SlideShare une entreprise Scribd logo
1  sur  90
Harvard innovation lab :       Michael J Skok :           Startup Secrets :   Business Model
 Hi
Hi    Harvard innovation lab
         #innovationlab              @mjskok                     #startupsecrets    www.mjskok.com




                           START UP
                           SECRETS
                             An insider’s guide to unfair competitive advantage




                    Disruptive Business Models to build Value




                                           MICHAEL J SKOK
                                         North Bridge Venture Partners

                                          twitter: @mjskok mjskok.com
                                                                                                     1
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     Startup Secrets - Series
     •     Sep 11:              Perfect Pitch
     •     Oct 11:              Value Proposition
     •     Oct 16:              Company Formation
     •     Nov 13:              Business Model
     •     Dec 4:                  Go-To-Market Strategy




                                                                                            2
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Introductions & Case Examples
     • Established
         – Google

     • Startup
         – Acquia
         – Demandware


     • Not for profit
         – One Laptop Per Child
         – Diagnostics For All (on the web)

                                                                                         3
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Agenda
     1. Finding a Disruptive Business Model
     2. Focusing on CORE differentiation
     3. Multiply and Leverage it with innovation
     4. Designing for high value


     Other side of the coin – GTM – next session
         - Eg Segmentation, Channels etc


                                                                                         4
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
                                                                                         5
         #innovationlab          @mjskok            #startupsecrets




     Business Model:
     How do you make money?

     What is your model for

         • Creating
         • Delivering
         • Harnessing


     VALUE?

                                                                                             5
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Tonight
     Let’s get creative and think specifically about
     startups!




                                                                                         6
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Business Model as a Disruptor
     • Why?
         – Time to market
         – Market adoption
         – Sustainability

     • Connecting the dots for you as a founder …
         –   Spend
         –   Cash efficiency
         –   Your ownership
         –   Valuation
                                                                                         7
Harvard innovation lab :   Michael J Skok :      Startup Secrets :   Business Model
Hi                                                                        www.mjskok.com
        #innovationlab          @mjskok               #startupsecrets




     Perfect Startup Storm

                                  Disruptive
                                Business Model



                          Disruptive               New Market
                          Technolog                  & GTM
                          y


                                                                                           8
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     How can your Business Model…
     • Change the game?
     • Rewrite the rules?                                               New Game

     • Cause an innovator’s dilemma                                     New playing field

                                                                        New boundaries

     • Be as disruptive                                                 New rules
       as your technology?
                                                                        YOU choose players




                                                                                            9
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Ex 1: Symantec - 20 years ago (!)

     Symantec Antivirus for Mac (SAM)
        Best seller – Licensed Product


     Norton Antivirus for PC (NAV)
        How to change the game
        Best seller – Subscription Service




                                                                                        10
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Results?
     • Dramatic!
     • Game changing
         – Flipped the model on it’s head
                • Competitors caught off guard
         – Predictable profitable business model
     • Led to solution leadership vs. battle: “Data
       Security”
         – Customer need met more effectively
         – More value extracted
         – 1.5x product / seat => 2.6x                                                   11
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Ex 2: European Software Publishing
     • Off balance sheet Publisher of US products
         – Investment in Management, Sales, Marketing, Support,
           Translation & Localization

     • Acquired back by US corp when profitable
         – Pooling of interest
         – Non dilutive
         – Growing earnings




                                                                                         12
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Results?
     • Win/win/win
         – Customers = better local product, support,
           services
         – Publishers = accelerated, off balance sheet setup
           of profitable business
         – Shareholders = 97X return on original investment

     • Non technology disruptive business model
         – Economies of scale
         – Pooling of interests (tax)
         – Time shifting expense => Accretive outcome
                                                                                         13
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     Sample Models
     •     Shared ownership (Zipcar)
     •     Flash sales (Vente Privee)
     •     Crowd sourcing (uTest)
     •     Lead Gen (Mint.com)
     •     Virtual goods/currencies (Tapjoy)

     • Combinations
            –   Acquia -OSS, SaaS
            –   AirBnB - Commission on P2P rentals
            –   Demandware - SaaS, success based rev share
            –   Groupon - broker, revshare
            –   Spotify -adbased, freemium

                                                                                            14
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     Business Model- Sample Questions
     •     Process or Product?
     •     Software or Services?
     •     Open or Proprietary?
     •     Content or Data?
     •     Freemium or Premium?
     •     Subscription or License?



                                                                                            15
Harvard innovation lab :   Michael J Skok :   Startup Secrets :     Business Model
Hi                                                                        www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     What is your CORE value?
     First key question

        Your
        Capabilities
        Of
                                               CORE                     Focus on it!
        Really
        Exceptional
        Value

                                                                                           16
Harvard innovation lab :   Michael J Skok :   Startup Secrets :     Business Model
Hi                                                                        www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Cut to the CORE!
     Where is your CORE value?
                •   Software/other technology
                •   Data
                •   Content
                •   Service, support                                    COR
                •   User network                                        E

     Disruptively monetize it!
         – To your competitive advantage
         – Where are others most vulnerable?

                                                                                           17
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Google – Ex 1 Apps
     • Google Apps vs. Microsoft office
         – What is the C.O.R.E for each ?
                • Software, Data, Advertising ?


     • Don’t compete head-on
         –   MS Office = enterprise market
         –   Google Apps = consumer market
         –   Free vs $500 license
         –   Simple vs Complicated
         –   80% solution vs Professional Tool

                                                                                         18
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




          Google - Competing with Market Leaders

     How can you compete with a market leader
     who has 80% to 90% market share?

     1. Don’t compete head-on
     2. Innovators Dilemma – go for low end
     3. Disruptive technology, business model, or
        market approach
     4. Examples: Gmail, Google Apps, Chrome

                                                                                         19
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Google – Ex 2 - Mobile
     • Apple vs. Google
         – What is the C.O.R.E for each ?
                • Hardware, Software, Content ?


     • Others in Ecosystem
         – Samsung, HTC


     • Alternative approaches
         – Amazon
                                                                                         20
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Android vs iPhone
     Who is winning?
     Why?
     Is technology the difference?
     Apple, Google, & Microsoft strategies
         – Always play to your strength
         – Apple Mac, Google Search, Microsoft Windows




                                                                                         21
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Android vs iPhone
     Disrupt the market leader
         – Apple disrupted carriers and manufacturers
                • Verizon, Sprint, Nokia, Motorola, RIM, Symbian
         – Android allowed them to fight back
     Disruptive business model
          – Android is free
          – Advertising business model
          – Search, Maps, Local, Wallet, YouTube


                                                                                         22
Harvard innovation lab :     Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                       www.mjskok.com
        #innovationlab             @mjskok           #startupsecrets




               Business Models Matter !

                                     Don Dodge
                                       Google
                                dondodge@google.com


                                                                                          23
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Creating Value




                                                                                        24
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Startup Secret: Co-creating Value
     • Be Open and Extensible (eg Software APIs)
         –   Enabling external multipliers to your value
         –   Building on yourself
         –   Eating your own cooking
         –   Being your own customer

     • Open Source
         – Leverage through community
         – Make the customer the product manager
                • Scratching their own itch


                                                                                         25
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Startup Secret: Co-creating Value
     • Be Open and Extensible (eg Software APIs)
         –   Enabling external multipliers to your value
         –   Building on yourself
         –   Eating your own cooking
         –   Being your own customer

     • Open Source
         – Leverage through community
         – Make the customer the product manager
                • Scratching their own itch


                                                                                         26
Dries Buytaert
Founder and project lead Drupal
 Co-founder and CTO Acquia

  http://buytaert.net :: @Dries
1 out of 50 websites in the world
10,000+ modules
300,000+ downloads/month
1.5M unique visitors/month
FREE
Open Source is not just a software license,
     it is also a development model




       1,000 people contributed to Drupal 7
Game Changing Business Models - V2! - with case examples - Competitive Advantage for Startups
Open Source

Collaboration

Community


 Innovation
Drupal and Open Source is a
                 catalyst for
-          “Creative destruction”
    Changes how we develop
                            “Creative Destruction”

    software
-   Changes how we build
    websites
-   Changes a multi-billion
    dollar industry
-   Open Source enables
    business model
    innovation                      Joseph Schumpeter
                                    Joseph Schumpenter,
-   Bonus: allows to do well,       Economist, 1883-1950

    and do good
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Delivering & Capturing Value




                                                                                        33
Harvard innovation lab :   Michael J Skok :                     Startup Secrets :   Business Model
Hi                                                                                       www.mjskok.com
        #innovationlab          @mjskok                              #startupsecrets




