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Business Model Canvas - Entrepreneurship 101

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Thinking carefully about economics and business strategy can mean the difference between having great technology and having a great company. This lecture focuses on clearly defining your business model, including how you’re going to make money with your product or service. Case studies are used to test concepts against a specific business.

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Business Model Canvas - Entrepreneurship 101

  1. 1. Developing talent • Growing ventures • Opening markets BUSINESS MODEL CANVAS ENTREPRENEURSHIP 101 MARK ZIMMERMAN @MARKZIM NOVEMBER 2014 Visit us at marsdd.com
  2. 2. Developing talent • Growing ventures • Opening markets November 2014 Our Future Matters
  3. 3. Developing talent • Growing ventures • Opening markets Our Future Matters
  4. 4. Developing talent • Growing ventures • Opening markets Our Future Matters
  5. 5. Developing talent • Growing ventures • Opening markets Our Future Matters Who do you serve?
  6. 6. Developing talent • Growing ventures • Opening markets What problems do you solve? What jobs do you do? Our Future Matters
  7. 7. Developing talent • Growing ventures • Opening markets How do customers find you? How do they buy? How do you deliver? Our Future Matters
  8. 8. Developing talent • Growing ventures • Opening markets What type of relationships do you have? Our Future Matters
  9. 9. Developing talent • Growing ventures • Opening markets How do you get paid? Our Future Matters
  10. 10. Developing talent • Growing ventures • Opening markets What things must you do? Our Future Matters
  11. 11. Developing talent • Growing ventures • Opening markets What resources do you need to do them? Our Future Matters
  12. 12. Developing talent • Growing ventures • Opening markets Who else do you need to make your model work? Our Future Matters
  13. 13. Developing talent • Growing ventures • Opening markets What does it cost to operate the model? Our Future Matters
  14. 14. Developing talent • Growing ventures • Opening markets Social & environmental costs Our Future Matters Social & environmental benefits
  15. 15. Developing talent • Growing ventures • Opening markets Our Future Matters What? Who? Why? How?
  16. 16. Developing talent • Growing ventures • Opening markets Our Future Matters
  17. 17. Developing talent • Growing ventures • Opening markets Our Future Matters
  18. 18. Developing talent • Growing ventures • Opening markets 1970 - Invented 1976 - Patented 1986 - Launched Sold as a complete solution, machines & coffee for a per cup price to restaurants and offices. Our Future Matters
  19. 19. Developing talent • Growing ventures • Opening markets 1970 - Invented 1976 - Patented 1986 - Launched 1988 - Acknowledged dud, Nestle considers shutdown. Sold as a complete solution, machines & coffee for a per cup price to restaurants and offices. Our Future Matters
  20. 20. Developing talent • Growing ventures • Opening markets 1989 - Jean Paul Gaillard named Commercial Director - “Pivots” Our Future Matters
  21. 21. Developing talent • Growing ventures • Opening markets Separate the machine from the coffee. Our Future Matters
  22. 22. Developing talent • Growing ventures • Opening markets Separate the machine from the coffee. Made and serviced by 3rd parties. Sold through independent retail Our Future Matters stores. Manufacturers handle delivery and stocking. Nespresso handles sales training.
  23. 23. Developing talent • Growing ventures • Opening markets Separate the machine from the coffee. Made and serviced by 3rd parties. Sold through independent retail Our Future Matters stores. Manufacturers handle delivery and stocking. Nespresso handles sales training. Sold online and over the phone direct to members of the Nespresso Club. Delivered direct to consumers in 24 hours or less.
  24. 24. Developing talent • Growing ventures • Opening markets As market matured Nespresso added their own brand machines made by an OEM. Added it’s own retail boutiques to further control the sales message. Created Nespresso Pro channel to serve the office market. Our Future Matters
  25. 25. Developing talent • Growing ventures • Opening markets ~$3 billion in annual revenue Our Future Matters 50 countries 30% CAGR over 10 years 12 million machines 20 billion capsules
  26. 26. Developing talent • Growing ventures • Opening markets Our Future Matters
  27. 27. Developing talent • Growing ventures • Opening markets Our Future Matters high end households
  28. 28. Developing talent • Growing ventures • Opening markets Our Future Matters
  29. 29. Developing talent • Growing ventures • Opening markets Our Future Matters Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers by Alexander Osterwalder and Yves Pigneur Running Lean: Iterate from Plan A to a Plan That Works by Ash Maurya
  30. 30. Developing talent • Growing ventures • Opening markets Our Future Matters And one more thing…
  31. 31. Developing talent • Growing ventures • Opening markets Our Future Matters
  32. 32. Developing talent • Growing ventures • Opening markets Our Future Matters
  33. 33. Developing talent • Growing ventures • Opening markets Our Future Matters Products & Services Gain Creators Pain Relievers Customer Job(s) Gains Pains Value proposition canvas.
  34. 34. Developing talent • Growing ventures • Opening markets Thank you. Mark Zimmerman @markzim Visit us at marsdd.com

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