1. 1

2. Powerblocks
=
LEGOs
+
ligh6ng
• Modular
ligh6ng
Ligh6ng
head(s)
– Build
your
own
/
customize
– Change
/
reconfigure
at
will
• Authen6c
to
Max
Neck
pieces
– Home
lacks
great
ligh6ng
– Moving
a
lot
– Like
building
stuff
Base(s)
2

3. The
Blockheads
Max
Ben
Nick
Ale
3

4. Version
1
-­‐-­‐
1/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design 1. High-end
Marketing Modular Acquisition /
Retention (wealthy)
Cust. lighting/power:
Self-Service home owners
Outsourced: Experience
mfg, Customization
2. Office build-
fulfillment, Flexibility
outs
support Key
Resources
Re-usability Channels
Convenience
3. Low-end
Distributors: Smart-home
(IKEA mkt),
Int. Designer Design IP integration
Wholesale to dorm students
Retailers Brand Price
Interior
Int. designers designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
4

5. Version
1
-­‐-­‐
1/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design 1. High-end
Marketing Modular Acquisition /
Retention (wealthy)
Cust. lighting/power:
Self-Service home owners
Outsourced: Experience
mfg, Customization
2. Office build-
fulfillment, Flexibility
outs
support Key
Resources
Re-usability Channels
Convenience
3. Low-end
Distributors: Smart-home
(IKEA mkt),
Int. Designer Design IP integration
Wholesale to dorm students
Retailers Brand Price
Interior
Int. designers designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
5

6. Sneaking
Into
Dorms
6

7. Version
1
-­‐-­‐
1/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design 1. High-end
Marketing Modular Acquisition /
Retention (wealthy)
Cust. lighting/power:
Self-Service home owners
Outsourced: Experience
mfg, Customization
2. Office build-
fulfillment, Flexibility
outs
support Key
Resources
Re-usability Channels
Convenience
3. Low-end
Distributors: Smart-home
(IKEA mkt),
Int. Designer Design IP integration
Wholesale to dorm students
Retailers Brand Price
Interior
Int. designers designers 4. Mid-range
home owners
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
7

8. Version
2
-­‐-­‐
1/18
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention 1. Mid-range
Outsourced: Experience Self-Service home owners
mfg, Customization
fulfillment, Flexibility
support Key
Resources
Channels
2. Office
Distributors: build-outs
Int. Designer Design IP Wholesale to
Retailers Brand Interior
Int. designers designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
8

9. HiZng
the
Phones
9

10. Version
2
-­‐-­‐
1/18
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention 1. Mid-range
Outsourced: Experience Self-Service
Customization home
mfg, owners
fulfillment, Flexibility
support Key
Resources
Channels
2. Office
Distributors: build-outs
Int. Designer Design IP Wholesale to
Retailers Brand Interior
Int. designers designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
10

11. Version
2
-­‐-­‐
1/18
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention 1. Mid-range
Outsourced: Experience Self-Service
Customization home
mfg, owners
fulfillment, Flexibility
support Key
Resources
Channels
2. Office
Distributors: build-outs
Int. Designer Design IP Wholesale to
Retailers Brand Interior
Int. designers designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
11

12. Version
2
-­‐-­‐
1/18
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention 1. Mid-range
Outsourced: Experience Self-Service
Customization home
mfg, owners
fulfillment, Flexibility
support Key
Resources
Channels
More/less light 2. Office
Directed light
Distributors: build-outs
Retailers Design IP
Retail
Brand
Direct online 3. Young
professionals
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
12

13. Version
3
-­‐-­‐
1/25
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention
Outsourced: Experience Self-Service
mfg, Young
Flexibility:
fulfillment, professionals
More/less light
support Key
Resources
Channels
(20-40 yr old)
Directed light
Distributors:
Retailers Design IP
Retail
Brand
Direct online
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
13

14. Stalking
customers
at
C&B
14

15. We
Hit
the
Phones…
Again
15

16. Other
progress
.
.
.
16

17. Version
5
-­‐-­‐
2/8
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition /
Cust. Retention
Outsourced: Experience Self-Service
mfg, Young
Flexibility:
fulfillment, professionals
More/less light
support Key
Resources
Channels
(20-40 yr old)
Directed light
Distributors:
Retailers Design IP
Retail
Brand
Direct online
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
17

18. Ligh6ng
idea

19. Back
To
The
Drawing
Board
.
.
.
19

20. Maximum
Pain.
Period.
20

21. Kids
Asleep.
Parents
Happy.
21

22. The
Product
22

23. The
Product
23

24. Version
5
-­‐-­‐
2/8
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -Online ads
Cust. -Prod. reviews
Outsourced: Experience
mfg, Better lighting
Young
fulfillment, thru flexibility:
support professionals
Key
Resources
-More/less light Channels
(20-40 yrs)
-Directed light
Distributors:
Retailers Design IP
Brand -Online –
direct and
mass market
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
24

25. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
25

26. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
26

27. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
27

28. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP
-Online
Brand
retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
28

29. Talking
to
More
Parents
29

30. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
30

31. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
support Key
Resources
-Baby goes Channels
-Influence:
to sleep parents,
Distributors: friends
Retailers Design IP blogs
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
31

32. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -PR, blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (baby <1 yr)
fulfillment,
-1st baby
support Key
Resources
-Baby goes Channels
to sleep
Distributors: -Influence:
Retailers Design IP friends, blogs
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
32

