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Business Model Strips for Customer Growth Hackers: A New Business Model Notation System

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5 Business Model Strips for Customer Growth Hackers (It’s not what you think!)

***
“Customer Growth Hacking is at the heart of the Entrepreneurial Revolution (ER), the epicenter of which is in Silicon Valley.” Rod King
***

First, let’s take a short quiz:

Who is a CUSTOMER GROWTH HACKER?

1) Is (s)he someone making TRADITIONAL BUSINESS PLANNERS obsolete?

2) Is (s)he someone making TRADITIONAL MARKETERS obsolete?

3) Is (s)he someone making TRADITIONAL BUSINESS STRATEGISTS obsolete?

Actually, all of the above answers are correct. The presentation above explains how.


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http://goo.gl/Rs0DqN

Veröffentlicht in: Business
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Business Model Strips for Customer Growth Hackers: A New Business Model Notation System

  1. 1. 5  Stages  of  Market  Evolu2on       Business  Model  Strips  for  Visualizing  Pa/erns  in  the  Evolu5on  of  Mul5-­‐sided  Business  Models   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   ORPHAN   (Stone)   Pa/ern   CHAIN   (Linear/Pipe)   Pa/ern   TREE   (Hierarchical/V-­‐)   Pa/ern   TRIANGLE   (Network)   Pa/ern   WEB   (Network)   Pa/ern   No  Market   1-­‐Sided  Market   2-­‐Sided  Market   2-­‐Sided  Market   Mul5-­‐sided  Market                 STRUCTURE:   From  Ver2cal   Integra2on   (Bundling;   Centraliza5on)   To  Horizontal   Integra2on   (Unbundling;   Decentraliza5on;   Outsourcing)   Supplier   (Enterprise)   Customer  1     Customer  2   Customer  1   Customer  2   Supplier   (Enterprise)   Supplier   (Enterprise)   Customer   Supplier   (Enterprise)   Customer  1     Customer  2   Customer  3   Supplier   (Enterprise)  
  2. 2. 5  Stages  of  Product  Evolu2on       Business  Model  Strips  for  Visualizing  Pa/erns  in  the  Evolu5on  of  Web-­‐Products   ORPHAN   (Stone)   Pa/ern   CHAIN   (Linear/Pipe)   Pa/ern   TREE   (Hierarchical/V-­‐)   Pa/ern   TRIANGLE   (Network)   Pa/ern   WEB   (Network)   Pa/ern   No  Market   1-­‐Sided  Market   2-­‐Sided  Market   2-­‐Sided  Market   Mul5-­‐sided  Market                 1.  Single  Product   (Integrated  Func5on)   2.  Chain-­‐Product   3.  Tree-­‐Product   4.  Triangle-­‐Product   5.  Web-­‐Product   (Industry/Mul5-­‐ func5onal  PlaYorm)   Supplier   (Enterprise)   Customer  1   Customer  2   Customer  1   Customer  2   Customer  1   Customer  2   Customer  3   Supplier   (Enterprise)   Supplier   (Enterprise)   Supplier   (Enterprise)   Customer   Supplier   (Enterprise)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  3. 3. Representa5ons   of   Business  Model  Strip   (New  Business  Model  Nota2on  System)  
  4. 4. 5  Business  Model  Strips   Business  Model  Engineering     Rapidly  Document,  Analyze,  Prototype,  and  Design    Business  Model  Engines   Business  Model  Engine  (BME)   No  Stack-­‐Business  Model  Strip   Stack-­‐Business  Model  Strip   1D:  Point   (“Lean”  System)   2D:  Circle   Gradated   (Without  Label)   Gradated   (With  Label)   Stack  of  Blocks   (Ver5cal)                                                             S:  Supplier   (Input)   C S   C S   C S                           C:  Customer   (Output)   C S   Customer   Growth   Engine   (CGE)   Enterprise   Engine   (EE)   Value   Engine   (VE)   Customer   Growth   Engine   (CGE)   Enterprise   Engine   (EE)   Value   Engine   (VE)     (Processing/   Stock)     Value   Delivery   Value   CreaDon   Value   Capture/   Share   Business   Model   Engine   (BME)   Zooming  in  (Block  diagram)  Zooming  out  (Line  diagram)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  5. 5. Expanded  Business  Model  Strip   Business  Model  Engineering:  Stack  of  3  Mini-­‐strips     Rapidly  Document,  Analyze,  Prototype,  and  Design    Business  Model  Engines   q  Customer  Segments  -­‐  CS   q  Channels/Customer  Rela2onships  -­‐  CH/CR   q  Product/Service  -­‐  PS     q  Value  Proposi2on  -­‐  VP   q  Key  Ac2vi2es/Processes  -­‐  KA   q  Key  Resources  -­‐  KR     q  Inputs/Partners  -­‐  KP   q  Profit  (Margin)  -­‐  P$   q  Revenue  (Streams)  -­‐  R$   q  Cost  (Structure)  -­‐  C$   q  Strategy  -­‐  Strat   C S   CUSTOMER   GROWTH   Engine   (CGE):   Delivers   Value   ENTERPRISE   Engine   (EE):   Creates   Value   VALUE   Engine   (VE):   Captures/ Shares   Value   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  6. 6. Expanded  Business  Model  Strip   Business  Model  Engineering:  Stack  of  3  Mini-­‐strips     Rapidly  Document,  Analyze,  Prototype,  and  Design    Business  Model  Engines   q  Customer  Segments  -­‐  CS   q  Channels/Customer  Rela2onships  -­‐  CH/CR   q  Product/Service  -­‐  PS     q  Value  Proposi2on  -­‐  VP   q  Key  Ac2vi2es/Processes  -­‐  KA   q  Key  Resources  -­‐  KR     q  Inputs/Partners  -­‐  KP   q  Profit  (Margin)  -­‐  P$   q  Revenue  (Streams)  -­‐  R$   q  Cost  (Structure)  -­‐  C$   q  Strategy  -­‐  Strat   C S   CUSTOMER   GROWTH   Engine   (CGE):   Delivers   Value   ENTERPRISE   Engine   (EE):   Creates   Value   VALUE   Engine   (VE):   Captures/ Shares   Value   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  7. 