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1. Roald Sieberath
HOPE MIC Belgique

2. We’re going to talk about :

3. Who am I ?
I used to : I studied business at :
I (co-)launched startups : I work with startups :

4. Main ideas
What is a business model
Why it’s important
Building blocks
Startup is a different animal
Exemples & TEST !

5. Violonist story
Earned : 32$

6. Violonist story II
(the revenge)
Joshua Bell

7. Lesson
for Joshua (& gifted developers)
Talent is not enough

8. Some building blocks…missing

9. Why Business Model matters ?

10. The winner is…
…not the one …but the one
with the best with the best
technology business
model

11. Introducing…

12. Business Model : 9 building blocks

13. Customer segments

14. Value proposition

15. Channels

16. Customer relationships

17. Revenue streams

18. Key Resources

19. Key Activities

20. Key Partners

21. Cost structure

22. Recap

23. Full model

24. All right,
what do I make of it ?

25. Use it as a toolbox !

26. Business Models need to be designed

27. Business model canvas

28. It’s visual

29. It’s fun

30. It’s a communication tool
Developers Marketers
are from are from
Mars Venus

31. You get to work with Post-It

32. It’s becoming a lingua franca

33. An easy way to share, discuss, adjust

34. It’s…everywhere !

35. Introducing… (Part 2)

36. We used to think:
a startup is a company,
just smaller
And should be managed in a similar way

37. Reality
A startup is a different animal
Management science
shouldn’t be completely the same

38. Another view: Steve Blank
a company a startup
solves a solves an
known unknown
problem problem

39. Waterfall model
Problem: known Solution: known

40. Agile Development (XP)
Problem: knowncustomer Solution: unknown

41. Customer Development
Data, feedback, insights
Problem: unknown Solution: unknown
Hyp, experiments, insights

42. Generate multiple hypotheses

43. TEST the hypotheses !

44. Customer Development

45. Lean startup cycle

46. Adjust until you can prove it works !

47. What is a “proof” ?

48. a signed deal !

49. So: get out of the building !

50. Search (and find)
the right business model
Only then, “execute” !

51. Pivot !

52. Exemple : Djengo
Cool startup
Young
founders
Cool concept

53. Djengo v.0.5 : C2C car-sharing
(may 2010)
Carsharing concept :
- Between individual users
- From anywhere to anywhere
- ‘clearinghouse’ + social

54. Djengo was going into a wall

55. So Djengo pivoted…

56. Djego v.1.0 : event car-sharing
Value prop:
Fixed destination
Customers:
Event organizers
BMC : changed
Better !

57. Djengo v.2.0 : B2B car-sharing
• Changed again :
– car-pooling for
employees
– Value proposition for
companies
– Different
partners, relationships,
• …

58. Djengo : they now have a business !

59. Business Model innovation
Many sectors can be
challenged & changed.
Not so much technologically,
But on their business model.

60. Business Model innovation
ENIAC
First commercial
computer
15 Feb 1946

61. Lessons
(recap)

62. 1. Business Model
can win or kill your
business

63. 2. You need to design your
Business Model

64. 3. Use it as a
communication tool

65. 4. TEST your hypotheses

66. 5. …by getting out of the
building !

67. 6. PIVOT (if needed)

68. 7. only then, execute !

69. Understand this to avoid crashes

70. Thank you !