Customers Competitors Collaborators
3 Areas:
What to ask?
Slide 9
Slide 9 text
Customers Competitors Collaborators
3 Areas:
What to ask?
Who, What, Where, How & Why?
Slide 10
Slide 10 text
2
No.
Model
Because who needs a plan??
Slide 11
Slide 11 text
“No campaign plan survives
first contact with
the enemy”
Slide 12
Slide 12 text
No content
Slide 13
Slide 13 text
Who’s the
customer?
All the people and organisations your
creating value for!
Slide 14
Slide 14 text
Ok…so you know who
But why will the buy?
Slide 15
Slide 15 text
Ok…so you know who
But why will the buy?
Value
Slide 16
Slide 16 text
Value Newness
Slide 17
Slide 17 text
Value
Value
Newness
Performance
Slide 18
Slide 18 text
Value
Value
Value
Newness
Performance
Brand
Slide 19
Slide 19 text
Channels?
Direct
Indirect
Vs.
Slide 20
Slide 20 text
Customers
Slide 21
Slide 21 text
How…
Slide 22
Slide 22 text
How…
Personal
Assistance
Slide 23
Slide 23 text
How…
Self
Service
Slide 24
Slide 24 text
How…
Co-Creation
Slide 25
Slide 25 text
How…
Automated
Service
Slide 26
Slide 26 text
Revenue…
Slide 27
Slide 27 text
The pricing mechanisms available:
Understand
Slide 28
Slide 28 text
Cost Plus
The pricing mechanisms available:
Understand
Slide 29
Slide 29 text
Skimming
The pricing mechanisms available:
Understand
Slide 30
Slide 30 text
Loss Leader
The pricing mechanisms available:
Understand
Slide 31
Slide 31 text
Penetration
The pricing mechanisms available:
Understand
Slide 32
Slide 32 text
Premium
The pricing mechanisms available:
Understand
Slide 33
Slide 33 text
Freemium
The pricing mechanisms available:
Understand
Slide 34
Slide 34 text
Resources =
Lab equipment
Office Space
PC
Graphics Tablet
Redbull
Experimental
Subjects
Comic Books
Monitors
Slide 35
Slide 35 text
Activity
The key things you need to do to make your idea work
Slide 36
Slide 36 text
One last thing!
Slide 37
Slide 37 text
One last thing!
Find Good Partners…
Slide 38
Slide 38 text
Find Good Partners…
You Can’t do it Alone
One last thing!
Slide 39
Slide 39 text
All that’s left is to
count the cost
Slide 40
Slide 40 text
3
No. Question
Key Assumptions
Slide 41
Slide 41 text
So, You’ve Got
A Model
Let’s Break It!
Slide 42
Slide 42 text
Compare:
Assumptions
in the Model
Data from
Research
Slide 43
Slide 43 text
Do they fit together?
Slide 44
Slide 44 text
4
No.
Explore
Other Options
Slide 45
Slide 45 text
No content
Slide 46
Slide 46 text
Iterate the model
to work out kinks
Slide 47
Slide 47 text
5
No.
MVP…
Get Building!
Slide 48
Slide 48 text
Minimum Keep it small
Slide 49
Slide 49 text
Minimum Keep it small
Viable Keep it cheap
Slide 50
Slide 50 text
Minimum Keep it small
Viable Keep it cheap
Product Keep it moving!
Slide 51
Slide 51 text
Push it to the limit…
The point of an MVP is to find the
Breaking Point
Slide 52
Slide 52 text
6
No.
Evaluate
What worked?
Slide 53
Slide 53 text
Be Forensic
A/B
Test
Slide 54
Slide 54 text
Use this time to trial
different directions
Slide 55
Slide 55 text
Examine Everything
Your MVP
Is the opportunity
To Gather Data!
Slide 56
Slide 56 text
7
No. Pivot?
Or Persevere?
Slide 57
Slide 57 text
So you’ve made it, do you
A: Pivot
B: Persevere
Slide 58
Slide 58 text
Market Reaction to MVP
+
-
Pivot
Persevere
Slide 59
Slide 59 text
Just one word of warning:
Slide 60
Slide 60 text
Just one word of warning:
This isn’t
Exact
Slide 61
Slide 61 text
Just one word of warning:
This isn’t
Exact
It’s a balancing game at best!
Slide 62
Slide 62 text
8
No. Execute
Now it’s real!
Slide 63
Slide 63 text
No content
Slide 64
Slide 64 text
That’s the 1st Stage
Now comes the tricky bit
Building a business
Slide 65
Slide 65 text
This is all about
Slide 66
Slide 66 text
This is all about
Users…
Slide 67
Slide 67 text
This is all about
Users…
They mean traction
Slide 68
Slide 68 text
This is all about
Users…
They mean traction
Leading to capital
Slide 69
Slide 69 text
9
No. Scale
Time to Transition
Slide 70
Slide 70 text
Aim: Growth!
Slide 71
Slide 71 text
Capital is your new King
Slide 72
Slide 72 text
Choices:
Fast
Slow
More
Control
Less
Control
Internal
Re-investment
Angel/VC
Investment
Payback
Improvement
Buy-out
Slide 73
Slide 73 text
10
No. Repeat…
It’s that simple!
Slide 74
Slide 74 text
OK it’s Not That Easy!
Slide 75
Slide 75 text
The world will
Change...
You need to
Adapt
To Survive
Slide 76
Slide 76 text
Thanks
I hope that was useful!
Slide 77
Slide 77 text
Massive thanks to everyone who made all the images I’ve used free to
share.
Material was my own with ideas taken from Eric Reis and Alexander
Osterwalder.
The design them owes thanks to Amy Palamountain @ammeep
Whose 10 Traumas in 10 minutes presentation was inspirational!