business models, technology roadmaps & exit strategies
TRANSCRIPT
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Business Models, Go To Market Strategies & Exit Strategies
GeneratorTHE
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Business Models
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aplanforthesuccessfuloperationofabusiness,identifyingsourcesofrevenue,theintendedcustomerbase,products
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4Basic Types of Business Models
MANUFACTURER
Distributor
Retailer
Franchise
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But, you need a bit more granularity than that…
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The LICENSING MODELSignoverrightstocommercialisation toanotherparty
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The Add-On ModelCompetitivelypricedcoreoffering
Numerousextrasthatdriveupthefinalprice
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The Advertising ModelOfferadvertisersaccesstohighlytargetedconsumerniches(oftenintheabsenceofsellingtheirgoodsorservices)
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The AFFILIATE MODELSomeonewhohelpssellaproductinreturnforcommission,eveniftheyneveractuallytakeownership(orevenhandle)theproduct
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The BAIT AND HOOK MODELDisproportionateamountsofthevaluearecapturedoncomponents,refills,etc.
Switchingcostsresultsinmonopolisticpricing
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The FREEMIUM MODELGiveawaysomethingforfreeinreturnforyourpersonaldetailssotheycanthenmarkettoyousoyouwillbuyfromtheminthefuture
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The LOW COST MODELDrivesignificantvolumesofcustomersbychargingaverylowprice
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The LOSS LEADER MODELYoulosemoneysellingatthatprice,butitenablesadifferentlucrativeopportunity
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The PREMIUM MODELYouchargesomuchforit(eithervanityornecessitydrivers)thatyourprofitmarginsareastronomicalandcoverthefactthatyourcustomerbaseisquitelimited
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The PAY AS YOU GO MODELActualusageismeteredandyoupayonthebasisofwhatyouconsume
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The RECURRING REVENUE MODELSecurethecustomeronalongtermcontractsothattheyareconsumingyourproductorservicewellintothefuture
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The DEMAND AGGREGATION MODELAssembleallthesellersandbuyersforsomestuffinthesamevirtuallocation
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The PERSON-TO-person exchangesConnectonepersonthathassomethingsomeoneelsewantswiththepersonwhowantsit
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The ONE-OFF EXPERIENCE MODELNowism offeringuniqueexperiencestocustomersatagivenplaceduringaspecificevent
Socialmedia+offlineeventorganisers,pop-upstores,onlineretailers
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DisruptionItishappeningeverywhere• Education► TEDEd• Finance► Bitcoin,ApplePay• Technology ► Nest•Media► Spotify,Netflix• Telco►WhatsApp•Medical► Automata• Travel► Airbnb
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So… what’s your business model?
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GO TO MARKET STRATEGIES
AND TECHNOLOGY ROADMAPS TOO
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A go-to-marketstrategy (GTM strategy)isanactionplanthatspecifieshowacompanywillreachcustomersandachievecompetitiveadvantage.ThepurposeofaGTM strategy istoprovideablueprintfordeliveringaproductorservicetotheendcustomer,takingintoaccountsuchfactorsaspricinganddistribution.
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WHAT…Who…How…Where…
…tosell
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Go-To-Market Strategy1. Definemarketvalueproposition2. Identifyprimarytargetmarket3. Reviewexistingmarketchannels4. Createdetailedchannelapproach
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8Basic building blocks
Business Summary
Product Strategy
Channel Strategy
Marketing Strategy
Customer experience
Technical requirements
Evaluation
Timeline & Execution
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Readyfireaim
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Strategic objectiveso Createawareness,firstcustomersoMaximizemarketshareo Defendmarketshare(againstcompetitors)oMaximumprofitability
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Technology Roadmaps
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Technology roadmapsAplanningprocessforaspecificproductorservicetoidentify
o Technicalprocesseso Technologygapso Opportunities&riskso Criticalrequirements,targetso TechnologyalternativesoMilestonesformeetingthosetargets
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7Basic building blocks
Business & technical assets
Cost/complexity drivers
Product hypothesis
Product requirements
Product planning
Timeline
Risk & mitigation strategies
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High level example1. Productthatisthefocus
oftheroadmap2. Criticalsystem
requirements&theirtargets
3. Majortechnologyareas4. Technologydrivers&
theirtargets
Energy-efficientvehicle
MPG,reliability,safety,costTargets:100mgpby2017&150mpgby2025
Materials,enginecontrols,sensors,modeling,simulation
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High level example5. Technologyalternatives6. Recommendtechnology
topursue7. Createthetechnology
roadmapreport
Technologyalternativesthatcansatisfythesetargetsidentifiedwithestimatedtimelineforhowitwillmaturewithrespecttothetechnologydrivertargets.Identifydecisionpointsforwhenitwillbedroppedfromfurtherconsideration.
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Technology roadmapsAplanningprocessforaspecificproductorservicetoidentify
o Technicalprocesseso Technologygapso Opportunities&riskso Criticalrequirements,targetso TechnologyalternativesoMilestonesformeetingthosetargets
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EXITSTRATEGIES
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An exitstrategy isacontingencyplanthatisexecutedbyaninvestor,trader,venturecapitalistorbusinessownertoliquidateapositioninafinancialassetordisposeoftangiblebusinessassetsoncecertainpredeterminedcriteriaforeitherhasbeenmetorexceeded
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Merger & Acquisition (M&A)• Win-winforborderingcompanieswithcomplementaryskills,assets,resources• Largecompanycanmorequicklygrowrevenueoraccesscustomersthancreatenewproductsorganically
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Initial public offering (IPO)• Offeringsaleofstockinthebusinessonpublicmarkets(liketheASX)
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Sell to another person• Offeringsaleofstockinthebusinessonpublicmarkets(liketheASX)
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Sell to Your Employees• Anemployeestockoptionplancandirectpayrollintoatrusttopurchaseinvestments,likecompanystock
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Milking the cow• Distributeprofitsasdividendstoinvestors• Payoffinvestors• Hiresomeoneelsetorunit
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Liquidation & close• Closethebusinessdoorsandliquidateassets
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Exit Tips• Mostofthetime,companiesaresold,notbought,andrequireanactivesalesprocess
• Dealscanunraveliftheydragon– coldfeetphenomenon• Everystepshouldhaveadeadline
• Establishtrustandopencommunication–frictionistheenemy• Cleanhousebeforethevisitorsarrive
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Exit Tips• Don’tgetgreedy– holdingoutforallincreasesyourchancesofgettingnone
• Planfortheexitearly– theendgameshouldbepartofyouroveralloperatingstrategy
• Negotiatetoughbutfair– rememberthatyoumaybeworkingfortheacquirerwhenthedustsettles
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Strategy for your exit strategy• DealStrategy – who?When?How?Why?• Positioning&Pitch – makingthemwantyou• Packaging&Valuation – thewholenineyards• ProcessManagement – Setmeetings,generatemomentum,managecommunications• Execution – getheatonthedeal
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WANT TO KNOW MORE?GET IN TOUCH!
www.monash.edu/[email protected]/monashGENERATOR
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