     Startup Secret: Multipliers & Levers
     Multiply and Leverage your CORE
     Multipliers:                                                     Levers:
     • Increase revenue                                               • Reduce time
     • Increase reach                                                 • Reduce costs
     • Increase coverage               Multipliers                    • Reduce resources


                                                            Levers



                                                     CORE



                                                                                                          34
Harvard innovation lab :   Michael J Skok :             Startup Secrets :     Business Model
 Hi                                                                                  www.mjskok.com
          #innovationlab          @mjskok                       #startupsecrets




      Drupal, Open Source
                    Multiplies AND Leverages CORE
•Multipliers:                                                             •Levers:
• Added functionality                                                     • Community
• Community reach                                                           development
                                                                          • Community marketing
                                        Multipliers




                                                             Levers



                                                      CORE


                                                                                                      35
Harvard innovation lab :   Michael J Skok :           Startup Secrets :          Business Model
Hi                                                                                    www.mjskok.com
         #innovationlab         @mjskok                    #startupsecrets




     Startup Secret: Multipliers & Levers
     Examples in Software
     Multiplier Examples:                                             Lever Examples:
     • Sales & Marketing                                              • Sales & Marketing
           – Tiered Pricing                                                    –   Web
           – Freemium                                                          –   Inside
           – Channel partners                                                  –   Inbound
     •   Product                                                               –   Viral
           – Slippery products *                                      •      Product, Support
                                      Multipliers



           – “Russian Doll”                                                    –   Offshoring
             Packaging *
                                                    CORE   Levers              –   Outsourcing
           – Technology stacks                                                 –   Crowdsourcing
                                                                               –   Co-creation *
                                                                               –   Technology stacks
     * Covered herein

                                                                                                       36
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Get Multipliers & Levers working together!



     • Strategies that enable Multipliers and Levers
       to work together around your CORE are the
       real winners




                                                                                         37
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Acquia

                  Mary Jefts, CFO

                  Fastest growing software company in the US




                                                                                        38
Acquia At A Glance
• Provider of cloud-based
  solutions/support for
  enterprises using the open
  source product, Drupal
• 2000+ customers
• 250+ employees
• 150% 4 year CAGR
• Global operations
• Highly predictable and
  repeatable model
• Land and expand strategy


                      PROPRIETARY AND CONFIDENTIAL - do not redistribute
Acquia Business Model

• Drupal is FREE

• It is also Open Source

• So how do you make money from FREE and Open IP?

 1. Create valuable products and services around the CORE of
    Drupal
 2. Use FOSS as multiplier and a lever in R&D, sales and
    marketing
Acquia products around Drupal CORE
                        Professional   Drupal
                        Services       Training


    Drupal        Enterprise Site Factory
    Gardens
    Acquia        Managed Deployments
    Cloud

    Acquia      Drupal Management Suite
    Network
              CONTENT      COMMUNITY   COMMERCE
Free and Open Source Software (FOSS)
• As a multiplier AND a lever
 - in R&D, sales and marketing

    Example Multipliers:                                  Example Levers:
    • Upsell value added                                  • Target installed base
      products & services                                 • Expand usage through
    • Cloud & SaaS                                          partners

                            Multipliers




                                                 Levers

                                          CORE
Harvard innovation lab :   Michael J Skok :             Startup Secrets :     Business Model
Hi                                                                                     www.mjskok.com
            #innovationlab          @mjskok                       #startupsecrets




     Strategic Partnership
     EG: “Whole Product” Strategic Partnership

     Multipliers:                                                               Levers:
     • Increase revenue                                                         • Reduce time to market
        through fuller                                  Services                • Reduced dev costs
        solution                         Multipliers   Application




                                                                  s
                                                                  Lever
     •     Increase reach                              CORE
                                                       Database
           through their sales
                                                        Storage
           force, channel etc.
     •     Credibility


                                       Integrate your CORE
                                    into their technology stack
                                                                                                          43
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     What makes a partner strategic?
     • Symbiotic multipliers & levers (win-win)
         + Product
         + Distribution
         + other


     • 1+1 > 2 in joint market leverage
         – Ousting competitors, driving share


     • Can create potential exit
                                                                                         44
Harvard innovation lab :   Michael J Skok :        Startup Secrets :   Business Model
Hi                                                                           www.mjskok.com
         #innovationlab          @mjskok                 #startupsecrets




     An ideal ideal (win-win)
     Strategic Partner Example

       What You Get                                 What They Get

      • Complete your                               • Competitive advantage
        “WHOLE Product”                             • Interested ARPU
           - Increase Value (LTV)
                                                    • Time to Market
      • Channels to reach YOUR
        target customer
           - Reduce Selling Cost
           (CAC)

      • Credibility
                                                                                              45
Harvard innovation lab :   Michael J Skok :   Startup Secrets :      Business Model
Hi                                                                          www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Devil in the Deal tails
     For example
     • Co-sell – who is incented?
     • Resell – who is supporting?
     • OEM – what is your upsell?


                                                                   Traps to Avoid!
                                                                   •    Co-dependent risk
                                                                   •    Dependence on
                                                                        other startups
                                                                                             46
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     One more thing…




                                                                                        47
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Designing for success…
     • Product feeds the business model…
         –   User experience
         –   Supportability
         –   Maintenance, updates (= lifecycle)
         –   Upgrades
         –   Upsells


     • Leads to 2 startup secrets
         – Russian Dolls & SLIPPERY products
                                                                                         48
Harvard innovation lab :   Michael J Skok :   Startup Secrets :    Business Model
Hi                                                                          www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     Friction Free, SLIPPERY products
     •     Simple
     •     Low to no initial cost
                                                                   Gain
     •     Installs easily
                                                                                Pain
     •     Proves value quickly
     •     Plays well with others
                                                               Think of how this improves
     •     Easy to use                                         the Gain/Pain Ratio in our
                                                                   Value Proposition
     •     ROI is obvious                                              Workshop

     •     Y customers can’t live without it
                                                                                             49
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
         #innovationlab         @mjskok            #startupsecrets




     What makes Drupal
     SLIPPERY?
     •   Simple: Update your site from the browser
     •   Low to no initial cost: free
     •   Installs easy: Windows/Mac installers + SaaS
     •   Proves value quickly: Distributions + Start using
         immediately
     •   Plays well with others: Lots of integrations with other
         platforms
     •   Easy to use: Web-based
     •   ROI is obvious: Better, faster, cheaper
     •   Your customers can’t live without: flexibility and                             50
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Startup Secret: Build a Russian Doll!
     • Multi purpose strategy
         –   Packaging
         –   Pricing
         –   Distribution
         –   And more …




                                                                                         51
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Incent




                                              Free

                                                                                        52
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Freemium …




                                       Limited
                                         Free

                                                                                        53
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     OEM Solution…




                                   Personal
                                    Limited
                                       Free

                                                                                        54
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Premium …



                                Workgroup
                                 Personal
                                   Limited
                                     Free

                                                                                        55
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Sales enabler …


                                Corporate
                                Workgroup
                                 Personal
                                   Limited
                                     Free

                                                                                        56
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Adoption …

                                Enterprise
                                Corporate
                                Workgroup
                                 Personal
                                   Limited
                                     Free

                                                                                        57
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Startup Secret: Russian Doll Packaging
     “Addiction before Adoption”

     Gives you, your partners &
     your customers:
     • Digestible starting point
     • Upsell Options
     • Channel Flexibility
                  … and more


                                                                                         58
Harvard innovation lab :   Michael J Skok :    Startup Secrets :   Business Model
Hi                                                                       www.mjskok.com
         #innovationlab          @mjskok             #startupsecrets




     Startup Secret: Russian Doll Packaging
     “Addiction before Adoption”

     Acquia example = increasing LTV
     “Land & Expand”


                                           Upsell
                                                                LTV
                             On-           / Cross
                                                     $400
                             board         Sell      $300
                                                     $200
            Acquire                                  $100
                                                       $0



                                                                                          59
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Putting it all together

                     Create, Deliver & Harness Value




                                                                                         60
Harvard innovation lab :   Michael J Skok :                   Startup Secrets :   Business Model
Hi                                                                                      www.mjskok.com
         #innovationlab          @mjskok                            #startupsecrets




     Basic Startup Model
     • Lifetime Value of Customer (LTV)
     • Cost of Acquiring Customer (CAC)


                                     LTV ~3x >
                                       CAC
                                      Multipliers




                                                           Levers

                                                    CORE




                                                                                                         62
Harvard innovation lab :      Michael J Skok :         Startup Secrets :   Business Model
Hi                                                                                www.mjskok.com
          #innovationlab             @mjskok                  #startupsecrets




