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EIA2016Nice - Nick De Mey. How Will You Make Money? Revenue Model Design

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Tips for designing the revenue model for your company.

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EIA2016Nice - Nick De Mey. How Will You Make Money? Revenue Model Design

  1. 1. = Business Model Innovation by @nickdemey / co-founder www.boardofinnovation.com
  2. 2. Hi.
  3. 3. I’m Nick from Belgium intro via 3 books
  4. 4. BOOK 1
  5. 5. BOOK 2
  6. 6. BOOK 3
  7. 7. “It’s our goal to make corporates innovate like startups.” mixing proven methods from 
 Design Thinking & Lean Startup
  8. 8. Innovation strategy & execution e.g. design & run an internal accelerator Talent Development e.g. Intrapreneurship training Find the right people!
  9. 9. strong network & culture of sharing Mexico LinkedIn Group: +20K people Slideshare Channel
 +5 Million views Sharing of 
 tools & inspiration 
 +10000 subscribers subscribe to
 newsletter FEATURED IN
  10. 10. for Fortune500 & global innovation leaders Heavy industry/manufacturing Utilities/Chemicals/Pharma Commodities/Automotive/… Banking/Finance/Payroll/HR Telco/Publishing/Travel/ FMCG/… B2B B2B2C & B2C Tokyo
  11. 11. How we got started: Business Model Innovation
  12. 12. A plan to monetize your startup idea? https://vimeo.com/79954057
  13. 13. Business Model 
 Innovation
 ?
  14. 14. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value. just to make sure we’re all on the same page…
  15. 15. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value.
  16. 16. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value.
  17. 17. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value.
  18. 18. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value.
  19. 19. Business Model in a nutshell An organization’s logic of creating, 
 delivering and capturing value. So many options to 
 make money, experiment with pricing & revenue models,…
  20. 20. No magic. Extra money?
  21. 21. Remember this one?
  22. 22. Remember this one? 1 million pixels to sell = 1 million dollar #awesome
  23. 23. Copy & Remix. An easy exercise to start.
  24. 24. Airbnb
  25. 25. Airbnb of Food. of Parking. of Boats.
  26. 26. AirBnb of X
  27. 27. AirBnB of …. “Matchmaking people to make money from assets they own.”
  28. 28. Uber of X.
  29. 29. Uber of …. “on-demand service via an App”
  30. 30. But…
  31. 31. Tinder
  32. 32. Tinder of Jobs. of Fashion. of Shopping.
  33. 33. Tinder of …. “Swipe based matching” not a business model pattern, more about the interface.
  34. 34. Understand the patterns!
  35. 35. Useful skills.
  36. 36. Learn to see:
  37. 37. What could this be?
  38. 38. Makes sense?
  39. 39. Makes sense?
  40. 40. Velocipedia Italian designer Gianluca Gimini's
  41. 41. How to innovate your business model?
  42. 42. Work with a visual language Bird 10%
 remembers 65%
 remembers
  43. 43. Work with a visual language www.boardofinnovation.com
  44. 44. Step 1: Define your current business model
  45. 45. You are in the center! Your own venture
  46. 46. Business Model transactions Focus to make this flow as smooth as possible. #frictionless
  47. 47. Can be more complex. Many different players, a lot of monetary transactions.
  48. 48. Business Model Blocks
  49. 49. Seats2meet - Co-working with Dynamic prices Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure
  50. 50. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Indiegogo & KickStarter - Crowdfunding
  51. 51. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure New products
  52. 52. Your turn!
  53. 53. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Cardrops - Delivery service
  54. 54. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Runkeeper tracks your runs
  55. 55. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure ZombiesRun - Running as a game
  56. 56. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Sell right to exploit roofs for solar energy
  57. 57. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Runkeeper gives you discounts
  58. 58. Your turn!
  59. 59. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure MoodPanda - Track your Happiness
  60. 60. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Carrot > To-do list with a personality
  61. 61. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Carrot > To-do list with a personality
  62. 62. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Virtual currencies - Bitcoin
  63. 63. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Moskou: Pay with Exercises
  64. 64. Product 5 Money 5 Less Money Experience Right Data 1 Reputation Credits Service Exposure Pay with social reach
  65. 65. Your turn!
  66. 66. 23andme
  67. 67. 23andMe
  68. 68. Kaggle
  69. 69. The key questions you need to ask: What is the best new business model to try?
  70. 70. Business Model Innovation 
 where to find new growth for your business. Explore extra 
 revenue sources!