33. Babies
Outgrow
Stuff…
Fast
33

34. Version
6
-­‐-­‐
2/15
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -Blogs,
Cust. WOM
Outsourced: Experience -Baby stops -New parents
mfg, crying (1st baby,
fulfillment, baby <1 yr)
support Key
Resources
-Baby goes Channels
to sleep -Influence:
Distributors: friends, blogs
Retailers Design IP
Brand -Online retail
Cost
Structure
Revenue
Streams
Value-Driven Asset Sale
( = high end)
Renting
34

35. Babies
Outgrow
Stuff…
Fast
35

36. To
The
Future?
Online
product
Nedlix
rental?
for
baby
stuff
Car
simulator
Now
2
years
5
years
36

37. Version
8
-­‐-­‐
3/1
So here’s where we ended up
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design -Blogs,
Marketing WOM
Outsourced: Cust. -Baby stops -New parents
mfg, Experience crying (1st baby,
fulfillment baby <1 yr)
Key
Resources
Channels
-Baby goes
to sleep -Influence:
friends, blogs
Design IP -Online retail
Brand
Cost
Structure
Revenue
Streams
Value-Driven Asset Sale
( = high end) Renting
37

38. Version
8
-­‐-­‐
3/1
Question 1: Can we build it?
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design -Blogs,
Marketing WOM
Outsourced: Cust. -Baby stops -New parents
mfg, Experience crying (1st baby,
fulfillment baby <1 yr)
Key
Resources
Channels
-Baby goes
to sleep -Influence:
friends, blogs
Design IP -Online retail
Brand
Cost
Structure
Revenue
Streams
Value-Driven Asset Sale
( = high end) Renting
38

39. Version
8
-­‐-­‐
3/1
Question 2: Do the costs work?
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design -Blogs,
Marketing WOM
Outsourced: Cust. -Baby stops -New parents
mfg, Experience crying (1st baby,
fulfillment baby <1 yr)
Key
Resources
Channels
-Baby goes
to sleep -Influence:
friends, blogs
Design IP -Online retail
Brand
Cost
Structure
Revenue
Streams
Value-Driven Asset Sale
( = high end) Renting
39

40. So
.
.
.
what
have
we
learned?
40

41. 41

42. 42

43. 43

44. 44

45. BUSINESS
MODEL
CANVASSES
45

46. Version
1
1/11/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition / 1. High-end
Outsourced: Modular
Cust. Retention (wealthy)
mfg, lighting/power:
Experience Self-Service home owners
fulfillment,
support Key
Resources
Customization Channels
Flexibility 2. Office build-
Re-usability outs
Distributors:
Int. Designer Convenience
Smart-home 3. Low-end
Retailers Design IP
integration (IKEA mkt),
Brand Wholesale to
Price dorm students
Int. designers Interior
designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
46

47. Version
2
1/18/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition / High-end
Outsourced: Cust. Retention residents
mfg, Experience Customization Self-Service
fulfillment, Flexibility
support Key
Resources
Channels
Distributors: Also
looking
at
Int. Designer Mid-end commercial
Retailers Design IP Interior ligh6ng
Brand designers
Int. designers
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
47

48. Version
3
1/25/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing Acquisition / Young
Outsourced: Cust. Retention professionals
mfg, Experience Self-Service
fulfillment, More/less light
support Key
Resources
Directed light Channels
Distributors:
Retailers
Design IP -Retail
Brand -Direct online
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
48

49. Version
4
2/1/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -Trade show
Outsourced: Cust. -Online ads
mfg, Experience -Design mag.
fulfillment, Flexibility:
support Young
Key
Resources
-More/less light Channels
professionals
-Directed light
Distributors: (20-40 yrs)
Retailers
Design IP
Brand -Retail
-Direct online
Cost
Structure
Revenue
Streams
Value-Driven
( = high end) Asset Sale
49

50. Version
5
2/8/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing -Online ads
Outsourced: Cust. -Prod. reviews
mfg, Experience
fulfillment, Better lighting
support Young
Key
Resources
thru flexibility: Channels
professionals
-More/less light
Distributors: (20-40 yrs)
-Directed light
Retailers
Design IP
-Online –
Brand
direct and
mass market
Cost
Structure
Revenue
Streams
Value-driven Asset Sale
50

51. Version
6
2/15/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design
Marketing
Outsourced: -PR, blogs,
Cust.
mfg, WOM
Experience -Baby stops -New parents
fulfillment (baby <1 yr)
crying
Key
Resources
Channels
-Baby goes -Influence:
to sleep relatives,
friends
Design IP
Brand
-Online retail
Cost
Structure
Revenue
Streams
Value-driven Asset Sale
51

52. Version
7
2/22/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design -Blogs
Marketing -Baby stops
crying -WOM =
Outsourced: Cust. referrals
mfg, Experience -New parents
fulfillment -Baby goes (1st baby,
Key
Resources
to sleep Channels
baby <1 yr)
-Influence:
friends, blogs
-Online retail
Design IP
Brand
Cost
Structure
Revenue
Streams
Value-driven Asset Sale
Renting
52

53. Version
8
3/1/11
Powerblocks Business Model
Key
Partners
Key
Ac-vi-es
Value
Proposi-ons
Demand
Crea-on
Customer
Segments
Design -Blogs
Marketing -Baby stops
crying -WOM =
Outsourced: Cust. referrals
mfg, Experience -New parents
fulfillment -Baby goes (1st baby,
Key
Resources
to sleep Channels
baby <1 yr)
-Influence:
friends, blogs
-Online retail
Design IP
Brand
Cost
Structure
Revenue
Streams
Value-driven Asset Sale
Renting
53

54. palan@stanford.edu
staubach@stanford.edu
bwil@stanford.edu
zuck@stanford.edu
54