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Group 24
Members
Chunlu ZHANG
Wei XU
Cheng TONG
Huguang ZHENG
A live streaming video platform focusing on preparing Chines...
Group 24 AirCampus
Different stages: from an idea to study abroad
How about study
overseas ?
Which school suits
me best ?
...
Group 24 AirCampus
Business Model Canvas
- Prospective
students
- Currently enrolled
students
- University
departments
- S...
Current
enrolled
students
Hosts Audiences
Prospective
students
Prospective
Chinese
students
- First-hand stories
- Tailore...
Group 24 AirCampus
Business Model Canvas
Audience:
- Prospective
Chinese students
who want to study
overseas
Host:
- Curre...
Hosts Audiences
Prospective
students
- First-hand stories
- Tailored info/services
- Life-style information
- Premium Serv...
Group 24 AirCampus
Business Model Canvas
Audience:
- Prospective
Chinese students
(18-28 yrs old) who
want to study in U.S...
Market Size
Target MKT
USD
48.48mmServed MKT
USD 83.75mm
Total MKT
USD 2.09bn
Total available market =
Service value of al...
Competitions
Group 24 AirCampus Lesson day 3
Group 24 AirCampus
Business Model Canvas
Audience:
- Prospective
Chinese students
(18-28 yrs old) who
want to study in U.S...
Distribution Channels
Group 24 AirCampus
Direct Sales: App Store
Joint Sales Language Learning
Centers (China)
Student Amb...
Customer Relationship
Keep
• Student ambassador
• Social media ads
• Language learning
schools
• Reward points
• Service u...
Lesson day 4
Revenue Distribution
Group 24 AirCampus
Current Students Prospective Students Parents
Student Ambassadors Lan...
Group 24 AirCampus
Business Model Canvas
Audience:
- Prospective
Chinese students
(18-28 yrs old) who
want to study in U.S...
Group 24 AirCampus
Key Activities, Resources, Partners
$$$
Investors
Human
Advisory board
IntellectualFinancial
Live strea...
Hypothesis Testing
Group 24 AirCampus
Experiments Pass if Results
Value
Propositions
- What information does prospective s...
Hypothesis Testing
Group 24 AirCampus
Hypothesis Experiments Results Iterates
Channel
Universities and language learning
c...
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
MVP(Minimum Viable Product)
Group 24 AirCampus Lesson day 5
What’s Next
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air_campus columbia

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Publié le

business model, business model canvas, columbia, customer development, lean launchpad, lean startup, steve blank

Publié dans : Formation
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air_campus columbia

