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1. Supervisor : Dr. Tien Minh Do
Student : Ngoc Anh Nguyen
Class : VUW10B
Student No. : 20118338
Analyzing and proposing the business model
for start-up in Viet Nam
Graduation Thesis. 2015
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2. Introduction research and business model definition
Basic Business models and case studies
Proposal and conclusion
CONTENT
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3
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4. Introduction Business Model & Case study Proposal & Conclusion
Why research on business models?
The high failure rate
of start-up
businesses
Billion-dollar brand (Uber,
Grabtaxi, Airbnb, etc.) creates
huge success through new
business models
Change in the
Government policy
orientation
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5. Business Model & Case study Proposal & ConclusionIntroduction
•1911 :Why do some firms continual outperform other ?
•1950 : Organization’s structure is a combination
between internal and external expectation.
•1982 : SWOT
•1985 : Five competitive forces
•Loosing conception of how a company does business and
generates revenue
•Talking about strategy and competitive advantage
•Mean everything and end up meaning nothing.
Business
modelStrategy
•Making it difficult to separate the two notions
•Strategy and business model are different
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6. Business Model
Strategy
Tactical Set A
Tactical Set B
Tactical Set C
Tactical Set D
Introduction Business Model & Case study Proposal & Conclusion
Which approaching way do I support ?
Possible business models
Strategy-plan of which
business model to adopt
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7. Business Model ways of thinking
Logic of earning
money
The business model describes the
rationale of how an organization creates,
delivers and captures value
Logic of using
competitive advantage
Plan of all business
activities
The business model as a possible integrator of
different strategic perspectives on firms‟
sustained competitive advantage to create a
wider understanding of a firm’s sustained
competitive advantage
The business model is its plan or diagram for
how it competes, uses its resources,
structures its relationships, interfaces with
customers, and creates value to sustain itself
on the basis of the profits it generate.
Introduction Business Model & Case study Proposal & Conclusion
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9. Product Development model 1
Model
1
Idea/ Concept Developing product
A/B test & make
change
Launch 1st trip
Introduction Business Model & Case study Proposal & Conclusion
For example
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10. Product Development model 2
Idea/ Concept
Developing
product
A/B test & make
change
Launch 1st trip
Introduction Business Model & Case study Proposal & Conclusion
Model
1
Windows Phone 10
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11. Product Development model
Introduction Business Model & Case study Proposal & Conclusion
It only suitable with the
available market
Concentrating in resources to
optimize products in the areas
of product shortages
The shortage of customer
The first customer ship
Lack of methodological
research to study and explore
The shortage of research to
choose customer and market.
Model
1
11
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12. Customer Development model
Introduction Business Model & Case study Proposal & Conclusion
Model
2
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
STOP STOP STOP
Pivot
Finding the right product/market fit Transition from start-up to a real business
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13. Customer
discovery
• Make these hypotheses ( Product, Customer, Channel and price, Market types, Competition )
• Checking and adding the problem of assumptions
• Checking and adding the problem of product concepts
• Confirming
Customer
validation
• Ready to sell
• Selling for customer –who have vision
• Positioning
• Confirming
Customer
creation
• Preparing to appear before public
• Positioning company and product
• Presenting your company and your products before public
• Creating need
Company
Building
• Approaching the major customer
• Reviewing managing system
• Customer development group complete the functional department
• Building the fast response function.
Introduction Business Model & Case study Proposal & Conclusion
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14. Customer Development model
Introduction Business Model & Case study Proposal & Conclusion
Model
2
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
STOP STOP STOP
Pivot
Example:
Airbnb
Price is an important concern of
customers booking travel online
Hotels leave you disconnected
from the city and its culture
No easy way exits to book a room
with a local or become a host
A web platform where
users can rent out their
space to host travelers
to :SAVE MONEY, MAKE
MONEY, SHARE
CULTURE
630,000 on
temporary housing
site couchsurfing.com
17,000 temporary
housing listings on SF
& NYC Craigslist from
07/2009-07/2016 $24 Billion Valuation
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15. Customer Development model
Introduction Business Model & Case study Proposal & Conclusion
Model
2
Developing products for
a small group
Good enough” product and
right sale process ?
