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Ross Chayka. Business Models Generation

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Ross Chayka. Business Models Generation

https://www.linkedin.com/in/rchayka

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Ross Chayka. Business Models Generation

  1. 1. Business Models Generation Ross Chayka linkedin.com/in/rchayka fb.com/rostyslav.chayka
  2. 2. Audience ● Startup founders ● Product managers ● Entrepreneurs ● eCommerce ● IT Service Company CEOs
  3. 3. About me ● Ross Chayka ● Lviv Startup Club - Founder & CEO ● Lemberg Tech Business School - Founder & CEO ● Associated Coach Practitioner by RCG
  4. 4. About you ● City ● Startup / Product ● Business Model Challenge
  5. 5. Agenda ● What is Business Model ? ● Business Models Role ● Value Generation Matrix ● Business Model Canvas ● Lean Model Canvas ● Popular Business Models Analysis ● Business Model Growth & Transformation ● Q&A
  6. 6. Online master-class code of conduct ● Duration - 1.5 hour ● Video ON, Audio OFF ● Registration with NAME ● One person speaking ● Question in chat or raise your hand or show sign
  7. 7. Business Models Generation
  8. 8. A business model describes the rationale of how an organization creates, delivers, and captures value
  9. 9. Business Model Canvas ● 2005 ● Alexander Osterwalder ● Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers
  10. 10. 9 building blocks 1. Customer Segments 2. Value Propositions 3. Channels 4. Customer Relationships 5. Revenue Streams 6. Key Resources 7. Key Activities 8. Key Partnerships 9. Cost Structure
  11. 11. #1. Customer Segments Who are consumers of our Value? Who are our most important customers? ● Require and justify separate offer ● Reached through different Distribution Channels ● Different type of relationships ● Different profitabilities ● Paying for different aspects of the offer
  12. 12. #1. Customer Segments ● Mass Market ● Niche Market ● Segmented ● Diversified ● Multi-sided Platform
  13. 13. #2. Value Proposition ● What value do we deliver to the customer? ● Which one of our customer’s problems are we helping to solve? ● Which customer needs are we satisfying? ● What bundles of products and services are we offering to each Customer Segment?
  14. 14. #2. Value Proposition ● Newness ● Performance ● Customization ● Getting The Job Done ● Design ● Brand / Status ● Price ● Cost Reduction ● Risk Reduction ● Accessibility ● Convenience / Usability
  15. 15. #3. Channels ● Through which Channels do our Customer Segments want to be reached? ● How are we reaching them now? ● How are our Channels integrated? ● Which ones work best? ● Which ones are most cost-efficient? ● How are we integrating them with customer routines?
  16. 16. #3. Channels ● Raising awareness among customers about a company’s products and services ● Helping customers evaluate a company’s Value Proposition ● Allowing customers to purchase specifi c products and services ● Delivering a Value Proposition to customers ● Providing post-purchase customer support
  17. 17. #3. Channel phases 1. Awareness: How do we raise awareness about our company’s products and services? 2. Evaluation: How do we help customers evaluate our organization’s Value Proposition? 3. Purchase: How do we allow customers to purchase specific products and services? 4. Delivery: How do we deliver a Value Proposition to customers? 5. After sales: How do we provide post-purchase customer support ?
  18. 18. #4. Customer Relationships ● What type of relationship does each of our Customer Segments expect us to establish and maintain with them? ● Which ones have we established? ● How costly are they? ● How are they integrated with the rest of our business model? ● What is your motivation? ○ Customer acquisition ○ Customer retention ○ Upselling
  19. 19. #4. Customer Relationships ● Personal assistance ● Dedicated personal assistance ● Self-service ● Automated services ● Communities ● Co-creation
  20. 20. #5. Revenue Streams ● For what value are our customers really willing to pay? ● For what do they currently pay? ● How are they currently paying? ● How would they prefer to pay? ● How much does each Revenue Stream contribute to overall revenues? ● Which type of Revenue Streams: ○ Transaction revenues resulting from one-time customer payments ○ Recurring revenues resulting from ongoing payments to either deliver a Value Proposition to customers or provide post-purchase customer support
