Für den Workshop des Entrepreneurs Club an der Zeppelin Universität Friedrichshafen.

1. Business Model Canvas:
Generische Geschäftsmodelltypen
© ZU | 2012-07

2. Generische Geschäftsmodelltypen
The Long Tail
- YouTube
- Netflix
- Ebay
Freemium
- Skype
- Dropbox
- Flickr
Multi-Sided Platforms
- Facebook
- Match.com
- Apple (iPhone)
Open Business
- Innocentive
- Xerox PARC
- P&G Connect+Develop
Bait-and-Hook
- The Gillette Company
- Lexmark
- Company
Subscription Commerce
- Black Socks
- Birchbox
- XBox
© ZU | 2012-07

3. The Long Tail
The hits now compete with an
infinite number of niche
markets, of any size. And
consumers are increasingly
favoring the one with the
most choice. The era of onesize-fits-all is ending, and in
its place is something new, a
market of multitudes.
(Anderson 2006)
© ZU | 2012-07

4. General Company Information
General Information
Website
Category
Consumer Web
Employees
15,000
Founded
9/95
Description
4
ebay.com
Online Marketplace
© ZU | 2012-07

5. Funding and Exit
Funding
TOTAL
$6.7M
VENTURE FUNDING TOTAL
$6.7M
Venture Round, 6/97 | Benchmark
Exit
Public
Date
5
NASDAQ:EBAY
10/98
© ZU | 2012-07

6. Acquisitions
Selected Acquisitions
Hunch, 11/11
GSI Commerce, 6/11
$2.4B
brands4friends, 12/10
$200M
Den Bla Avis, 10/08
$380M
Bill Me Later, 10/08
$945M
StubHub, 1/07
$310M
Skype, 9/05
$2.6B
Shopping.com, 6/05
$620M
Rent.com, 12/04
$415M
Marktplaats.nl, 11/04
$290M
PayPal, 7/02
$1.5B
Jump, 7/98
6
$80M
undisclosed
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7. Stock Chart
7
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8. Revenue and P/L Overview
http://techcrunch.com/2012/10/17/ebays-q3-thanks-to-marketplace-and-paypal-growthrevenue-up-15-percent-to-3-4b/
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9. Unique Visitors
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10. Business Model
"What ever it is, you can get it on eBay.“
Former company slogan
http://raihan30097405.blogspot.de/2012/09/blog-8-online-auction.html
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11. Business Model Canvas
11
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12. Marketplace Operating Metrics
http://files.sharehold
er.com/downloads/e
bay/2260199227x0x
606332/6dbac17078c6-42ef-a21880791100cc34/eBay
_Q312EarningsDec
k_VFinal.pdf
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13. Sales According to Segments
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14. Latest News
After launching its same day delivery service in San Francisco a few weeks ago,
eBay is debuting “eBay Now” in New York City. Users in the area can download
the new apphere.
http://techcrunch.com/2012/11/15/after-launching-in-sf-ebay-brings-same-day-delivery-serviceto-new-york/
It’s not easy for a $63 billion company to make a successful pivot, but if eBay
manages to pull it off, it will be one for the history books. The e-commerce giant
has been shifting focus from being primarily a marketplace to a mobile
commerce giant with a dash of personalization. And there are serious signs of
life. eBay did a staggering $5 billion in mobile commerce last year and expects to
see $10 billion in transactions on mobile devices this year.
http://techcrunch.com/2012/10/07/ebay-battles-back-with-mobile-local-personalization-and-amore-streamlined-paypal/
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© ZU | 2012-07

15. Latest News
Once the item is logged by eBay, it is then up to the seller to come up with a fair
price to get the item sold, keeping in mind that the pick-up program takes a 25
percent cut. In the future, Singh expected to experiment with charging a fee for the
pick-up service, as well, to see if consumers would still be interested.
http://allthingsd.com/20130102/ebay-tries-two-new-ways-to-sell-drop-off-points-and-home-pickup/
So here’s the new version, which the company is rolling out to all its U.S. users
over the next 100 days. If you can’t see it on your browser, you can get a pretty
good sense of it by heading to Pinterest or any of the other visually-oriented
shopping/browsing/collecting sites that have sprung up in the past few years.
http://allthingsd.com/20121010/live-from-new-york-ebay-has-cool-stuff-to-show-off/
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© ZU | 2012-07

