It's a fallacy that startups have innovative business models. Even when startups use business model innovation tools, they generally don't progress to a level where they are deploying and validating advantageous business model innovations. Here are some more advantanced techniques that work from our experience, working in-depth with 15 accelerators and 3 universities at foundercentric.com

1. Business Model Design
Founder
Centric
Salim Virani
@saintsal
Jordan Schlipf
@jordups

2. Centric
Founder
Is this business
model innovation?

3. Centric
Founder
by Luis Morello
Is this Lean?

4. Centric
Founder
Levels of
Business Model
Proficiency

5. Parts Checklists & dashboards
✓
✓
✓ ✓
✓
✓
✓
✓
✓ ✓
✓
✓
✓
✓✓
✓
✓
✓
✓
✓✓

6. Whole Understanding & validating core dynamics

7. Marketing Success!

8. Business fail.

9. We obsess over
the details.

10. And miss the big picture.

11. 4% conversion rate = win!

12. 4% conversion rate = win?

13. We had a
big picture problem!

14. The
Business Model Canvas
is the big picture.

15. What happened? Let’s look at the business model...

17. “I wish I knew that sooner.”

19. We wanted more users, so
we marketed...

20. ...which was rendered
worthless by our retention.

21. You can’t think about any one part
without thinking about the rest.
Changing something
changes everything.

22. A “simple”
change.

24. Everything is
connected.

25. dropped
call? :(

27. You’ve built a great app.
Users use the free trial.
They love it. They use it
every day. When the free
trial expires, they don’t buy.
Why?

31. Gifters
Venues
Recipients
Share the love
Instant
Gratification
Mobile
Phone
Real-time
Redemption
Real Gift
More Traffic
& Spend Direct Sales
Personal
Online
Transaction
Online
Transaction
% CutPay per gift
Free gift
Payment
gateways
Direct Sales
National
Brands
POS
Integrators
Biz Dev
Venue
Network

32. Centric
Founder
by Luis Morello

33. Will people think of sending a gift from their
phone when there’s a gift-giving opportunity?

34. Who will trust GiftCannon?

35. Will people receive a gift over their mobile?

36. Will people receive a gift over text message?

37. Will people receive a gift over Facebook?

38. Send a gift with a link over email or Facebook.

39. Will recipients redeem their gift?

40. Will shops work with us to redeem gifts?

41. Which partners can jumpstart our growth?

42. Will gift recipients stick around and start
sending gifts themselves?

44. Will this work beyond students?

45. Good for vision,
inventing and improving.
Bad for getting stuck on
specifics that don’t work.
Tenacity

46. Platform Platform

47. Platform Platform
Mass customisation
Value-based
pricing
App sale +
in-app purchase
Subscription
Transactional
Multi-sided
market
Licensing
Crowdsource
Ad-supported
Event-supported
SaaS
Bundling
Viral
Direct-over-viral
Purchase-timing

48. Business model design is
finding the few that matter.

50. Scaffolding

51. Balancing focus and opportunity
using business model dynamics.
Option cards

53. Who will our next 10 customers be?
Where are they looking? And for what?

54. What needs do your customers have?
How do they solve them now?

55. To multiply my customer base by 10, I can attract
them through _____________ .

56. What are the different ways we can make money?

57. How would our business change if we didn’t have
a web site or app?

58. When customers have this problem, or are
tackling this task, where do they seek help and
advice?

59. Which customers have different expectations
about service levels or relationship?

60. What are our possible revenue streams? What
customers pay for that, in that way, and why?

61. Are there customers at the low-end who would
pay less for lower performance?

62. How could we increase switching costs?

63. Who are the people in our network that can fast-
track our business? How?

64. Pick a
learning goal
What big make-or-break risks
or idea is the one you want to
nail down this week?
(Hint: use the Canvas or
metrics to make sure it’s
relevant.)

65. Build
Learn
Measure
Your
Validation
heartbeat.

66. “I wish I knew that sooner.”

67. Salim Virani
@SaintSal
www.foundercentric.com
Thanks!
Jordan Schlipf
@jordups

68. Bonus!

70. Jobs Obstacles Goals Current
Solution
Customer Slicing
Decision
Trigger
Interest
Trigger
More useful customer segments
based on their current behavour.
They are real people (not attributes!)
It’s clear where to find them.
You’ll walk away if they aren’t a good fit.
EXERCISE

71. What I
can do
What I’ve
got
Small partnerships first.
Affordable Loss.
Effectuation
How successful entrepreneurs move forward.
Multiple goals based on
current resources.

72. 7 ways to die. Choose none.

73. IndustryMarket
Macro
Micro
Trends
Connections
Alignment Skills
Establishment
Customer
Need &
Behaviour
Lock-in &
copyability Modified from 7 Domains,
From The New Business
Road Test, by John Mullins