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Startup Business Models for Tech Startups - 2013

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Presented at Technopol May 2013 by @andrewjscott, discussing business models and the need to solve a BIG problem for your customer to succeed as a startup. Also covers lean methodology, business model canvas, lean canvas and basic investment or venture and angel funding lessons.

Publié dans : Business, Technologie
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Startup Business Models for Tech Startups - 2013

  1. 1. Startup Business ModelsTartu, Estonia 15th May 2013with @andrewjscott
  2. 2. Are you awake?
  3. 3. Are you awake?
  4. 4. sorry. ma ei oska eesti keelt.
  5. 5. Who am I? @andrewjscott6 340+1 11startups failsinvestorsexit or..
  6. 6. Business Models
  7. 7. “A business model describes therationale of how an organisationcreates, delivers and captures value.”Wikipedia
  8. 8. idea.
  9. 9. Your idea should solve a problem.
  10. 10. fail.
  11. 11. How do I think of a good idea?(which solves a problem)
  12. 12. Rummble solved the problemof bad recommendations
  13. 13. How to be an idea genius• Study life• Stop focusing on competitors
  14. 14. How to be an idea genius• Study life• Stop focusing on competitors• Forget the past (and present!)
  15. 15. “The future of search isintelligent human edited databases.. the Google approach will not scale”David Seuss, CEO Northern Light Search
  16. 16. Beware the curse of knowledgeand being in a bubble
  17. 17. Ask what if..• pay to use any persons car?• check all airline prices instantly?• make free voice calls worldwide?
  18. 18. Solve a problem.BIG
  19. 19. Solving a problem generates the value
  20. 20. “A business model describes therationale of how an organisationcreates, delivers and captures value.”
  21. 21. BIGPROBLEMSOLVED=BIG VALUE
  22. 22. ..the exception to the rule.
  23. 23. Good idea,but problem not painful enough?> > > > >Direct to consumer Business tobusiness
  24. 24. Solve a problem.
  25. 25. Startup Lifecycle
  26. 26. ..what now?Great ideaBig market
  27. 27. Startup Lifecycle
  28. 28. Solve a problem really wellfor someone from day one
  29. 29. 5 core dimensions to a startupTeamProductFundingCustomersBusiness model
  30. 30. No.1 cause of startup failure:Survey of 3200 startups, by Startup GenomePREMATURE SCALING
  31. 31. Problem for someone Problem for everyone
  32. 32. Who is version one for?What problem does it solve for them?
  33. 33. Who is it for?What problem does it solve for them?
  34. 34. Communicate not what it doesbut the value it creates
  35. 35. Bad.Always know where the party is.Better.(but still not great)
  36. 36. Startup Lifecycle
  37. 37. *** Eric Ries
  38. 38. *** Lean Book
  39. 39. “..we did not understand the wants ofour target customers”Eric Ries on Catalyst Recruitment
  40. 40. “If I had asked my customers whatthey wanted, they would have saida faster horse”Henry Ford
  41. 41. LEAN =assumption testing
  42. 42. Proving as much as possibleby spending as little as possible.Lean methodology as defined by me.
  43. 43. Empathymap
  44. 44. Empathymap
  45. 45. Empathymap
  46. 46. Understanding your customeris everything.
  47. 47. BusinessModelCanvas
  48. 48. Example:AppleiPod
  49. 49. LeanCanvas
  50. 50. Separated at birth?
  51. 51. LeanCanvas
  52. 52. Who are you targeting?Segmented or NicheMass marketMulti-sided
  53. 53. Niche Mass Multi
  54. 54. Understandwhoyourfirstcustomersare
  55. 55. Have a realisticgo-to-market strategy
  56. 56. LeanCanvas
  57. 57. Revenue ModelsSelling Renting LicensingSubscription Consumption Commission
  58. 58. Pricing Models Price depends on…FIXEDVARIABLE• Value• Customer segment• Quantity• Negotiating skills• Real-time market• Auction
  59. 59. Be realisticabout the time it takes tomake money.
  60. 60. Startup LifecycleAdapted from ‘Why Startups Fail’
  61. 61. Not like this.
  62. 62. www.sequoiacap.com/ideas• COMPANY PURPOSE– in a single sentence• PROBLEM• SOLUTION• WHY NOW• MARKET SIZE• COMPETITION• PRODUCT• BUSINESS MODEL– Revenue model– Pricing– Average sale size or lifetime value– Sales & distribution model– Customer/pipeline list• TEAM• FINANCIALS• P&L AND CASHFLOW15-20 Slides max!
  63. 63. Do 5 year projectionsAlways calculate on a unit basisDon’t drown the reader with too much detail
  64. 64. Internal use External use
  65. 65. my definition:Your business model is the way you profitfrom the value you create for others.Andrew J Scott
  66. 66. Thank you for listeningfollow me @andrewjscott or visit andrewjscott.comuseful links:LeanCanvas.comStattys.comStrategyzer.comvisual.ly/why-startups-failSequoiaCap.com/ideas

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