Slides of the lecture "Web-based business models" taught by Eduardo Larrain at HEC, a French business school (Strategic Management Master) and for web professionals during workshops
1 - Let’s all talk the same language!
- What’s the web?
- What’s a business model?
- What’s a startup?
2 - What are the key elements of a business model?
- Value proposition and revenue streams
- How’s the music, video games and book publishing industries going?
- Customer channels, customer relationships, key partners, activities, resources, cost structure
3 - What are the business models of Internet heavyweights publicly traded?
- Google (139), Facebook (148), Twitter (161), Linkedin (167), Groupon (172)
4 - What are the business models of the most valuable web-based companies privately owned?
- What is Crowdfunding? Kickstarter (182), Wiseed (187) and Prosper (189)
- What is the Internet of Things? Breathometer (194), Sen.se (196), Nest (199) and Akimo (201)
- What is the sharing economy? Uber (208), Blablacar (211) and Airbnb (214)
- LaRuchequiditoui (218), ZocDoc (220), SnapChat (222)
Conclusion and farewell
Borderless Access - Global B2B Panel book-unlock 2024
Web-based business models in 2015
1. Eduardo Larrain - Linkedin - Website
WEB-BASED BUSINESS MODELS
Workshop #1 & #2 – November 2014
Eduardo Larrain
1
2. Eduardo Larrain - Linkedin - Website
2
This workshop was taught by Eduardo Larrain
•HEC 2005 (French Business School)
•Strategy consultant at Roland Berger and Atos – 40 projects
•Founder of an Internet start-up called Kel Quartier « Kel Quartier helps citizens access open government data on 42,000 neighbourhoods and small towns » - The Guardian
3. Eduardo Larrain - Linkedin - Website
Agenda of the web-based business model workshop
3
1.Let’s all talk the same language! What’s the web? What’s a business model? What’s a startup?
2.What are the key elements of a business model?
•Value proposition and revenue streams ………………………………………………………………………………………………………….…..
•How’s the music, video games and book publishing industries going? …………………..………………..………………….…….
•Customer channels, customer relationships, key partners, activities, resources, cost structure …….....….……….…..
3.What are the business models of Internet heavyweights publicly traded?
•Google (139), Facebook (148), Twitter (161), Linkedin (167), Groupon (172) …………………………………………………….
4.What are the business models of the most valuable web-based companies privately owned?
•What is Crowdfunding? Kickstarter (182), Wiseed (187) and Prosper (189) ……………………………………………………….
•What is the Internet of Things? Breathometer (194), Sen.se (196), Nest (199) and Akimo (201) ……………………….
•What is the sharing economy? Uber (208), Blablacar (211) and Airbnb (214) …………………………………………………….
•LaRuchequiditoui (218), ZocDoc (220), SnapChat (222) ………………………………………………………………………………………
5.Conclusion and farewell
4 39 42 86 116 138 139 179 180 192 206 218 225
5. Eduardo Larrain - Linkedin - Website
•Web (or World Wide Web or WWW) is a global set of documents, images and other resources, logically interrelated by hyperlinks.
•Internet (or Net) is a global system of interconnected computer networks that use the standard Internet protocol suite (TCP/IP) to serve billions of users worldwide. It is a network of networks that carries an extensive range of information resources and services, such as the inter-linked hypertext documents of the Web and the infrastructure to support email.
Web = HTTP, HTML, CSS, JPEG,…
5
Internet = Web + mail + data transfer
Wikipedia
e.g. FTP incl. P2P, VoIP, streaming media, video conferencing, mobile apps (not HTML 5 based)
Internet
Web
Definitions
What’s the Web?
6. Eduardo Larrain - Linkedin - Website
6
•In retail alone, G-20 consumers researched online and then purchased offline (ROPO) more than $1.3 trillion in goods in 2010
Boston Consulting Group, The Internet Economy in the G-20, March 2011
Is Internet only a distribution channel for online retail/ecommerce?
