EIA2018Italy - Emad Saif - Business & Revenue Models

1. emadsaif BUSINESS & REVENUE Entrepreneurship Educator emadsaif.com | @esaif MODELS

2. emadsaif Entrepreneurship Educator ENGINEER ENTREPRENEUR EDUCATOR

3. emadsaif DAY 8 WEDNESDAY, 18 JULY BUSINESS MODEL & MARKETING STRATEGY WEEK 2

4. emadsaif Did you find the right business model?

5. emadsaif Expectation

6. emadsaif Expectation Reality

7. emadsaif 66%Of startups drastically changed their original business models! PDA Security Software (Confinity) → Electronic Wallet Social Good Fundraising Site (The Point) → Online Deal Market Place Podcast Platform → Social Media Platform Gaming & Photo App (Burbn) → Photo App

8. emadsaif AGENDA BUSINESS MODEL TOOL INNOVATING BUSINESS & REVENUE MODELS +

9. emadsaif BUSINESS MODEL Tool

10. emadsaif BUSINESS MODEL CANAVS Adaptation of BMC to be more “lean” and suitable for startups Ash Maurya Visual tool to create and analyze business models LEAN CANAVS Alexander Osterwalder

11. emadsaif Business Model How a startup / company creates, delivers and captures value Revenue Model How a startup / company makes money $$ Marketing Strategy How you reach and sell to customers

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13. emadsaif Who we serve? - Users - Paying Customers - Early Adopters

14. emadsaif Who we serve?3 problems Alternatives

15. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives

16. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying?

17. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?

18. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers? - Asset sale - Licensing - Subscription

19. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers? - Asset sale - Licensing - Subscription Most significant costs

20. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription

21. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription Most significant costs Can’t be easily copied

22. emadsaif Who we serve? - Users - Paying Customers - Early Adopters 3 features 3 problems Alternatives - How we are different? - Worth buying? Sell to customers?Evaluate progress? - Asset sale - Licensing - Subscription Most significant costs Can’t be easily copied

23. emadsaif How do we innovate our business model ?

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25. emadsaif Alex Osterwalder The best innovators are not necessarily the most creative people. The best innovators are those who are outstanding at pattern recognition!

26. emadsaif By Recognizing BUSINESS MODEL PATTERNS

27. emadsaif By Recognizing BUSINESS MODEL PATTERNS Product innovation1 Customer innovation2 3 Revenue innovation

28. emadsaif innovation Product

29. emadsaif Product Innovation Performance

30. emadsaif Product Innovation Performance

31. emadsaif Product Innovation Performance Family Hub 2.0 • Voice Recognition • Controlling other appliances • Samsung Pay available • Connected to a smartphone

32. emadsaif Product Innovation Sustainability

33. emadsaif Product Innovation Sustainability

34. emadsaif Product Innovation Customization

35. emadsaif Product Innovation Customization

36. emadsaif Product Innovation Product Systems

37. emadsaif Product Innovation Product Systems

38. emadsaif Product Innovation Extra Service

42. emadsaif Product Innovation Visual Design

50. emadsaif Product Innovation Visual Design (User Interface)

51. emadsaif Product Innovation Usability

52. emadsaif Product Innovation Usability

53. emadsaif Performance Product Innovation Sustainability Customization Product System Extra Service Usability Visual Design

54. emadsaif innovation Customer

55. emadsaif Customer Innovation Unserved Markets

56. emadsaif Customer Innovation Innovative Sales Channels

61. emadsaif Resource Innovation Customer Service

62. emadsaif Resource Innovation Co-Creation

63. emadsaif Innovative Sales Channels Customer Innovation Customer Service Unserved Markets Co-creation

64. emadsaif Revenue Innovation

65. emadsaif revenue Patterns One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook 1 2 3 4 5 6 7 8 9 1 0

66. emadsaif One Time Payment Multi-sided Platforms Micropayments Un-bundling Advertising Data Reseller Pay Per Use Subscription Freemium Bait & Hook

67. emadsaif One Time Payment 1

68. emadsaif One-time-payment

69. emadsaif $ One Time Payment • Revenue generating by a one time transaction of a product or service • Most basic form of revenue and also the most common

71. emadsaif Bait & Hook model2

72. emadsaif $ Bait & Hook $ • Basic product (hook) is offered cheaply or free • The complementary product or refill (bait) is sold expensively. • The basic product cannot be used without the complementary product. • Requires high product innovation, patents & strong brand

73. emadsaif Hook Bait

76. emadsaif Update Hook Bait

79. emadsaif Multi-sided Platforms 3 (market place)

80. emadsaif $ Multi-sided Platforms $ • Connecting 2 or more customer segments together with a clear value proposition for each segment • Revenue is generated typically as a % fee of one or more customers • Hard to build enough customer base (Chicken & the Egg)

81. emadsaif Guests Host

82. emadsaif Customer Merchant

83. emadsaif Passenger Driver

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88. emadsaif Pay Per Use 4

89. emadsaif $ Pay Per Use • Customers are charged for how much product or service they use. • Can be effectively metered and billed to customers • Valuable in collecting customer preferences and habits

90. emadsaif Pay per/gram

91. emadsaif Pay per/min

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93. emadsaif Pay per/day

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95. emadsaif Pay per/hour

97. emadsaif Subscription 5

98. emadsaif Subscription $ • Customers signup for a periodic access to a product or service. • Great for creating reoccurring revenue • Need to be very competitive with great value to customers • Tough to accept when different than industry business model standard

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104. emadsaif Freemium 6

105. emadsaif Freemium $ • Combines free and premium products • Free product offers basic features while premium offers more features • The focus is on converting free users to paying users and there is danger of no paying customers

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111. emadsaif Micropayments 8 (in app purchases)

112. emadsaif Micropayments $ $ • Similar to Freemium model but purchases are made within the free app. • Relies on hooking user to make purchases to save time and gain more options

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118. emadsaif Data Reseller model8 (customer data monetization)

119. emadsaif Free Data Reseller $ • Offer product for free (sometimes paid) and make revenue by selling data to 3rd party. • Data can be raw, processed or insights • At risk of customer privacy issues & cyber attacks

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124. emadsaif Advertising model9

125. emadsaif Free Advertising $ • Offer product for free (sometimes paid) and makes advertisement revenue from advertisers • Needs a huge customer base for advertisers to be interested and pay

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131. emadsaif Un-bundling 10

132. emadsaif $ Un-bundling • Break down the product/service into smaller elements to make it more economical for customer. • Suitable for niche markets • Requires deep understanding of customer needs

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134. emadsaif EliminateCreate ReduceRaise Fitness / Spa Table Seated Restaurants Room Space Price Modern Design Bed & Pillows Free WIFI Free Video on Demand Check-in Process

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137. emadsaif Bait & Hook Freemium Multi-sided Platforms Un-bundling Pay Per Use Micropayments Data Reseller Advertising Subscription One Time Payment

138. emadsaif There are even more Patterns

139. emadsaif to Innovative Business Models 3 SECRETS

140. emadsaif Recognize Patterns Pivot quicklyExperiment Product Innovation Customer Innovation Revenue Innovation

141. emadsaif THANK YOU Entrepreneurship Educator @esaif esaif emadsaif

EIA2018Italy - Emad Saif - Business & Revenue Models

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