     % of Revenue spent…
     • Example:
          – Phases of a software company


                                  Development           Target
     Gross Margin                                       80%
     R&D                          100%+                 15%
     Sales & Marketing                                  10%
     G&A                                                45%
     Profit (Loss)                -100%                 20%


                                                                                                   63
Target Business Model - Demandware



                         2010   Q4 2010   2011         Q4 2011                 Target

   Revenue               100%    100%     100%           100%                  100%


   Cost of Revenue       40%     36%      35%             28%                   30%


   Gross Margin          60%     64%      65%             72%                   70%


   R&D                   17%     14%      20%             15%                   12%


   Sales and Marketing   30%     27%      35%             30%                   25%


   G&A                   11%      9%      11%             11%                    8%

   Operating Income
                         3%      15%      (1)%            16%                   25%
   (Loss)




                                                 Copyright 2012 Demandware, Inc. – CONFIDENTIAL   |   65
Target Business Model: Acquia


                62%
          62%         61%
                51%         53%            L/T Model
                48%   53%           43%    based on
          48%
                29%
                      29%   44%
                      21%
                            21%
                            19%
                                     19%
                                   25%     profitable
                43%   50%          15%     subscription
          43%   65%   45%    45%    44%
                            44%    35%     based
          19%   19%
                14%   14%
                      11%    11%     11%
                            11%    10%     software
                                           company
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     What makes for a GREAT
     business model?
     •     Repeatable
     •     Scalable – with leverage
     •     Profitable / Sustainable
     •     Predictable
     •     Valuable



                                                                                            67
Highly Predictable and Repeatable Financial
Model

• Today:
 - 70% of all bookings are renewable subscriptions
 - 30% are consulting services (key differentiator)
 - 85%+ annual renewal rate for non-project work

• Long-term Model:
 - 80% renewable subscriptions
 - 20% consulting services
 - 90% annual renewal rate for non-project work
Overall Result: Disruptive Business Model
for Acquia’s Continued Growth
    New             Existing
  Customers        Customers


New Geographies     Cross-sell
                     Up-sell



 New Partners       New Sites



 New Verticals     New Products



 Potential M&A
Harvard innovation lab :       Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
        #innovationlab              @mjskok            #startupsecrets




     What makes you valuable?

             Many factors, but some play more of a
               role than others in your business
                            model…

                                (with thanks to Goldman Sachs)

                                                                                            70
Harvard innovation lab :    Michael J Skok :     Startup Secrets :   Business Model
 Hi                                                                        www.mjskok.com
         #innovationlab           @mjskok              #startupsecrets




Valuations – SaaS
2013 Revenue Multiples
                                              Median
                                               5.2x




                                 2012-2013 Revenue Growth


                                                                                            71
Harvard innovation lab :    Michael J Skok :     Startup Secrets :   Business Model
 Hi                                                                        www.mjskok.com
         #innovationlab           @mjskok              #startupsecrets




Valuations – SaaS
2013 Revenue Multiples
                                              Median
                                               5.2x




                                 2012-2013 Revenue Growth


                                                                                            72
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Valuations – SaaS




                                                                                        73
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Valuations – SaaS




                                                                                        74
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     An important refinement
     • Retention
     • Upsell




                                                                                         75
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Retention




                                                                                        76
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Upsell



                                                      14 x
                                                   leverage!




                                                                                        77
Harvard innovation lab :   Michael J Skok :                   Startup Secrets :   Business Model
Hi                                                                                      www.mjskok.com
         #innovationlab          @mjskok                            #startupsecrets




     Basic Startup Model
     • Lifetime Value of Customer (LTV)
     • Cost of Acquiring Customer (CAC)


                                     LTV ~3x >
                                       CAC
                                      Multipliers




                                                           Levers

                                                    CORE




                                                                                                         78
Harvard innovation lab :         Michael J Skok :                     Startup Secrets :   Business Model
Hi                                                                                              www.mjskok.com
         #innovationlab                    @mjskok                          #startupsecrets




     The Model Refined –
     Enabling Retention & Upsell
     • Lifecycle Value of Customer (LCV)
     • Cost of Acquiring & Re-Engaging Customer (CARC)

                                              Multipliers




                                                                   Levers

                                 Up-sell                    CORE            Re-Trial




                                                                                                                 79
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Re-engagement Costs
     • Must be included in CARC
     • Example:
         – Support
         – Customer Service
         – Professional Services




                                                                                         80
Harvard innovation lab :       Michael J Skok :                     Startup Secrets :   Business Model
Hi                                                                                            www.mjskok.com
         #innovationlab              @mjskok                              #startupsecrets




     Connecting it to Gain/Pain
     • They are two views of the same principle:
         – Customer view = Gain/Pain
         – Vendor view = LCV/CARC


                                            Multipliers




                                                                 Levers

                                 Up-sell                  CORE              Re-Trial




                                                                                                               81
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                     www.mjskok.com
        #innovationlab          @mjskok            #startupsecrets




     Build for a long lifetime…




                                                                                        82
Harvard innovation lab :         Michael J Skok :    Startup Secrets :   Business Model
Hi                                                                             www.mjskok.com
         #innovationlab                @mjskok             #startupsecrets




     A typical product lifecycle
     But it doesn’t have to be this way !




                   Long, costly (CAC), slow payback, EXTENDED lifetime value (LTV)

See          Try                 Buy                 Fly                                        Die
                                                                                                      83
Harvard innovation lab :         Michael J Skok :        Startup Secrets :    Business Model
Hi                                                                                  www.mjskok.com
         #innovationlab                @mjskok                 #startupsecrets




     Adding Retention and Upsell




                                                                    Extended
                                                          Up-sell
                                                                    Lifecycle Re-Trial




                   Long, costly (CAC), slow payback, EXTENDED lifetime value (LTV)

See          Try                 Buy                 Fly                                             Die
                                                                                                           84
Harvard innovation lab :         Michael J Skok :          Startup Secrets :     Business Model
 Hi                                                                                      www.mjskok.com
          #innovationlab                @mjskok                   #startupsecrets




      A disruptive & valuable lifecyle

                                                                                 Subscription
                                                           SaaS

                       On demand


       Self service                                                                Up-sell Extended
                                                                      Extended
                                                            Up-sell             Re-Trial
                                                                      Lifecycle            Lifecycle Re-Trial
Open source

Web
                                   short, low cost (CARC), quick payback, extended lifecycle value (LCV)

 See          Try                 Buy                 Fly                                                 Die
                                                                                                                85
Harvard innovation lab :         Michael J Skok :                     Startup Secrets :                 Business Model
Hi                                                                                                           www.mjskok.com
        #innovationlab                @mjskok                               #startupsecrets




     Applied to Software
                  1990+                                                                    2010+
             •    Installed by IT                                                    Web based
             •    Customized                                                         Self service
             •    Infrequent upgrades                                               On demand, SaaS
             •    Proprietary                                                       Open Source
             •    License                                                            Subscription

                                                                        Subscription
                                                   SaaS
                                On demand

                    Self service                           Extende                   Extende
                                                               d             Up-sell     d    Re-Trial
                                                   Up-sell
     …a fundamentally disruptive & more valuable
             Open
            source
                                                           Lifecycl
                                                               e
                                                                                     Lifecycl
                                                                                         e
        Web        business model      short, low cost (CAC), quick payback, EXTENDED lifetime value (LTV)

                                                                                                                              86
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




             Case example – Demandware
                   (NYSE:DWRE)
              See the full case example here
     http://www.mjskok.com/resources/business-model

Demandware is presented as an example of a company
  that leveraged it’s SaaS technology disruption with a
      fundamentally different business model to it’s
   competitors, creating innovation on demand for it’s
 customer and making partners out them with a shared
                      success model.
                                                                                         87
Demandware business model – simplified summary




   Create: Development plus LINK partnerships
    – Traditional R&D with leverage from LINK partners for whole
      product


   Deliver: SaaS
    – On Demand Commerce Innovation NOT Infrastructure


   Harness: % of GMV payment
    – Shared success with customers




                                                Copyright 2012 Demandware, Inc. – CONFIDENTIAL   |   88
Commerce Innovation. Not Infrastructure.

