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YOUR BUSINESS MODEL IS THE
         PRODUCT
EVENTUALLY YOU WILL WANT TO
EXCHANGE CURRENCY INTO CASH
SO WHO IS GOING TO PAY YOU?
BUSINESS MODEL PATTERNS
LOW MARGIN    HIGH MARGIN
HIGH VOLUME   LOW VOLUME
LOW MARGIN HIGH VOLUME

     NORMALLY B2C
 LOW TRANSACTION COST
LARGE CUSTOMER SEGMENT
KEY
              VALID
                   ATION
                         S
LOW MARGIN HIGH VOLUME

  GROWTH HYPOTHESIS
    SIZE OF MARKET
HIGH MARGIN LOW VOLUME

     NORMALLY B2B
 HIGH TRANSACTION COST
SMALL CUSTOMER SEGMENT
KEY
              VALID
                   ATION
                         S
HIGH MARGIN LOW VOLUME

  PROBLEM HYPOTHESIS
   PRICE SENSITIVITY
SHARED
 PRODUCT        SERVICE    RESOURCE

SUBSCRIPTION    RESALE     AGENCY

  AUDIENCE
AGGREGATION      LOAN       LEASE

  CAPITAL      INSURANCE   OPTION
PRODUCT


MANUFACTURE TANGIBLE ITEMS WHICH
YOU SELL FOR MORE THAN THEY COST

               CARS
              FMCG
              iPODS
SERVICE


PROVIDE HELP TO OTHERS IN EXCHANGE
             FOR A FEE

            HAIRDRESSERS
              AIRLINES
            CONSULTANTS
SHARED
  RESOURCE

CHARGE FOR ACCESS TO AN ASSET WHICH
   CAN BE SHARED AMONGST MANY
              PEOPLE

                GYMS
             THEME PARKS
             iPHONE APPS
SUBSCRIPTION



PROVIDE VALUE ON AN ONGOING BASIS
  IN RETURN FOR A RECURRING FEE


              SATELLITE TV
          SOFTWARE AS A SERVICE
KEY
                   VALID
SUBSCRIPTION            ATION
                              S
 COST PER ACQUISITION < LIFETIME
        CUSTOMER VALUE

  PROBLEM/SOLUTION HYPOTHESIS
   WILL THEY PAY TO SOLVE THIS?
       WILL THEY PAY YOU?
KEY
                       VALID
SUBSCRIPTION                ATION
                                  S
               CPA FACTORS

MARKETING BASED ACQUISITION - PAID
        REFERRAL - FREE
KEY
                       VALID
SUBSCRIPTION                ATION
                                  S
               LTV FACTORS

      SUBSCRIPTION PLAN COST
            ATTRITION
RESALE



     BUY LOW SELL HIGH



          E-RETAIL
KEY
                VALID
RESALE               ATION
                           S

    CHANNEL HYPOTHESIS
AGENCY


BROKER OR MARKETPLACE. MARKETING
AND SELLING AN ASSET YOU DON’T OWN


              E-BAY
             GROUPON
KEY
                VALID
AGENCY               ATION
                           S
VALIDATING BUYER AND SELLER
        HYPOTHESIS
     PRICE SENSITIVITY
AUDIENCE
 AGGREGATION



COLLECTING ATTENTION THEN SELLING
     ACCESS TO THAT AUDIENCE

               BROADCAST TV
               CONTENT SITES
                 FACEBOOK
AUDIENCE
                      KEY
                  VALID
AGGREGATION            ATION
                             S

      GROWTH HYPOTHESIS
   VALIDATING WITH MARKETERS
E E
F R
THERE IS NO SUCH THING
  AS A FREE PRODUCT
NON-PAYING CUSTOMER SEGMENT
IS FUNDED BY A DIFFERENT PAYING
      CUSTOMER SEGMENT
FREEMIUM GENERALLY MEANS THE
GIVING AWAY A BASIC PRODUCT AS
   AN ACQUISITION STRATEGY
AND SELLING THE ADVANCED
        PRODUCT
TRIAL PERIODS
ARE NOT FREEMIUM
KEY
                  VALID
                       ATION
                             S
THE MARGINAL COST OF SERVICING
FREE CUSTOMERS IS CLOSE TO ZERO

  BUT PROVIDES OTHER VALUE
      (MARKETING, DATA)
KEY
             VALID
                  ATION
                        S

CONVERSION HYPOTHESIS

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Business Model Patterns at Lean Startup Machine