LLP@Tecnico

Class 6

Revenue ModelLuis Caldas de Oliveira

Agenda for Class 6

• Q&A about Partners

• Team Presentations: Revenue Model

• Summary about Resources, Activities

and Costs

• Work for Next Week

Q&A PARTNERS

Questions

• What is a partner?

• Why do you need partners?

• What types of partners exist?

• What are the risks associated with

partners?

Partner

Why?

• Faster time to market

• Broader product offering

• More efficient use of capital

• Unique customer knowledge or

expertise

• Access to new markets

Types of Partners

Strategic Alliances

Apple + Record Labels

Joint Business

Development

Intel Inside

Coopetition

wi-fi 802.11b/g/n

Key Suppliers

Outsource suppliers:

Apple + Foxconn

Direct suppliers:

Logoplaste

Virtual Channels (web)

Expedia

Risks

• Impedance mismatch

• Rely on partner schedule

• No clear ownership of

customer

• Product lack vision

• Different underlying

objectives

• Churn in partners strategy

or personnel

• Intellectual property

issues

• Difficult to end

Common Errors

• Thinking that a startup needs all future

partners in the first year

• Some partners are only important after

reaching a certain size and scale

• Not understanding “why” and “when”

partners are needed

• Not differentiating partners really

needed to scale the business

TEAM PRESENTATIONS: REVENUE MODEL

RESOURCES, ACTIVITIES AND COSTS

Key Resources

Key Activities

Cost Structure

Financial/Operational

Timeline

Financial/Operational

Timeline

NEXT WEEK

Presentation for Next

Week• Slide 1: Cover slide

• Slide 2: Business Model Canvas (changes marked in

red, different colors for multi-sided markets)

• Slide 3: Hypotheses about what partners are

needed? Why?

• Slide 4: Diagram the partner relationship with money

flows. What are the incentives and impediments for

the partners?

• Slide 5: Lessons learned from interviews with

potential partners.

Before Next Class

• Talk to at least 10 customers, including

partners

• Update LPC Narrative and Canvas

• Work on your MVP

• Prepare Class Presentation

• Watch Lecture 8: Resources, Activities

and Costs

Obrigado