See the full case example here
http://www.mjskok.com/resources/business-model
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                      www.mjskok.com
         #innovationlab          @mjskok            #startupsecrets




     Summary
     • Disruptive Business Model – as significant as
       Technology
     • Focus on CORE differentiation
     • Multiply and Leverage it with innovation like:-
         – Co-Creation
         – Strategic Partners
         – Russian Doll Packaging
         – And Friction Free, SLIPPERY products
     • Design for high value using LCV & CARC
                                                                                         90
Harvard innovation lab :   Michael J Skok :   Startup Secrets :   Business Model
Hi                                                                         www.mjskok.com
            #innovationlab          @mjskok            #startupsecrets




     Startup Secrets - Series
     •     Sep 11:              Perfect Pitch
     •     Oct 11:              Value Proposition
     •     Oct 16:              Company Formation
     •     Nov 13:              Business Model
     •     Dec 4:                  Go-To-Market Strategy




                                                                                            91
Harvard innovation lab :       Michael J Skok :           Startup Secrets :   Business Model
 Hi
Hi    Harvard innovation lab
         #innovationlab              @mjskok                     #startupsecrets    www.mjskok.com




                           START UP
                           SECRETS
                             An insider’s guide to unfair competitive advantage




                                        Business Model




                                           MICHAEL J SKOK
                                         North Bridge Venture Partners

                                          twitter: @mjskok mjskok.com
                                                                                                     92

Contenu connexe

Tendances

Customer Success: The Power of One
Customer Success: The Power of OneCustomer Success: The Power of One
Customer Success: The Power of OneMichael Skok
 
Company Formation - Foundations for an Enduring Company - Competitive Advanta...
Company Formation - Foundations for an Enduring Company - Competitive Advanta...Company Formation - Foundations for an Enduring Company - Competitive Advanta...
Company Formation - Foundations for an Enduring Company - Competitive Advanta...Michael Skok
 
Mastering Mutual Mentorship
Mastering Mutual MentorshipMastering Mutual Mentorship
Mastering Mutual MentorshipMichael Skok
 
Startup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesStartup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesMichael Skok
 
Building a Compelling Value Proposition - Competitive Advantage for Startups
Building a Compelling Value Proposition - Competitive Advantage for StartupsBuilding a Compelling Value Proposition - Competitive Advantage for Startups
Building a Compelling Value Proposition - Competitive Advantage for StartupsMichael Skok
 
Startup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchStartup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchMichael Skok
 
Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Michael Skok
 
Startup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionStartup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionMichael Skok
 
Turning Products Into Companies
Turning Products Into CompaniesTurning Products Into Companies
Turning Products Into CompaniesMichael Skok
 
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopGetting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopMichael Skok
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Michael Skok
 
Startup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureStartup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureMichael Skok
 
Startup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentStartup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentMichael Skok
 
Go To Market – Case – Demandware Rebranding
Go To Market – Case – Demandware RebrandingGo To Market – Case – Demandware Rebranding
Go To Market – Case – Demandware RebrandingMichael Skok
 
Building a compelling value proposition
Building a compelling value propositionBuilding a compelling value proposition
Building a compelling value propositionMichael Skok
 
Funding Strategies to Go the Distance
Funding Strategies to Go the DistanceFunding Strategies to Go the Distance
Funding Strategies to Go the DistanceMichael Skok
 
What's Your Roadmap to Success?
What's Your Roadmap to Success?What's Your Roadmap to Success?
What's Your Roadmap to Success?Startup Secrets
 
Startup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceStartup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
 

Tendances (20)

Customer Success: The Power of One
Customer Success: The Power of OneCustomer Success: The Power of One
Customer Success: The Power of One
 
Company Formation - Foundations for an Enduring Company - Competitive Advanta...
Company Formation - Foundations for an Enduring Company - Competitive Advanta...Company Formation - Foundations for an Enduring Company - Competitive Advanta...
Company Formation - Foundations for an Enduring Company - Competitive Advanta...
 
Mastering Mutual Mentorship
Mastering Mutual MentorshipMastering Mutual Mentorship
Mastering Mutual Mentorship
 
Startup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesStartup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into Companies
 
Building a Compelling Value Proposition - Competitive Advantage for Startups
Building a Compelling Value Proposition - Competitive Advantage for StartupsBuilding a Compelling Value Proposition - Competitive Advantage for Startups
Building a Compelling Value Proposition - Competitive Advantage for Startups
 
Go to Market Strategies
Go to Market StrategiesGo to Market Strategies
Go to Market Strategies
 
Startup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchStartup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor Pitch
 
Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?
 
Startup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionStartup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value Proposition
 
Turning Products Into Companies
Turning Products Into CompaniesTurning Products Into Companies
Turning Products Into Companies
 
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopGetting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
 
How I Hire
How I HireHow I Hire
How I Hire
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
 
Startup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureStartup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, Culture
 
Startup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentStartup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ Talent
 
Go To Market – Case – Demandware Rebranding
Go To Market – Case – Demandware RebrandingGo To Market – Case – Demandware Rebranding
Go To Market – Case – Demandware Rebranding
 
Building a compelling value proposition
Building a compelling value propositionBuilding a compelling value proposition
Building a compelling value proposition
 
Funding Strategies to Go the Distance
Funding Strategies to Go the DistanceFunding Strategies to Go the Distance
Funding Strategies to Go the Distance
 
What's Your Roadmap to Success?
What's Your Roadmap to Success?What's Your Roadmap to Success?
What's Your Roadmap to Success?
 
Startup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceStartup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the Distance
 

En vedette

Strategies for Startup Success
Strategies for Startup SuccessStrategies for Startup Success
Strategies for Startup Successguest68465b
 
Small Business Start Up Success Kit Preview
Small Business Start Up Success Kit PreviewSmall Business Start Up Success Kit Preview
Small Business Start Up Success Kit PreviewDon Osborne
 
Eu Excel: European Virtual Accelerator
Eu Excel: European Virtual AcceleratorEu Excel: European Virtual Accelerator
Eu Excel: European Virtual AcceleratorStartup Europe
 
Business Model - system strategy flow chart with feedback loops for lean startup
Business Model - system strategy flow chart with feedback loops for lean startupBusiness Model - system strategy flow chart with feedback loops for lean startup
Business Model - system strategy flow chart with feedback loops for lean startupKelly Schwedland
 
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...Ismail Berkan
 
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...Rod King, Ph.D.
 
Updated: Crafting your Business Model
Updated:  Crafting your Business ModelUpdated:  Crafting your Business Model
Updated: Crafting your Business ModelMarty Kaszubowski
 
Startup Fuze - Business Model, Business Plan & Revenue Models
Startup Fuze - Business Model, Business Plan & Revenue ModelsStartup Fuze - Business Model, Business Plan & Revenue Models
Startup Fuze - Business Model, Business Plan & Revenue ModelsLuis Almanza
 
Build a Successful Startup! - Day Two
Build a Successful Startup! - Day TwoBuild a Successful Startup! - Day Two
Build a Successful Startup! - Day TwoAhmed Bastawy
 
Business Model Design, For a Competitive Startup
Business Model Design, For a Competitive StartupBusiness Model Design, For a Competitive Startup
Business Model Design, For a Competitive StartupMotaz Agamawi
 
Business Model Canvas
Business Model CanvasBusiness Model Canvas
Business Model CanvasTom Philip
 
Validating a Startup business model
Validating a Startup business modelValidating a Startup business model
Validating a Startup business modelBryan Starbuck
 
Business Model Innovation for New Growth
Business Model Innovation for New GrowthBusiness Model Innovation for New Growth
Business Model Innovation for New GrowthDr. Marc Sniukas
 
Business Model vs Lean Canvas
Business Model vs Lean CanvasBusiness Model vs Lean Canvas
Business Model vs Lean CanvasYakup Bayrak
 
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)Davender Gupta
 
Relevance of the business model for startup success
Relevance of the business model for startup successRelevance of the business model for startup success
Relevance of the business model for startup successChristian Schultz
 
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...Rod King, Ph.D.
 
Making Sense of Lean Startup Strategies
Making Sense of Lean Startup StrategiesMaking Sense of Lean Startup Strategies
Making Sense of Lean Startup StrategiesSathish Hariharan
 
Evidence-based Entrepreneurship by Steve Blank
Evidence-based Entrepreneurship by Steve BlankEvidence-based Entrepreneurship by Steve Blank
Evidence-based Entrepreneurship by Steve BlankLean Startup Co.
 
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsLEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsRod King, Ph.D.
 

En vedette (20)

Strategies for Startup Success
Strategies for Startup SuccessStrategies for Startup Success
Strategies for Startup Success
 
Small Business Start Up Success Kit Preview
Small Business Start Up Success Kit PreviewSmall Business Start Up Success Kit Preview
Small Business Start Up Success Kit Preview
 
Eu Excel: European Virtual Accelerator
Eu Excel: European Virtual AcceleratorEu Excel: European Virtual Accelerator
Eu Excel: European Virtual Accelerator
 
Business Model - system strategy flow chart with feedback loops for lean startup
Business Model - system strategy flow chart with feedback loops for lean startupBusiness Model - system strategy flow chart with feedback loops for lean startup
Business Model - system strategy flow chart with feedback loops for lean startup
 
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...
Sell First, Build Later with the Lean Startup: Fundamentals, Tools, Methods a...
 
