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1. All Rights Reserved - IEA 2013
www.iranea.com
Introduc)on
to
Business
Model
Canvas
(BMC)
Sunday, August 11, 13

2. All Rights Reserved - IEA 2013
Mohsen
Malayeri
CRAZY
ABOUT
STARTUPS!
Co-­‐founded
Anetwork
-­‐
2010
Opera&on
Manager
-­‐
Web
Fes&val
-­‐
2011
Global
Facilitator
-­‐
Startup
Weekend
-­‐
2012
Lead
Instructor
-­‐
SW
NEXT
-­‐
2012
Opera&on
Manager
-­‐
IEA
-­‐
2013
Founded
Rapidworld
-­‐
2007
twiIer.com/malayeri
N.com/mohsen.malayeri.official
www.malayeri.me
linkedin.com/in/malayeri
slideshare.net/malayeri
Sunday, August 11, 13

3. All Rights Reserved - IEA 2013
Why
be
an
entrepreneur?
Sunday, August 11, 13

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Why
be
an
entrepreneur?
•
To
make
money!
•
To
be
your
own
Boss!
•
To
build
something
people
want!
•
To
change
the
world!
•
To
give
back!
Sunday, August 11, 13

5. All Rights Reserved - IEA 2013
Introduc>on
to
Business
Model
Canvas
(BMC)
Powered
by:
Sunday, August 11, 13

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What
is
a
Company?
Sunday, August 11, 13

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What
is
a
Company?
Sunday, August 11, 13

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What
is
a
Company?
A
business
organiza&on
which
sells
a
product
or
service
in
exchange
for
revenue
+
profit
!
We
eliminate
non-­‐profits
here
!
Sunday, August 11, 13

9. All Rights Reserved - IEA 2013
What
is
a
Startup?
Sunday, August 11, 13

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What
is
a
Startup?
Sunday, August 11, 13

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What
is
a
Startup?
A
temporary
organiza&on
designed
to
search
for
a
repeatable
and
scalable
business
model
Steve
Blank
Sunday, August 11, 13

12. All Rights Reserved - IEA 2013
What
is
a
Business
Model?
Sunday, August 11, 13

13. All Rights Reserved - IEA 2013
What
is
a
Business
Model?
How
a
company
create
value
for
itself
while
delivering
product
or
service
to
customers.
Sunday, August 11, 13

14. All Rights Reserved - IEA 2013
Value
Proposi>on
Sunday, August 11, 13

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Value
Proposi>on
Sunday, August 11, 13

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Value
Proposi>on
It
is
not
about
your
idea
or
product!
Sunday, August 11, 13

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Value
Proposi>on
It
is
not
about
your
idea
or
product!
It
is
about
solving
a
NEED
or
PROBLEM
It
is
about
SATISFYING
a
customer
need
and
WHO
are
your
customer
Sunday, August 11, 13

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NEED
-­‐
PROBLEM
Sunday, August 11, 13

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NEED
-­‐
PROBLEM
Problem Need
Sunday, August 11, 13

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NEED
-­‐
PROBLEM
Accoun&ng
Word
Processing
Problem Need
Sunday, August 11, 13

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NEED
-­‐
PROBLEM
Accoun&ng
Word
Processing
Problem Need
Entertainment
Communica&on
Sunday, August 11, 13

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Customer
Segment
Sunday, August 11, 13

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Customer
Segment
Sunday, August 11, 13

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Customer
Segment
WHO
are
they?
WHY
would
they
buy?
Sunday, August 11, 13

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Customer
Segment
WHO
are
they?
WHY
would
they
buy?
Customer
Archetype
Geographic
Social
Demographic
Sunday, August 11, 13

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Channels
Sunday, August 11, 13

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Channels
Sunday, August 11, 13

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Channels
PHYSICAL
Channel
Sunday, August 11, 13

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Channels
PHYSICAL
Channel
WEB/MOBILE
Channel
Sunday, August 11, 13

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Customer
Rela>onship
Sunday, August 11, 13

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Customer
Rela>onship
Sunday, August 11, 13

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How
do
you
GET,
KEEP,
GROW
your
customers?
Customer
Rela>onship
Sunday, August 11, 13

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How
do
you
GET,
KEEP,
GROW
your
customers?
Customer
Rela>onship
Sunday, August 11, 13

34. All Rights Reserved - IEA 2013
Revenue
Resources
Sunday, August 11, 13

35. All Rights Reserved - IEA 2013
Revenue
Resources
Sunday, August 11, 13

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Revenue
Resources
How
do
you
make
money
from
each
Customer
Segment
Sunday, August 11, 13

