startup accelerator 2014: indentifying gaps and refining business models by vivek agarwal_21st feb...
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Fine Tuning the Business model Vivek Agarwal Feb 21, 2014
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4 Questions for Biz Plan
• Who is your customer?
• Why will he pay you?
• How will you reach them?
• How large and profitable can it be?
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Two sides to every Coin
(you have to die to go to heaven!)
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You got to answer this question first
Jim Morrison Narayan Murthy
OR
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What do you want your pie to look like?
Total Value – 10 cr
Your share – 100%
Your value – 10 cr
Total Value – 1000 cr
Your share – 10%
Your value – 100 cr
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Scenario 1 Scenario 2
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Watch the size
Must match your capability level
• Smaller scope • Too small for the “big guys”
… with killer potential!
• Need time to acquire capability
V / s
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What is the model
Innovation Efficiency
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What is the right rate of growth for you?
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How much should you plan
Ready. Aim. Fire. FIRE. FIRE. FIRE
OR
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How do you balance this
“World Class
Execution
Takes time”
“I have to meet
my monthly
payroll”
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Watch who you listen to
“Core
Competence”
“Customer is
asking for
services we
currently do
not provide”
v/s
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Can there be TOO much Focus?
“We know
how to service
this market”
“There are
many more
tempting
opportunities”
v/s
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The Age-old debate!
Quality v/s Speed
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One Thought
Minimum Viable Product (MVP)
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MVP
• Simplified Offering that reveals how real customers – not cloistered focus groups-respond
• Actionable Metrics – not “Vanity Metrics”
• Iterating through a “Build-Learn-Measure-Loop”
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• Enterprise v/s consumer
• Best Value Proposition
• Large v/s Small
Customer Segments
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• What is the key problem that it is solving?
• Are there too many features / Services?
• Is the offering too complex?
Product – Value Proposition
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• Not an easy answer
• Scalability, reach, profitability
• Variable v/s Fixed costs
Channels
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• Fixed v/s Variable
• Components
• Relative importance
Cost Structure
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• One-time v/s annuity
• Growth potential
• Objective
Revenue Streams
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• Customers
• Fund Raising
• External Stakeholders
Key Activities
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