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ADE//Design Your Business

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You can design your business. Key-note at Amsterdam Dance Event 2015 Amsterdam. New Tools, Skills and Mindset.

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ADE//Design Your Business

  1. 1. DESIGN YOUR BUSINESS REMIX YOUR BUSINESS! PATRICK VAN DER PIJL// AMSTERDAM, OCTOBER 16TH 2015
  2. 2. THREE KINDS OF FIT PRODUCT SOLUTION FIT HOME MARKET SOLUTION FIT @ THE EV ENT BUSINESS MODEL FIT BE TH E E VE NT
  3. 3. YOU CAN DESIGN BUSINESS
  4. 4. NEW TOOLS " NEW SKILLS NEW MINDSET
  5. 5. STUFF THAT " DOESN’T WORK
  6. 6. STUFF THAT " DOES WORK
  7. 7. INTRODUCTION
  8. 8. WE WANTED TO DISRUPT THE PUBLISHING INDUSTRY
  9. 9. USD 24
  10. 10. USD 36
  11. 11. USD 54
  12. 12. USD 81
  13. 13. USD 243
  14. 14. OVER 1 MILION SOLD 30 TRANSLATIONS
  15. 15. MOST ADDED VALUE IN VALUE PROPOSITION DESIGN
  16. 16. PUBLISHED IN OCTOBER
  17. 17. WHY IS BUSINESS MODELING SO POPULAR?
  18. 18. DISRUPT BEFORE WE ARE DISRUPTED
  19. 19. UNFORESEEN TURBULANCE IS A CONSTANT FEATURE IN OUR WORLD Source:  Moments  of  Impact  
  20. 20. VUCA WORLD: VOLATILITY, UNCERTAINTY, COMPLEXITY, AND AMBIGUITY Source:  Moments  of  Impact  
  21. 21. Source:  Moments  of  Impact   LIKE AN AMUSEMENT PARK: FULL OF THRILLING RIDES. NOT ALL OF THEM ARE FUN…
  22. 22. THE WORLD HAS CHANGED
  23. 23. IN PUBLISHING
  24. 24. IN TRAVELING
  25. 25. IN PRODUCTION
  26. 26. FROM THIS…
  27. 27. TO TECHSHOP.
  28. 28. IN PUBLIC TRANSPORT
  29. 29. FROM THIS…
  30. 30. TO UBER.
  31. 31. IN OWNERSHIP
  32. 32. FROM THIS…
  33. 33. TO BMW DRIVENOW.
  34. 34. IN RETAIL
  35. 35. FROM THIS…
  36. 36. TO AMAZON…
  37. 37. IN MUSIC
  38. 38. FROM THIS…
  39. 39. TO STREAMING
  40. 40. THE RULES OF BUSINESS HAVE CHANGED.
  41. 41. ONE SINGLE QUESTION
  42. 42. WHERE IS VALUE CREATED?
  43. 43. NEW TOOLS " NEW SKILLS NEW MINDSET
  44. 44. THE BUSINESS MODEL CANVAS
  45. 45. A BUSINESS MODEL DESCRIBES THE RATIONALE OF HOW AN ORGANIZATION CREATES, DELIVERS AND CAPTURES VALUE.
  46. 46. CUSTOMER SEGMENTS 1
  47. 47. VALUE PROPOSITION 2
  48. 48. CHANNELS 3
  49. 49. CUSTOMER RELATIONSHIPS 4
  50. 50. REVENUE STREAMS 5
  51. 51. KEY RESOURCES 6
  52. 52. KEY ACTIVITIES 7
  53. 53. KEY PARTNERS 8
  54. 54. COST STRUCTURE 9
  55. 55. CUSTOMER SEGMENTSKEY PARTNERS COST STRUCTURE REVENUE STREAMSCHANNELS CUSTOMER RELATIONSHIPS KEY RESOURCES VALUE PROPOSITIONSKEY ACTIVITIES
  56. 56. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Canvas
  57. 57. “WE’RE GOING TO PROVIDE MUSIC TO EVERYONE (ANY TIME, ANY PLACE) IN A LEGAL WAY”
  58. 58. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Spotify (Free)   streaming   music   Pla9orm   developm.  &   maintenance   Licensing   agreements   So?ware  and   network   engineers   Rightholders   (labels  and   publishers)   AdverFsers   Internet  +  PC   Free   SubscripFon   fees   Ad  fees  RoyalFes  to   rightholders   Salaries   Bandwith   cost   Automated   online   relaFonship   Global  music   fans   AdverFsing   Pla9orm  and   brand   Bandwith   costs  
  59. 59. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Spotify (Free)   streaming   music   Pla9orm   developm.  &   maintenance   Licensing   agreements   So?ware  and   network   engineers   Rightholders   (labels  and   publishers)   AdverFsers   Internet  +  PC   Ad  fees   SubscripFon   fees   Daypass  RoyalFes  to   rightholders   Salaries   Bandwith   costs   Automated   online   relaFonship   Global  music   fans   AdverFsing   Pla9orm  and   brand   Free   “Free  drives   paid”   Streaming   services   Access  to   music   RoyalFes   A  legal  way   Two  parFes   One  funding   the  other  
  60. 60. STEVE BLANK
  61. 61. Do we solve a true pain of a customer? PROPOSITION
  62. 62. THREE KINDS OF FIT PRODUCT SOLUTION FIT HOME MARKET SOLUTION FIT @ THE EV ENT BUSINESS MODEL FIT BE TH E E VE NT
  63. 63. IDEAS ARE FREE
  64. 64. WHAT PROBLEM DO YOU SOLVE?