7. Expanded  Business  Model  Strip   Business  Model  Engineering:  Stack  of  3  Mini-­‐strips     Rapidly  Document,  Analyze,  Prototype,  and  Design    Business  Model  Engines   q  Customer  Segments  -­‐  CS   q  Channels/Customer  Rela2onships  -­‐  CH/CR   q  Product/Service  -­‐  PS     q  Value  Proposi2on  -­‐  VP   q  Key  Ac2vi2es/Processes  -­‐  KA   q  Key  Resources  -­‐  KR     q  Inputs/Partners  -­‐  KP   q  Profit  (Margin)  -­‐  P$   q  Revenue  (Streams)  -­‐  R$   q  Cost  (Structure)  -­‐  C$   q  Strategy  -­‐  Strat   C S   CUSTOMER   GROWTH   Engine   (CGE):   Delivers   Value   ENTERPRISE   Engine   (EE):   Creates   Value   VALUE   Engine   (VE):   Captures/ Shares   Value   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  8. 8. Examples   of   Business  Model  Strips   How  does/will  the  business  make  money?    
  9. 9. Tradi2onal  Money  Lender  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Interest  (%)  -­‐  Model     Tradi2onal  Money  Lender     •  Founded:     •  Tagline/Value  Prop.:                   •  Industry/Product:   Financial  Services     •  Compe2tors:  Banks;  Credit   Card  Companies           Enterprise:  Money  Lender     q Loan  money  for  profit     Business  Model  Engine   (Red  Ocean  Strategy):   High  Cost  &  Low  DifferenDaDon     Customer/Borrower   q Borrow  money   Enterprise:  Money  Lender                (Financial  Services:   One-­‐sided  Market)   Customer/ Borrower:   Personal   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  10. 10. Tradi2onal  Bank  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Interest  (%);  Transac2on   Fees  (%);  Service  Charges;   Interna2onal  Transac2on   Fees  (%)  -­‐  Model     Tradi2onal  Bank     •  Founded:     •  Tagline/Value  Prop.:                   •  Industry/Product:   Financial  Services     •  Compe2tors:  Credit  Card   Services  (Visa;  MasterCard;   American  Express;  …);   ATMs;  Prepaid  Cards;   eWallet  (Apple;  Google);   Diners;  …           Enterprise:  Bank     q Facilitate  convenient,  safe,   and  reliable  way  to  deposit   as  well  as  borrow  money     Business  Model  Engine   (Luxury  Spot  Strategy):   High  Cost  &  DifferenDaDon       Depositor   q Conveniently  &  reliably   store  or  save  money   Customer/Borrower   q Conveniently  &  securely   borrow  money   Enterprise:  Bank                (Financial  Services:   Two-­‐sided  Market)   Customer/ Borrower:   Personal;   Business;   Non-­‐Profit   Depositor:   Personal;   Business;   Non-­‐Profit   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  11. 11. BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Commission/Transac2on   Fee  (%)  -­‐  Model     Crowdfunding  Plaborm     •  Founded:   •  Tagline/Value  Prop.:                   •  Industry/Product:   Financial  Services/ Crowdfunding     •  Compe2tors:  Banks;  Credit   Card  Companies;   Investors;  Sponsors;  …           Enterprise:  Crowdfunding   Plaborm   Peer-­‐to-­‐Peer  Funding   Technology  Company     q Provide  Crowdfunding   Processsing  Services:  Project   CreaDon;  Micro-­‐financing   Management     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  DifferenDaDon     Fund  Seeker/Prjct  Creator   q Facilitate  transac5on  betw   Crowdfunder/Backer   q Conveniently  &  reliably   obtain  customer  payment   User/Consumer   q Conveniently  &  securely  buy   without  cash   Fund  Seeker/Project  Creator   Crowdfunding  Plaborm  (e.g.,  Kickstarter)  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Enterprise:  Owner  of  Crowdfunding  Plaborm                (Financial  Services/Crowdfunding:   Three-­‐sided  Market)   User/   Customer   Crowdfunder/   Sponsor/   Backer   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  12. 12. MasterCard  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Franchisor/Processor/ Advisor  -­‐  Model     MasterCard     •  Founded:  1966  (Master   Charge)   •  Tagline/Value   Proposi2on:                “Making  payments,  safe,                simple,  and  smart”     •  Industry/Product:  Credit   Card/Financial  Services     •  Compe2tors:  Banks;  Visa;         American  Express;  Capital;   Discover;  ATMs;  Prepaid   Cards;  Apple  (Wallet);  …           Enterprise:  MasterCard   Vision:  “A  world  beyond  cash”     Mission:  “Every  day,  every-­‐ where,  we  use  our  technology   and  exper5se  to  make  pay-­‐ ments  safe,  simple  and  smart”     Business  Model  Engine   (Luxury  Spot  Strategy):   High  Cost  &  DifferenDaDon     Acquirer/Issuer:  Bank   q Facilitate  transac5on   between  seller  and  buyer     Seller/Merchant:  Store   q Conveniently  and  reliably   obtain  customer  payment   Buyer/User:  Cardholder   q Conveniently  &  securely  buy   product/service  without   cash   Credit  Card  Enterprise:  MasterCard                (Credit  Card/Financial  Services:   MulD-­‐sided  PlaZorm;  Credit  Card/Payment  System)   Buyer/   User:   Cardholder   Seller/   Merchant:   Store   Acquirer/Issuer:  Payment  Processor/Bank   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  13. 