  71. 71. Different categories:
  72. 72. + specific examples
  73. 73. What to pick? Free!
 for the user. 1. Paid!
 the user = client. 2.
  74. 74. Free? Free = Free There are so many variations on ‘free’
  75. 75. What to pick? Free!
 for the user. 1. - Early exit -
  76. 76. Free (Hidden) other agenda: - Aim for an early exit. - Acqui-hire - Prestige - … Rule of thumb: There is no free lunch.
  77. 77. What to pick? Free!
 for the user. 1. - Early exit - - Pay-what-you-want -
  78. 78. Free? Customer can pick his own price. Pay-what-you-want. (including free)
  79. 79. Case: Humble Bundle
  80. 80. Pay-what-you-want: Restaurants, Museums,… Emotional connection Social/group pressure …
  81. 81. What to pick? Free!
 for the user. 1. - Early exit - - Pay-what-you-want - - Tip jar/ donation -
  82. 82. Free? Main difference: People often get the product for free, but are free to do an extra transaction. Tip jar - Donation.
  83. 83. Free, for some. Different segments of users.
  84. 84. What to pick? Free!
 for the user. 1. - Early exit - - Pay-what-you-want - - Tip jar/ donation - - Barter -
  85. 85. Swap goods, give something else in return. Many Facebook groups & events: baby clothes, travel,…
  86. 86. What to pick? Free!
 for the user. 1. Paid!
 the user = client. 2. Reason why people upgrade!
  87. 87. What to pick? Paid!
 the user = client. 2. - Vanity - reputation -
  88. 88. Some people only want “the best” Ultimate luxury. €21.000 Smartphone (Vertu)
  89. 89. Vanity, reputation… Vanity is so powerful!
  90. 90. Looks & Reputation in games. To fit in Exclusivity Show Commitment ...
  91. 91. Important learning: You need other people to show off!
  92. 92. First class sells - because of second class.
  93. 93. Pay to get noticed. (above the crowd…) Would you pay to get seen by your friends on Facebook? Facebook 2012
  94. 94. What to pick? Paid!
 the user = client. 2. - Vanity - reputation - - Loss-aversion -
  95. 95. Another tactic: Lure people in with free + lock-in. Just give it a try!
  96. 96. Lock-in (switching costs, hassle,..)
  97. 97. Pay-as-you-go model. Switching cost?
  98. 98. pay-per-use. Blendle - itunes for journalism (buy per article)
  99. 99. What to pick? Paid!
 the user = client. 2. - Vanity - reputation - - Loss-aversion - - Privacy/ Anonymity -
  100. 100. Privacy features are very powerfull! Hide your profile. Incognity mode.
  101. 101. What to pick? Paid!
 the user = client. 2. - Vanity - reputation - - Loss-aversion - - Privacy/ Anonymity - - Mystery/ Surprises -
  102. 102. Mystery crates (& surprise upgrades) similar to Lottery system = very lucrative!
  103. 103. Real life mystery crate
  104. 104. Blind dates, anyone? Crazy Blind Date by OKcupid. (up to $3/date)
  105. 105. What to pick? Paid!
 the user = client. 2. - Vanity - reputation - - Loss-aversion - - Privacy/ Anonymity - - Mystery/ Surprises - - Convenience/ Shortcuts -
  106. 106. Use Sold. The convenient way to sell goods online. The Gone App: 1 photo to sellHomesnap: 1 photo to get info
  107. 107. The (ex-) power of Zynga-like games. Grind - Spam - Pay
  108. 108. What to pick? Paid!
 the user = client. 2. - Vanity - reputation - - Loss-aversion - - Privacy/ Anonymity - - Mystery/ Surprises - - Convenience/ Shortcuts - - Helping peers/ gifts -
  109. 109. This one is on me… Yes, Awesome. I’m a PLUS member.
  110. 110. Virtual gifts to friends. Line messaging app is one to keep an eye on!
  111. 111. Crucial question!
  112. 112. Learn from gaming. Question: Do you allow people to spend (all their) money?
  113. 113. Next Chapter.
  114. 114. What to pick? Free!
 for the user. 1. Paid!
 the user = client. 2. Third party pays the bills. 3.
