WALKLEY MEDIA INCUBATOR WORKSHOP SESSION 2 - ALAN JONES BUSINESS MODELS

Transcription

1 1 WALKLEY MEDIA INCUBATOR WORKSHOP SESSION 2 - ALAN JONES BUSINESS MODELS

2 2 WE LL COVER Product-market fit pyramid

3 3 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 productmarket fit and finding the CLV channels GROWTH TRANSITION TO GROWTH PRODUCT-MARKET FIT

4 4 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.

5 5 BUSINESS MODELS. E-commerce Software as a Service (SaaS) Mobile App Media Site User Generated Content Two Sided Marketplace

6 6 MEDIA. eye balls site visits uniques subscription on-site engagement ad revenue sharing rss, follow, engagement metrics suggestion clicks display ads affiliate links ppc onsite tools

7 7 USER GENERATED CONTENT. eyeballs site visits returners signed as users voters comments creators reactivations

8 8 SAAS. eyeballs site visits trial offer enrolment disengaged user, engaged user, paying customer reactive, resolution former users, former customers

9 9 E-COMMERCE. eyeballs site visits products shopping cart check out loyalty acquisition

10 10 2 SIDED MARKETPLACE. sellers, buyers account created additional services listings created shortlist buyer rates delivery repeat seller open, clicks repeat buyer disengagement

11 11 MOBILE APP. app store purchases downloads installs account creation ARPU in-app purchases disengagement reactivation uninstallation

12 12 BUSINESS STAGES. A. Empathy B. Stickiness C. Virality D. Revenue E. Scale

13 13 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.

14 14 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.

15 15 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.

16 16 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.

17 17 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.

18 18 TOGETHER.

19 19 GET STARTED ON FUTURE PROOFING YOUR BUSINESS. Future Proofing: New Opportunities: Powers of Two: What every Founder, CEO needs: Unemployable: Founders need to write: