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The Money Making
Techniques
Every Start-up
should know.
@boardofinno by @nickdemey
boardofinnovation.com
cc flickr zizzy
In this slide deck
17
Techniques
36+
Examples
Avoid your Kodak or Nokia moment…
hire our team
coffee@boardofinnovation.com
The #1 question
innovators ask us:
“What revenue model should I use?”
= the wrong question to ask.
“Why will people pay me?”
= the right question.
First understand why people
put their money on the table.
First understand why people
put their money on the table.
Only then explore how you can
capture that value with a
strong b...
. Like a Boss
. Be part of a Mob
. Mystery & Thrills
. “I own this Sh*t”
. Collection Completion
. Keeping secrets
. Harde...
People want to look professional.
cc flickr Thompson C
Let’s start with the
first technique
Like a Boss
Download all slide...
People want to look professional.
Example: Chocolat App
If you don’t pay $49 the
font of this Mac text editor
will change ...
People want to look professional.
Example: Windows Vista
You don’t want to be that manager/sales lady/... who
opens up “Ho...
People want to look professional.
Example: Slideshare.net
The only reason why we
pay Slideshare $190/year
is that our deck...
People want to look professional.
Example: Slideshare.net
The only reason why we
pay Slideshare $190/year
is that our deck...
People want to look professional.
Example: Flickr.com
Some people pay $25/y
just to have the PRO badge.
and so on...

you ...
People want to belong to a group, something bigger.
cc flickr Natural-Heart
Be part of a Mob
Download all slides as PDF
People want to belong to a group, something bigger.
Example:
Founderscard.com
A €495 membership to get
access to exclusive...
People want to belong to a group, something bigger.
Example: App.net
Would you pay to use
Twitter? Some do! App.net
offers...
People want to belong to a group, something bigger.
Example: Kickstarter.com
You’re not a user, member
but a backer on kic...
To experience and discover new things
cc flickr dominiqueb
Mystery & Thrills
Download all slides as PDF
To experience and discover new things
c - yanidel.com
Example: Zynga Farmville
What’s in the box? To
discover the contents...
To experience and discover new things
Example: Carrot Todo app
This paid iOS app ($0.99)
has an attitude. It might
get mad...
People hate to lose things.
“I own this Sh*t”
Download all slides as PDF
People hate to lose things.
Example: Pinboard.in
Yahoo decide to close
down the free service
Delicious.
Pinboard quickly l...
Example: Gmail.com
When Gmail is full, you
don’t won’t to sort out
thousands of mails to see
what can be deleted. You
just...
cc flickr alexnako
People love to complete a set when possible
Collection Completion
Download all slides as PDF
cc flickr Natural-Heart
People love to complete a set when possible
Example: Fontshop.com
You might have enough
with 3 fon...
cc flickr Natural-Heart
People love to complete a set when possible
Example: Humble Bundle
The pay-what-you-want
model is ...
cc flickr verbeeldingskr8
Able to control privacy
Keeping secrets
Download all slides as PDF
cc flickr verbeeldingskr8
Able to control privacy
Example: Livestream.com
Remove your videos from
the public stream or the...
cc flickr verbeeldingskr8
Able to control privacy
Example: Godaddy.com
Cheap domain names are
nice but if you want to
keep...
To speed things up
cc flickr scubabrett22
Harder, better, Faster!
Download all slides as PDF
To speed things up
cc flickr scubabrett22
Example: Rapidshare.com
This file sharing services
limits the download speed
of ...
To speed things up
cc flickr scubabrett22
Example: Evernote
The files stored by
Premium members are
processed faster than ...
Let people be first/ focus on exclusivity
cc flickr dcmetroblogger
the VIP-treatment
Download all slides as PDF
Let people be first/ focus on exclusivity
Example: Steam
Some gamers pay to play
unfinished games solely
for the right to ...
Let people be first/ focus on exclusivity
Example: Plex Media App
A subscription on the plex
pass (starting €3.99/m)
gives...
Give users the right to tweak/ control
Push the buttons
Download all slides as PDF
Give users the right to tweak/ control
Example: Yammer.com
In order to manage a large
user base or to change
specific sett...
Give users the right to tweak/ control
Example: Appmakr.com
This app iphone builder
offers Premium users the
ability to ad...
. Like a Boss
. Be part of a Mob
. Mystery & Thrills
. “I own this Sh*t”
. Collection Completion
. Keeping secrets
. Harde...
Let user personalize their experience
Just like me
Download all slides as PDF
Let user personalize their experience
Example: Wetransfer.com
This file transfer service
offers numerous options
to person...
Let user personalize their experience
Example: Windows 7
As a bad example,
Windows 7 Starter edition
(the cheapest version...