13. VISA  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Transac2on  Fees  (%);  Data   Processing  Service;  Inter-­‐ na2onal  Fees  (%)  -­‐  Model     VISA     •  Founded:  1958   (BankAmericard)   •  Tagline/Value  Prop.:                “Everywhere  you  want  to                be”     •  Industry/Product:  Credit   Card/Financial  Services     •  Compe2tors:  Banks;   MasterCard;  American   Express;  Capital;  Discover;   ATMs;  Prepaid  Cards;   Apple  (Wallet);  Diners;  …           Enterprise:  VISA   Global  Payments  Technology   Company     q Provide  Network  Processs-­‐ ing  Services:  AuthorizaDon;   Clearing  &  Selement;  Fraud   &  Risk  Management     Business  Model  Engine   (Luxury  Spot  Strategy):   High  Cost  &  DifferenDaDon     Acquirer/Issuer:  Bank   q Facilitate  transac5on   between  seller  and  buyer     Seller/Merchant:  Store   q Conveniently  &  reliably   obtain  customer  payment   Buyer/User:  Cardholder   q Conveniently  &  securely  buy   without  cash   Credit  Card  Enterprise:  VISA                (Credit  Card/Financial  Services:   MulD-­‐sided  PlaZorm;  Credit  Card/Payment  System)   Acquirer/Issuer:  Payment  Processor/Bank   Buyer/   User:   Cardholder   Seller/   Merchant:   Store   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  14. 14. q  Customer  Segments  –  CS   §  Acquirer/Issuer  (Bank);  Seller/Merchant  (Store);  Buyer/User  (Cardholder)   q  Channels/Customer  Rela2onships  -­‐  CH/CR   §  Website;  Social  Media;  Spor5ng  Events;  Trade  Shows;  TV  Ads;  …   q  Product/Service  –  PS   §  Payment  Services   q  Value  Proposi2on  -­‐  VP   §   “Everywhere  you  want  to  be”   q  Key  Ac2vi2es/Processes  -­‐  KA   §  Network  Processing  Services:  AuthorizaDon;  Clearing  &  Selement;  Fraud  &  Risk  Management   q  Key  Resources  -­‐  KR   §  Payment  Technology  PlaYorm;  Staff;  IP;  Brand/Culture   q  Inputs/Partners  -­‐  KP   §  Banks;  Merchants;  Technology  Companies   q  Profit  (Margin)  -­‐  P$   §  High  Profit  Margin   q  Revenue  (Streams)  -­‐  R$   §  Transac5on  Fees  (Local/Interna5onal:  %);  Data  Processing  Service   q  Cost  (Structure)  -­‐  C$   §  Infrastructure  Facili5es;  Staff  Salaries   q  Strategy  –  Strat:  Luxury  Spot  Strategy  (High  Cost  &  High  Differen5a5on)   C S   VISA  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   CUSTOMER   GROWTH   Engine   (CGE):   Delivers   Value   ENTERPRISE   Engine   (EE):   Creates   Value   VALUE   Engine   (VE):   Captures/ Shares   Value   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  15. 15. q  Product/              Service   q  Channels/              Rela2onships   q  Customer/              Segment  (Community)   q  Key  Partners   q  Key  Ac2vi2es   q  Value  (Profit  Margin)   q  Value  Proposi2on   q  Cost  (Structure)   q  Key  Resources   q  Revenue  (Streams)   Enterprise   Engine   Value   Engine   Customer  Growth   Engine   q  Strategy   Feedback;  Fitness  (Demand  vs.  Supply)?   Mul2-­‐   Plug-­‐and-­‐Play   SUPPLY  INFRA-­‐ STRUCTURE   (Resource-­‐   Processes-­‐   Value   (RPV)  Engine)   q  Unknown   q  Known   MULTI-­‐ PROBLEM  (Jobs)   TOTAL   SOLUTION   q  Unknown   q  Known   MISSION;  VISION;  CORE  VALUES;  CULTURE     Demand   Infrastructure   Modular  PLATFORM   VISA  Business  Model  Strip     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  16. 16. More  Representa5ons   of   Business  Model  Strip   (New  Business  Model  Nota2on  System)  
  17. 17. Apple  (iTunes)  vs.  Spo2fy   Business  Model  Strips  in  Music  Industry       Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Lean  Business  Model  (Strip):   ROD’s  Business  Model  Nota5on   Job  To  Get  Done   (JTGD):  Listen  to  Music   Asset  (Product)  Sale   Model               Apple   (iTunes)     Business  Model  Engine   (Luxury  Spot  Strategy):   High  Cost  &  High  Quality   Monthly  Subscrip2on   Model  (Membership)             Spo2fy     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality   Ad  Payment   Model               Spo2fy     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality   Customer  (Payer)   Supplier  (Enterprise)   Songs     (Streamed)   Monthly  Payment  for   Songs  ($4.99;  $9.99)   Customer  (Payer)   Supplier  (Enterprise)   Song     (Downloaded)   Payment  per  Song   ($0.99)   Customer  1   (Adver5ser/Payer)   Customer  2   (Free  user)   Supplier   (Enterprise)   Ad  Service   Ad  Payment   Song     (Streamed)/Ads   Exposure   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Membership  
