-webpage.
  63. 63. Most used options to learn (lean startup approach) D. Wizard of Oz (Fake it) https://www.youtube.com/watch?v=zIEIvi2MuEk
  64. 64. Most used options to learn (lean startup approach) E. Manual service (a.k.a. concierge service)
  65. 65. Most used options to learn (lean startup approach) F. Sell before you build. (Crowdfunding - B2C)
  66. 66. Most used options to learn (lean startup approach) F. Sell before you build. (Crowdfunding - B2B)
  67. 67. Most used options to learn (lean startup approach) G. Animated functional prototype (paper, digital,…)
  68. 68. Most used options to learn (lean startup approach) F. A temporary, but real product.
  69. 69. Our own Cardrops story.
  70. 70. What we tested & learned.
  71. 71. Tech check.
  72. 72. Pricing tests
  73. 73. Test pricing.
  74. 74. Ask for first feedback (customer insights)
  75. 75. Viral features (test marketing channels)
  76. 76. Create interest from partners.
  77. 77. Can the opposite be true? Look at your assumptions.
  78. 78. Can the opposite be true?
  79. 79. Startups & Gamechangers love to work “the opposite way” Free online game -vs- expensive in shops couple of rooms everywhere -vs- a lot of rooms at 1 place Purchase 1 song -vs- Whole Album Access to car (service) -vs- owning a car (purchase) Make money on calls (internet free) -vs- Make money on internet (calls free)
  80. 80. “The opposite can also be true...”
  81. 81. Assumptions that are often wrong:
  82. 82. Flickr: adam_jones “An alert app for singles when they match as they pass by on the street.”
 Take a second, think about it. What do you see as the most important pitfalls? 1.
  83. 83. What is the chance that 2 potential users have the app installed and would find each other? ! Lesson Don’t focus on products or matchmaking services that could only work if nearly everybody needs to be a client first. ! This is not just a Chicken & Egg problem. Offer value to your app even without a large user base. ! Similar: Poken.com, Real-time niche expert matching,... 1. The-EverybodyWillLoveit-Guy

  84. 84. Flickr: thundershead “Traffic jam solution via Car-to-Car communication on highways. ”
 Take a second, think about it. What do you see as the most important pitfalls? 2.
  85. 85. Do you really believe you could integrate your technology in every single car, signage, roads,...? ! Lesson As a startup you just can’t turn a whole value chain upside down. ! Have a clear view on the operational hassle to roll out such a concept. You’ll realize that already the planning of the first meeting with a big player (BMW?) is a burden. 2. The-I’llChangeTheWorld-Guy

  86. 86. Flickr: reallyboring “Walls that change color depending 
 on the mood of people.”
 Take a second, think about it. What do you see as the most important pitfalls? 3.
  87. 87. How frequently do people ‘replace’ their walls? ! Learning Don’t focus too much on slow moving industries (e.g. housing) where the sale of products only happens every few year. ! Speed is crucial for your startup. If you target such an industry be sure to have a specific strategy to move quickly. (e.g. partnership for sales & marketing) 
 Similar: Roads that generate electricity,... 3. The-NeedsaRealityCheck-Guy

  88. 88. Flickr: tuxthepenguin “Small DVD renting machines for retail stores.”
 Take a second, think about it. What do you see as the most important pitfalls? 4.
  89. 89. Will people start renting DVD’s again? - hell no - ! Learning You can’t stop change with your startup. Don’t fight it. ! Sounds obvious but still many ‘ideas’ presented to us are just small improvements on products for markets where customers already moved in a different direction. ! Similar: Tweaked ads for television,... 4. The-BlindDenier-Guy

  90. 90. Flickr: mightyhorse “A fridge that automagically orders food when your run out of milk.”
 Take a second, think about it. What do you see as the most important pitfalls? 5.
  91. 91. It’s not because technology has a solution that people have a problem to solve. ! Learning Check if your idea is based on a geek’s wet dream or a real demand in the market. ! Smart fridges with build in computers (as an idea) exist already +50 years. There is a very good reason why our fridges aren’t robots yet. ! Similar: Hologram meet-ups,... 5. The-TechFetisjist-Guy

  92. 92. Flickr: grumpy-puddin “Device for patients to mix specific drugs at home.”
 Take a second, think about it. What do you see as the most important pitfalls? 6.
  93. 93. What would it take to change regulation in your favor? ! Learning If legislation needs to be updated to make your service work, you better kill your idea. ! Some rules are not ‘official laws’ but existing habits within cultures. These unwritten rules or norms within society are similar obstacles. 
 Similar: new road signs, child monitor,... 6. The-ImTheKing-Guy

  94. 94. “Online platform for employees to make their own time tables.”
 Take a second, think about it. What do you see as the most important pitfalls? 7.
  95. 95. Will the employees pay themselves? ! Learning
 The one who puts money on the table (the employer) 
 is not the one who uses the service. There might be a conflict of interest. (Why hand over control to employees?) ! ! ! Make sure that you understand the difference between ‘your clients’ and ‘your users’. You will need 2 different pitches, one for each group. 7. The-MoneyIsNoIssue-Guy

  96. 96. “iPhone case with built-in wireless charger! No more cables!”
 Flickr: tyfn Take a second, think about it. What do you see as the most important pitfalls? 8.
  97. 97. Will travelers stop carrying charging cables? ! Learning Make sure you didn’t move the problem instead of solving it. If charging pads are not available everywhere, people will still carry their cables with them. 
 = carry more stuff = worse. ! Replacing one problem with another is a mistake linked to gimmicks & gadgets. 8. The-100%MarketShare-Guy

  98. 98. “Cart that automatically hands out food in an airplane. ”
 Take a second, think about it. What do you see as the most important pitfalls? 9.
  99. 99. Will you reduce the number of staff? ! Learning Always take a look at the whole process. Optimizing one part (e.g. food) will not make one flight attendant obsolete. 
 = no costs being saved in the end. ! This is a common pitfall. Often people focus on irrelevant problems and miss out the real bottleneck in the process. 9. The-LivingInaSilo-Guy

  100. 100. Flickr: ifrc “Stronger emergency shelter for disaster areas.”
 Take a second, think about it. What do you see as the most important pitfalls? 10.
  101. 101. How much budget does an NGO or government 
 has available for you? ! Learning
 Purely from a business perspective you should not target clients with limited budgets. ! In the same domain: services that target young start-ups, students,... Although they might spend money in the end, there are often easier clients to persuade. 10. The-Idealist-Guy

  102. 102. More info? Good luck!

×