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Mit enterprise forum of pakistan bap 2013

2 Oct 2013
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Mit enterprise forum of pakistan bap 2013

  1. MIT Enterprise Forum of Pakistan 7th Annual BAP – 2013 Workshop: “Writing an Effective Business Plan” Azhar Rizvi
  2. [Idea Titile] Business Plan Presentation [Presentor_name] [Other_Team_Members_name] Note: • Slides should not exceed 7 (including this and the thank you slide) • Total Time – 7 mins (5 mins presentation & 2 min Q&A) • Give a 30 sec Elevator Pitch on this slide
  3. Market Need What is the problem or unmet need that your plan solves • Value creation – Does this technology or scientific idea create something of value for customers? • Value capture – Can we capture the economic value inherent in this idea in the face of competition
  4. Value Creation • What is your value proposition? • What does this idea do for a group of customers? • Valuable attributes belong to products not technologies Technology Product/ solution Market
  5. Value Capture • Can we protect our competitive advantage (value proposition)? • How will we deliver value to customers? Technology Product/ solution Market What protective layer can we wrap around our technology, product & customers?
  6. Market Analysis • Market Size • Target Market • Opportunity Size
  7. Customer Focus • List the type of customers who want a solution to the problem • For each type of customers indicate the market size and also the total size • Roadmap for Future
  8. Your Solution • Briefly describer your solution • Describe your competitive advantage • Describe the Value Proposition – What economic benefit does your solution provide to the customers
  9. Business Model, Go-to-Market Strategy and key Risks • Describe your business Model – Especially how will you make money • Describe your Go-to-Market Strategy – how will your target customers find out what you are offering (product/service) • Indicate Key risks to your business and the mitigation strategies for the same
  10. The Business Model def: A method by which a firm uses its resources (cash, technology and people) to offer its customers better value than its competitors and make money doing so. It tells who pays, how much and how often.
  11. Highly Complex
  12. Simplified
  13. Your Business Model is NOT your Business Business Model Innovation is critical to developing a quality business, attacking new markets and driving profitability
  14. Components of the Business Model
  15. Components of the Business Model 1. Value Proposition 2. Market Segment 3. Value Chain Structure 4. Position in the Value Network 5. Revenue Generation and Margins 6. Competitive Strategy 7. Stage of Development
  16. Value Proposition • A description of the customer problem • The solution that addresses the problem • The value of this solution from the customer's perspective (price, speed, design) Market Segment • The target audience • Recognizing that different market segments have different needs
  17. Value Chain Structure • The firm's position in the value chain • Activities in the value chain • How the firm will capture part of the value that it creates in the chain. Position in the Value Network • Identification of competitors • Identify complementary companies and technology • Identify network-effects that can be utilized to deliver more value to the customer.
  18. Revenue Generation and Margins • How revenue is generated (sales, leasing, subscription, support, etc.) • The cost structure • Target profit margins. Competitive Strategy • How will the company attempt to develop a sustainable competitive advantage? • How will it use that advantage to improve the competitive position in the market?
  19. Different types of Customer Segments Mass Market Niche Market Segmented Market Diversified Multi-sided Platforms
  20. Different Types of Customer Segments & Different Models to Evaluate
  21. Different Models to Evaluate Direct Mass Media Retail Telemarketing/ Phone Sales Channels, Distributors and Partners Trade Shows and Conferences OEM Channels Internet - Web
  22. Direct Sales Consumer or Business Positives: • High Contact • Customer relations • More Control • Multi Purpose • Experts in the field Negatives: • Free Consulting • May not like rep or rep leaves firm • High Cost • Retention
  23. Distributors & Channel Partners Positives: • Cost of Sale is Low • Hands-off Sales • Exposure in new markets • Credibility • Competitive Edge Negatives: • Up-front fees • No control • Distant clients • Performance • Technical Pressure • Require lots of attention and training
  24. OEM Channels (Original Equipment Manufacturer) Positives: • Prestige and Publicity • List Sharing • Royalties / steady revenue stream • Increase Market Presence • Technical Control Negatives • Competitor envy • Technical pressure • Channel Conflict • Your reputations are linked
  25. Other Examples • Retail • Internet • Service Providers…….
  26. What Business Model and Why?
  27. What Business Model and Why? • Apple - Dell • Citibank - American Express • SouthWest - Virgin Air • Patek Philippe - Swatch • Cuisinart – Nespresso • Bentley – Cadillac • Vertu – Nokia • AT&T vs. SKYPE
  28. Standard Coffee Maker vs. Keurig
  29. Nespresso…
  30. Swatch vs. Movado…
  31. Super high end
  32. Financials and Exit Strategy • Exit Strategy – Sale, Merger, IPO • Financial Projections Year 1 Year 2 Year 3 Total Revenues Gross Profit Net Income Investment Needed
  33. Thank you Q & A
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