7. Eduardo Larrain - Linkedin - Website 7
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2006
Conglomerate
Professional, Scientific, and Technical Services
Finance and Insurance
Information
Health Care and Social Assistance
Wholesale Trade
Retail Trade
Utilities
Transportation and Warehousing
Manufacturing Telecommunication
Manufacturing Automotive
Manufacturing
Métaux
Pétrole
Agriculture, Forestry, Fishing and Hunting
Chiffre d'affaires des 100 plus grandes sociétés US
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2006
Conglomerate
Professional, Scientific, and Technical Services
Finance and Insurance
Information
Health Care and Social Assistance
Wholesale Trade
Retail Trade
Utilities
Transportation and Warehousing
Manufacturing Telecommunication
Manufacturing Automotive
Manufacturing
Métaux
Pétrole
Agriculture, Forestry, Fishing and Hunting
Profits des 100 plus grandes sociétés US
Metal
Petroleum
Analysis based on Fortune 500, 2007
• 75% of the economic impact of the Internet arises from traditional companies that don’t define
themselves as pure Internet players (McKinsey, 2011)
• Exhibit - Looking at top 100 US companies through time:
Is Internet an Industry?
8. Eduardo Larrain - Linkedin - Website
8
Internet is not just an industry
Internet is touching every part of the economy (like electricity)
10. Eduardo Larrain - Linkedin - Website
•A business model describes the rationale of how an organization creates, delivers, and captures value.
10
•A business model is a coherent way to manage and develop an economic activity.
•A business model describes how an enterprise proposes to make money.
What’s a business model?
Basic definition
11. Eduardo Larrain - Linkedin - Website
11
•A business model is “show me the money”.
•It is a simple expression of the strategy of the company on how to make money without going into too much details
Very basic definition
What’s a business model?
•In French, we use the english word « business model » rather than translations:
•Modèle économique
•Modèle d’activité
•Modèle d’affaires
•Modèle de revenus, modèle de profit
12. Eduardo Larrain - Linkedin - Website
12
•A Business plan is a document that describes how a project can be implemented.
•A Business plan usually aims at selling the project because “you can’t have a funding without a Business Plan”
•A Business plan usually includes a description of:
•The team
•The Business Model
•A Financial Analysis (e.g. financial spreadsheets)
•A Business Environment Analysis (e.g. market, competitors and competitive advantage analysis)
•An Implementation roadmap (e.g. operation plan, milestones)
•A Risk analysis (e.g. SWOT, Critical Success Factors)
A Business Model is not a Business Plan
What’s a Business Plan?
13. Eduardo Larrain - Linkedin - Website
13
•Strategy is a plan of action and the allocation of resources necessary for carrying out these goals
•Michael Porter’s view on Strategy:
•Strategy is a plan to differentiate the company and give it a competitive advantage
•“Competitive strategy is about being different. It means deliberately choosing a different set of activities to deliver a unique mix of value”
•Then decisions can only be defined as strategic if they involve consciously doing something “differently” from competitors and if that difference results in a sustainable advantage
•e.g. making existing methods more efficient (“operational efficiency”) are not strategic since they can be easily copied by others
A Business Model is not Strategy
What’s Strategy?
15. Eduardo Larrain - Linkedin - Website
15
What’s a startup?
•A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty
Basic definition
•A startup is a company, a partnership or temporary organization designed to search for a repeatable and scalable business model
16. Eduardo Larrain - Linkedin - Website
16
•For young companies with predictable revenues (like opening a new bakery), a business plan will be necessary to get a bank loan
•For startups, “a good plan, a solid strategy, and thorough market research may not work leading to startup failures”
•In a startup's earliest days there is not enough data to make an informed guess about what the quantitative financial model might look like
•You have to confirm that your leap-of-faith questions of your business model are based in reality to do a business plan for a startup:
•Did we build a product that people want (value creation hypothesis)?
•What is the growth model (growth hypothesis)?
•The role of strategy is to help figure out the right questions to ask
•Followers ot the just-do-it school of entrepreneurship are impatient to get started. They start building immediately, often after just a few cursory customer conversations. Unfortunately, because customers don't really know what they want, it's easy for those entrepreneurs to delude themselves that they are on the right path
The problem of business plans for startups
Eric Ries, The Lean Startup, 2012
17. Eduardo Larrain - Linkedin - Website
17
The lean startup methodology
How to build a product that people want?
•Developing a new product should resemble simultaneously driving a car (testing your product), tuning the engine (continuously improving the product) and steering (adapting your business model when needed)
•Startups need to conduct experiments that help determine what techniques will work in their unique circumstances
•Startup need extensive contact with potential customers to understand them so get out of the building and start learning
•Metrics are people too. At the end of the day, customers are breathing, thinking, buying individuals.
•You should talk to early adopters not mainstream customers.