  21. 21. #5. Revenue Streams ● Asset sale ● Usage fee ● Subscription fees ● Lending/Renting/Leasing ● Licensing ● Brokerage fees ● Advertising
  22. 22. #5. Revenue Streams - Pricing ● Fixed Menu Pricing ○ List Price ○ Product Feature Dependent ○ Customer Segment Dependent ○ Volume Dependent ● Dynamic Pricing ○ Negotiation ○ Yeld management - Price depends on inventory and time of purchase (airlines, hotels) ○ Real-time-market ○ Auctions
  23. 23. #5. Revenue Streams - Pricing Tips ● Coupons ● A / B Tests ● Competitor Analysis ● Alternatives decomposition
  24. 24. #6. Key Resources ● What Key Resources do our Value Propositions require? ● Our Distribution Channels? ● Customer Relationships? ● Revenue Streams?
  25. 25. #6. Key Resources ● Physical (manufacturing facilities, buildings, vehicles, machines, systems, point-of-sales systems, and distribution networks) ● Intellectual (brands, proprietary knowledge, patents and copyrights, partnerships, and customer databases) ● Human (experienced scientists, skilled sales force) ● Financial (cash, lines of credit, stock option pool)
  26. 26. #7. Key Activities ● What Key Activities do our Value Propositions require? ● Our Distribution Channels? ● Customer Relationships? ● Revenue streams?
  27. 27. #7. Key Activities ● Production ● Problem solving ● Platform/network
  28. 28. #8. Key Partnerships ● Who are our Key Partners? Who are our key suppliers? ● Which Key Resources are we acquiring from partners? ● Which Key Activities do partners perform? ● Strategic alliances between non-competitors ● Coopetition: strategic partnerships between competitors ● Joint ventures to develop new businesses ● Buyer-supplier relationships to assure reliable supplies
  29. 29. #8. Key Partnerships ● Optimization and economy of scale ○ Outsourcing ○ Sharing infrastructure ● Reduction of risk and uncertainty ○ Standards ○ Government lobbying ● Acquisition of particular resources and activities ○ Knowledge ○ Licences ○ Customers
  30. 30. #9. Cost Structure ● What are the most important costs inherent in our business model? ● Which Key Resources are most expensive? ● Which Key Activities are most expensive? ● Cost-driven ● Value-driven
  31. 31. #9. Cost Structure ● Fixed costs ● Variable costs ● Economies of scale ● Economies of scope
  32. 32. Lean Canvas ● 2010 ● Ash Muraya ● Business Model Canvas for Startups
  33. 33. 9 building blocks 1. Customer Segments 2. Problem 3. Solution 4. Unique Value Propositions 5. Revenue Streams 6. Channels 7. Key Metrics 8. Cost Structure 9. Unfair Advantages
  34. 34. #1. Customer Segments
  35. 35. #2. Problem ● Which one of our customer’s problems are we helping to solve? ● Which customer needs are we satisfying? ● Existing Alternatives - how customers satisfy these needs now?
  36. 36. #3. Solution
  37. 37. #4. Unique Value Proposition
  38. 38. #5. Revenue Streams
  39. 39. #6. Channels
  40. 40. #7. Key Metrics ● Traction ● Customer Churn ● Customer Activity
  41. 41. #8. Cost Structure
  42. 42. #9. Unfair Advantage ● Insider information ● The right “expert” endorsements ● A dream team ● Personal authority ● Large network effects ● Community ● Existing customers ● SEO ranking
  43. 43. Mistakes ● One business model ● Take less money ● Take money from wrong people ● Give for free, when sales are bad
  44. 44. ● Subscription ● Aggregator ● Online Marketplace ● Advertisement ● Data Licencing/Selling ● Affiliate Marketing ● Dropshipping ● Network Marketing ● Crowdsourcing ● Bundling ● SelfService List of all known business models ● Manufacturer ● Distributor ● Retailer ● Franchise ● Brick-and-Mortar ● eCommerce ● Nickel-and-Dime ● Freemium ● API licensing ● Brokerage ● White Label ● Peer 2 Peer Catalyst ● Auction-Based ● Reverse-Auction-Based ● Razor And Blades ● Reverse Razor And Blades ● On-Demand ● User Community ● Standardization ● RobinHood ● Product as Service
  45. 45. Questions ?
  46. 46. Contacts linkedin.com/in/rchayka fb.com/rostyslav.chayka rchayka@gmail.com

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