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...
3-Act Business Model Storyboard for LEAN STARTUP PIVOTS: A Visual Template fo...
 
Updated: Crafting your Business Model
Updated:  Crafting your Business ModelUpdated:  Crafting your Business Model
Updated: Crafting your Business Model
 
Startup Fuze - Business Model, Business Plan & Revenue Models
Startup Fuze - Business Model, Business Plan & Revenue ModelsStartup Fuze - Business Model, Business Plan & Revenue Models
Startup Fuze - Business Model, Business Plan & Revenue Models
 
Build a Successful Startup! - Day Two
Build a Successful Startup! - Day TwoBuild a Successful Startup! - Day Two
Build a Successful Startup! - Day Two
 
Business Model Design, For a Competitive Startup
Business Model Design, For a Competitive StartupBusiness Model Design, For a Competitive Startup
Business Model Design, For a Competitive Startup
 
Business Model Canvas
Business Model CanvasBusiness Model Canvas
Business Model Canvas
 
Validating a Startup business model
Validating a Startup business modelValidating a Startup business model
Validating a Startup business model
 
Business Model Innovation for New Growth
Business Model Innovation for New GrowthBusiness Model Innovation for New Growth
Business Model Innovation for New Growth
 
Business Model vs Lean Canvas
Business Model vs Lean CanvasBusiness Model vs Lean Canvas
Business Model vs Lean Canvas
 
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
 
Relevance of the business model for startup success
Relevance of the business model for startup successRelevance of the business model for startup success
Relevance of the business model for startup success
 
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...
LEAN SIX SIGMA CANVAS: A Universal Problem Solving (UPS) Worksheet for Lean S...
 
Making Sense of Lean Startup Strategies
Making Sense of Lean Startup StrategiesMaking Sense of Lean Startup Strategies
Making Sense of Lean Startup Strategies
 
Evidence-based Entrepreneurship by Steve Blank
Evidence-based Entrepreneurship by Steve BlankEvidence-based Entrepreneurship by Steve Blank
Evidence-based Entrepreneurship by Steve Blank
 
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsLEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
 

Similaire à Game Changing Business Models - V2! - with case examples - Competitive Advantage for Startups

Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Business of Software Conference
 
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s Guide
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s GuideStartup Secrets: Wrap Up & Geoffrey Moore - An Insider’s Guide
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s GuideMichael Skok
 
Company Formation: Hiring
Company Formation: HiringCompany Formation: Hiring
Company Formation: HiringMichael Skok
 
Turning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksTurning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksMichael Skok
 
2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael SkokMichael Skok
 
Raising startup capital pitch hacks class at general assembly sf september ...
Raising startup capital   pitch hacks class at general assembly sf september ...Raising startup capital   pitch hacks class at general assembly sf september ...
Raising startup capital pitch hacks class at general assembly sf september ...VentureArchetypes LLC
 
Lean Startup: A Founder's Guide
Lean Startup: A Founder's GuideLean Startup: A Founder's Guide
Lean Startup: A Founder's GuideAbby Fichtner
 
Value Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllValue Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllMichael Skok
 
Startup world and their success
Startup world and their successStartup world and their success
Startup world and their successAshok Boddeda
 
Startup world and their success
Startup world and their successStartup world and their success
Startup world and their successAshok Boddeda
 
Innovation @ Atlassian
Innovation @ AtlassianInnovation @ Atlassian
Innovation @ AtlassianAtlassian
 
How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015Raomal Perera
 
AIPMM Webinar: How Ideas Become Products
AIPMM Webinar: How Ideas Become ProductsAIPMM Webinar: How Ideas Become Products
AIPMM Webinar: How Ideas Become ProductsAIPMM Administration
 
Scott N. Miller at Hardware Innovation Summit 2013
Scott N. Miller at Hardware Innovation Summit 2013Scott N. Miller at Hardware Innovation Summit 2013
Scott N. Miller at Hardware Innovation Summit 2013makezine
 
3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual MentorshipMichael Skok
 
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...University Economic Development Association
 

Similaire à Game Changing Business Models - V2! - with case examples - Competitive Advantage for Startups (20)

Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
 
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s Guide
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s GuideStartup Secrets: Wrap Up & Geoffrey Moore - An Insider’s Guide
Startup Secrets: Wrap Up & Geoffrey Moore - An Insider’s Guide
 
Company Formation: Hiring
Company Formation: HiringCompany Formation: Hiring
Company Formation: Hiring
 
Turning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksTurning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorks
 
2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok
 
Raising startup capital pitch hacks class at general assembly sf september ...
Raising startup capital   pitch hacks class at general assembly sf september ...Raising startup capital   pitch hacks class at general assembly sf september ...
Raising startup capital pitch hacks class at general assembly sf september ...
 
Lean Startup: A Founder's Guide
Lean Startup: A Founder's GuideLean Startup: A Founder's Guide
Lean Startup: A Founder's Guide
 
Innovation and Failure
Innovation and FailureInnovation and Failure
Innovation and Failure
 
Value Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllValue Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for All
 
Startup world and their success
Startup world and their successStartup world and their success
Startup world and their success
 
Startup world and their success
Startup world and their successStartup world and their success
Startup world and their success
 
Innovation @ Atlassian
Innovation @ AtlassianInnovation @ Atlassian
Innovation @ Atlassian
 
How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015
 
AIPMM Webinar: How Ideas Become Products
AIPMM Webinar: How Ideas Become ProductsAIPMM Webinar: How Ideas Become Products
AIPMM Webinar: How Ideas Become Products
 
Webinar: How Ideas Become Products
Webinar: How Ideas Become ProductsWebinar: How Ideas Become Products
Webinar: How Ideas Become Products
 
CCNY
CCNYCCNY
CCNY
 
Scott N. Miller at Hardware Innovation Summit 2013
Scott N. Miller at Hardware Innovation Summit 2013Scott N. Miller at Hardware Innovation Summit 2013
Scott N. Miller at Hardware Innovation Summit 2013
 
3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship
 
Make Great Products
Make Great ProductsMake Great Products
Make Great Products
 
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...
UEDA Summit 2012: Models for Student Entrepreneurship (Michalerya, Ochs & Jac...
 

Plus de Michael Skok

Startup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipStartup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipMichael Skok
 
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Michael Skok
 
Re-evaluating growth...
Re-evaluating growth...Re-evaluating growth...
Re-evaluating growth...Michael Skok
 
2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey ResultsMichael Skok
 
2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey resultsMichael Skok
 
Andy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesAndy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesMichael Skok
 
Value Proposition – Case – Disqus
Value Proposition – Case – DisqusValue Proposition – Case – Disqus
Value Proposition – Case – DisqusMichael Skok
 

Plus de Michael Skok (7)

Startup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipStartup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual Mentorship
 
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
 
Re-evaluating growth...
Re-evaluating growth...Re-evaluating growth...
Re-evaluating growth...
 
2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results
 
2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results
 
Andy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesAndy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web Services
 
Value Proposition – Case – Disqus
Value Proposition – Case – DisqusValue Proposition – Case – Disqus
Value Proposition – Case – Disqus
 

Dernier

Explore the UiPath Community and ways you can benefit on your journey to auto...
Explore the UiPath Community and ways you can benefit on your journey to auto...Explore the UiPath Community and ways you can benefit on your journey to auto...
Explore the UiPath Community and ways you can benefit on your journey to auto...DianaGray10
 
Automation Ops Series: Session 2 - Governance for UiPath projects
Automation Ops Series: Session 2 - Governance for UiPath projectsAutomation Ops Series: Session 2 - Governance for UiPath projects
Automation Ops Series: Session 2 - Governance for UiPath projectsDianaGray10
 
From the origin to the future of Open Source model and business
From the origin to the future of  Open Source model and businessFrom the origin to the future of  Open Source model and business
From the origin to the future of Open Source model and businessFrancesco Corti
 
The New Cloud World Order Is FinOps (Slideshow)
The New Cloud World Order Is FinOps (Slideshow)The New Cloud World Order Is FinOps (Slideshow)
The New Cloud World Order Is FinOps (Slideshow)codyslingerland1
 
AI Workshops at Computers In Libraries 2024
AI Workshops at Computers In Libraries 2024AI Workshops at Computers In Libraries 2024
AI Workshops at Computers In Libraries 2024Brian Pichman
 
