Walkley Foundation - Business models - Amazon S3 · PDF file‣ Software as a Service (SaaS)...

© BlueChilli 2017 with thanks to @pkrasam

BUSINESS MODELS

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WALKLEY MEDIA INCUBATOR WORKSHOP SESSION 2 - ALAN JONES


WE’LL COVER

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▸ Product-market fit pyramid


PRODUCT MARKET FIT PYRAMID.

▸ Find product-market fit first

▸ Otherwise growth is costly, inefficient and ‘leaky’

▸ Transition to growth is about finding viable acquisition channels that optimise for CLV (customer lifetime value) instead of CPA (cost per acquisition

▸ Growth relies upon product-market fit and finding the CLV channels

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GROWTH

PRODUCT-MARKET FIT

TRANSITION TO GROWTH


ASSUMPTIONS.

▸ Have locked into a Problem-Solution Fit or working towards it.

▸ On-boarding new customers on a regular basis or working towards it.

▸ Generating one-time and recurring revenue per customer or getting close to your 1st paid customer.

▸ Increasing your customer acquisition numbers or have a plan.

▸ Improving your customer retention numbers or have a plan.

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BUSINESS MODELS.

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‣ E-commerce

‣ Software as a Service (SaaS)

‣ Mobile App

‣ Media Site

‣ User Generated Content

‣ Two Sided Marketplace


MEDIA.

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eye balls

site visits

uniques

subscription

on-site engagement

ad revenue

sharing

rss, follow, email

engagement metrics

suggestion clicks

display ads

affiliate links

ppc

onsite tools


USER GENERATED CONTENT.

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eyeballs

site visits

returners

signed as users

voters

comments

creators

reactivations


SAAS.

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eyeballs

site visits

trial offer

enrolment

disengaged user, engaged user, paying customer

reactive, resolution

former users, former customers


E-COMMERCE.

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eyeballs

site visits

products

shopping cart

check out

loyalty

acquisition


2 SIDED MARKETPLACE.

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sellers, buyers

account created

additional services

listings created

shortlist

buyer rates

delivery

repeat seller

open, clicks

repeat buyer

disengagement


MOBILE APP.

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app store

purchases

downloads

installs

account creation

ARPU

in-app purchases

disengagement

reactivation

uninstallation


BUSINESS STAGES.

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A. Empathy

B. Stickiness

C. Virality

D. Revenue

E. Scale


EMPATHY.

▸ Identifying a real problem and a real solution is the cheapest thing to do.

▸ It costs only a cup of coffee.

▸ It also addresses the riskiest assumption / questions.

▸ Will anyone care?

▸ Comes first.

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STICKINESS.

▸ Will the dogs eat the dog food?

▸ Make your mistakes with a small, friendly audience.

▸ You can love and nurture before throwing the unwashed masses at it.

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VIRALITY.

▸ Sharing helps grow.

▸ Also verifies that what you’ve made is good.

▸ Word of mouth is endorsement.

▸ Is a ‘force multiplier’ for paid customer acquisition.

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REVENUE.

▸ Will people open their wallets?

▸ Can you charge them enough to fund your ongoing operations?

▸ Plus who is paying for your ongoing customer acquisition?

▸ The cheapest & best capital is revenue. Revenue solves all problems.

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SCALE.

▸ Need channels to amortise cost of sales and distribution.

▸ Build an ecosystem to grow from a ‘niche player’ to ‘big company’.

▸ Pay close attention to your Go To Market Strategy and measure speed to market.

▸ Sell through a select few channel partners who give you a higher closer rate.

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TOGETHER.

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GET STARTED ON FUTURE PROOFING YOUR BUSINESS.

▸ Future Proofing: http://bit.ly/Future_Proofing

▸ New Opportunities: http://bit.ly/New_Opportunities

▸ Powers of Two: http://bit.ly/genius_pair

▸ What every Founder, CEO needs: http://bit.ly/CEO_2017

▸ Unemployable: http://bit.ly/Un-employable

▸ Founders need to write: http://bit.ly/Founders_Write

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http://bit.ly/Future_Proofing

http://bit.ly/New_Opportunities

http://bit.ly/genius_pair

http://bit.ly/CEO_2017

http://bit.ly/Un-employable

http://bit.ly/Founders_Write

Walkley Foundation - Business models - Amazon S3 · PDF file‣ Software as a Service (SaaS)...

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