Eric Ries, The Lean Startup, 2012
18. Eduardo Larrain - Linkedin - Website
18
The lean startup methodology
Why early adopters are so important?
•Early adopters accept-in fact prefer an 80 percent solution; you don't need a perfect solution to capture their interest. Early adopters use their imagination to fill in what a product is missing
•This is hard truth for many entrepreneurs to accept. After all, the vision entrepreneurs keep in their heads is of a high-quality mainstream product that will change the world, not one used by a small niche of people who are willing to give it a shot before it's ready
•First products aren't meant to be perfect. Most of the time, you are going to be rejected if you go to mainstream customers because most people are not early adopters and will not sign up for a new service sight unseen
Eric Ries, The Lean Startup, 2012
19. Eduardo Larrain - Linkedin - Website
19
The lean startup methodology
The importance of MVP: build-measure-learn feedback loop
•A minimum viable product (MVP) helps entrepreneurs start the process of learning as quickly as possible. It is not necessarily the smallest product imaginable, though; it is simply the fasted way to get through the Build-Measure-Learn feedback loop with the minimum amount of effort. Contrary to traditional product development that strives for product perfection, the goal of the MVP is to begin the process of learning, not to end it
•Unlike a prototype or concept test, an MVP is designed not just to answer product design or technical questions but to test fundamental business hypothesis
•Several types of MVPs: problem exploration, product pitch (e.g. video mvp), concierge
•Once the MVP is established, a startup can work on tuning the engine. This will involve measurement and learning and must include actionable metrics that can demonstrate cause and effect question
•Always test first your riskiest assumptions
Eric Ries, The Lean Startup, 2012
20. Eduardo Larrain - Linkedin - Website
20
The lean startup methodology
The Concierge MVP: have your customers design the first version of your product
•Wait for the first customer before developing anything, solve one customer's problem
•Each week you are learning more and more about what is required to make the product a success. After weeks you are ready for another customer. Each customer you bring on make it easier to get the next one. Only when you have a lot of customers, start to invest in automation in the form of product development
• So you are focused on scaling something that is working rather than trying to invent something that might work for the future. As a result development efforts involves far less waste that is typical.
•In a concierge MVP this personalized service is not the product but a learning activity designed to test the leap-of-faith assumptions in the company's growth model
Eric Ries, The Lean Startup, 2012
22. Eduardo Larrain - Linkedin - Website
Why study Internet-based business models
22
Business Models
Internet- based
23. Eduardo Larrain - Linkedin - Website
23
Business models have been studied for 30 years
Traditional business models: trying to explain success with profit models
1. Customer Solutions
Time
Profit
Invest to know the customer, create a solution, develop the relationship E.g. GE
0
Profit zone
2. Product Pyramid
Time
Profit
At the base are products and services that are low price and high volume; at the top products and services that are high price and low volume E.g. Air France Group: Air France for business and long haul flights, Transavia for leisure and Hop! for local flights
3. Multi-Component
Several of the components represent a disproportionate share of the profits E.g. business seminars at hotels, advertising (Google, Yahoo, Facebook)?
Basic activity
Other components
4. Switchboard
Multiple sellers communicating with multiple buyers. The more buyers and sellers join the great the organization builds on itself E.g. eBay, Alibaba, Amazon, Monster, Seloger Or the opposite: desintermediation (Dell)
Seller
Buyers
5. Time Profit
Takes advantage of uniqueness, profit margins erode as competition seeks to imitate. Time profit companies must take the lead and maintain a "two year" lead over their competitors E.g. Intel, Microsoft
Time
F/unité
6. Block Buster profits
Revenue realized is so powerful and fast that in a quick swoop the model pays for development and marketing costs
E.g. movies, books
Project types
Project return
Adrian Slywotzky and David Morrison, The profit Zone, 1998
24. Eduardo Larrain - Linkedin - Website
24
Business models have been studied for 30 years
Traditional business models: trying to explain success with profit models
7. Multiplier
Strong customer brand E.g. Disney, Google
Different offers
Key asset
8. Entrepreneur Profit
Hierarchical design with multiple subsidiaries to maintain closeness with the customer E.g. Biotechnologies, Google
Basic activity
Small teams
9. La spécialisation
Specialist are several times more profitable than the generalist. Characterized by lower cost, higher quality, stronger reputation, shorter selling cycles, and better price realization E.g. Home Depot
Return
Specialists
Generalists
10. Install Base
Initial product sales or profits are slim and profit is realized on the follow-up products and services E.g. HP printers and Gillette Razors, Ryanair
Margin
Complementary products
Basic product
11. Defacto Standard