.NET 8 ChatBot with Azure OpenAI Services.pptx
.NET 8 ChatBot with Azure OpenAI Services.pptx.NET 8 ChatBot with Azure OpenAI Services.pptx
.NET 8 ChatBot with Azure OpenAI Services.pptxHansamali Gamage
 
Patch notes explaining DISARM Version 1.4 update
Patch notes explaining DISARM Version 1.4 updatePatch notes explaining DISARM Version 1.4 update
Patch notes explaining DISARM Version 1.4 updateadam112203
 
EMEA What is ThousandEyes? Webinar
EMEA What is ThousandEyes? WebinarEMEA What is ThousandEyes? Webinar
EMEA What is ThousandEyes? WebinarThousandEyes
 
How to become a GDSC Lead GDSC MI AOE.pptx
How to become a GDSC Lead GDSC MI AOE.pptxHow to become a GDSC Lead GDSC MI AOE.pptx
How to become a GDSC Lead GDSC MI AOE.pptxKaustubhBhavsar6
 
Graphene Quantum Dots-Based Composites for Biomedical Applications
Graphene Quantum Dots-Based Composites for  Biomedical ApplicationsGraphene Quantum Dots-Based Composites for  Biomedical Applications
Graphene Quantum Dots-Based Composites for Biomedical Applicationsnooralam814309
 
3 Pitfalls Everyone Should Avoid with Cloud Data
3 Pitfalls Everyone Should Avoid with Cloud Data3 Pitfalls Everyone Should Avoid with Cloud Data
3 Pitfalls Everyone Should Avoid with Cloud DataEric D. Schabell
 
The Zero-ETL Approach: Enhancing Data Agility and Insight
The Zero-ETL Approach: Enhancing Data Agility and InsightThe Zero-ETL Approach: Enhancing Data Agility and Insight
The Zero-ETL Approach: Enhancing Data Agility and InsightSafe Software
 
UiPath Studio Web workshop series - Day 1
UiPath Studio Web workshop series  - Day 1UiPath Studio Web workshop series  - Day 1
UiPath Studio Web workshop series - Day 1DianaGray10
 
UiPath Studio Web workshop Series - Day 3
UiPath Studio Web workshop Series - Day 3UiPath Studio Web workshop Series - Day 3
UiPath Studio Web workshop Series - Day 3DianaGray10
 
Trailblazer Community - Flows Workshop (Session 2)
Trailblazer Community - Flows Workshop (Session 2)Trailblazer Community - Flows Workshop (Session 2)
Trailblazer Community - Flows Workshop (Session 2)Muhammad Tiham Siddiqui
 
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdf
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdfQ4 2023 Quarterly Investor Presentation - FINAL - v1.pdf
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdfTejal81
 
Scenario Library et REX Discover industry- and role- based scenarios
Scenario Library et REX Discover industry- and role- based scenariosScenario Library et REX Discover industry- and role- based scenarios
Scenario Library et REX Discover industry- and role- based scenariosErol GIRAUDY
 
20140402 - Smart house demo kit
20140402 - Smart house demo kit20140402 - Smart house demo kit
20140402 - Smart house demo kitJamie (Taka) Wang
 
IT Service Management (ITSM) Best Practices for Advanced Computing
IT Service Management (ITSM) Best Practices for Advanced ComputingIT Service Management (ITSM) Best Practices for Advanced Computing
IT Service Management (ITSM) Best Practices for Advanced ComputingMAGNIntelligence
 
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptx
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptxEmil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptx
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptxNeo4j
 

Dernier (20)

Explore the UiPath Community and ways you can benefit on your journey to auto...
Explore the UiPath Community and ways you can benefit on your journey to auto...Explore the UiPath Community and ways you can benefit on your journey to auto...
Explore the UiPath Community and ways you can benefit on your journey to auto...
 
Automation Ops Series: Session 2 - Governance for UiPath projects
Automation Ops Series: Session 2 - Governance for UiPath projectsAutomation Ops Series: Session 2 - Governance for UiPath projects
Automation Ops Series: Session 2 - Governance for UiPath projects
 
From the origin to the future of Open Source model and business
From the origin to the future of  Open Source model and businessFrom the origin to the future of  Open Source model and business
From the origin to the future of Open Source model and business
 
The New Cloud World Order Is FinOps (Slideshow)
The New Cloud World Order Is FinOps (Slideshow)The New Cloud World Order Is FinOps (Slideshow)
The New Cloud World Order Is FinOps (Slideshow)
 
AI Workshops at Computers In Libraries 2024
AI Workshops at Computers In Libraries 2024AI Workshops at Computers In Libraries 2024
AI Workshops at Computers In Libraries 2024
 
.NET 8 ChatBot with Azure OpenAI Services.pptx
.NET 8 ChatBot with Azure OpenAI Services.pptx.NET 8 ChatBot with Azure OpenAI Services.pptx
.NET 8 ChatBot with Azure OpenAI Services.pptx
 
Patch notes explaining DISARM Version 1.4 update
Patch notes explaining DISARM Version 1.4 updatePatch notes explaining DISARM Version 1.4 update
Patch notes explaining DISARM Version 1.4 update
 
EMEA What is ThousandEyes? Webinar
EMEA What is ThousandEyes? WebinarEMEA What is ThousandEyes? Webinar
EMEA What is ThousandEyes? Webinar
 
How to become a GDSC Lead GDSC MI AOE.pptx
How to become a GDSC Lead GDSC MI AOE.pptxHow to become a GDSC Lead GDSC MI AOE.pptx
How to become a GDSC Lead GDSC MI AOE.pptx
 
Graphene Quantum Dots-Based Composites for Biomedical Applications
Graphene Quantum Dots-Based Composites for  Biomedical ApplicationsGraphene Quantum Dots-Based Composites for  Biomedical Applications
Graphene Quantum Dots-Based Composites for Biomedical Applications
 
3 Pitfalls Everyone Should Avoid with Cloud Data
3 Pitfalls Everyone Should Avoid with Cloud Data3 Pitfalls Everyone Should Avoid with Cloud Data
3 Pitfalls Everyone Should Avoid with Cloud Data
 
The Zero-ETL Approach: Enhancing Data Agility and Insight
The Zero-ETL Approach: Enhancing Data Agility and InsightThe Zero-ETL Approach: Enhancing Data Agility and Insight
The Zero-ETL Approach: Enhancing Data Agility and Insight
 
UiPath Studio Web workshop series - Day 1
UiPath Studio Web workshop series  - Day 1UiPath Studio Web workshop series  - Day 1
UiPath Studio Web workshop series - Day 1
 
UiPath Studio Web workshop Series - Day 3
UiPath Studio Web workshop Series - Day 3UiPath Studio Web workshop Series - Day 3
UiPath Studio Web workshop Series - Day 3
 
Trailblazer Community - Flows Workshop (Session 2)
Trailblazer Community - Flows Workshop (Session 2)Trailblazer Community - Flows Workshop (Session 2)
Trailblazer Community - Flows Workshop (Session 2)
 
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdf
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdfQ4 2023 Quarterly Investor Presentation - FINAL - v1.pdf
Q4 2023 Quarterly Investor Presentation - FINAL - v1.pdf
 
Scenario Library et REX Discover industry- and role- based scenarios
Scenario Library et REX Discover industry- and role- based scenariosScenario Library et REX Discover industry- and role- based scenarios
Scenario Library et REX Discover industry- and role- based scenarios
 
20140402 - Smart house demo kit
20140402 - Smart house demo kit20140402 - Smart house demo kit
20140402 - Smart house demo kit
 
IT Service Management (ITSM) Best Practices for Advanced Computing
IT Service Management (ITSM) Best Practices for Advanced ComputingIT Service Management (ITSM) Best Practices for Advanced Computing
IT Service Management (ITSM) Best Practices for Advanced Computing
 
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptx
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptxEmil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptx
Emil Eifrem at GraphSummit Copenhagen 2024 - The Art of the Possible.pptx
 

Game Changing Business Models - V2! - with case examples - Competitive Advantage for Startups