  18. 18. Apple  (iTunes)  vs.  Spo2fy   Business  Model  Strips  in  Music  Industry       Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Lean  Business  Model  (Strip):   ROD’s  Business  Model  Nota5on   Job  To  Get  Done   (JTGD):  Listen  to  Music   Asset  (Product)  Sale   Model               Apple   (iTunes)     Business  Model  Engine   (Luxury  Spot  Strategy):   High  Cost  &  High  Quality   Monthly  Subscrip2on   Model  (Membership)             Spo2fy     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality   Ad  Payment   Model               Spo2fy     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality   Customer  (Payer)   Supplier  (Enterprise)   Songs     (Streamed)   Monthly  Payment  for   Songs  ($4.99;  $9.99)   Customer  (Payer)   Supplier  (Enterprise)   Song     (Downloaded)   Payment  per  Song   ($0.99)   Customer  1   (Adver5ser/Payer)   Customer  2   (Free  user)   Supplier   (Enterprise)   Ad  Service   Ad  Payment   Song  (Streamed)/   Ads   Exposure   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  19. 19. BUSINESS  MODEL:                              MARKET     REVENUE  MODEL   1-­‐Sided  Market   Business  Model  Engine  (Strategy):   Low  Cost  &  Good  Enough  Quality   Job  To  Get  Done   (JTGD):  Obtain  food,   drinks,  and  hard  goods   Asset  (Product)  Sale             Wal-­‐Mart   (Supermarket)     Target   (Supermarket)   Annual  Subscrip2on  (Membership)             Asset  (Product)  Sale  +     Annual  Subscrip2on  (Membership)             Wal-­‐Mart   (Sam’s  Club)     Costco   (Wholesale-­‐ Supermarket)   Customer  (Payer)   Supplier  (Enterprise)   Service   (Membership)   SubscripDon  Payment   Customer  (Payer)   Supplier  (Enterprise)   Goods   Payment  for  Goods   Customer  (Payer)   Supplier  (Enterprise)   Service   (Membership)/   Goods   SubscripDon  Payment/   Payment  for  Goods/   Wal-­‐Mart  vs.  Target  vs.  Costco   Business  Model  Strips  in  Retail  Industry     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  20. 20. Pa2entsLikeMe.com  Business  Model  Strips  in  Healthcare  Industry       Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Data/Info-­‐for-­‐Payment   Model     Pa2entsLikeMe.com     •  Founded:  2004   •  Tagline/Value   Proposi2on:                “Live  beer,  together!”     •  Industry/Product:  Social   Networking  (Medical)     •  Compe2tors:             Pa2entsLikeMe.com   q Facilitate  interac5on  and   dialogue  between  pa5ents   q Accelerate  clinical  research,   improve  treatments,  and   be/er  pa5ent  care   q Sustainably  make  profit     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality     Pa2ents  (Communi2es)   q Share  ideas  as  well  as  data/ info  with  people  who  have   similar  health  problems     Pharmaceu2cals   q Obtain  structured  medical   data/info  on  pa5ents   Pa2entsLikeMe.com   (Pa5ent-­‐based  Social  Network:   2-­‐sided  PlaZorm)   Pharmaceu2cals   Pa2ents   (Communi5es)   Medical  Data/ Info   (De-­‐idenDfied)   Payment   Discussion   PlaZorm   (Medical)   Data/Info   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  21. 21. Mul2-­‐sided  Business  Model  for  Healthcare       Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Insurance   (Payer;  Buyer)   Doctor/Pharmacy   (Product/Service  Supplier)   Pa2ent   (Consumer)   Healthcare  Provider:  Hospital/Clinic   (Producer:  PlaYorm  Owner;  Tool/Infrastructure  Supplier)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  22. 22. Facebook.com   Business  Model  Strip  in  Social  Networking     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Ad-­‐   Model     Facebook.com     •  Founded:  2004   •  Tagline/Value   Proposi2on:                “Move  fast  with  stable                infrastructure”     •  Industry/Product:  Social   Networking     •  Compe2tors:  Twi/er;                  LinkedIn;  Google+;  Yelp                Zynga;  Groupon;  ...           Facebook.com   q Give  people  the  power  to   share  and  make  the  world   more  open  and  connected     q Sustainably  make  profit     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality     Users  (Social  Networkers)   q Share  ideas  especially   photos  and  videos  (links)     Adver2sers   q Obtain  exposure  to  targeted   users     Developers   q Provide  plaYorm  and  tools   (API)  for  developing  apps   Facebook.com   (Social  Network:   MulD-­‐sided  PlaZorm)   Adver2sers   Users  Developers   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  23. 23. Amazon.com  Business  Model  Strip  in  Online  Shopping     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Product  (Asset)  Sale;  Ad;   Subscrip2on;  Service  -­‐   Model     Amazon.com     •  Founded:  1994  (Cadabra)   •  Tagline/Value   Proposi2on:                “Earth’s  most  customer-­‐                centric  company”     •  Industry/Product:  Online   Shopping;  Web  Hos5ng;   Content  Distribu5on       •  Compe2tors:  Barnes  &   Noble;  BestBuy;  NeYlix;   Apple;  Google;  Wal-­‐Mart;   Citrix  Systems;  ...           Amazon.com   “Our  vision  is  to  be  earth's   most  customer  centric   company;  to  build  a  place   where  people  can  come  to  find   and  discover  anything  they   might  want  to  buy  online.”     