Business model innovation
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The document discusses business model innovation and key lessons learned from case studies. It emphasizes the importance of balancing the cost to acquire customers (CAC) with the lifetime value (LTV) of customers. Business models that use free trials, freemium options, and viral marketing can achieve low CAC through inbound marketing techniques. Recurring subscription revenue models provide predictability and allow companies to scale through efficient sales processes.
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Business model innovation
- 3. Anatomy of a Startup The Old Model Unmet Need New Technology
- 4. The New Model Consumer Technology leads the Enterprise Unmet Need New Technology Entertainment New Business Models
- 5. Business Model Innovation: The Major Change Agents The Internet Web 2.0 Social Networks Mobile Web Google SEO/SEM Enables low-cost customer acquisition
- 9. An out of balance Business Model Monetization (LTV) Cost to Acquire a Customer (CAC) Entrepreneurs are over-optimistic
- 10. CAC for a Web driven business
- 11. CAC for a Direct Salesforce Annual numbers
- 12. What we are looking for Monetization (LTV) Cost to Acquire a Customer (CAC) A well balanced business model
- 37. Old World evolving to a New World Charge for everything (including on-site trials) Free Trials Free Product Monetize a Fraction of Custs
- 44. Metrics are crucial for success Visitors Trials Campaigns to drive traffic Closed Deals Overall Conversion % (by lead source) Conversion % Conversion %
- 47. Sales Complexity
- 48. How I assumed the two would relate
- 49. A rough estimate of CAC versus Sales Complexity Rough Estimates of Cost of Customer Acquisition (CAC)
- 50. The relationship is roughly exponential Clearly adding Human Touch dramatically increases costs
- 51. Sales Complexity CAC (logarithmic) 10x 10x 10x
- 53. High CAC, requires high scores for : Value, Pain, Urgency Sales Complexity Value / Pain / Urgency = LTV (logarithmic)
- 54. Sales Complexity Value / Pain / Urgency = LTV (logarithmic) Unprofitable: LTV < CAC
- 55. Sales Complexity Blue Zone 1 Blue Zone 2 Value / Pain / Urgency = LTV (logarithmic) Red Zone 1 Red Zone 2
- 56. Sales Complexity Amber Zone 2 Amber Zone 1 Value / Pain / Urgency = LTV (logarithmic)
- 57. Sales Complexity Green Zone 1 Green Zone 2 Green Zone 3 Value / Pain / Urgency = LTV (logarithmic)
- 58. How SaaS changes Sales Complexity Sales Complexity Value / Pain / Urgency = LTV (logarithmic)
- 61. Sales Complexity Able to leverage the Internet revolution Human Costs dominate: Old world business model Value/Pain/Urgency
- 67. The Original Brainstorming Session
- 69. JBoss - Sales & Marketing Machine Enterprise Rollouts Suspects Closed Deals Phone Call Lead Nurturing Inside Sales Web Leads Web Scoring
- 70. Metrics: The End Goal Web activity scoring Tele- marketing Tele- sales