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LLP@Tecnico�Class 7
Luis Caldas de Oliveira
Agenda for Class 7
• Q&A about Revenue Model
• Team Presentations: Revenue Model Findings
• Summary about Partners
• Work for Next Week
Q&A REVENUE MODEL
Important
Revenue Model ≠ Pricing
TacticStrategy
Revenue Model• Asset sale �
Ford
• Usage fee �Vodafone
• Subscription fee �salesforce.com
• Rent �Avis
• Licensing �MS Office
• Intermediation �airbnb.com
• Advertising�Google
Revenue Model Choices
Pricing�(ways to charge)
Fixed• Cost + profit�
(product based)
• Value priced�(customer based)
• Volume priced�(encourage volume)
Dynamic• Negotiation�
(second hand)
• Yield management�(airplane ticket)
• Real-time market�(stock market)
• Auctions�(ebay)
Common Errors• Use “all-of-the-above” revenue models:
license, direct sales, affiliates, etc.
• The reason to select a specific revenue model is unclear
• Lack of understanding of how customers buy today.
• What do competitors charge?
• Is the profit sufficient?
Metrics that Matter• Value proposition: product cost, attainable market,
etc.;
• Customer relationships: CAC, conversion rate, LTV, etc.
• Market type: different revenue curves;
• Cost structure: operating costs, etc.;
• Channel: channel margins, etc.;
• Revenue Streams: selling price, number of customers, etc.;
• Burn rate: company spending per month.
TEAM PRESENTATIONS: REVENUE MODELS
PARTNERS
Key Partners
Partner
Types of Partners
Strategic Alliances�Apple + Record Labels
Joint Business Development �Intel Inside
Coopetition�wi-fi 802.11b/g/n
Key Suppliers�Outsource suppliers: Apple + Foxconn�Direct suppliers: �Logoplaste
Virtual Channels (web) �Expedia
Partner Relationship Diagram
NEXT WEEK
Presentation for Next Week
• Slide 1: Cover slide
• Slide 2: Business Model Canvas (changes marked in red, different colors for multi-sided markets)
• Slide 3: Hypotheses about what partners are needed? Why?
• Slide 4: Diagram the partner relationship with money flows. What are the incentives and impediments for the partners?
• Slide 5: Lessons learned from interviews with potential partners.
Before Next Class• Talk to at least 10 customers, including
partners
• Update LPC Narrative and Canvas
• Work on your MVP
• Prepare Class Presentation
• Watch Lecture 8: Resources, Activities and Costs
Obrigado