  65. 65. SHOW ME THE MONEY!
  66. 66. Build serious business, man! SCALE
  67. 67. THREE KINDS OF FIT PRODUCT SOLUTION FIT HOME MARKET SOLUTION FIT @ THE EV ENT BUSINESS MODEL FIT BE TH E E VE NT
  68. 68. FROM THIS…
  69. 69. TO THIS!
  70. 70. Let’s go! THE BUSINESS MODEL
  71. 71. THREE KINDS OF FIT PRODUCT SOLUTION FIT HOME MARKET SOLUTION FIT @ THE EV ENT BUSINESS MODEL FIT BE TH E E VE NT
  72. 72. WHAT’S YOUR VISION?
  73. 73. CUSTOMER SEGMENTSKEY PARTNERS COST STRUCTURE REVENUE STREAMSCHANNELS CUSTOMER RELATIONSHIPS KEY RESOURCES VALUE PROPOSITIONSKEY ACTIVITIES
  74. 74. QUESTION How do start-ups use the business model canvas and value proposition canvas?
  75. 75. A START-UP
  76. 76. ONETAB AUSTRALIA
  77. 77. MEET SCOTT
  78. 78. NEVER WON A FIGHT…
  79. 79. THEIR IDEA WAS…
  80. 80. TO MAKE SERIOUS MONEY
  81. 81. WITH AN APP
  82. 82. WATCH OUT FOR PIVOTS
  83. 83. AN IDEA" HAS ZERO VALUE
  84. 84. WHY?
  85. 85. BECAUSE HE " HAD A BIG PAIN
  86. 86. YOU HAVE DRINKS WITH YOUR FRIENDS
  87. 87. AND WHEN YOU ARE DONE…
  88. 88. YOU WANT TO LEAVE
  89. 89. BUT THE PUB STARTED FILLING UP…
  90. 90. SO THIS WAS HIS IDEA
  91. 91. PAY AT THE BAR WITH AN APP
  92. 92. SO WHERE TO START?
  93. 93. QUESTION Where would you start? What would be your next step?
  94. 94. WHO IS MY CUSTOMER?
  95. 95. WHAT IS " HIS/HER PAIN?
  96. 96. VALUE PROPOSITION CANVAS DRINKER GAINS PAINS JOB? WAITING IN LINE AT THE BAR LOSE YOUR CREDIT CARD PAY YOUR BILL WHEN YOU WANT SMOOTH AND EASY TRANSPORT
  97. 97. DISCOVER " YOUR CUSTOMER
  98. 98. EXACTLY!
  99. 99. THEY VISITED " 40 PUBS
  100. 100. AND FOUND THE" TOP 4 PAINS
  101. 101. 1. BAD SERVICE" 2. BILL SETTLEMENT" 3. CARD LOST" 4. TRANSPORT
  102. 102. SO WHAT " IS NEXT?
  103. 103. BACK TO OUR SKETCH VALUE PROPOSITION DESIGNER DRINKER GAINS PAINSPAINS KILLERS GAIN CREATORS JOB? PRODUCTS&SERVICES WAITING IN LINE AT THE BAR LOSE YOUR CREDIT CARD PAY YOUR BILL WHEN YOU WANT SMOOTH AND EASY TRANSPORT COOL APP NO MORE WAITING LINES PRE PAID BY CARD YOU COME AND YOU GO! FASTER SERVICES
  104. 104. WATCH OUT!
  105. 105. `   FEATURITIS!
  106. 106. " YOU NEED TO FIND" THE MINIMUM VIABLE PRODUCT
  107. 107. SO WHAT " IS NEXT?
