industry webinar with jeffrey rufus
TRANSCRIPT
Introduction to the Company
Live Q&A Session with Jeffrey Rufus Product Specialist & Growth for Startups
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Agenda for the session
Scalable Business Models – An Introduction
How to Scale a Business?
Open Q&A
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2
3
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What is a Scalable Business?
Growth in Revenue
Increase in Operating Margin
Increased Revenue cost less to deliver than current revenues
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Factors Affecting Scalability of Business Models
Technology
Cost and Revenue Structure
Adaptability to Different
Legal Regimes
Network Effects
User Orientation
Source: Hang Nguyen, How to Develop a Scalable Business Model, Oulu Business School 2014
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Agenda for the session
Scalable Business Models – An Introduction
How to Scale a Business?
Open Q&A
1
2
3
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How to Scale a Business
Making sure Product can operate at
Scale
• Building infrastructure for the transition• Optimizing user experience for masses
Marketing Product at
Scale
• Reaching out to untapped market• Online and offline publicity
Building Team for Scale
• Competent Management• Hire people with multifaceted skill set
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How to Scale a Business
Source: Hang Nguyen, How to Develop a Scalable Business Model, Oulu Business School 2014
Scalability Factor 1Unscalable
2 3 4 5Highly Scalable
Clarity of Market Focus Reactive Demographic Firmographic Focus on Stakeholders Ideal Customer
Repeatability of Solutions
Random Common Components Standardised Replicable Highly Repeatable
Market Differentiation Undifferentiated Somewhat Better Provable Better Distinctively Different Truly Unique
Offering Focus Feature Focused Advantages Focused Benefits Focused Solution Focused Outcome Focused
Marketing Focus Mostly Outbound Experimenting with Inbound
In Transition Mostly Inbound Socially Integrated
Sales Process Random Process Informal Process Formal Process Embedded Process Agile Process
Customer Focus Sales Centric Buyer-Aware Milestones
Buyer-Aware Process Buyer-Aligned Process Buyer Centric
CRM Adoption No CRM Basic CRM Widespread CRM Enthusiastic Adoption Revenue Cycle Management
Sales – Mktg Integration
No Alignment Grudging Cooperation Aligned Shared Plans Fully Integrated
Customer Relationships Approved Vendor Preferred Supplier Solutions Consultant Strategic Contributor Trusted Partner
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Uber Example
Geographic Expansion Playbook• Hired a “city launcher”
General Manager• Built a core team for the
new market
Reaching Out to Drivers and Creating Supply• Reached out to existing
cab services• Offered drivers app that
utilized their idle time and paid them
Targeting Marketplace• Once supply was
established, product was introduced to consumers
• Supply meets demand
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Agenda for the session
Scalable Business Models – An Introduction
How to Scale a Business
Open Q&A
1
2
3
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Ask your queries
How Scalable is your Startup?