16. Freemium
In the freemium model a
small base of customers
paying for a premium
service subsidizes a
large base of non-paying
customers. (Osterwalder
and Pigneur 2010)
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17. General Company Information
General Information
Website
Category
Software
Employees
500 (2010)
Founded
8/03
Description
17
skype.com
VoIP Software
© ZU | 2012-07

18. Funding and Exit
Funding
TOTAL
$19.1M
VENTURE FUNDING TOTAL
$19.1M
Angel, 1/02 | Draper Richards
$250k
Series A, 8/03 | Bessemer Venture Partners
undisclosed
Series B, 3/04 | Draper Fisher Jurvetson (DFJ) | Index Ventures
$18.8M
DEBT TOTAL
$50M
Debt, 11/09 | eBay | Andreessen Horowitz | Silver Lake Partners
$50M
Exit
Acquired by
Price
$8.5B
Date
5/11
Terms
18
Microsoft
Cash
© ZU | 2012-07

19. Acquisitions and Investments
Selected Acquisitions
Total
$150M
GroupMe, 8/11
undisclosed
Qik, 1/11
$150
Investments
Rdio, 10/09
TrialPay, 2/07
undisclosed
Fon, 2/06
19
undisclosed
undisclosed
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20. Unique Visitors
20
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21. Business Model Canvas
21
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22. Free vs. Premium
22
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23. Free vs. Premium Plan
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24. Free vs. Premium Customers
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25. Skype Usage
Registered Users
June 2012 – 250M
October 2011 – 200M
December 2011 – 150M
Downloaded Skype Clients
3.200M downloads (Oct. 2012)
Source: http://techcrunch.com/2012/10/14/skypereaches-a-45m-concurrent-user-peak-and-whatlooks-like-a-new-stage-of-momentum/
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26. Latest News
Skype has long been talking about the different ways that it could monetize its
calling and messaging platform. Now, with Microsoft as its owner and 280 million
monthly users passing through its voice, video and messaging network, it looks like
it is getting serious. Today the company unveiled Skype Ads for Windows 8, a new
initiative it plans to launch formally in 2013 that will see a number of new ad
formats enter the service that play on social interactivity.
http://techcrunch.com/2012/11/15/skype-ad/
Skype now has 280 million monthly users, and mobile a been a major part of
Skype’s growth story in the last few years. The company’s iPhone app is regularly
near the top of the rankings for Apple’s free apps, and Skype is still expanding to
new horizons for the service, for example, offering WiFi and a new app for the
tablet-focused Windows 8, a stablemate at Microsoft. Today, though, it’s the turn
of Android, with the release of Skype 3.0. This is the company’s biggest upgrade to
the Android app in over a year, and like the Windows 8 release, this one was built
with tablets in mind. http://techcrunch.com/2012/11/20/skype-updates-its-android-app-nowtablet-optimized-and-upgraded-its-silk-audio-codec/
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© ZU | 2012-07

27. Latest News
In case you thought Skype may be slowing down while settling into being a part of
Microsoft and recently celebrating its ninth birthday, here are some numbers that
seem to indicate otherwise: Last week, Skype reached a new peak of 45,469,977
concurrent users online, part of a strong run for the peer-to-peer voice/video/chat
service this year. Overall it has seen an increase of 70 percent so far in 2012,
compared to growth of around 30 percent for the same period in 2011.
http://techcrunch.com/2012/10/14/skype-reaches-a-45m-concurrent-user-peak-and-what-looks-like-a-newstage-of-momentum/
Bates announced that Skype is a quarter of the way there (1B users), with 250
million monthly connected users, up from 170 million when Microsoft’s $8.5 billion
deal closed eight months ago. To get the rest of the way, Bates said Skype is
emphasizing two areas of growth: Mobile phones and the living room. “I like to
think of Skype as the virtual kitchen table,” Bates said. “Ultimately,
videoconferencing isn’t defined by one device. We see the world having it where
you want and when you want it. The living room is an important area.”
http://allthingsd.com/20120531/skypes-tony-bates-says-the-goal-is-to-get-billions-of-active-users/
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© ZU | 2012-07

