Business models week 1

Business models +
entrepreneurial
strategy
Jen van der Meer
Assistant Professor
Strategic Design & Management
2018
WEEK 1: INTRO
© 2018 Jen van der Meer. All rights reserved unless otherwise indicated as CC

Business Models
& Entrepreneurial
Strategy
Course Map
START
TEAM
FORMATION
CUSTOMER
DISCOVERY VALUE
PROPOSITION
VALUES
VISION
MOTIVATION
CUSTOMER
RELATIONSHIP
/ CHANNELS
HOW TO  
ANALYZE
MIDTERM
LESSONS
LEARNED
FINAL
LESSONS
LEARNED
PITCH DAY
PITCH
PRACTICE
INVESTMENT
STRATEGY
THE
BACKSTAGE
THE MONEY
COST/REVS STORYTELLING

2/3 Learning
Outside the
Classroom
With customers
Advisors
Experts
START
TEAM
FORMATION
CUSTOMER
DISCOVERY VALUE
PROPOSITION
VALUES
VISION
MOTIVATION
CUSTOMER
RELATIONSHIP
/ CHANNELS
HOW TO  
ANALYZE
MIDTERM
LESSONS
LEARNED
FINAL
LESSONS
LEARNED
PITCH DAY
PITCH
PRACTICE
INVESTMENT
STRATEGY
THE
BACKSTAGE
THE MONEY
COST/REVS STORYTELLING

LEARNING OUTCOMES
1. The primary learning outcome expected for this class:
The ability to imagine innovative market-oriented
solutions when confronted with ill-defined problems

LEARNING OUTCOMES
2. Familiar with hypothesis-driven innovation methods
LEAN
STARTUP MVP

LEARNING OUTCOMES
3. Familiar with presentation + storytelling skills
Business models are
stories that explain how
enterprises work.
-Magretta, 2002

CAP
TABLES
UNIT
ECONOMICS
LEARNING OUTCOMES
4. Familiar with financial literacy
TERM 
SHEETS
CAP
TABLES
TAM,
SAM
TM (SOM)

LEARNING OUTCOMES
5. Competence in developing business model scenarios

LEARNING OUTCOMES
6. Competence in business model validation
HYPOTHESIS TO TEST RESULT

BOOKS: REQUIRED

BOOK CLUB BIOGRAPHY CHOOSE 1
Other: Elon Musk, Cheryl
Sandberg, Barbara Corcoran
Assignment: 9/24/2018
Share Biography book findings and bring one insight you learned
from the book to your early stage concept

BOOK CLUB STARTUP METHODS CHOOSE 1
Assignment: 10/22/2018
Bring startup overview book findings to class: what have you learned
that you would apply to your concept

BASELINE
Jen’s KPIs
WE NEED MORE
DIVERSE
ENTREPRENEURS
+++
SOCIAL CAPITAL
+++ LARGER NYC
ECOSYSTEM
MORE BUSINESSES
REWRITING THE
RULES OF
CAPITALISM
+++ NEW PATTERNS
+++NEW MODELS

BASELINE
Startup Stats
98%
2% Women founders
received $1.9 of
$85 Billion in
venture capital
investment in 2017

BASELINE
Startup Stats
99%
1% People of color
received less than
1% of venture
capital investment
in 2017

BASELINE
My expectations
1. Be on time. Or you won’t get speakers.
2. Be here. Listen. Give critical and
constructive feedback.
3. This class is about outcome, not activity.
Avoid busywork by listening carefully to
“homework” assignments.
4. Lids down (we’ll do market sizing and
financials with lids up - otherwise lids down).
5. Phones off AND away.

BENCHMARKING
Please take a moment…
▸ how many of you want to start a startup
▸ while in school
▸ just after graduation
▸ in the future
▸ never

BENCHMARKING
Asses your social capital
▸ if you had to organize a crowdfunding campaign,
get someone to buy your book, come to your art
show, or support your political activism
▸ where would you organize people?
▸ how many people would come to your aid?
▸ what social media sites do you use - and how
large is your presence there (related to the above
questions - not size but strength of connections)?

TEAMWORK
This is a team-based class
▸ we work in teams
▸ yes teams are harder
▸ we work on the fact that teams are harder - with
special team building components throughout this
class
SO FORM A STRONG TEAM OF PEOPLE
WITH COMPLIMENTARY SKILLS

WHAT TO EXPECT
Testimonials
▸ “we invested time in our team - every week, we
met in person, even if it was for breakfast on
saturday morning. that’s how we were able to
breakthrough.”
▸ “this is not how we were trained to think, but i feel
more prepared for what’s coming next.”
▸ “i didn’t want to be an entrepreneur - but now i see
i will be able to build the world i want if i use these
skills in my next job, my job after than, and when i
get ready to start my own company one day.”

WHAT TO EXPECT
Bad Reviews
▸ “our team never gelled, and we found it hard to get
much value out of the class. we pivoted every
week. It was exhausting and disappointing.”
▸ “i wanted to work on my own project, and she
wouldn’t let me.”
▸ “i didn’t want to talk to my contacts, i was afraid
to talk to them about my projects. it made it hard
to contribute to the team, they said I let them
down.”

WHAT TO EXPECT
Testimonials
▸ “get to class on time. put away your phone. shut
your lids. roll up your sleeves. this is the class that
integrates everything you’ve learned, and connects
it to the real world.”
▸ “all of that customer discovery was hard. and, i got
my job from all of that customer discovery.”

BIRDS OF A FEATHER
How this works
▸ We’ll form startup concepts and groups over the ﬁrst 2 classes
▸ Today we collect the diverse and collective interests of this
class.
▸ What industries are you interested in - to get a job job?
▸ What makes you angry you off, right now? What keeps you
up at night with worry?
▸ What are you excited about now and in the future?
▸ What would you do if you had no ﬁnancial concerns?

BIRDS OF A FEATHER
Last time:

Today Standup and tell us
what you might like to
explore

Next week
Find fellow birds who care about
the same interests, pains,
possibilities

BIRDS OF A FEATHER
Last time:
Knowing you’ll stick with one
team of 3-4 students during
the whole semester, what’s
important to you?

For next class (in 3 WEEKS)

Business models week 1

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