People will always pay for convenience
Serve me
Download all slides as PDF
People will always pay for convenience
Example: Shoeboxed.com
This app takes away the
hassle to keep track of
receipts & e...
People will always pay for convenience
Example: useSold.com
A newcomer in the field of
e-commerce. Just take a
photo of an...
Add enough time pressure
The clock is ticking
Download all slides as PDF
Add enough time pressure
Example: 

Business Model Hub
The faster you joined this
online writing community
the lower entry...
Add enough time pressure
Example: iBood.com
One of the easiest tricks of
the book. Deals or
offerings that are limited
in ...
People want to limit negative feelings.
Reduce guilt/ fairness
Download all slides as PDF
People want to limit negative feelings.
cc flickr kenstein
Example: Godaddy.com
When buying domain
names (or other impulsi...
People want to limit negative feelings.
cc flickr kenstein
Example: iTunes
Many people still buy
music because it “feels
r...
cc flickr gioxxswall
Some (men) like to brag or show off.
Mine is bigger
Download all slides as PDF
cc flickr gioxxswall
Some (men) like to brag or show off.
Example: I am Rich app
Remember this extreme
case? Several peopl...
cc flickr gioxxswall
Some (men) like to brag or show off.
Example: ARGirl
There should be an app
category: “show off at
pa...
People like to get insights
cc flickr seenoevil
Show me the numbers
Download all slides as PDF
People like to get insights
Example: Polar app
While this health tracking
app is free you have to pay
to have a better
und...
People like to get insights
Example: Runkeeper Elite
You can track your
workouts with Runkeeper
but to get detailed insigh...
Let people communicate/ connect
cc flickr nnova
Call me maybe?
Download all slides as PDF
Let people communicate/ connect
Example: SinglesAroundMe
This app scans your
neighborhood for matches.
But the number of m...
Let people communicate/ connect
Example: Facebook.com
Facebook is experimenting
with paid conversations (if
you want to me...
People want to get notified
c - yanidel.com
Fear of missing out
Download all slides as PDF
People want to get notified
c - yanidel.com
Example: unfollowed.me
Would you pay $4.99 to
get notified when people
unfollo...
People want to get notified
c - yanidel.com
Example: Netvibes.com
This social media
monitoring services has
premium alert ...
People want to get notified
c - yanidel.com
Example: TomTom GPS
An expensive in-app
purchase of €29.90 to
have access to 1...
17
Techniques
Smart digital revenue
models combine a
selection of these
Download all slides as PDF
Collection
Completion
People have
control.
Doing
Good
Thrill to
win.
Public list,
to brag.
Example!
Time
Pressure
Go!It’s up to you!
www.boardofinnovation.com
@boardofinno @nickdemey
www.boardofinnovation.com/training
We give training to corporates on
Bus...
Prochain SlideShare
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The Money Making Techniques every startup should know (by @boardofinno)

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cases & examples by www.boardofinnovation.com on why people put money on the table. Digital revenue models explained. (facebook, zynga, flickr, app.net, kickstarter, evernote, yammer,...) - Board of Innovation

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The Money Making Techniques every startup should know (by @boardofinno)

  1. The Money Making Techniques Every Start-up should know. @boardofinno by @nickdemey boardofinnovation.com cc flickr zizzy
  2. In this slide deck 17 Techniques 36+ Examples
  3. Avoid your Kodak or Nokia moment… hire our team coffee@boardofinnovation.com
  4. The #1 question innovators ask us:
  5. “What revenue model should I use?” = the wrong question to ask. “Why will people pay me?” = the right question.
  6. First understand why people put their money on the table.
  7. First understand why people put their money on the table. Only then explore how you can capture that value with a strong business model.
  8. . Like a Boss . Be part of a Mob . Mystery & Thrills . “I own this Sh*t” . Collection Completion . Keeping secrets . Harder, better, Faster! . the VIP-treatment . Push the buttons . Just like me . Serve me . The clock is ticking . Reduce guilt/ fairness . Mine is bigger . Show me the numbers . Call me maybe? . Fear of missing out What is missing? 
 tip us @boardofinno or @nickdemey 17 Why people pull out their wallet:reasons
  9. People want to look professional. cc flickr Thompson C Let’s start with the first technique Like a Boss Download all slides as PDF
  10. People want to look professional. Example: Chocolat App If you don’t pay $49 the font of this Mac text editor will change to Comic Sans. The horror.