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality     Buyers/Users  (Consumers)   q Simply  obtain  goods/service   from  trustworthy  seller     3rd  Party   q Obtain  more  customers   q Obtain  inexpensive  service     Big  Box  Retailers   q Make  more  profit  in  selling   (products  such  as  Kindle)        Amazon.com                (Online  Commerce/Web  Hos5ng:   MulD-­‐sided  PlaZorm)   Big  Box  Retailers   Buyers/   Users   3rd  Party   (Developers;   Resellers;   Affiliates)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  24. 24.                                      (Search)   Business  Model  Strip  in  Search  Engine  Industry     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   BUSINESS  MODEL     REVENUE  MODEL   Business  Model  (Strip):  Customer  Growth  Engine   Job  To  Get  Done   (JTGD)   Ad-­‐   Model     Google.com     •  Founded:  1998   •  Tagline/Value   Proposi2on:  Relevant  and   Inexpensive  ads;                “Don’t  be  Evil”     •  Industry/Product:  Search   Engine     •  Compe2tors:  Bing.com;                  Yahoo.com;                    Facebook.com;  ...           Google.com   q Google's  mission  is  to   “organize  the  world's   informa5on  and  make  it   universally  accessible  and   useful.”   q Sustainably  make  profit     Business  Model  Engine   (Blue  Ocean  Strategy):   Low  Cost  &  High  Quality     Users/Searchers   q Search  for  informa5on:   websites,  …     Adver2sers   q Obtain  exposure  to  targeted   users/searchers     Affiliates/Developers   q Provide  plaYorm  and  tools   (API)   Google.com  (Search)   (Search  Engine:   MulD-­‐sided  PlaZorm)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Adver2sers   Users/   Searchers   Affiliates/   Developers  
  25. 25. Adver2sers   Affiliates/   Developers   User/   Searcher     Google.com:  Search  Engine  (Mul5-­‐sided  Market/Business  Model)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing                                        (Search)   Business  Model  Strip  in  Search  Engine  Industry     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Free  Search  Engine/   Relevant  Content/   Experience   Ads   Ad   Payment   Exposure   Ad  Service   AenDon  (Usage)/   Data   AenDon  (Usage)/   Membership  (Email)/ Data/Info   Embed  Code   (Royalty)/   API   Awareness/AcquisiDon   (Purchase)   AenDon  (Usage)   Free  Site/Google  Search  (Ads)   Awareness/AcquisiDon   (Purchase)   Exposure  
  26. 26. Adver2sers   Affiliates/   Developers   User/   Searcher     Google.com:  Search  Engine  (Mul5-­‐sided  Market/Business  Model)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing                                        (Search)   Business  Model  Strip  in  Search  Engine  Industry     Rapidly  Document,  Analyze,  Prototype,  and  Design  Business  Model  Engines  for  CUSTOMER  GROWTH  HACKING   Free  Search  Engine/   Relevant  Content/   Experience   Ads   Ad   Payment   Exposure   Ad  Service   AenDon  (Usage)/   Data   AenDon  (Usage)/   Membership  (Email)/ Data/Info   Embed  Code   (Royalty)/   API   Awareness/AcquisiDon   (Purchase)   AenDon  (Usage)   Free  Site/Google  Search  (Ads)   Awareness/AcquisiDon   (Purchase)   Exposure  
  27. 27. S2ll  More  Representa5ons   of   Business  Model  Strip   (New  Business  Model  Nota2on  System)  
  28. 28. 5  Stages  in  the  Market  Evolu2on  of                                        Search       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  the  Evolu5on  of  Mul5-­‐sided  Business  Models   ORPHAN   (Stone)   Pa/ern   CHAIN   (Linear/Pipe)   Pa/ern   TREE   (Hierarchical/V-­‐)   Pa/ern   TRIANGLE   (Network)   Pa/ern   WEB   (Network)   Pa/ern   No  Market   1-­‐Sided  Market   2-­‐Sided  Market   2-­‐Sided  Market   Mul5-­‐sided  Market                 From   Ver2cal   Integra2on   (Bundling;   Centraliza5on)   To  Horizontal   Integra2on   (Unbundling;   Decentraliza5on;   Outsourcing)   Supplier   (Google  Search)   Adver5ser   User/Searcher   Adver5ser   User/Searcher   Supplier   (Google  Search)   Supplier   (Google  Search)   User/Searcher   Supplier   (Google  Search)   Adver5ser   User/Searcher   Affiliates/   3rd  Party   Developer   Supplier   (Google  Search)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  29. 29. The  5  Stages  of  Market  Evolu2on  in  the  Compu2ng  Industry       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  the  Evolu5on  of  Mul5-­‐sided  Business  Models   ORPHAN   (Stone)   Pa/ern   CHAIN   (Linear/Pipe)   Pa/ern   TREE   (Hierarchical/V-­‐)   Pa/ern   TRIANGLE   (Network)   Pa/ern   WEB   (Network)   Pa/ern   No  Market   1-­‐Sided  Market   2-­‐Sided  Market   2-­‐Sided  Market   Mul5-­‐sided  Market                 From   Ver2cal   Integra2on   (Bundling;   Centraliza5on)   To  Horizontal   Integra2on   (Unbundling;   Decentraliza5on;   Outsourcing)   Ver5cal  Integra5on   (Miniaturiza5on):     q IBM  (Mainframe)   q Apple  Computer   q IBM  (PC)   Ver5cal  Disintegra5on   (Modulariza5on):     q Hardware:  IBM  (PC);  Intel   q Sotware:  Microsot   (MSDOS)     Physical  Horizontal   Integra5on  (Bridging):     q Sotware  PlaYorm   Integra5on:   Microsot   (Windows)   Online  Horizontal  Integra5on   (Networking;  Interoperability):     q Sotware  Econetwork:            Google   Supplier   (Enterprise)   Customer  1   (Hardware)   Customer  2   (Sotware)   Customer  1   (Hardware)   Customer  2   (Sotware)   Supplier   (Hardware  &  Sokware)   Supplier   (Sokware)   Customer   (Hardware  &  Sotware)   Supplier   (Hardware  &  Sokware)   Customer  1   (Hardware)   Customer  2   (Sotware)   Customer  3   (3rd  Party   Developer)   Supplier   (Sokware)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  30. 