  1. Group 24 Members Chunlu ZHANG Wei XU Cheng TONG Huguang ZHENG A live streaming video platform focusing on preparing Chinese students for overseas studies Interviews Parents Prospective students Current students Language Institutions Since last class 5 0 6 2 Total 15 43 53 4 Group 24
  2. Group 24 AirCampus Different stages: from an idea to study abroad How about study overseas ? Which school suits me best ? Need help on my applications! Pre-arrival guidance Can someone pick me up? Tips for fun! Mock interview for job hunting AirCampus provides solutions in various stages of students’ overseas studies
  3. Group 24 AirCampus Business Model Canvas - Prospective students - Currently enrolled students - University departments - Streaming video - Live channels management - Social media marketing Reasons - Asymmetric information Prospective students - Demand for comprehensive admission / course information Currently enrolled students - Network / extra money Key features - Low cost / interaction / flexibility - Prospective students - Currently enrolled students - Business partners - University departments - Students clubs - Fixed management costs (web server fee) - Variable costs - Enrollment / registration fee - Audience gifts - Advertisements - Hosts - Business partners - Software developers - Partnership with established education service company Partnership with universities - Web Day 1 Key Partners Key Activities Key Resources Channels Value PropositionsCustomer Relationship Customer Segments Cost Structure Revenue Streams Lesson day 1
  4. Current enrolled students Hosts Audiences Prospective students Prospective Chinese students - First-hand stories - Tailored info/services - Life-style information - Make friends - $$$ - Internet celebrity Customer Segmentation and Value Proposition Group 24 AirCampus Lesson day 1
  5. Group 24 AirCampus Business Model Canvas Audience: - Prospective Chinese students who want to study overseas Host: - Currently enrolled overseas students - Streaming video - One-to-one live distance service For audience - First-hand stories - Tailored info/services - Life-style information For host - $$$ - Internet celebrity Differentiation - Cheap - Flexible - Interactive - Prospective students - Currently enrolled students - Business partners - Educational institutions - Students clubs - Fixed costs (web server fee) - Variable costs (contract fee) - Enrollment fee; - Audience gifts - Premium service fee; - Advertisements - Highly qualified hosts - Business partners - Software developers - Partnership with established institutions - Social media - Referral system - Mobile app - Online web Day 2 Key Partners Key Activities Key Resources Channels Customer Relationship Customer Segments Cost Structure Revenue Streams Value Propositions Lesson day 2
  6. Hosts Audiences Prospective students - First-hand stories - Tailored info/services - Life-style information - Premium Service - Make friends - $$$ - Internet celebrity Customer Segmentation and Value Proposition Current enrolled students 1st and 2nd year students Prospective Chinese students Chinese Parents Group 24 AirCampus Lesson day 2
  7. Group 24 AirCampus Business Model Canvas Audience: - Prospective Chinese students (18-28 yrs old) who want to study in U.S - Parents Host: - Currently enrolled students (1st and 2nd year students) - Streaming video - One-to-one live distance service - Local service Audience - First-hand stories - Tailored info/services - Life-style information - Premium Service (academic advisory, pre-arrival service) Host - $$$ -Internet Celebrity - Prospective students - Currently enrolled students - Business partners - Educational institutions - Students clubs - Fixed costs (web server fee) - Variable costs (contract fee) -- Enrollment fee; - Audience gifts -- Premium service fee;; - Advertisements - Highly qualified hosts - Business partners - Software developers - Partnership with established institutions - Social media - Referral system - Mobile app - Online web Day 3 Day1 Day2 Day3 Key Partners Key Activities Key Resources Channels Customer Relationship Customer Segments Cost Structure Revenue Streams Value Propositions Lesson day 3
  8. Market Size Target MKT USD 48.48mmServed MKT USD 83.75mm Total MKT USD 2.09bn Total available market = Service value of all outbound Chinese students in 2016 Served available market = Service value of applicants who need third-party DIY services Target market = US Survey data - Total first year outbound Chinese students in 2016 = 320,548 - US% = 55% - Conversion rate = 10% - Tips = $4/session - Premium service revenue = $200/session Group 24 AirCampus 3yr CAGR = 13% Lesson day 3
  9. Competitions Group 24 AirCampus Lesson day 3
  10. Group 24 AirCampus Business Model Canvas Audience: - Prospective Chinese students (18-28 yrs old) who want to study in U.S - Parents Host: - Currently enrolled students (1st and 2nd year students) - Streaming video - One-to-one live service - Local service Audience: - First-hand stories - Tailored info/services - Life-style information - Premium Service (academic advisory, pre-arrival service) Host: - $$$ -Internet Celebrity - Admission team/Student affairs - Student ambassadors - Language Institutions - Students clubs - Fixed costs (web server fee) - Variable costs (contract fee) - Enrollment fee; - Tips - Premium service fee - Highly qualified hosts - Business partners - Software developers - Get: admission teams, student ambassador, language institutions, social media - Keep: reward points, service update - Grow: referral system, ecosystem - App store Day 4 Key Partners Key Activities Key Resources Channels Customer Relationship Customer Segments Cost Structure Revenue Streams Value Propositions Lesson day 4 Day1 Day2 Day3 Day4