  11. People want to look professional. Example: Windows Vista You don’t want to be that manager/sales lady/... who opens up “Home Basic” in a meeting, right? vs
  12. People want to look professional. Example: Slideshare.net The only reason why we pay Slideshare $190/year is that our decks wouldn’t look like this... ADS
  13. People want to look professional. Example: Slideshare.net The only reason why we pay Slideshare $190/year is that our decks wouldn’t look like this... < but like this.
  14. People want to look professional. Example: Flickr.com Some people pay $25/y just to have the PRO badge. and so on...
 you get the message.
  15. People want to belong to a group, something bigger. cc flickr Natural-Heart Be part of a Mob Download all slides as PDF
  16. People want to belong to a group, something bigger. Example: Founderscard.com A €495 membership to get access to exclusive perks for entrepreneurs. You have to know someone (referral code) to get access. #smart
  17. People want to belong to a group, something bigger. Example: App.net Would you pay to use Twitter? Some do! App.net offers a paid alternative. But on twitter you’re a user, here you’re a member, starting at $5/m. ! You share a common goal: open ad-free social network
  18. People want to belong to a group, something bigger. Example: Kickstarter.com You’re not a user, member but a backer on kickstarter. You pay (donate) money to become part of a movement. For some the actual product is optional. Being part of the process is more important.
  19. To experience and discover new things cc flickr dominiqueb Mystery & Thrills Download all slides as PDF
  20. To experience and discover new things c - yanidel.com Example: Zynga Farmville What’s in the box? To discover the contents gamers could 
 spam 10 friends or 
 pay 20 Farm Coins ($10 = 55 Farm coins) This is one of the most lucrative ‘gambling’ techniques used in Free- to-play games these days.
  21. To experience and discover new things Example: Carrot Todo app This paid iOS app ($0.99) has an attitude. It might get mad at you, tease you, and so on... Very smart tactic to differentiate the app from the thousands of other Todo apps. Many in-app purchases are available.
  22. People hate to lose things. “I own this Sh*t” Download all slides as PDF
  23. People hate to lose things. Example: Pinboard.in Yahoo decide to close down the free service Delicious. Pinboard quickly launched a paid alternative to save your bookmarks. 10$ - one time fee
  24. Example: Gmail.com When Gmail is full, you don’t won’t to sort out thousands of mails to see what can be deleted. You just pay. ! Starting at 5$/y for 20Gig People hate to lose things.
  25. cc flickr alexnako People love to complete a set when possible Collection Completion Download all slides as PDF
  26. cc flickr Natural-Heart People love to complete a set when possible Example: Fontshop.com You might have enough with 3 fonts version. (italic, bold,...) but when there are 16 variations in total some people will just buy them all. Just to be sure and for the sake of completeness.
  27. cc flickr Natural-Heart People love to complete a set when possible Example: Humble Bundle The pay-what-you-want model is already smart but in order to have all 9 games, the full package, you have to pay more than average. ! An easy nudge to put more money on the table.
  28. cc flickr verbeeldingskr8 Able to control privacy Keeping secrets Download all slides as PDF
  29. cc flickr verbeeldingskr8 Able to control privacy Example: Livestream.com Remove your videos from the public stream or the ability to set a password are Premium features. ! $333/month.
  30. cc flickr verbeeldingskr8 Able to control privacy Example: Godaddy.com Cheap domain names are nice but if you want to keep your registration info private you pay extra on top. ! $9.90/y (without discount)
  31. To speed things up cc flickr scubabrett22 Harder, better, Faster! Download all slides as PDF
  32. To speed things up cc flickr scubabrett22 Example: Rapidshare.com This file sharing services limits the download speed of free users. Parallel downloads are also only available for paid users. ! €8.33/m
  33. To speed things up cc flickr scubabrett22 Example: Evernote The files stored by Premium members are processed faster than free members. ! For €40/year people can go Premium.
  34. Let people be first/ focus on exclusivity cc flickr dcmetroblogger the VIP-treatment Download all slides as PDF
  35. Let people be first/ focus on exclusivity Example: Steam Some gamers pay to play unfinished games solely for the right to experience the game first. Do note: It’s not a pre-sale.
  36. Let people be first/ focus on exclusivity Example: Plex Media App A subscription on the plex pass (starting €3.99/m) gives users early access to new features. To iOS app itself costs already $4.99.