  108. 108. IT IS NOT ABOUT" THE PRODUCT
  109. 109. IT IS NOT ABOUT" THE SERVICE
  110. 110. " IT IS ABOUT THE BUSINESS MODEL, STUPID!
  111. 111. QUESTION What would the business model options look like for Onetab? Think about 3 different business model options for Onetab.
  112. 112. WHAT DOES THE" #1st BUSINESS MODEL" LOOK LIKE?
  113. 113. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Onetab #1 Develop  &   maintain  app   Drinkers   App  stores   App   download   fees   People   App   developm.   Social  media   Really  cool   app  for   buying   drinks   Dev  Team  
  114. 114. WHAT IS OUR" KEY ASSUMPTION HERE?
  115. 115. DRINKERS WANT" TO PAY 99c FOR AN APP TO BUY BEERS
  116. 116. WHAT THEY LEARNED…
  117. 117. CREDITCARD   HANDLING  IS  A  PAIN   IN  THE  ASS!  
  118. 118. THEY MAKE LIFE EASIER FOR BOTH
  119. 119. WHAT DOES IT" LOOK LIKE?
  120. 120. GAINS PAINS JOB? CASH IN MY BAR CREDIT CARDS ARE FORGOTTEN CREATE A NICE EXPERIENCE FOR DRINKERS SPEED UP ORDER PROCESS MORE SALES UNPAID TABS ATM IN THE PUB VALUE PROPOSITION CANVAS VENUES
  121. 121. WE NEED TO DESIGN" A VALUE PROPOSITION FOR VENUES TOO
  122. 122. BACK TO OUR SKETCH VALUE PROPOSITION DESIGNER VENUES GAINS PAINSPAINS KILLERS GAIN CREATORS JOB? PRODUCTS&SERVICES COOL APP NEW PAYMENT METHOD NO MORE CREDIT CARDS MORE CUSTOMERS INCREASE PRODUCTIVITY MORE PAYMENT OPTIONS CASH IN MY BAR CREDIT CARDS ARE FORGOTTEN CREATE A NICE EXPERIENCE FOR DRINKERS SPEED UP ORDER PROCESS MORE SALES UNPAID TABS ATM IN THE PUB NO RECONCILIATION OF TILLS NO TEMPTATION INTEGRATED WITH POS BEST SUPPORT
  123. 123. WHAT DOES THE" NEXT BUSINESS MODEL" LOOK LIKE?
  124. 124. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Onetab #2 Develop   customer   base   Drinkers   App  stores   Pay  per  use  People   App   developm.   Social  Media   Keep  the  night   moving,  no   worries  about   paying   Marketeers   &  Dev  Team   ONE  TAB  APP   Faster  order   process  &   more  sales   Staff   Free  App  store   fees   POS  so?ware   provider  (H&L   Australia)   Develop  &   maintain  app  
  125. 125. BUT WHAT ABOUT DISTRIBUTION?
  126. 126. © www.businessmodelgeneration.com Key partners Key activities Value proposition Customer relationship Customer segments Key resources Cost structure Revenue streams Channels Business Model Onetab #3 Develop   customer   base   Drinkers   App  stores   Pay  per  use  People   App   developm.   Social  Media   Keep  the  night   moving,  no   worries  about   paying   Marketeers   &  Dev  Team   ONE  TAB  APP   Faster  order   process  &   more  sales   Staff   TransacFon   Margin   App  store   fees   POS  so?ware   provider  (H&L   Australia)   Develop  &   maintain  app   Free   POS  so?ware   provider  (H&L   Australia)  
  127. 127. WHAT DOES THEIR" NEXT BEST MODEL" LOOK LIKE?
  128. 128. POWER OF DATA. “IN GOD WE TRUST. FOR EVERYTHING" ELSE THERE’S DATA.”
  129. 129. `   SECURED INVESTMENT
  130. 130. `   CELEBRATION!
  131. 131. TO SUMMARIZE
  132. 132. FIND" REAL PAIN
  133. 133. SOLVE PROBLEMS" FOR MANY
  134. 134. GET YOUR BUSINESS MODEL RIGHT!
  135. 135. THREE KINDS OF FIT PRODUCT SOLUTION FIT HOME MARKET SOLUTION FIT @ THE EV ENT BUSINESS MODEL FIT BE TH E E VE NT
  136. 136. PATRICK VAN DER PIJL CEO Business Models Inc. Producer Business Model Generation Patrick helps corporates and start-ups to design better business. He has worked with more than 300 companies on business model innovation. patrick@businessmodelsinc.com
  137. 137. Thank you! Business Models Inc. USA, Europe, Asia Pacific MediArena 11, 1099 CZ Amsterdam THE NETHERLANDS

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