28. Multi-Sided Platform
Multi-sided platform
(MSP): an organization
that creates value primarily
by enabling direct
interactions between two
(or more) distinct types of
affiliated customers.
(Hagiu and Wright 2011)
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29. General Company Information
General Information
Website
Category
Consumer Web
Employees
1,000
Founded
2/04
Description
29
facebook.com
Social network
© ZU | 2012-07

30. Funding
Funding
TOTAL
$2.24B
VENTURE FUNDING TOTAL
$2.24B
Angel, 9/04 | Peter Thiel | Reid Hoffman
$500k
Series A, 5/05 | Accel Partners | Mark Pincus | Reid Hoffman
$12.7M
Series B, 4/06 | Greylock Partners | Meritech Capital Partners | Founders Fund $27.5M
Series C, 10/07 | Microsoft
Series C, 11/07 | Li Ka-shing | Horizons Ventures
$60M
Series C, 1/08 | European Founders Fund
$15M
Series C, 3/08 | Li Ka-shing | Horizons Ventures
$60M
Series D, 5/09 |Digital Sky Technologies
$200M
Venture Round, 6/10 | Elevation Partners
$120M
Venture Round, 1/11 | Goldman Sachs | Digital Sky Technologies
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$240M
$1.5B
© ZU | 2012-07

31. Exit
Exit
Public
Date
5/12
Raised
$16B
Post IPO Valuation
31
NASDAQ:FB
$2.74B
© ZU | 2012-07

32. Acquisitions
Selected Acquisitions
Total
Face.com, 11/12
$60M
Bolt | Peters, 6/12
$50M
Karma, 5/12
undisclosed
Tagtile, 4/12
undisclosed
Instagram, 4/12
$1.01B
Friend.ly, 3/12
undisclosed
drop.io, 10/10
undisclosed
Nextstop, 9/10
$2.5M
Chai Labs, 8/10
$10M
ShareGrove, 5/10
undisclosed
FriendFeed, 8/09
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$1.18B
$47.5M
© ZU | 2012-07

33. Unique Visitors
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34. Stock Chart
34
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35. Business Model Canvas
35
© ZU | 2012-07

36. User Generated Content
In many companies, hiring paid or unpaid interns
is a source of scale, or even off shoring work to
developing regions. In the case of Facebook,
there are 900,000,000+ unpaid members that
are generating meaningful content and value to
each other.
http://www.webstrategist.com/blog/2012/05/19/facebook-a-brilliantbusiness-model/
http://www.scribd.com/doc/57043299/Journalists-and-Facebook
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© ZU | 2012-07

37. Facebook User Data

1 billion active monthly user 1.13 trillion Likes

140.3 billion friend connections

219 billion photos uploaded,

17 billion location-tagged posts

62.6 million songs played some 22 billion times.
http://techcrunch.com/2012/10/04/facebook-tops-1-billion-monthly-users-ceomark-zuckerberg-shares-a-personal-note/
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© ZU | 2012-07

38. Facebook Statistics by Country
1
United States
168.800.560 +978 660
+0.58%
54.41%
2
Brazil
64.688.240
+5 155 300
+7.97%
32.17%
3
India
62.697.100
+3 471 840
+5.54%
5.34%
4
Indonesia
51.552.340
+1 761 040
+3.42%
21.22%
5
Mexico
40.225.740
+1 427 840
+3.55%
35.77%
6
United Kingdom
33.173.320
+68 400
+0.21%
53.21%
7
Turkey
32.136.140
+643 500
+2.00%
41.30%
8
Philippines
30.080.580
+199 920
+0.66%
30.11%
9
France
25.654.960
+314 800
+1.23%
39.61%
10
Germany
25.345.920
+532 600
+2.10%
30.98%
http://www.socialbakers.com/facebook-statistics/
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© ZU | 2012-07