The more players who buy that enter in the system, the more valuable the network E.g. Microsoft, Oracle, Skype, Linkedin, spotify, Facebook
Market share
Margin
12. Brand
The Company expends significant marketing investment in order to build awareness and is reinforced by customer experience. You know Brand is working when a consumer says, "I won't change because I trust AT&T". E.g. Google
Price
Brand price
Average market price
Adrian Slywotzky and David Morrison, The profit Zone, 1998
25. Eduardo Larrain - Linkedin - Website
25
Business models have been studied for 30 years
Traditional business models: trying to explain success with profit models
13. Specialty
Specialty companies enjoy a higher premium for their products and services until competitors start to imitate E.g. Merck, 3M, Photoshop
Marge
Nowadays
5 years ago
Common
Leading
Common
Leading
14. Local Leadership
Many businesses and their company economies are totally local. Risk occurs when these companies fail to recognize they are a local business model E.g. Wal-Mart
Local market share
Local return
0
15. Transactional Scale
Transactions go up but the cost to provide the transaction does not go up as quickly E.g. investment banking, real estate, transportation
Transaction size
Transaction return
16. Value Chain
Specific activities pass through a chain of specialist offering value E.g. softwares, Intel
17. Cycle Profit
Industries characterized by distinct and powerful cycle. The company can not control the cycle, but it works to maximize its position within the cycles grip. As capacity tightens the companies lead price increases, as capacity loosens, its lag price declines E.g. Dow Chemical, Toyota
Capacity / Occupancy
Return by unit produced
18. After-Sales Profit
The company's profit does not direct come from the sale of the product, but the after sale financing or services of the product E.g. General Electric, banking
Basic offer
After-sales offers
Adrian Slywotzky and David Morrison, The profit Zone, 1998
26. Eduardo Larrain - Linkedin - Website
26
Business models have been studied for 30 years
Traditional business models: trying to explain success with profit models
19. New Product Profit
As new products are introduced profit margins are high and growth rapid. As the product mature the profit margins fall
Time
Diffusion
20. Relative Market Share Profit
Companies with high market share tend to be more profitable. Large companies have price advantages due to manufacturing experiences and volume economies, such as purchasing capability and economies of scale
Relative market share
Return
21. Experience Curve Profit
Experience drives down the transactional cost
Cumulated experience
Unit cost
22. Low Cost Business Design
The company trives on reducing the cost per unit through cumulative experience E.g. Southwest Air, Dell, Internet as an channel distribution (fnac.com,…)
Unit cost
Traditional
Low cost
Adrian Slywotzky and David Morrison, The profit Zone, 1998
27. Eduardo Larrain - Linkedin - Website
27
Why study Internet-based business models?
Two reasons
i.The technological revolution increased exponentially the number of business models types:
•Marginal cost of digital information comes closer to nothing
•Long tail enables larger segmentation of customers
•Better assets rotation can enable new businesses with low margin
ii.After 30 years, we are better at understanding complex business models
28. Eduardo Larrain - Linkedin - Website
28
(i)The technological revolution (IT, Internet, biotechnologies, nanotechnologies,…)
Ray Kurzweil video on TED, 2005
The accelerating power of technology
14’00-19’10
29. Eduardo Larrain - Linkedin - Website
29
Marginal cost of digital information comes closer to nothing
Basic economics
•… Though with the technological revolution, marginal cost of digital information comes closer to nothing
•Moore law: “number of transistors on a chip doubles every 18 months”
•In basic economics, price falls to the marginal cost which increases with production…
Quantity
Supply
Demand
Price
Exhibit – Market supply and demand
Quantity
Marginal cost
Average cost
Price
Exhibit – Costs of one company
30. Eduardo Larrain - Linkedin - Website
30
•The great power of the eBay business model is the fact that a small number of salaried employees and outsource partners can handle a huge and growing volume of business:
•Doubling of transaction volume can be accomplished with relatively modest investments
•Software and servers do the heavy lifting
eBay Headquarters, San Jose California
31. Eduardo Larrain - Linkedin - Website
31
Long tail enables larger segmentation of customers
Long tail
•Long tail is about selling less of more:
•They focus on offering a large number of niche products, each of which sells relatively infrequently
•Aggregate sales of niche items can be as lucrative as the traditional model whereby a small number of bestsellers account for most revenues
•Long Tail business models require low inventory costs and strong platforms to make niche content readily available to interested buyers
Chris Anderson, The Long Tail, 2006
32. Eduardo Larrain - Linkedin - Website
32
•Amazon sells blockbusters products but also niche hard-to-find products (online book stores bring access to increased product variety)
•Customer customization has enabled Dell to sell a large volume of products in small numbers
Amazon warehouse, somewhere
33. Eduardo Larrain - Linkedin - Website
33
Better assets rotation can enable new businesses with low margin
The only formula you need to know in this workshop!