  11. Distribution Channels Group 24 AirCampus Direct Sales: App Store Joint Sales Language Learning Centers (China) Student Ambassador WeChat Official Accounts, blog, etc Lesson day 4
  12. Customer Relationship Keep • Student ambassador • Social media ads • Language learning schools • Reward points • Service updates • Referral system • Ecosystem Group 24 AirCampus Lesson day 4
  13. Lesson day 4 Revenue Distribution Group 24 AirCampus Current Students Prospective Students Parents Student Ambassadors Language Learning Centers Information flow Revenue flow Cost flow WebSalaries R&D Customer Acquisition Profits Revenue ~$200Salaries ~$70
  14. Group 24 AirCampus Business Model Canvas Audience: - Prospective Chinese students (18-28 yrs old) who want to study in U.S - Parents Host: - Currently enrolled students (1st and 2nd year students) Audience: - First-hand stories - Tailored info/services - Life-style information - Premium Service (academic advisory, pre-arrival service) Host: - $$$ -Internet Celebrity - Admission team/Student affairs - Student ambassadors - Language Institutions - Students clubs - Fixed costs (web server fee) - Variable costs (contract fee) - Enrollment fee; - Tips - Premium service fee; - Referral fee - Human resources - Financial resources - Intellectual resources (live streaming tech.) - Get: admission teams, student ambassador, language institutions, social media - Keep: reward points, service update - Grow: referral system, ecosystem - App store - Joint sales Day 5 - Financing - Get hosts & users - Streaming video - One-to-one live service - Local service Key Partners Key Activities Key Resources Channels Customer Relationship Customer Segments Cost Structure Revenue Streams Value Propositions Lesson day 5 Day1 Day2 Day3 Day4 Day5
  15. Group 24 AirCampus Key Activities, Resources, Partners $$$ Investors Human Advisory board IntellectualFinancial Live streaming Get users Partners Resources Activities Get hosts Student Ambassadors Live stream technologyFamilies/friends Angel investors Host with diverse experiences Education experts Software developers Language learning centers Lesson day 5
  16. Hypothesis Testing Group 24 AirCampus Experiments Pass if Results Value Propositions - What information does prospective students need and how it is being solved? Are we able to provide satisfying results in a better way? Are we able to deliver high quality services? Can we tailor different needs? Is there room for new product launch? - Does it fit into the hosting mentality of the current students? Does the two-sided customer match? Comprehensive and tailored information/ service can be facilitated; the interactive, low-cost, and fun experience exceed their expectations - Current students seek for pay and fun. - Prospective students seek for information. Customer Segments - Ask prospective students about their willingness to pay and service needs. - Ask current students about their willingness to participate and expected compensations. The platform successfully matches information hunters and content providers - Current students will participate if time and pay are acceptable. - Prospective students will pay if the quality is good Lesson day 5
  17. Hypothesis Testing Group 24 AirCampus Hypothesis Experiments Results Iterates Channel Universities and language learning centers are willing to partner with us for a win-win business relationship. Talk to the admission team/student affair offices in US universities and language learning centers based in China. Distributing via universities may diminish the value of real-life broadcasting; Smaller language learning centers based in tier 3/4 cities in China show stronger interests. Continue with a focus on relatively smaller businesses. “Get” Strategy Our student representatives at different universities are able to connect to university offices/ student societies to acquire customers? Talk to the admission team/ student affair office/student societies in both Chinese project 211/985 universities and US universities. Show interests but concerned that the contents of broadcasting may damage school’s reputation. Abandon “get” strategy from universities Revenue Model Prospective students have strong interests in our free broadcasting services (~USD 4 audience gifts/user/session). 10% premium service conversion rate (~USD 200 service fee/user/session). Talk to both prospective students and currently enrolled students, and ask for their expected prices. 43 prospective students interviewed; 53 enrolled students interviewed Hypothesis passes test. Continue interviews with more diverse universities to mitigate sample bias. Lesson day 5
  18. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  19. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  20. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  21. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  22. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  23. Group 24 AirCampus Lesson day 5 MVP(Minimum Viable Product)
  24. Group 24 AirCampus Lesson day 5 What’s Next

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