39. Latest News
For now, Facebook uses aggregated information about the lives of its hundreds of
millions of users to place relevant ads next to pictures and stories from our friends.
That's how it makes money. Our information is currency. More information makes
better ads with better click-throughs at better rates for Facebook. But the road to
more information runs straight into user fears of creepiness. Today, to get
advertisers more information, Facebook announced that it is partnering with Datalogix,
a company that can tell whether a social network ad-click leads to a purchase.
http://www.theatlantic.com/business/archive/2012/09/can-facebook-possibly-build-a-businessmodel-that-isnt-inherently-creepy/262785/
When you’re dealing with 1 billion people’s personal info, security is critical. But
Facebook didn’t want to sacrifice speed. That’s why it spent the last two years making
infrastructure improvements so that its transition of all its users to HTTPS which
starts this week will “slow down connections only slightly.” People will be able to optout of HTTPS for maximum speed if that’s how they roll.
http://techcrunch.com/2012/11/18/facebook-https/
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© ZU | 2012-07

40. Latest News
Facebook answered the big question of whether it’s transitioning to become a
mobile ad company by noting in today’s earnings report that 14% of total ad revenue
from Q3 2012 came from mobile — about $150 million.
http://techcrunch.com/2012/10/23/facebook-advertising/
Today Facebook will send its largest email blast to date, informing all 1 billion users
that it’s proposing to modify the site’s governance structure and remove the ability
for users to vote on changes. Currently if proposed changes get over 7,000 comments
all users may vote on them, and if over 30 percent vote for or against the changes,
their decision is binding. http://techcrunch.com/2012/11/21/facebook-site-governance-vote/
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© ZU | 2012-07

41. Bait-and-Hook
“As everyone knows, safety
razor manufacturers
derive the bulk of their profit,
not from razors, but from the
replaceable blades”
(Time 1927)
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© ZU | 2012-07

42. General Brand Information
General Information
Website
Category
Consumer Goods
Employees
29.000 (2004)
Founded
1901
Company
42
gillette.com/
P&G
© ZU | 2012-07

43. Business Model Canvas
43
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44. Price Politics
44
http://www.dailymail.co.uk/news/article-1191456/Sharp-practiceThe-razor-heads-cost-just-5p-make-sell-2-43-each.html
© ZU | 2012-07

45. Sponsoring
The AFC East Champion New England Patriots recognize there is no debate that the
best shave comes from Gillette® Fusion® ProGlide® and the best NFL Playoff
experience takes place at Gillette Stadium. To celebrate another successful and recordbreaking season by the Patriots, Gillette will bring fans “close and comfortable” for the
Patriots’ Divisional Round game against the Houston Texans on January 13, 2013.
http://www.patriots.com/news/article-1/Gillette-Gets-Patriots-Fans-Close-and-Comfortable-For-ThePlayoffs/ce8fe9d0-0855-4c25-9c21-d6b77b43cfb5
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46. Latest News
I don’t know if you’ve bought razors lately, but this is astoundingly cheap. In fact,
razor blades are the cliché people use to convey a business that continually bilks
customers out of money, long after a modest initial purchase. (See also: Printer ink.
Bastards!). […] At one point my husband screamed in frustration at the heavens, “ARE
THEY MAKING RAZOR BLADES OUT OF OIL!?” Like most consumers, the price
points just made no sense to us. An eight pack of Gilette Fusion Pro-Glide razors can
run you north of $50. $50! http://pandodaily.com/2012/03/06/dollar-shave-club-punchesgillette-where-it-hurts-in-the-marketing-budget/
European newcomer Shavenu is now offering shaving blade subscriptions to scruffy
Brits, Canadians, and Deutschlanders using the DollarShaveClub.com model that set
the shaving world alight last month. http://techcrunch.com/2012/05/10/shavenu-delivers-razor-
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blades-to-your-doorstep-every-month/
© ZU | 2012-07

47. Latest News
Oh now this is rich. Gillette—I think they’re up to 44 blades per razor now—has teamed
up with WWE to promote the dark art of male grooming. Why should you care? I don’t
know, perhaps you enjoy “social networking” and all that? Maybe you still watch WWE,
long after The Rock quit, and long after Triple H… nope, wait, he’s still main eventing
(with the exact same gimmick, no less). You can listen to the likes of John Cena, Chris
Jericho and Cody Rhodes cut shoot promos, à la RF Video, about how using Gillette
makes them confident. http://techcrunch.com/2009/07/21/gillette-with-83-blades-perrazor-has-john-cena-and-chris-jericho-shooting-about-how-great-shaving-is/
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48. Subscription Commerce
A number of companies
are emerging to build
businesses with recurring
revenue streams based
on serving up monthly
packages of food, beauty,
clothing and other
products.(gigaom.com
2012)
48
© ZU | 2012-07

