growinggames. the business model canvas - step-by-step
TRANSCRIPT
GROWING GAMES 2014
Wifi: On the seats..Twitter: #growinggames
ProgramA word from our host, ITUGrowing Games: The rules!Time to meet and greetToday’s focusMini springboard: Simon Kaastrup-Olesen from How Far GamesIntroduction to Lean CanvasWorkshop session and reflectionLunchKey note: Tim SheppardQ&AWorkshop: Back to the canvasCoffee breakPitch training
This is Growing Games!
We talk business
Everyone pitch!
You create
Growing Games
All about networking
Use each other, share and be open
Engine room
This is Growing Games!
GrowthBusiness
development tools
Network+ =
April 29Kick-off
May 14 Mone-
tization
June 2 Raising capital
June 25 Noticed with PR
STAY TUNED
Who are you and whats your project? What has happened since the last workshop?OrWhy are you part of Growing Games?What is your biggest challenge rigth now?
Meet and greet1. Who are you?
2. Whats your project
3. Why are you part of Growing Games?
Aim of the workshop1. Introduce a tool to develop your business model
2. Learn about monetization
3. Expand your network
Business models
Step 1: Idea
Step 2: ?
Step 3: $$$$$$$$
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value propositionSolution
Key features of your product that
connect your users’ needs with
your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
PRODUCT MARKETVALUE
PROPO-SITION
FINANCIAL VIABILITY
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
Your target customers -
but that can be both users,
purchasers and partners
The canvas step by step
#1 Value proposition• The reason users/
customers choose you
• What value does your product deliver?
• Which problems are your solving?
• Which needs are you satisfying?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples • “Newness”
• Performance
• Customization
• Getting the job done
• Design, artistic value
• Brand, status
• Price
• Accessibility
• Usability
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#2 Target segments• For whom are you
creating value?
• Who are your most important customers?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• Mass market
• Niche market
• Segmentet market
• Multi-sided market
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#3 Needs• Which needs are you
fulfilling?
• In which situations do your users use your product?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• Relaxation
• Entertainment
• Learning
• Escaping
• Peace and quiet
• ...
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#4 Solution• What are the key
features of your product that make it drive value for your users/customers?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• Special characteristics
about your...• Storyworld?
• Characters?
• Design?
• User journey?
• Pricing?
• Business model?
• Technical features?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#5 Unfair advantage• What is it that you do
or your product does, which cannot be easily copied?
• How are you different from your competitors?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• Could be...
• Specific competencies
• Knowledge
• Position in the market
• Features about your storyworld or product
• Network or contacts
• ...?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#6: Channels• How do you communicate
with and reach your customer segments?
• What is your go-to market strategy? How do you publish and sell?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• How...
• Do you create awareness?
• Can the customer evaluate your products?
• Does the customer buy your products?
• Do you deliver the products?
• Do you deliver service and boost sales?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#7: Key metrics• The key activities you
decide to measure that will help you decide whether or not you are moving towards your goal.
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• You can measure both internal
and external activities
• Internal are product or development oriented activities - whether you develop on time or on the right ressources.
• External are market oriented activities such as customer acquisition, retention, sales, conversion rates.
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#8: Revenue streams• Your mechanisms for
monetizing on your product - the how, when and where your customers can put money down.
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• In-game or in-app
purchases.
• Pay 2 play
• User subscriptions
• User fees
• Advertising
• Strategic partnerships
• Sponsorships
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
#9: Costs• The costs associated with
developing and driving your business model.
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Examples• People (salaries)
• Hosting
• Distribution costs
• Customer acquisition costs (advertising, publisher)
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value propositionSolution
Key features of your product that
connect your users’ needs with
your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
PRODUCT MARKETVALUE
PROPO-SITION
FINANCIAL VIABILITY
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
Your target customers -
but that can be both users,
purchasers and partners
Workshop #11. In groups of 2 or 3..
2. Discuss your business model using the canvas
3. Focus on value proposition, target segments and financial viability.
Needs
The situations in which you imagine your
users engaging with your product and the need
they have
Value proposition
Single, clear and
compelling message that states what
your customers get - why you are different and worth paying attention to
SolutionKey features of
your product that connect your
users’ needs with your value proposition
Key metrics
Key activities you measure - either
internal or external activities
Your path to customers - both communication
and sales
Unfair advantageWhat makes you
stand out that cannot be copied
or bought
Channels
Target segments
Your target customers -
but that can be both users,
purchasers and partners
Costs Revenue stream / MonetizationType of costs in your business model - personel, ressources,
activities
How you will monetize your product. The revenue model built into your products.
Where, how and for what can people pay?
Where else will you find revenue?Can you drive revenue from partners?
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LUNCH
Next time!June 2ndHost: Startupbootcamp
Raising capital
Online sign up is now open!