1.Roald SieberathHOPE MIC Belgique

2. Were going to talk about : 3. Who am I ?I used to : I studied business at :I (co-)launched startups :I work with startups : 4. Main ideasWhat is a business modelWhy its importantBuilding blocksStartup is a different animalExemples & TEST ! 5. Violonist story Earned : 32$ 6. Violonist story II (the revenge)Joshua Bell 7. Lessonfor Joshua (& gifted developers) Talent is not enough 8. Some building blocksmissing 9. Why Business Model matters ? 10. The winner isnot the onebut the onewith the best with the besttechnologybusinessmodel 11. Introducing 12. Business Model : 9 building blocks 13. Customer segments 14. Value proposition 15. Channels 16. Customer relationships 17. Revenue streams 18. Key Resources 19. Key Activities 20. Key Partners 21. Cost structure 22. Recap 23. Full model 24. All right,what do I make of it ? 25. Use it as a toolbox ! 26. Business Models need to be designed 27. Business model canvas 28. Its visual 29. Its fun 30. Its a communication toolDevelopers Marketersare from are fromMarsVenus 31. You get to work with Post-It 32. Its becoming a lingua franca 33. An easy way to share, discuss, adjust 34. Itseverywhere ! 35. Introducing (Part 2) 36. We used to think: a startup is a company, just smallerAnd should be managed in a similar way 37. RealityA startup is a different animalManagement scienceshouldnt be completely the same 38. Another view: Steve Blanka company a startupsolves asolves anknown unknownproblem problem 39. Waterfall modelProblem: known Solution: known 40. Agile Development (XP)Problem: knowncustomer Solution: unknown 41. Customer Development Data, feedback, insightsProblem: unknown Solution: unknownHyp, experiments, insights 42. Generate multiple hypotheses 43. TEST the hypotheses ! 44. Customer Development 45. Lean startup cycle 46. Adjust until you can prove it works ! 47. What is a proof ? 48. a signed deal ! 49. So: get out of the building ! 50. Search (and find)the right business model Only then, execute ! 51. Pivot ! 52. Exemple : DjengoCool startupYoungfoundersCool concept 53. Djengo v.0.5 : C2C car-sharing(may 2010)Carsharing concept :- Between individual users- From anywhere to anywhere- clearinghouse + social 54. Djengo was going into a wall 55. So Djengo pivoted 56. Djego v.1.0 : event car-sharingValue prop:Fixed destinationCustomers:Event organizersBMC : changedBetter ! 57. Djengo v.2.0 : B2B car-sharing Changed again : car-pooling foremployees Value proposition forcompanies Differentpartners, relationships, 58. Djengo : they now have a business ! 59. Business Model innovation Many sectors can be challenged & changed. Not so much technologically, But on their business model. 60. Business Model innovationENIACFirst commercialcomputer15 Feb 1946 61. Lessons(recap) 62. 1. Business Model can win or kill your business 63. 2. You need to design yourBusiness Model 64. 3. Use it as acommunication tool 65. 4. TEST your hypotheses 66. 5. by getting out of thebuilding ! 67. 6. PIVOT (if needed) 68. 7. only then, execute ! 69. Understand this to avoid crashes 70. Thank you !