What is your
kind of market
and Marketing
strategy for
each ?
Building culture
and organization
which focusing on
mission
Minimum Viable Product (MVP
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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18. Customer value canvas for each segments- ( Product / Market fit )
(5)Value proposition (1)Customer segment
(6) Product and
services
(7) Gain creator ( 2)Gains (2)Job to done
Understand
customer
(8) Paint reliever (3) Pains
Each approach requires completely different
logistics, resources, and activities
To have completed business model cavas
for your company you need always learn
and improve
Model
3
Business model canvas
Introduction Business Model & Case study Proposal & Conclusion
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20. UBER research and testing
1. The problem with local Taxis
2. The efficiency of the status quo or producers/consumers
3. The early adopters and approaching plan
Treat your initial users as kings
Uber offered rides from club venues to user’s doorstep so the party
people were amazed. It offered rides to the corporate sector who worked
in offices helping them to save time
4.Testing and evaluating hypothesis many time
Uber often experiments with new concepts .Everything starts with a small
city launch team and Expand step by step. Every city has a general
manager who heads the customer acquisition as well as driver acquisition
Treat your workforce an important part of your business
5.Main Growth opportunities tapped by Uber (use each canvas for each
case )
UBER Uber is an on-demand transportation service - an
intermediary services.
Users will install and set up Uber on their
smartphone .The application provide a map
locations of car to make the active interaction
about time and transportation
Uber has been able to grow at exponential rates
since its founding in 2009 and appear in Vietnam
from 6/2014 as “ Sharing economic
Uber is one of those few tech companies in the
world that has been valued over $50 Billion. Uber
has already received an equity funding of $8.2
Billion and is present in 60 countries.
Model
3
Business model canvas
Introduction Business Model & Case study Proposal & Conclusion
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21. Key Partner
1.Driver with their car
2.Payment processors
3.Map API providers
Investors
4.Car maker
Key Activities
1.Marketing product and
customer acquisition
2.Hiring driver
Managing driver payouts
3.Customer support
Product 4.Developmnet and
Management
5.Building greater communities
driver , rides
Value Proposition
Customer
1.Minimum waiting time
Prices
2.Can see ETP and track a car on
the map
3.Cheaper prices
4.Cashless drives
Driver
1.Additiional income
2.Work Part time
3.Easy payment proceduce
4.Pay online without requests
Customer relationship
1.Social media
2.Customer support
3.Review ,rate and feedback
system
Customer segment
Customers
1.No have a car
2.Do not want to drive
themselves to Party
3.Like to travel style and want
to be a VIP
Driver :is not customer but is
complementary services
1.Have a car and want to earn
money
2. Wished to be a partner ,not
called driver.
Target customer
Upper class, Business,
Technology , Urban middle Class
Channel
1.Website
2.Mobile app for android or
iOS
Key resource
1.Skilled driver
2.Technology
3.Platform
Cost
1.Technology infrastructures
2Salaries to payment employees
3.Launches event and Market expenditure
4.Goverment and regulator relationship
5. No investment (car )
Revenue
1. Driver per km
2.Surge Prices, Uber rideshare
3.Uber kind : Uber X, Uber black ,Uber taxi, Uber SUV, Uber pool,
Uber -Business model canvas
Model
3
Introduction Business Model & Case study Proposal & Conclusion
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22. Key
point
for
Uber’
lesson
Scale the personalised customer experience
Scale unit economics :predict the unit economics to begin with which can generates revenue
confirm model can earn revenue
Scale the right mindset for the right time
Scale simplicity Uber is a classic example of elegant simplicity solving a single problem
Scale through validated learning
Scale thoughtfully : Each function must mature at the same rate, or at least close to it. Uber has achieved this. By
avoiding the trap of ‘one-size fits all’, and smaller thinking, and iterating on one element of the taxi experience
Scale Out (Think outside ) :Most startups focus on scaling up customers and revenues, but you need to build
your architecture in an intelligent way that will allow you to grow to realise your potential and get the new opportunities from
environment and customer, without over taxing your team or endangering your roadmap
Model
3
Business model canvas
Introduction Business Model & Case study Proposal & Conclusion
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24. The reason for proposals
Entrepreneurship as a Science. Each time a standard solution emerged, innovation didn’t stop. It just allowed new
innovation to begin at a higher level.The assumptions in their original business model in reality often has some wrong
thing (wrong sales channel, revenue model, target market or customer) which creates a crisis which can destroy your