Formula of Return on Equity
ROE = Net Income (R) / Equity (K)
ROE = (R / K) * (Income / Income) * (Assets / Assets)
ROE = (R / Income) * (Income / Assets) * (Assets / K)
ROE = Gross Margin * Assets rotation * Financial lever
•Technological revolution increase assets productivity decreasing the amount of assets immobilized
34. Eduardo Larrain - Linkedin - Website
34
Better assets rotation can enable new businesses with low margin
Design to cost
•Then, new business models with low margin can be designed and have the same return than more profitable activities
•E.g. Logan, the low-cost brand new vehicle, was designed to be sold at 5 000€ (ultimately 8 000€ in France)
Exhibit – Different business positioning with same ROE
Gross Margin
Assets rotation
35. Eduardo Larrain - Linkedin - Website
35
Better assets rotation can enable new businesses with low margin
Pyramid base: targeting tier 5 population
•Developing countries are inventing new business models in regions with very low purchasing power where populations where traditionally excluded from any economical business modeling. E.g. Tata vehicule costing 2 500€ even cheaper than Logan
•4 billion people live with less than 1 500 USD per year
C. K. Prahalad, The Fortune at the Botton of the Pyramid, 2006
36. Eduardo Larrain - Linkedin - Website 36
Better assets rotation can enable new businesses with low margin
Mobile banking case
• Half population is unbanked worldwide leaving:
• People with no official financial service to save or to borrow:
• Unofficial lending rates range between 50% and 400% p.a, microfinance rates are 20-40%
• One day per month is lost in Morocco to pay invoices
• Enabling mass tax avoidance from States with low budgets
• Raising the cost and complexity for companies t pay their employees
• Though new mobile banking offer are emerging in developing countries. E.g. half public servant in Kenya
are paid with mobile banking
Sénégal
Egypte
Roumanie
Côte d'Ivoire
Djibouti
Maroc
Pologne
Espagne
France
Moy. Afrique
Pakistan
Algérie
Tunisie
Russie
Afrique du Sud
Autriche
Portugal Royaume-Uni
Moy. UE
Allemagne
Mexique
Inde
Etats-Unis
Canada
Chili
Chine
Colombie
Brésil
Arménie
Belgique
Botswana
Danemark
Finlande
Guatemala
Guyane
Irlande
Jamaïque
Kirghizstan Kenya
Lesotho
Namibie
Nicaragua
Ouganda
Pays-Bas
Suède
Tanzanie
Vietnam
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
110%
120%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Banked population 2008
Mobile penetration 2008
37. Eduardo Larrain - Linkedin - Website
Current trends
37
Other big trends in creating new Internet-based companies
•Pyramid based strategy: create a business model based on people very low purchasing power
•Blue ocean strategy: look for a new ocean rethinking differentiation and low-cost and go beyond industry boundaries
•Cloning strategy: clone successful internet sites and replicate them in other countries
•Lean startup strategy: helps you build a product that people want eliminating waste
38. Eduardo Larrain - Linkedin - Website
38
(ii) We are better at understanding business models
One Business Model Canvas
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
39. Eduardo Larrain - Linkedin - Website
What are the key elements of a business model
39
40. Eduardo Larrain - Linkedin - Website
40
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
A business model describes what makes an company unique looking from the value propositions to cost structure
Key elements of a business model
41. Eduardo Larrain - Linkedin - Website
41
Cost-side
Value-side
A business model is an ecosystem
Rationale beyond those key elements
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
42. Eduardo Larrain - Linkedin - Website
42
1 - The proposition value
Definition and scope
•The value proposition describes the bundle of products and services that create value for a specific customer segment
•Value proposition is marketing territory:
•It can be functional (solves a customer problem, physiological need,…), social (need to belong, status,…), emotional, relationship…
•It is an aggregation of the benefits that a Company offers customers (solve a customer problem or satisfies a customer need) minus sacrifices (price, technical process when buying or when recycling, travel time,…)
•It is a unique combination of benefits and sacrifices
•It is not a list of products and services, technologies or distribution channels
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
43. Eduardo Larrain - Linkedin - Website
43
1 - The proposition value
Elements that can contribute to customer value creation
•Newness: some value propositions satisfy an entirely new set of needs that customers previously didn’t perceive because there was no similar offering. E.g. mobile phones, ethical investment funds
•Performance: improving product or service performance. E.g. bringing more powerful PC, more disk storages and better graphics
•Customisation: tailoring products and services to the specific needs of individual customers. E.g. mass customisation
•Getting the job done: helping a customer get a certain job done. E.g. Rolls-Royce airline engines.