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Revenue
Resources
How
do
you
make
money
from
each
Customer
Segment
What
value
is
customer
Paying
for?
Revenue
Models
are
the
strategy
Pricing
is
the
tac&cs
Sunday, August 11, 13

38. All Rights Reserved - IEA 2013
Resources
Sunday, August 11, 13

39. All Rights Reserved - IEA 2013
Resources
Sunday, August 11, 13

40. All Rights Reserved - IEA 2013
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
Resources
Sunday, August 11, 13

41. All Rights Reserved - IEA 2013
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
Resources
Sunday, August 11, 13

42. All Rights Reserved - IEA 2013
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
Resources
Sunday, August 11, 13

43. All Rights Reserved - IEA 2013
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
Resources
Sunday, August 11, 13

44. All Rights Reserved - IEA 2013
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
Resources
Sunday, August 11, 13

45. All Rights Reserved - IEA 2013
Partners
Sunday, August 11, 13

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Partners
Sunday, August 11, 13

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Who
are
the
Key
Partners
and
Suppliers
needed
to
make
the
business
model
WORK?
Partners
Sunday, August 11, 13

48. All Rights Reserved - IEA 2013
Who
are
the
Key
Partners
and
Suppliers
needed
to
make
the
business
model
WORK?
What
KEY
RESOURCES
are
we
acquiring
from
them?
What
KEY
ACTIVITIES
do
they
perform?
Partners
Sunday, August 11, 13

49. All Rights Reserved - IEA 2013
Key
Ac>vi>es
Sunday, August 11, 13

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Key
Ac>vi>es
Sunday, August 11, 13

51. All Rights Reserved - IEA 2013
What
are
the
most
important
things
you
should
DO
to
make
the
business
model
WORK
Key
Ac>vi>es
Sunday, August 11, 13

52. All Rights Reserved - IEA 2013
What
are
the
most
important
things
you
should
DO
to
make
the
business
model
WORK
Produc&on?
Problem
Solving?
Supply
Chain
Management
Key
Ac>vi>es
Sunday, August 11, 13

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Costs
Sunday, August 11, 13

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Costs
Sunday, August 11, 13

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What
are
the
costs
to
operate
business
model
Costs
Sunday, August 11, 13

56. All Rights Reserved - IEA 2013
What
are
the
costs
to
operate
business
model
What
are
the
most
important
costs?
What
are
the
most
expensive
costs?
What
key
acOviOes
are
the
most
expensive?
Fixe
costs
/
Variable
Costs
Costs
Sunday, August 11, 13

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Sunday, August 11, 13

58. All Rights Reserved - IEA 2013
Ques&ons?
Sunday, August 11, 13

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Sunday, August 11, 13

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Startups are in SEARCH mode
CANVAS: A set of Hypothesis
Sunday, August 11, 13

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Startups are in SEARCH mode
CANVAS: A set of Hypothesis=Guesses!
Sunday, August 11, 13

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Sunday, August 11, 13

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How do we change GUESSES
into FACTS?
Sunday, August 11, 13

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Customer
Development Process
Sunday, August 11, 13

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Customer
Development Process
Use Sticky Notes!
Post it to the wall!
Make it visible
Sunday, August 11, 13

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Customer
Development Process
Use Sticky Notes!
Post it to the wall!
Make it visible
No facts in here!
Talk to Customers,
Partners & Vendors
Sunday, August 11, 13

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Customer
Development Process
Sunday, August 11, 13

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Customer
Development Process
Sunday, August 11, 13

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Customer
Development Process
- New hypothesis
- New experiments
- News Tests
Sunday, August 11, 13

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Customer
Development Process
- New hypothesis
- New experiments
- News Tests
AGAIN!
Get out of the building
Sunday, August 11, 13

71. All Rights Reserved - IEA 2013
Minimum
Viable
Product
Sunday, August 11, 13

72. All Rights Reserved - IEA 2013
Minimum
Viable
Product
Sunday, August 11, 13

73. All Rights Reserved - IEA 2013
Minimum
Viable
Product
Sunday, August 11, 13

74. All Rights Reserved - IEA 2013
Minimum
Viable
Product
Sunday, August 11, 13

75. All Rights Reserved - IEA 2013
Minimum
Viable
Product
Sunday, August 11, 13

76. All Rights Reserved - IEA 2013
Minimum
Viable
Product
1. Build the minimum features in
order to get feedback
2. Quickly and iteratively receive
customer feedbacks.
3. add more features upon
feedbacks
Sunday, August 11, 13

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Sunday, August 11, 13

78. All Rights Reserved - IEA 2013
Ques&ons?
Sunday, August 11, 13

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www.karya.ir
Sunday, August 11, 13

80. All Rights Reserved - IEA 2013
www.startupdigest.com/iran
Sunday, August 11, 13