  115. 115. What to pick? Third party pays the bills. 3. - Advertising -
  116. 116. What to pick? Third party pays the bills. 3. - Advertising - - Affiliate/ Referral -
  117. 117. What to pick? Third party pays the bills. 3. - Advertising - - Affiliate/ Referral - - Data Reseller -
  118. 118. What to pick? Third party pays the bills. 3. - Advertising - - Affiliate/ Referral - - Data Reseller - - Joint-Venture/partnership -
  119. 119. What to pick? Third party pays the bills. 3. - Advertising - - Affiliate/ Referral - - Data Reseller - - Joint-Venture/partnership - - White-label/Franchise -
  120. 120. What to pick? Third party pays the bills. 3. - Advertising - - Affiliate/ Referral - - Data Reseller - - Joint-Venture/partnership - - White-label/Franchise - - Get-one-give-one -
  121. 121. another client pays for your product. (could be anymous)
  122. 122. Suspended coffee
  123. 123. One Laptop Per Child
  124. 124. What to pick? Free!
 for the user. 1. Paid!
 the user = client. 2. Third party pays the bills. 3. Broker/ Matchmaking 4. Can be a mix of all three.
  125. 125. Broker/
 Matchmaking 4. - One-side pays -
  126. 126. One side pays.
  127. 127. Get paid to date? Very controversial of course.
  128. 128. Get paid to date. Other platforms experiment with other rewards than money.
  129. 129. Broker/matchmaking Broker/
 Matchmaking 4. - One-side pays - - Both sides pay -
  130. 130. Matchmaking between 2 normal users. only 1 of the 2 parties pays.
  131. 131. Auction platforms.
  132. 132. Broker/Matchmaking Broker/
 Matchmaking 4. - One-side pays - - Both sides pay - - Crowdfunding - - Penny Auctions -
  133. 133. Crowdfunding (many variations) For pre-sales? Investment? Donation?
  134. 134. Crowdfunding The product itself is often not the primary driver: 
 “Be part of something bigger, a revolution in …”
  135. 135. Broker/
 Matchmaking/ 4. - One-side pays - - Both sides pay - - Crowdfunding - - Penny Auctions -
  136. 136. Penny Auctions
  137. 137. What to pick? Free!
 for the user. 1. Paid!
 the user = client. 2. Third party pays the bills. 3. Broker/ Matchmaking 4. Mixed model
 Subsidised 5.
  138. 138. Mixed model
 Subsidised 5. - Shop (on the side) -
  139. 139. Mixed model
 Subsidised 5. - Shop (on the side) - - Razor-blade (add-ons) -
  140. 140. Mixed model
 Subsidised 5. - Shop (on the side) - - Razor-blade (add-ons) - - Credits/points -
  141. 141. No easy fix. But experiment
 & learn!
  142. 142. Invent the future! where to start?
  143. 143. Change*
  144. 144. Tech change & Societal change.
  145. 145. Understand & Detect Exponantial Growth
  146. 146. Example 11am 12pm
  147. 147. Example 11am 12pm
  148. 148. Example 11am 12pm
  149. 149. Example 11am 12pm
  150. 150. Example 11am 12pm
  151. 151. Example 11am 12pm
  152. 152. Example 11am 12pm
  153. 153. Example ? am
  154. 154. Example 11:59am
  155. 155. Example 11:55am 3%
  156. 156. Example 11:00am 11:55am
  157. 157. Example 11:00am 11:55am Based on our experience of the last 55 years, what will happen the next 5 years?
  158. 158. Impact?
  159. 159. Impact of exponential
 Tech Change.
  160. 160. Example (all driven by technology) It becomes easier & easier to pay someone It becomes easier & easier to follow peers It becomes easier & easier to know what you like …
  161. 161. Focus on Kickstarter Total funding?
  162. 162. Focus on Kickstarter
  163. 163. Pebble Time Total funding?
  164. 164. Original Pebble Watch 2012 $10.266.845 Time needed to get 1M dollar?
  165. 165. Original Pebble Watch 2012 $10.266.845 Time needed to get 1M dollar? 28 Hours
  166. 166. Ouya, gaming console Time needed to get 1M dollar? 28 Hours 8 Hours
  167. 167. Ouya, gaming console Time needed to get 1M dollar? 7 Hours 28 Hours 8 Hours
  168. 168. Pebble Time Time needed to get 1M dollar? 7 Hours 28 Hours 8 Hours 0 H 44 min
  169. 169. Oculus Rift +$2M on Kickstarter
  170. 170. Oculus Rift Oculus Rift acquired by Facebook for 2 Billion Dollar 2 year after launch. +$2M on Kickstarter
  171. 171. Traction? = Acquired as it happens. Mailbox, acquired by Dropbox for $100M 1 month after launch.
  172. 172. Is this where we’re heading at? 1 day startups get acquired for $1 Billion This to illustrate the pace of change that impacts the context of companies.
  173. 173. Thanks!

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