30. The  5  Stages  of  Market  Evolu2on  in  the  Compu2ng  Industry       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  the  Evolu5on  of  Mul5-­‐sided  Business  Models   ORPHAN   (Stone)   Pa/ern   CHAIN   (Linear/Pipe)   Pa/ern   TREE   (Hierarchical/V-­‐)   Pa/ern   TRIANGLE   (Network)   Pa/ern   WEB   (Network)   Pa/ern   No  Market   1-­‐Sided  Market   2-­‐Sided  Market   2-­‐Sided  Market   Mul5-­‐sided  Market                 From   Ver2cal   Integra2on   (Bundling;   Centraliza5on)   To  Horizontal   Integra2on   (Unbundling;   Decentraliza5on;   Outsourcing)   Ver5cal  Integra5on   (Miniaturiza5on):     q IBM  (Mainframe)   q Apple  Computer   q IBM  (PC)   Ver5cal  Disintegra5on   (Modulariza5on):     q Hardware:  IBM  (PC);  Intel   q Sotware:  Microsot   (MSDOS)     Physical  Horizontal   Integra5on  (Bridging):     q Sotware  PlaYorm   Integra5on:   Microsot   (Windows)   Online  Horizontal  Integra5on   (Networking;  Interoperability):     q Sotware  Econetwork:            Google   Supplier   (Enterprise)   Customer  1   (Hardware)   Customer  2   (Sotware)   Customer  1   (Hardware)   Customer  2   (Sotware)   Supplier   (Hardware  &  Sokware)   Supplier   (Sokware)   Customer   (Hardware  &  Sotware)   Supplier   (Hardware  &  Sokware)   Customer  1   (Hardware)   Customer  2   (Sotware)   Customer  3   (3rd  Party   Developer)   Supplier   (Sokware)   BUMP   BUMP   BUMP   BUMP  (BUMP:   Big  Urgent     Market  Problem)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  31. 31. One  More  Thing  …  
  32. 32. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Similar  (Duplicate)   Form/Func5on   Opposite  (An5-­‐)   Forms/Func5ons   Diverse  (Zoom  in/out)   Forms/Func5ons   Job  To  Get  Done  (JTGD):  ……………………………………………………………………………………………………….     5  Panerns  of  Product  Evolu2on       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Mul5-­‐Product  PlaYorms   Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  33. 33. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Single  Lens;   Monocle   Spectacle   Op5cian’s  Tes5ng   Glasses:  3  Single  Lenses   Tradi5onal  Microscope   Similar  (Duplicate)   Form/Func5on   Contact  Lens;   Microscope   Bi-­‐focal  Spectacle:   Symmetrical   Op5cian’s  Tes5ng   Glasses:  Same  Lenses   Electron  Microscope   Opposite  (An5-­‐)   Forms/Func5ons   Telescope   Binoculars;  Bi-­‐focal   Spectacle:  Asymmetrical   Op5cian’s  Tes5ng   Glasses:  Opp.  Lenses   Radio  Telescope   Diverse  (Zoom  in/out)   Forms/Func5ons   Photo-­‐chroma5c   Lens;  Camera  Lens   S5ll/Video  Camera;   Periscope   Spy  Camera   Web-­‐enabled  Glasses:   Google  Glass   5  Panerns  of  Product  Evolu2on:  Single  Lens       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Solu5on  PlaYorms   Job  To  Get  Done  (JTGD):  See  more  clearly     Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  34. 34. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Desktop  Computer   Intranet   Server   Internet-­‐enabled  Desktop   Computer   Similar  (Duplicate)   Form/Func5on   Laptop  Computer;   Handheld  Computer   Pager   Cellphone   Smartphone   Opposite  (An5-­‐)   Forms/Func5ons   CD/DVD  Player;   (Video)  Camera   TV-­‐Video  Recorder   Home  Entertainment   Center   Digital  Hub  (Tablet)   Diverse  (Zoom  in/out)   Forms/Func5ons   Individual  Sotware   Applica5on  (App)   Sotware  Stack/Bundle/ Suite   Integrated  Apps;   Sotware  PlaYorm   Internet  of  Things  (IoT);  Social   Network  of  Things  (SNoT)   Job  To  Get  Done  (JTGD):  Process,  display,  present,  and/or  communicate  informaLon   5  Panerns  of  Product  Evolu2on  in  Personal  Compu2ng       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Mul5-­‐Product  PlaYorms   Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  35. 35. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Telegraph   Telegraph  Exchange   Similar  (Duplicate)   Form/Func5on   Fax  Machine;   Telephone   Telephone  Exchange   Opposite  (An5-­‐)   Forms/Func5ons   Radio;   Pager   Walkie  Talkie     Basic  Computer  Network   Social  Networking  PlaYorm   Diverse  (Zoom  in/out)   Forms/Func5ons   Smartphone   Internet  (Highway)   Job  To  Get  Done  (JTGD):  Communicate  (over  short/medium/long  distance).     