  • 1. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi Hi Harvard innovation lab #innovationlab @mjskok #startupsecrets www.mjskok.com START UP SECRETS An insider’s guide to unfair competitive advantage Disruptive Business Models to build Value MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 1
  • 2. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secrets - Series • Sep 11: Perfect Pitch • Oct 11: Value Proposition • Oct 16: Company Formation • Nov 13: Business Model • Dec 4: Go-To-Market Strategy 2
  • 3. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Introductions & Case Examples • Established – Google • Startup – Acquia – Demandware • Not for profit – One Laptop Per Child – Diagnostics For All (on the web) 3
  • 4. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Agenda 1. Finding a Disruptive Business Model 2. Focusing on CORE differentiation 3. Multiply and Leverage it with innovation 4. Designing for high value Other side of the coin – GTM – next session - Eg Segmentation, Channels etc 4
  • 5. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com 5 #innovationlab @mjskok #startupsecrets Business Model: How do you make money? What is your model for • Creating • Delivering • Harnessing VALUE? 5
  • 6. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Tonight Let’s get creative and think specifically about startups! 6
  • 7. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Business Model as a Disruptor • Why? – Time to market – Market adoption – Sustainability • Connecting the dots for you as a founder … – Spend – Cash efficiency – Your ownership – Valuation 7
  • 8. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Perfect Startup Storm Disruptive Business Model Disruptive New Market Technolog & GTM y 8
  • 9. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets How can your Business Model… • Change the game? • Rewrite the rules? New Game • Cause an innovator’s dilemma New playing field New boundaries • Be as disruptive New rules as your technology? YOU choose players 9
  • 10. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Ex 1: Symantec - 20 years ago (!) Symantec Antivirus for Mac (SAM) Best seller – Licensed Product Norton Antivirus for PC (NAV) How to change the game Best seller – Subscription Service 10
  • 11. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Results? • Dramatic! • Game changing – Flipped the model on it’s head • Competitors caught off guard – Predictable profitable business model • Led to solution leadership vs. battle: “Data Security” – Customer need met more effectively – More value extracted – 1.5x product / seat => 2.6x 11
  • 12. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Ex 2: European Software Publishing • Off balance sheet Publisher of US products – Investment in Management, Sales, Marketing, Support, Translation & Localization • Acquired back by US corp when profitable – Pooling of interest – Non dilutive – Growing earnings 12
  • 13. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Results? • Win/win/win – Customers = better local product, support, services – Publishers = accelerated, off balance sheet setup of profitable business – Shareholders = 97X return on original investment • Non technology disruptive business model – Economies of scale – Pooling of interests (tax) – Time shifting expense => Accretive outcome 13
  • 14. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Sample Models • Shared ownership (Zipcar) • Flash sales (Vente Privee) • Crowd sourcing (uTest) • Lead Gen (Mint.com) • Virtual goods/currencies (Tapjoy) • Combinations – Acquia -OSS, SaaS – AirBnB - Commission on P2P rentals – Demandware - SaaS, success based rev share – Groupon - broker, revshare – Spotify -adbased, freemium 14
  • 15. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Business Model- Sample Questions • Process or Product? • Software or Services? • Open or Proprietary? • Content or Data? • Freemium or Premium? • Subscription or License? 15
  • 16. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets What is your CORE value? First key question Your Capabilities Of CORE Focus on it! Really Exceptional Value 16
  • 17. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Cut to the CORE! Where is your CORE value? • Software/other technology • Data • Content • Service, support COR • User network E Disruptively monetize it! – To your competitive advantage – Where are others most vulnerable? 17
  • 18. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Google – Ex 1 Apps • Google Apps vs. Microsoft office – What is the C.O.R.E for each ? • Software, Data, Advertising ? • Don’t compete head-on – MS Office = enterprise market – Google Apps = consumer market – Free vs $500 license – Simple vs Complicated – 80% solution vs Professional Tool 18
  • 19. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Google - Competing with Market Leaders How can you compete with a market leader who has 80% to 90% market share? 1. Don’t compete head-on 2. Innovators Dilemma – go for low end 3. Disruptive technology, business model, or market approach 4. Examples: Gmail, Google Apps, Chrome 19
  • 20. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Google – Ex 2 - Mobile • Apple vs. Google – What is the C.O.R.E for each ? • Hardware, Software, Content ? • Others in Ecosystem – Samsung, HTC • Alternative approaches – Amazon 20
  • 21. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Android vs iPhone Who is winning? Why? Is technology the difference? Apple, Google, & Microsoft strategies – Always play to your strength – Apple Mac, Google Search, Microsoft Windows 21
  • 22. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Android vs iPhone Disrupt the market leader – Apple disrupted carriers and manufacturers • Verizon, Sprint, Nokia, Motorola, RIM, Symbian – Android allowed them to fight back Disruptive business model – Android is free – Advertising business model – Search, Maps, Local, Wallet, YouTube 22
  • 23. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Business Models Matter ! Don Dodge Google dondodge@google.com 23
  • 24. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Creating Value 24
  • 25. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Co-creating Value • Be Open and Extensible (eg Software APIs) – Enabling external multipliers to your value – Building on yourself – Eating your own cooking – Being your own customer • Open Source – Leverage through community – Make the customer the product manager • Scratching their own itch 25
  • 26. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Co-creating Value • Be Open and Extensible (eg Software APIs) – Enabling external multipliers to your value – Building on yourself – Eating your own cooking – Being your own customer • Open Source – Leverage through community – Make the customer the product manager • Scratching their own itch 26
  • 27. Dries Buytaert Founder and project lead Drupal Co-founder and CTO Acquia http://buytaert.net :: @Dries
  • 28. 1 out of 50 websites in the world 10,000+ modules 300,000+ downloads/month 1.5M unique visitors/month FREE
  • 29. Open Source is not just a software license, it is also a development model 1,000 people contributed to Drupal 7
  • 32. Drupal and Open Source is a catalyst for - “Creative destruction” Changes how we develop “Creative Destruction” software - Changes how we build websites - Changes a multi-billion dollar industry - Open Source enables business model innovation Joseph Schumpeter Joseph Schumpenter, - Bonus: allows to do well, Economist, 1883-1950 and do good
  • 33. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Delivering & Capturing Value 33
  • 34. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Multipliers & Levers Multiply and Leverage your CORE Multipliers: Levers: • Increase revenue • Reduce time • Increase reach • Reduce costs • Increase coverage Multipliers • Reduce resources Levers CORE 34
  • 35. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Drupal, Open Source Multiplies AND Leverages CORE •Multipliers: •Levers: • Added functionality • Community • Community reach development • Community marketing Multipliers Levers CORE 35
  • 36. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Multipliers & Levers Examples in Software Multiplier Examples: Lever Examples: • Sales & Marketing • Sales & Marketing – Tiered Pricing – Web – Freemium – Inside – Channel partners – Inbound • Product – Viral – Slippery products * • Product, Support Multipliers – “Russian Doll” – Offshoring Packaging * CORE Levers – Outsourcing – Technology stacks – Crowdsourcing – Co-creation * – Technology stacks * Covered herein 36
  • 37. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Get Multipliers & Levers working together! • Strategies that enable Multipliers and Levers to work together around your CORE are the real winners 37
  • 38. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Acquia Mary Jefts, CFO Fastest growing software company in the US 38
  • 39. Acquia At A Glance • Provider of cloud-based solutions/support for enterprises using the open source product, Drupal • 2000+ customers • 250+ employees • 150% 4 year CAGR • Global operations • Highly predictable and repeatable model • Land and expand strategy PROPRIETARY AND CONFIDENTIAL - do not redistribute
  • 40. Acquia Business Model • Drupal is FREE • It is also Open Source • So how do you make money from FREE and Open IP? 1. Create valuable products and services around the CORE of Drupal 2. Use FOSS as multiplier and a lever in R&D, sales and marketing
  • 41. Acquia products around Drupal CORE Professional Drupal Services Training Drupal Enterprise Site Factory Gardens Acquia Managed Deployments Cloud Acquia Drupal Management Suite Network CONTENT COMMUNITY COMMERCE
  • 42. Free and Open Source Software (FOSS) • As a multiplier AND a lever - in R&D, sales and marketing Example Multipliers: Example Levers: • Upsell value added • Target installed base products & services • Expand usage through • Cloud & SaaS partners Multipliers Levers CORE
  • 43. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Strategic Partnership EG: “Whole Product” Strategic Partnership Multipliers: Levers: • Increase revenue • Reduce time to market through fuller Services • Reduced dev costs solution Multipliers Application s Lever • Increase reach CORE Database through their sales Storage force, channel etc. • Credibility Integrate your CORE into their technology stack 43