company quickly
Customer Development has no structured and systematic way of describing a business model and your business
model is nothing more than a set of untested hypotheses
Business Model canvas should be used for something much more than a static planning tool
Introduction Business Model & Case study Proposal & Conclusion
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28. Proposal &
Conclusion
Case studyBusiness Model
eliminates bad online shopping experiences through its online product search
engine
establishes the direct relationship between the buyer and seller
Products and features
The failure and the lesson
They focused on calling for investment capital from
venture investors. With the time commitments
following investor’s acception
Product development with ideas, the hypothesis has
not been inferred through verifiable fact
Never found the right initial customer
Never analysis of cultural habits of users
use customer development to overcome the
common mistake in building business.
Introduction to
research
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29. Having customer for the initial products
Find development model before spending large
sums of money for marketing activities.
Saving money :Find new ways to reduce costs,
help shape the initial products and how you first
introduce the differentiation to customer
Have process with these clear milestones
No structure :It do not show the structure of company with
each spate part and their correlate relationship
No tools and standard :do not support these tools and standard
to optimize business model in the long-term period. It only
draws milestones in business .
Customer opinion :It only stands at customer’ opinion so it can
not indicate all opportunity, threat or tradeoffs cost which come
from other part.
Advantage
Model
2
Customer Development model
Introduction Business Model & Case study Proposal & Conclusion
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30. Advantage Disadvantages
A general and structured view
Integration :It can combine with some famous model theory SWOT
,Porter's Five Forces ,Lean Start up, Blue Ocean
Innovation : starting and adding a small point in the separate times
(predicting some cases in the future )
Convenience :Help you to orient the choice of values and understand the
cost tradeoffs respectively
A static planning : don’t have a schedule with specific processes
and essential starting point
It do not provide the measuring tools : mearsuring, learning and
research the external factor
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Logic of earning money
The business model describes the rationale of how an organization creates, delivers and captures value
The business model is the company‘s - logic for making money in the current business environment.
Product development model
Product development model
Product development model
Product development model
b. Philosophy of discovery customer: Developing products for a small group but not a large part in customer and starting with vision
Because of the small capital you should focus on the initial customer who believes in your vision.
The goal for conversation with customer is not to improve product but finding available customer .Delaying product development until customer development group discovery who customer are and what features they expect from products. This ensure that you can earn revenue from products
The successful product concept with start-up is good enough with the initial customer who pay for products ,not for serving all customers.
Research customer group focus on test customer’s response to product to know whether they will buy
c.Philosophy of customer validation is “good enough” product .There are some reasons for this philosophy
Although customer say that something is totally important to them you only really sure until you see their reaction to your first product.
Your first product only buy for Evangelist: they buy vision of product but perfect product and you can learn more
The boundaries between the “good enough product” and a “scrap product” is very small and this philosophy is really difficult for you to apply
d.The difference between customer creation and Marketing
Customer creation is difference with Marketing for the reason: it emphasize on customer but not the following strategies and Marketing is only applied when you chose your kind of market (traditional marketing is only suitable with existing market)
In customer creation, all was confirm and unify to implementing together. In real on this time point in, Marketing never exist .Customer development group carry out and this help decrease cost and conflict from the failure of the 1st ship.
Product development model
Minimum Viable Product (MVP) –and Good eough product
Because customer did not buy many product were made that did not satisfy customer want and need
Building Minimum Viable Product (MVP) to confirm if your customer really exist. ( mix vision and reality to reduce cost )
The goal of an MVP is a means of validating your biggest assumptions and maximizing learning while minimizing risk and investment and those will be different for every company and product
How to make MVP ?