49. General Company Information
General Information
Website
Category
Consumer Web
Description
49
birchbox.com/
A beauty product discovery service
© ZU | 2012-07

50. Funding and Acquisition
Funding
TOTAL
$11.9M
VENTURE FUNDING TOTAL
$11.9M
Seed, 10/10 | First Round Capital | Accel Partners | Sam Lessin | Dave
Morin | Michael Dearing | Kirsten Green | Gary Vaynerchuk | Lerer Ventures $1.4M
Series A, 8/11 | Accel Partners | Harrison Metal Capital | First Round Capital
$10.5M
| Forerunner Ventures | Lerer Ventures | Sam Lessin
Acquisition
JolieBox, 9/12
50
undisclosed
© ZU | 2012-07

51. Unique Visitors
51
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52. Business Model Canvas
52
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53. Birchboxes
53
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54. Beauty Product Industry
http://de.slideshare.net/AnnaPietka/birchbox-the-perfect-subscription-business-13899217
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55. Business Model Validation
Birchbox, the New York City-based startup that provides a monthly delivery service of
beauty and personal care product samples, seemed like a lark to some when it first came
on the scene back in September 2010. […] Since then, of course, Birchbox has been
validated a few times over. Female-oriented websites have skyrocketed — Pinterest,
anyone? — and the subscription commerce space has taken off as well, with the debuts
of companies such as Kiwi Crate (kids’ toys), Babbaco (educational products), StitchFix
(women’s clothing) Citrus Lane (baby products), and a number of others.
http://techcrunch.com/2012/04/24/birchbox-katia-beauchamp-interview-video-tctv/
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56. Statistics
http://de.slideshare.net/AnnaPietka/birchbox-the-perfect-subscription-business-13899217
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57. Latest News
If you’re familiar with Birchbox — the subscription service that delivers boxes of
cosmetics and beauty products to your doorstep — you know that the New York Citybased startup has taken off in the U.S. since launching in September 2010. The service,
which was initially targeted only at women and beauty product-centric, has begun to
expand its scope into new verticals, launching a subscription service for men
(grooming kits) and moving into entertaining and design.
http://techcrunch.com/2013/01/10/birchbox-rebrands-in-the-uk-hopes-to-take-a-little-shine-offglossybox-and-other-beauty-box-rivals/
Birchbox, which offers a monthly subscription box full of new cosmetics and beauty
products, is crossing the Atlantic with the acquisition of Paris-based JolieBox (which
offers a nearly identical service in Europe). Terms of the deal aren’t being disclosed.
“We knew it was always on the roadmap for Birchbox to be global,” said Birchbox’s cochief executive Katia Beauchamp. “What we offer resonates globally with consumers
and, furthermore, we work with so many global brands that we wanted to serve them in
other markets.” http://techcrunch.com/2012/09/13/birchbox-acquires-joliebox/
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58. Latest News
Birchbox.com, a subscription service that ships monthly mystery boxes containing a
handful of beauty products for $10, has just launched a men’s section of its Web site.
Now, guys can sign up and, for $20 a month, get their own “Birchboxes.”
http://allthingsd.com/20120409/beauty-in-a-box-company-birchbox-will-ship-lifestyle-and-techproducts-for-men/
Birchbox is one of those startups that’s hot with the New York tech cognoscenti but not
everyone, here or in the Valley, understands exactly why. It tends to get lumped in with
subscription commerce sites, but that’s not right — what it’s building is much more
impressive. […] The company created a loyal beauty products customer out of thin
air, and perhaps the worst part is I don’t even regret it. It happened so naturally. It’s
demand-generation marketing, and it might be the strongest kind there is, because —ugh
— we are paying for it. http://pandodaily.com/2012/10/19/the-beauty-of-birchbox-its-notsubscription-commerce-its-marketing-that-women-actually-pay-for/
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