  • 44. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets What makes a partner strategic? • Symbiotic multipliers & levers (win-win) + Product + Distribution + other • 1+1 > 2 in joint market leverage – Ousting competitors, driving share • Can create potential exit 44
  • 45. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets An ideal ideal (win-win) Strategic Partner Example What You Get What They Get • Complete your • Competitive advantage “WHOLE Product” • Interested ARPU - Increase Value (LTV) • Time to Market • Channels to reach YOUR target customer - Reduce Selling Cost (CAC) • Credibility 45
  • 46. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Devil in the Deal tails For example • Co-sell – who is incented? • Resell – who is supporting? • OEM – what is your upsell? Traps to Avoid! • Co-dependent risk • Dependence on other startups 46
  • 47. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets One more thing… 47
  • 48. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Designing for success… • Product feeds the business model… – User experience – Supportability – Maintenance, updates (= lifecycle) – Upgrades – Upsells • Leads to 2 startup secrets – Russian Dolls & SLIPPERY products 48
  • 49. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Friction Free, SLIPPERY products • Simple • Low to no initial cost Gain • Installs easily Pain • Proves value quickly • Plays well with others Think of how this improves • Easy to use the Gain/Pain Ratio in our Value Proposition • ROI is obvious Workshop • Y customers can’t live without it 49
  • 50. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets What makes Drupal SLIPPERY? • Simple: Update your site from the browser • Low to no initial cost: free • Installs easy: Windows/Mac installers + SaaS • Proves value quickly: Distributions + Start using immediately • Plays well with others: Lots of integrations with other platforms • Easy to use: Web-based • ROI is obvious: Better, faster, cheaper • Your customers can’t live without: flexibility and 50
  • 51. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Build a Russian Doll! • Multi purpose strategy – Packaging – Pricing – Distribution – And more … 51
  • 52. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Incent Free 52
  • 53. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Freemium … Limited Free 53
  • 54. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets OEM Solution… Personal Limited Free 54
  • 55. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Premium … Workgroup Personal Limited Free 55
  • 56. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Sales enabler … Corporate Workgroup Personal Limited Free 56
  • 57. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Adoption … Enterprise Corporate Workgroup Personal Limited Free 57
  • 58. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Russian Doll Packaging “Addiction before Adoption” Gives you, your partners & your customers: • Digestible starting point • Upsell Options • Channel Flexibility … and more 58
  • 59. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secret: Russian Doll Packaging “Addiction before Adoption” Acquia example = increasing LTV “Land & Expand” Upsell LTV On- / Cross $400 board Sell $300 $200 Acquire $100 $0 59
  • 60. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Putting it all together Create, Deliver & Harness Value 60
  • 61. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Basic Startup Model • Lifetime Value of Customer (LTV) • Cost of Acquiring Customer (CAC) LTV ~3x > CAC Multipliers Levers CORE 62
  • 62. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets % of Revenue spent… • Example: – Phases of a software company Development Target Gross Margin 80% R&D 100%+ 15% Sales & Marketing 10% G&A 45% Profit (Loss) -100% 20% 63
  • 63. Target Business Model - Demandware 2010 Q4 2010 2011 Q4 2011 Target Revenue 100% 100% 100% 100% 100% Cost of Revenue 40% 36% 35% 28% 30% Gross Margin 60% 64% 65% 72% 70% R&D 17% 14% 20% 15% 12% Sales and Marketing 30% 27% 35% 30% 25% G&A 11% 9% 11% 11% 8% Operating Income 3% 15% (1)% 16% 25% (Loss) Copyright 2012 Demandware, Inc. – CONFIDENTIAL | 65
  • 64. Target Business Model: Acquia 62% 62% 61% 51% 53% L/T Model 48% 53% 43% based on 48% 29% 29% 44% 21% 21% 19% 19% 25% profitable 43% 50% 15% subscription 43% 65% 45% 45% 44% 44% 35% based 19% 19% 14% 14% 11% 11% 11% 11% 10% software company
  • 65. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets What makes for a GREAT business model? • Repeatable • Scalable – with leverage • Profitable / Sustainable • Predictable • Valuable 67
  • 66. Highly Predictable and Repeatable Financial Model • Today: - 70% of all bookings are renewable subscriptions - 30% are consulting services (key differentiator) - 85%+ annual renewal rate for non-project work • Long-term Model: - 80% renewable subscriptions - 20% consulting services - 90% annual renewal rate for non-project work
  • 67. Overall Result: Disruptive Business Model for Acquia’s Continued Growth New Existing Customers Customers New Geographies Cross-sell Up-sell New Partners New Sites New Verticals New Products Potential M&A
  • 68. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets What makes you valuable? Many factors, but some play more of a role than others in your business model… (with thanks to Goldman Sachs) 70
  • 69. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Valuations – SaaS 2013 Revenue Multiples Median 5.2x 2012-2013 Revenue Growth 71
  • 70. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Valuations – SaaS 2013 Revenue Multiples Median 5.2x 2012-2013 Revenue Growth 72
  • 71. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Valuations – SaaS 73
  • 72. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Valuations – SaaS 74
  • 73. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets An important refinement • Retention • Upsell 75
  • 74. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Retention 76
  • 75. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Upsell 14 x leverage! 77
  • 76. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Basic Startup Model • Lifetime Value of Customer (LTV) • Cost of Acquiring Customer (CAC) LTV ~3x > CAC Multipliers Levers CORE 78
  • 77. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets The Model Refined – Enabling Retention & Upsell • Lifecycle Value of Customer (LCV) • Cost of Acquiring & Re-Engaging Customer (CARC) Multipliers Levers Up-sell CORE Re-Trial 79
  • 78. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Re-engagement Costs • Must be included in CARC • Example: – Support – Customer Service – Professional Services 80
  • 79. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Connecting it to Gain/Pain • They are two views of the same principle: – Customer view = Gain/Pain – Vendor view = LCV/CARC Multipliers Levers Up-sell CORE Re-Trial 81
  • 80. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Build for a long lifetime… 82
  • 81. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets A typical product lifecycle But it doesn’t have to be this way ! Long, costly (CAC), slow payback, EXTENDED lifetime value (LTV) See Try Buy Fly Die 83
  • 82. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Adding Retention and Upsell Extended Up-sell Lifecycle Re-Trial Long, costly (CAC), slow payback, EXTENDED lifetime value (LTV) See Try Buy Fly Die 84
  • 83. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets A disruptive & valuable lifecyle Subscription SaaS On demand Self service Up-sell Extended Extended Up-sell Re-Trial Lifecycle Lifecycle Re-Trial Open source Web short, low cost (CARC), quick payback, extended lifecycle value (LCV) See Try Buy Fly Die 85
  • 84. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Applied to Software 1990+ 2010+ • Installed by IT  Web based • Customized  Self service • Infrequent upgrades  On demand, SaaS • Proprietary  Open Source • License  Subscription Subscription SaaS On demand Self service Extende Extende d Up-sell d Re-Trial Up-sell …a fundamentally disruptive & more valuable Open source Lifecycl e Lifecycl e Web business model short, low cost (CAC), quick payback, EXTENDED lifetime value (LTV) 86
  • 85. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Case example – Demandware (NYSE:DWRE) See the full case example here http://www.mjskok.com/resources/business-model Demandware is presented as an example of a company that leveraged it’s SaaS technology disruption with a fundamentally different business model to it’s competitors, creating innovation on demand for it’s customer and making partners out them with a shared success model. 87
  • 86. Demandware business model – simplified summary  Create: Development plus LINK partnerships – Traditional R&D with leverage from LINK partners for whole product  Deliver: SaaS – On Demand Commerce Innovation NOT Infrastructure  Harness: % of GMV payment – Shared success with customers Copyright 2012 Demandware, Inc. – CONFIDENTIAL | 88
  • 87. Commerce Innovation. Not Infrastructure. See the full case example here http://www.mjskok.com/resources/business-model
  • 88. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Summary • Disruptive Business Model – as significant as Technology • Focus on CORE differentiation • Multiply and Leverage it with innovation like:- – Co-Creation – Strategic Partners – Russian Doll Packaging – And Friction Free, SLIPPERY products • Design for high value using LCV & CARC 90
  • 89. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi www.mjskok.com #innovationlab @mjskok #startupsecrets Startup Secrets - Series • Sep 11: Perfect Pitch • Oct 11: Value Proposition • Oct 16: Company Formation • Nov 13: Business Model • Dec 4: Go-To-Market Strategy 91
  • 90. Harvard innovation lab : Michael J Skok : Startup Secrets : Business Model Hi Hi Harvard innovation lab #innovationlab @mjskok #startupsecrets www.mjskok.com START UP SECRETS An insider’s guide to unfair competitive advantage Business Model MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 92

Notes de l'éditeur

  1. Building communities is not simple Scratch your own itch
  2. Market share
  3. Market share
  4. Market share
  5. Strategies that enable Multipliers and Levers to work together around your CORE are the real winners
  6. Create valuable products and services around the CORE of Drupal
  7. But it has to be win/winOEM, relies on upsell
  8. Could you find a larger strategic partner who needed you to complete their “whole product” AND that had channels to reach your target customers AND that multiplied your go to market value and effectiveness?