5  Panerns  of  Product  Evolu2on  in  Communica2on  Industry       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Mul5-­‐Product  PlaYorms   Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  36. 36. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   One  Song-­‐Music   Player   Similar  (Duplicate)   Form/Func5on   Tape  Recorder   Opposite  (An5-­‐)   Forms/Func5ons   Radio   Diverse  (Zoom  in/out)   Forms/Func5ons   Radio-­‐Tape   Recorder   5  Panerns  of  Product  Evolu2on:  Music  Player       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Solu5on  PlaYorms   Job  To  Get  Done  (JTGD):  Listen  to  music   Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  37. 37. ZERO-­‐   Pa/ern     MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Similar  (Duplicate)   Form/Func5on   Opposite  (An5-­‐)   Forms/Func5ons   Diverse  (Zoom  in/out)   Forms/Func5ons   5  Panerns  of  Product  Evolu2on:  Single  Wheel       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Mul5-­‐Product  PlaYorms   Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  38. 38. ZERO-­‐   Pa/ern   MONO-­‐   Pa/ern   BI-­‐   Pa/ern   TRI-­‐   Pa/ern   POLY-­‐   Pa/ern   No  Product   Mono-­‐Product   Bi-­‐Product   Tri-­‐Product   Mul5-­‐Product  (PlaYorm)               Ini2al  (Single)   Form/Func5on   Single  blade  razor   Two-­‐blade  razor   Three-­‐blade  razor   Mul5-­‐blade  razor   Similar  (Duplicate)   Form/Func5on   Knife   Dual-­‐knife   Opposite  (An5-­‐)   Forms/Func5ons   Mono-­‐boat   Bi-­‐boat:  catamaran;   Boat  +  Dinghy   Diverse  (Zoom  in/out)   Forms/Func5ons   Mono-­‐rail;   Mono-­‐plane   Bi-­‐rail;   Bi-­‐plane   Tri-­‐plane     Mul5-­‐plane     5  Panerns  of  Product  Evolu2on:  Triz       Red  Ocean  DisrupDon  (ROD)  Graphing  for  Visualizing  Pa/erns  in  Evolu5on  of  Mul5-­‐Product  PlaYorms   Job  To  Get  Done  (JTGD):  ……………………………………………………………………………………………………….     Component/Parts  of   Product  (System/Tool)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  39. 39. Detailed  Representa5on   of   A  Node  (Object)     In  a  Business  Model  Strip   (New  Business  Model  Nota2on  System)  
  40. 40. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  a  Node  (Object)  of  a  Business  Model  Strip       S:   Supplier   C:   Customer   Business  Model  Strip   (System:  Customer  Growth  Factory)   Processing   (Stock)  
  41. 41. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  a  Node  (Object)  of  a  Business  Model  Strip       Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   Node   (Object)   S:   Supplier   C:   Customer   Business  Model  Strip   (System:  Customer  Growth  Factory)   Processing   (Stock)  
  42. 42. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  a  Node  (Object)  of  a  Business  Model  Strip       Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   Node   (Object)  
  43. 43. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   S:   Supplier   C:   Customer   Business  Model  Strip   Zooming  In  to  a  Node   Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   Node   (Object)   Customer  Growth  Engine  (CGE)   Enterprise  Engine  (EE)   Value  Engine  (VE)                Product/Service                                              Payment                                              (Margin;  Strategy)                Core  Competence   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  a  Node  (Object)  of  a  Business  Model  Strip      
  44. 44. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   S:   Supplier   C:   Customer   Business  Model  Strip   Zooming  In  to  a  Node   Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   Node   (Object)   Customer  Growth  Engine  (CGE)   Enterprise  Engine  (EE)   Value  Engine  (VE)   PROBLEM   SOLUTION                Product/Service                                              Payment                                              (Margin;  Strategy)                Core  Competence   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  a  Node  (Object)  of  a  Business  Model  Strip      
  45. 45. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Zooming  In  to  “Product”  Node   Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   Product/ Service   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  “Product”  Node  of  a  Business  Model  Strip      
  46. 46. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Zooming  In  to  “Supplier”  Node   Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   S:   Supplier     Zooming  In  to  “Customer”  Node   Goal/Job  To  Get  Done   (JTGD)   Value:  +/-­‐   (Trade-­‐off;  Margin)   Delight:  +   (Revenue/Streams)   Pain:  -­‐   (Cost/Structure)   C:   Customer     Customer  Growth  Storyboard   Comprehensively  Visualize  a  Node  (Object)     Zoom  in  to  “Supplier”  and  “Customer”  Nodes  of  a  Business  Model  Strip      
  47. 47. Appendix  
