30 Weeks: Business Model Validation Relationships and Channels
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Transcript of 30 Weeks: Business Model Validation Relationships and Channels
We Are Here
1:1s
Personas and Value
PropsHow to
InterviewValues and
Vision
Relationships Channels +
First Test
Partners Activities and
Resources
The Money Revenues and Cost
Business Model Story
Lessons Learned
3.28
3.22 3.23 3.24 3.25
3.29 3.30 3.31 4.1
Each Day for the Next Week:
What are your core hypotheses?
What tests do you want to run?
What do you believe will be true?
Customer RelationshipsKEY PARTNERS
KEY ACTIVITIES
VALUE PROPOSITION
CUSTOMER RELATIONSHIPS
CUSTOMER SEGMENTS
KEY RESOURCES
CHANNELS
COST STRUCTURE
REVENUE STREAMS
STRATEGYZER + OSTERWALDER BUSINESS MODEL CANVAS
EarCre CapCre
Customer RelationshipsWhat are the main goals of customer relationships?
Get
Keep
Grow
(And let the mismatched ones go)
CAC Vs. LTV
VC shorthand / gibberish for: does it cost you less to get customers than all the money you are going to get from that customer? And by how much?
The magic accelerator: The Viral Loop
The viral co-efficient: the average number of invitations sent by each existing user times the conversion rate of invitation to new user. The viral coefficient is referred to as the K value.
Earn ReferralCreate Value Capture ValueCreate Interest
Test value before you even begin making your product
Where to Start:
Jen van der Meer Reason Street Revenue Steps
ReferralActivation ConversionAcquisition
Where to Start:
Jen van der Meer Reason Street Revenue Steps
Channels describe all your customer interfaces through which you reach your customer
segments, communicate with them and through which you deliver your value propositions.
Channels
Channels: More Complex NowPhysical Sales Digital Sales
Direct sales through salesforce OEM Systems Integrator DealerDistributetoretailerValueaddedresellersSelltodistributorAggregatorOther
Direct sales through web Direct sales through mobile Direct sales through mobile Sales through app store In game or in app purchases Direct sales on the dark web Direct sales on virtual reality
Targeting blogs (get written up)Publicity / PRUnconventional PRSearch engine marketing Online ads (social, display, blogs)Offline ads Search engine optimizationContent marketingEmail (build your own list)Referral marketing Engineering marketing (microsites, widgets)Affiliate ProgramsEducational marketing (webinars)Existing platforms (app store, FB)Trade showsOffline eventsSpeaking engagements Community building
Traction Channels
Testing to Learn Your Advantage Traction: quantitative evidence of
customer demand. - Naval Ravikant
“many startups experimented with multiple channels until they found the
ones that worked”
most founders pick the channel with which they are already familiar
“it’s hard to predict a traction channel that will work best”
- Gabriel Weinberg and Justin Mares
Traction ChannelsMarketing Channels Sprint 1 Sprint 2 Sprint 3
Targeting blogs (get written up)Publicity / PR xUnconventional PRSearch engine marketing xOnline ads (social, display, blogs) xOffline ads
Search engine optimizationContent marketing
Email (build your own list) x x xReferral marketing xEngineering marketing Affiliate ProgramsEducational marketing (webinars) xExisting platforms (app store, FB)Trade shows
Offline eventsSpeaking engagements xCommunity building