Date post: | 11-Apr-2017 |
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LLP@TecnicoClass 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
Strategy & Tactic
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
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 ErrorsUse “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 MatterValue 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 AlliancesApple + Record Labels
Joint Business DevelopmentIntel Inside
Coopetitionwi-fi 802.11b/g/n
Key SuppliersOutsource suppliers: Apple + FoxconnDirect 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