  48. 48. Business  Model  Strip  &  Related  Tools   Leaner  Business  Modeling:  Stack  of  Blocks     Rapidly  Document,  Analyze,  Prototype,  and  Design    Business  Model  Engines   BUSINESS  MODEL  ENGINE:                              Related  Tools   Elements   Business  Model   Canvas   (BMC)   Lean   Canvas   (LC)   Balanced   Scorecard   (BSC)   Value   Chain   (VC)   Resources,   Processes  &   Values  (RPV)   Theory   CUSTOMER   GROWTH   Engine  (CGE):   Delivers  Value   Customer  Segments   CS   ü      ü      ü      Channels/Customer   Rela2onships   CH/ CR   ü      ü      Product/Service   PS   ENTERPRISE   Engine  (EE):   Creates  Value     Value  Proposi2on   VP   ü      ü      Key  Ac2vi2es/ Processes   KA     ü      ü      ü      ü      Key  Resources   KR   ü      ü      ü      ü      Inputs/Partners   KP   ü      VALUE   Engine  (VE):   Captures/Shares   Value;  Priori5zes   Alloca5on  of   Resources     Profit  (Margin)   P$   ü      ü      ü      Revenue  (Streams)   R$   ü      ü      ü      Cost  (Structure)   C$   ü      ü      ü      Strategy   Strat   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing  
  49. 49. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   i   p   m   a  c   t   Customer  Growth  Storyboard   Comprehensively  Visualize  a  System     System,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)   System  
  50. 50. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Business   System          Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   E   A   A   R  R   R   Reten5on              Acquisi5on   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Business  System     Business  System,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)  
  51. 51. Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   Business   Model          Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   E   A   A   R  R   R   Reten5on              Acquisi5on   Customer  Growth  Storyboard   Comprehensively  Visualize  a  Business  Model     Business  Model,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)  
  52. 52.        Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   E   A   A   R  R   R   Reten5on              Acquisi5on   The  Three  Main  Phases  of     Customer  Growth  Hacking   1.  Customer  Hacking:   Problem-­‐SoluDon  Fit   2.  Customer  Growth:   Product-­‐Market  Fit   3.  Growth  Hacking:         Business  Model  Fit/Scaling   Customer  Growth  Storyboard     One-­‐sided  Market  (Business  Model)   Customers/   Users   One-­‐sided     Market   B.U.M.P.  =   Big  Urgent  Market  Problem   Examples  of  One-­‐sided  Markets   ONE-­‐MARKET  ENTERPRISES                       Supplier  (Enterprise)  
  53. 53.        Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   E   A   A   R  R   R   Reten5on              Acquisi5on   The  Three  Main  Phases  of     Customer  Growth  Hacking   1.  Customer  Hacking:   Problem-­‐SoluDon  Fit   2.  Customer  Growth:   Product-­‐Market  Fit   3.  Growth  Hacking:         Business  Model  Fit/Scaling   Customer  Growth  Storyboard     Two-­‐sided  Market  (Business  Model)   Customers/   Users   Two-­‐sided     Market   B.U.M.P.  =   Big  Urgent  Market  Problem   Examples  of  Two-­‐sided  Markets   TWO-­‐MARKET  ENTERPRISES                       Supplier  (Enterprise)   3rd  Party   Developers/   Prosumers  
  54. 54.        Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   E   A   A   R  R   R   Reten5on              Acquisi5on   The  Three  Main  Phases  of     Customer  Growth  Hacking   1.  Customer  Hacking:   Problem-­‐SoluDon  Fit   2.  Customer  Growth:   Product-­‐Market  Fit   3.  Growth  Hacking:         Business  Model  Fit/Scaling   Customer  Growth  Storyboard     Two-­‐sided  Market  (Business  Model)   Customers/   Users   Two-­‐sided     Market   B.U.M.P.  =   Big  Urgent  Market  Problem   Examples  of  Two-­‐sided  Markets   TWO-­‐MARKET  ENTERPRISES                       Supplier  (Enterprise)   3rd  Party   Developers/   Prosumers  
  55. 55.        Engagement            (Experience)   Ac5va5on   Referral      Reward    (Revenue)   Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.     Lean  Startup  Coach.  Dr.  Rod  King.  rodkuhnhking@gmail.com  &  h/p://businessmodels.ning.com  &  h/p://twi/er.com/RodKuhnKing   E   A   A   R  R   R   Reten5on              Acquisi5on   The  Three  Main  Phases  of     Customer  Growth  Hacking   1.  Customer  Hacking:   Problem-­‐SoluDon  Fit   2.  Customer  Growth:   Product-­‐Market  Fit   3.  Growth  Hacking:         Business  Model  Fit/Scaling   Customer  Growth  Storyboard     Mul2-­‐sided  Market  (Business  Model)   Customers/   Adver2sers   Users   3rd  Party   Developers/   Affiliates   B.U.M.P.  =   Big  Urgent  Market  Problem   Examples  of  Mul2-­‐sided  Markets   MULTI-­‐SIDED  ENTERPRISES   q Smartphones:  Apple;  Samsung;  Nokia   q Search  Engines:  Google  (Search)   q Social  Networks:  Facebook;  Twier   q Business  Networks:  LinkedIn   q Auc2ons:  Ebay   q Network  Television   q Credit  Card  Companies   q Game  Console  Companies   q Computer  Opera2ng  Systems  Owner   q Da2ng  Clubs;  Classified  Ads-­‐Publishers   Mul2-­‐sided     Market   Supplier  (Enterprise)  

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