Building the minimum feature in order to get feedback
Getting customer feedback quickly Change and make better
As you get more feedback, you can add more features
Building Minimum Viable Product (MVP) to confirm if your customer really exist.
The goal of an MVP
is a means of validating your biggest assumptions and maximizing learning while minimizing risk and investment and those will be different for every company and product. It’s far faster and cheaper to catch your errors while you’re still in the thinking stage .Hopefully you built an MVP that helped you to answer some of your most pressing questions around distribution, value, business model, and functionality.
That’s the wrong mind-set--assuming that you already know what the “final” product should look like before it makes first contact with customers.
The most important question that your MVP can answer may be something like:
• Can we get this product in front of the right customers?
• Are customers willing to pay for the value that this product promises?
• How do the customers measure the value they gets from the product?
• What pricing model aligns with customer value and the customer’s ability to pay
MVP Types
You should think of viability in two ways: providing enough of an experience to show value to your customers, and providing enough information to you to prove or disprove a hypothesis
Success of Uber
Uber celebrated its fifth anniversary on June 1, 2015, with an announcement that it had grown into a transportation network spanning 311 cities in 58 countries.
Uber also raised close to a billion dollars in a funding round closed in July, bringing its total funding to about $5 billion. At that time, the company was valued at almost $51 billion, tying Facebook's record for a private, venture-backed startup.
Hundreds of thousands of new Uber drivers sign up on the platform every month. In August 2015, Uber announced its millionth driver had just completed his first trip
About theory
The combination and integration between the Business Model Canvas vs Customer Development created a big step in the completion of the theoretical basis for the business model.
The proposals combines 2 the important requirement of opening a business: maintaining a unified whole and having effective process with each specify and clear step.
Business model is not just a static model with a set of chaos hypotheses but it always changes to optimize and move forward with certain route following the growth targets of enterprises.
Customer Develop is not only a set of untested hypotheses .With integrating Business model Canvas, it will a highly oriented process with clear structure in each steps. It can show the specific changes of general picture in each steps in it.
The integration creates many opportunities to aggregate the available theory (SWOT, Porter five forces analysis, …) to have a clearly complete theory and clear with the philosophy of the new business environment that can be easily to apply widely for business development in the current economy basing on each potential individual
5.2.2 About practicality
Those entrepreneurs who have business ideas can use the model to
Research the current status and overview in business with each product each company or each idea
Concretize their ideas with business concept which was visualized
Develop ideas by considering related hypotheses with a clear structure
Have a optimal road map with clear job toward growth targets to minimize the risks
With Vietnam enterprises:
The proposal help businessman to have model for learning and finding these potential opportunities. It also helps enterprises mitigate risks avoid common mistakes in approaching business.
Furthermore, it provides a way for business man have a logical road map with their products and company
In real, there is the lacking of basic theory for starting business and it find difficult to apply this sporadic knowledge .I hope that this proposal will be a theoretical framework which make launch pad for developing of business ideas and promoting the development of Vietnam economy
We use Business model canvas (and Business model environment ) as tool to Customer Discovery
Customer Discovery and Customer Validation is a process time which help us to bring hypothesis and get out of building efficiently
We building minimum viable products for Customer Creation by optimizing hypotheses with business model canvas tool.
We always using business model canvas to consider and contribute idea in 4 steps in Customer Development
it was the launch pad for setting up the hypotheses to test, and a scorecard for visually tracking iterations and Pivots during Customer Discovery and Validation
Products and features:
Powerful web platform with diverse service features (http://olymsearch.com/)
Compare prices of products in different shop ,..
Download books online
Create online communicating platform between buyer and seller
Subscribe to a comprehensive product: sellers can track how many buyers and how many buyers care and buyers can view the historical trend of the types of purchased products and view the status of all goods in stock or out of stock
Manage orders to suppliers and evaluating product review for buyer
Help selecting a comprehensive perspective on an issue at separate times It also shows the potential for improved model with a comprehensive look at overall but still went into the small point