1. Business Models

2. What makes up a business model? An ecosystem of companies and people Motivations / problems Budget / Currency Flows of value / dollars Flows of product

3. The Company: What are you selling? Stuff that you physically produce Device Software Things you know IP Data you’ve collected People you know Customers / Users Partners Employees Reach Technical infrastructure

5. Software

6. IP

8. Technology

9. Customer

10. Partner

11. Data

12. EmployeesResources

13. Users and Customers Maps to Osterwalder “Customer Segments” and “Value Proposition” DIFFERENCE: Users vs. Customer vs. Market Users = The individuals or organizations who interact with your product. Their currency is attention. Customers = The individuals or organizations who PAY for your product. Their currency is money. Market = Category of customer segment New, Existing, Resegmented, Niche

15. System

16. Mechanical

17. Industrial

18. Device

19. Software

20. IP

22. Tooled

23. Critical

24. Networks

25. Technology

26. Customer

28. Employees

29. KnowledgeManufacturing Resources

30. Users and Customers: Key Questions What problem do they have that you solve? How many people have this problem? How else can they solve the problem? What user segments exist? Do they pay anyone?

32. Software

33. IP

35. Technology

36. Customer

39. Software

40. IP

42. Technology

43. Customer

45. Pricing: What are you paying for? Stuff: Ownership Usage fee (e.g. per minute pricing) Things you know: IP License People you know and Reach: Matchmaking Access fee

47. Software

48. IP

50. Technology

51. Assets

52. Customer

55. Software

56. IP

58. Technology

59. Customer

61. Demand Creation How does the user become aware of the product? How does the customer become aware of the product? Are they actively searching for your product? How much do these activities cost? How many users do they get you? How many customers do they get you? How long does it take to acquire the customer?

63. Software

64. IP

66. Technology

67. Customer

69. Sales and Distribution Who delivers the product to the end user? Does the end user see our brand? In what context will the user find our product? Does the distribution and sales channel also drive customer demand? What incentives are in place to do so? Is there inventory risk? Who takes that on? What are shipping costs?

71. Does the end user see our brand?

72. In what context will the user find our product?

73. What problem do they have that you solve?

74. How many people have this problem?

75. How else can they solve the problem?

76. What user segments exist?

78. Technology =>

79. Faster

80. Cheaper

81. Easier

82. More accessible

83. Just different

84. Relationships

85. Employees

86. Partners

87. Vendors

88. Customers

89. Physical

90. Knowledge

91. Inventory/Warehouse

92. How does the user become aware of the product?

93. How does the customer become aware of the product?

95. What problem does the customer have?

96. What customer segments exist?

97. How do you solve their problem?

99. What is the appetite for spend?Customers OUR ASSETS