Lean Entrepreneurship - Digital Business Models

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Sean Ammirati

Business

Why is the Business
Model Canvas popular?

#CMULean © Sean Ammirati, 2012

http://www.ﬂickr.com/photos/yodelanecdotal/3329778720/
#CMULean © Sean Ammirati, 2012

Sketch & Articulate Alternatives...

http://www.businessmodelgeneration.com

#CMULean © Sean Ammirati, 2012

Validate Hypothesis ...

#CMULean http://www.businessmodelgeneration.com
© Sean Ammirati, 2012

http://innovationgames.com/empathy-map/
#CMULean © Sean Ammirati, 2012

Business Model Canvas
Evolution

#CMULean © Sean Ammirati, 2012

Business Model Patterns
Multi-Sided FREE

Long Tail Unbundled

Section adapted from: http://www.slideshare.net/explorics/business-model-generation-patterns
Business Model Generation Meetup
Cambridge, MA Brian Gladstein
June 26, 2012 @briangladstein
#CMULean © Sean Ammirati, 2012

Multisided Platforms
The Platform Enables… Subsidies across segments

FREE as a business
model
The Platform Enables… Subsidies from paid to non-paid

Long Tail

Niche Niche
Products Buyers

Key
Value
Customer

Partners Proposi1on Segments

Unbundling Business
Models
Infrastructure

Innovation

Customer
Relationship

Financial Models Help
Understand ...
• critical levers for growth
• current assumptions (costs & revenue)
• growth capital needs
• if successful, how big the business can
ultimately be
• metrics to evaluate business going forward
#CMULean © Sean Ammirati, 2012

Bessemer’s 6 C’s of
SaaS Businesses
• CMRR: Committed Monthly Recurring
Revenue
• Cash
• Churn
• CAC: Customer Acquisition Cost
• CLTV: Customer Life Time Value
• CPipe: CMRR Sales Pipline
http://www.slideshare.net/botteri/cloudonomics-101-creating-a-ﬁnancial-plan-for-your-saas-or-cloud-computing-business
#CMULean © Sean Ammirati, 2012

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Lean Entrepreneurship - Digital Business Models

2. Goals for This Week’s Lecture • The Business Model Canvas Paradigm • Common High Growth Technology Business Model Patterns • Financial Modeling & Metrics #CMULean © Sean Ammirati, 2012

9. Goals for This Week’s Lecture • The Business Model Canvas Paradigm • Common High Growth Technology Business Model Patterns • Financial Modeling & Metrics #CMULean © Sean Ammirati, 2012

11. Business Model Patterns Multi-Sided FREE Long Tail Unbundled Section adapted from: http://www.slideshare.net/explorics/business-model-generation-patterns Business Model Generation Meetup Cambridge, MA Brian Gladstein June 26, 2012 @briangladstein #CMULean © Sean Ammirati, 2012

12. Multisided Platforms The Platform Enables… Subsidies across segments

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14. Long Tail Niche Niche Products Buyers Key Value Customer Partners Proposi1on Segments

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16. Goals for This Week’s Lecture • The Business Model Canvas Paradigm • Common High Growth Technology Business Model Patterns • Financial Modeling & Metrics #CMULean © Sean Ammirati, 2012

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Lean Entrepreneurship - Digital Business Models

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