  37. Give users the right to tweak/ control Push the buttons Download all slides as PDF
  38. Give users the right to tweak/ control Example: Yammer.com In order to manage a large user base or to change specific settings many services provide premium paid features for admins. ! Yammer: 3$/user/month
  39. Give users the right to tweak/ control Example: Appmakr.com This app iphone builder offers Premium users the ability to add custom lines of codes and to tweak the HTML. ! $79/app/month
  40. . Like a Boss . Be part of a Mob . Mystery & Thrills . “I own this Sh*t” . Collection Completion . Keeping secrets . Harder, better, Faster! . the VIP-treatment . Push the buttons . Just like me . Serve me . The clock is ticking . Reduce guilt/ fairness . Mine is bigger . Show me the numbers . Call me maybe? . Fear of missing out What is missing? 
 tip us @boardofinno or @nickdemey 17 You are halfway!reasons
  41. Let user personalize their experience Just like me Download all slides as PDF
  42. Let user personalize their experience Example: Wetransfer.com This file transfer service offers numerous options to personalize the branding & experience. !
  43. Let user personalize their experience Example: Windows 7 As a bad example, Windows 7 Starter edition (the cheapest version) didn’t allow customers to change the desktop background. A bad decision that created a lot of frustration.
  44. People will always pay for convenience Serve me Download all slides as PDF
  45. People will always pay for convenience Example: Shoeboxed.com This app takes away the hassle to keep track of receipts & expenses. You take a picture, the scanning services does the rest. ! Starting at $9.95/m
  46. People will always pay for convenience Example: useSold.com A newcomer in the field of e-commerce. Just take a photo of an item you want to sell. They do the rest (from price setting to shipment). ! They take a (secret) margin on top of your payout.
  47. Add enough time pressure The clock is ticking Download all slides as PDF
  48. Add enough time pressure Example: 
 Business Model Hub The faster you joined this online writing community the lower entry ticket was. 
 The fee started at $24 and rose gradually to $243.
  49. Add enough time pressure Example: iBood.com One of the easiest tricks of the book. Deals or offerings that are limited in time. iBood has 1 offer available per day. Take it or leave it.
  50. People want to limit negative feelings. Reduce guilt/ fairness Download all slides as PDF
  51. People want to limit negative feelings. cc flickr kenstein Example: Godaddy.com When buying domain names (or other impulsive products) people might feel guilty. To reduce this ‘negative‘ feeling you could link your product to charity. The “round up” approach is a nice way to tackle this.
  52. People want to limit negative feelings. cc flickr kenstein Example: iTunes Many people still buy music because it “feels right”. They don’t think it’s fair to download music via torrents. For some products it helps to emphasize that “you did the right thing.”
  53. cc flickr gioxxswall Some (men) like to brag or show off. Mine is bigger Download all slides as PDF
  54. cc flickr gioxxswall Some (men) like to brag or show off. Example: I am Rich app Remember this extreme case? Several people actually paid $999.99 to have an app that does nothing more than showing a red diamond, just to show off.
  55. cc flickr gioxxswall Some (men) like to brag or show off. Example: ARGirl There should be an app category: “show off at parties”. Many small paid apps have only one goal. Trying to impress friends with the next (paid) gimmick.
  56. People like to get insights cc flickr seenoevil Show me the numbers Download all slides as PDF
  57. People like to get insights Example: Polar app While this health tracking app is free you have to pay to have a better understanding of the figures. ! $5 for 5min status check.
  58. People like to get insights Example: Runkeeper Elite You can track your workouts with Runkeeper but to get detailed insights in your performance you have to upgrade. ! $19,99/year
  59. Let people communicate/ connect cc flickr nnova Call me maybe? Download all slides as PDF
  60. Let people communicate/ connect Example: SinglesAroundMe This app scans your neighborhood for matches. But the number of messages you can send is limited. ! Paid in-app upgrades are available to continue the conversation. Up to $19.99 per package.
  61. Let people communicate/ connect Example: Facebook.com Facebook is experimenting with paid conversations (if you want to message strangers). ! $1 to reach the inbox
  62. People want to get notified c - yanidel.com Fear of missing out Download all slides as PDF
  63. People want to get notified c - yanidel.com Example: unfollowed.me Would you pay $4.99 to get notified when people unfollow you on twitter? This paid service believes you will!
  64. People want to get notified c - yanidel.com Example: Netvibes.com This social media monitoring services has premium alert features to get notifications & alerts. ! The service ain’t cheap: $499/month
  65. People want to get notified c - yanidel.com Example: TomTom GPS An expensive in-app purchase of €29.90 to have access to 1 year of traffic alerts. This update is the #1 paid feature for this app (on top of the 1 time €89.99 fee to install the car nav app).
  66. 17 Techniques Smart digital revenue models combine a selection of these Download all slides as PDF
  67. Collection Completion People have control. Doing Good Thrill to win. Public list, to brag. Example! Time Pressure
  68. Go!It’s up to you!
  69. www.boardofinnovation.com @boardofinno @nickdemey www.boardofinnovation.com/training We give training to corporates on Business Model Innovation & Intrapreneurship

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