takomo business model design - 24.9.2012
TRANSCRIPT
Designing business modelsInvestors perspective
BUTTERFLY VENTURESWho we are, and what we do
The TeamPartners
Matti Kanninenmanaging partner
Juho Riskupartner, co-founder
Antti Kosunenpartner, co-founder,
and Board member
Board of Directors
Jukka MäkinenChairman of the Board
Jari PasanenMember of the Board
Idea
15‐90 k€ 200‐400 k€ 1‐2 M€ xx M€
Unqualified Qualified pre‐seed/seed Qualified expansion
Accelerating
StartUp
Financing
Financed – Exit
”TechStars” Go fast forward
or fail fastScoutingScouting
Basics Preparation Proof of concept
Scope of main interest
OperationalizationOperationalization
Scale‐up
Σ < 500 k€ Σ < 2.5 M€
Investing from pre‐seed to follow‐up
First time Investment
Follow up InvestmentFollow up Investment
Follow
Exit
What early stage investors look for in a target company?
Positive black swans.
Scale of opportunity.
The business model is the key while reaching there.
All the investors are not the same.
EXIT VS. CASH FLOWTwo models for venture financing
Expectations
10 * Valuation
Exit driven model
Company
Investor• Money• Expertise
Valuation
Cash flow
Investor• Money• Expertise
Exit
Cash from stock sale
Exit driven startup
• Has a very large market potential– Most of the potential not realized in a form of positive cash flow at the exit
• Is easily scalable, usually globally– Smart customer acquisition logic built into business model is a plus
• Has strong IPRs or a business model that accumulates value over time– Customer retention can be clearly articulated
• Money• Expertise
Cash flow driven model
Company
• IPRs (value)
Product launch
x% cash flow = 10 * money investedInvestor
Product x
1‐x% cash flow
End of life
Cash flow driven product
• Requires less capital over life cycle, can accept more market behavior related risk
• Has well defined, easy to understand product and clear simple business model
• Has short time to market – Straight forward development, no technology related risk
• Generates large positive cash flow fast– Has short sales cycle– Are usually consumer market products
How to choose the right model
Exit driven model• The grand vision is large
enough to fill the purpose of the company alone
• IPRs are patents or accumulated during longer period of use (information)
• Founders ready to sell the company or IPO is a realistic option
Cash flow driven model• Company is based on idea
of multiple products• IPRs are mostly creative
content based and different in each product
• Founders like to keep the options open for future
• Successful product can be used as a future reference
Venture capital is expensive.
THE RIGHT KIND OF STARTUPWhat we’re looking for from a business model perspective
Customer acquisition.
Customer retention.
BUSINESS MODEL CANVASTool to design business models
* Source: Business Models Generation ‐ http://www.businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf
Tribevine: The predictive Google analytics of real world products.
* Source: Business Models Inc. ‐ http://businessmodelsinc.wordpress.com/2009/08/11/sellaband‐business‐model‐visualized/
It’s a iterative process.
Design customer‐centric*
Organization‐centric1. What can we sell to customers?2. How can we reach customers
most efficiently?3. What relationships do we need
to establish with customers?4. How can we make money from
our customers?
Customer‐centric1. What does our customer need
to get done and how can we help? What are their aspirations and how can we live up to them?
2. How do our customers prefer to be addressed, how do we fit into their routines?
3. What relationship do our customers expect us to establish with them?
4. For what value are customers truly willing to pay for?
* Source: Alexander Osterwalder & Al. (2010). Business Model Generation
Any questions?
Resources
Books• Business Model Generation: A Handbook for Visionaries,
Game Changers, and Challengers (ISBN: 978‐0470876411)
• The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses (ISBN: 978‐0307887894)’
• The Startup Owner's Manual: The Step‐By‐Step Guide for Building a Great Company (ISBN: 978‐098499930)
• The Art of the Start: The Time‐Tested, Battle‐Hardened Guide for Anyone Starting Anything (ISBN: 978‐1591840565)’
• Running Lean: Iterate from Plan A to a Plan That Works (ISBN: 978‐1449305178)
Links• Butterfly Ventures in the web: http://butterfly.vc/,
http://www.facebook.com/ButterflyVentures, http://www.linkedin.com/company/butterfly‐ventures, https://twitter.com/Butterfly_VC
• Tribevine: http://www.tribevine.com• How to build a startup – free course by Steve Blank:
http://www.udacity.com/overview/Course/ep245/CourseRev/1
• Business model generation – tools: http://www.businessmodelgeneration.com/
• Business model canvas poster: http://www.businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf
• Showcase your startup, practical tips: https://angel.co/• Staretup Compass, tool to analyze your starup KPIs:
https://www.startupcompass.co/