•Design: a product may stand out because of superior design. E.g. fashion and customer electronics
•Brand/Status: customers may find value in the simple act of using and displaying a specific brand. E.g. Rolex
•Price: offering similar value at a lower price e.g. Bic
•Cost reduction: helping customers reduce costs
•Risk reduction: reducing risks customers incur. E.g. giving a one-year service guarantee
•Accessibility: making products and services available to customers who previously lacked access to them. E.g. NetJets popularized the concept of fractional private jet ownership, RIP Merrill Lynch bring Wall Street to Main Street in the 60s
•Convenience/Usability: making things more convenient or easier to use. E.g. iPod.
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
44. Eduardo Larrain - Linkedin - Website
44
1 - The proposition value Defining a promise helps understanding the proposition value
Defining the promise or tagline
•The promise is not only advertising territory but it shapes all the business model
•A good promise or tagline must not only deliver a clear message but also advertise an offering truthfully
•A good way to test the effectiveness and strength of a strategy is to look at whether it contains a strong and authentic promise or tagline
•The promise can still be simple and concise even for large international and complex companies
•Zara (Inditex) promise is “fast-fashion” which has shaped all the company operations
•What are the promise of those companies?
•Starbucks
•Ikea
•Easyjet / Ryanair
•Toyota
•Lego
•Danone
•Yves Rocher
46. Eduardo Larrain - Linkedin - Website
46
•Starbucks promise: a “third space” of conviviality between home and work
47. Eduardo Larrain - Linkedin - Website
47
1 - The proposition value Defining a promise helps understanding the proposition value
Company promise or tagline
•What are the promise of those companies?
•Starbucks
•Ikea
•Easyjet / Ryanair
•Toyota
•Lego
•Danone
•Yves Rocher
•A “third space” of conviviality between home and work
•Functional home furnishing, low price and design
•Simple airline flights at low price faster than the car
•Auto reliability
•Learning though the joy of building
•Health through food and beverages to a maximum number of people
•Beauty based on plants
Denis Dauchy, 7 étapes pour un business model solide, 2010
48. Eduardo Larrain - Linkedin - Website
48
1 - The proposition value The proposition value has to take into account all customers
Two customers
•Most of the time, the buyer is not the user of the product or service
Customer 1
Customer 2
Mass-market products or services
Distributor
Final consumer
Services to corporations (food, transportation,…)
Company
Employees
This workshop
You!
Companies and funds
Pharmaceutical drugs
Prescriber (dentist, general practitioner GP,…)
Patients, social security
Denis Dauchy, 7 étapes pour un business model solide, 2010
49. Eduardo Larrain - Linkedin - Website
•Companies have long engaged in head-to-head competition in search of sustained, profitable growth
•Yet in today’s overcrowded industries, competing head-on results in nothing but a bloody ”RED OCEAN” of rival fighting over a shrinking profit pool
•This strategy is unlikely to create profitable growth in the future
•Leading companies will succeed not by battling competitors but by creating “BLUE OCEANS” of uncontested market space ripe for growth
50. Eduardo Larrain - Linkedin - Website
50
1 - The proposition value Differentiate from competitors or innovate within the value
Red Ocean Strategy vs. Blue Ocean Strategy
•Similar to Michael Porter definition of strategy as a differentiation plan, Blue Ocean Strategy aims at changing the proposition value to gain profitable growth
•Red oceans will continue to be an important part of a company’s strategy (a lot of tools and framework already exists) but invest in blue oceans will create profitable growth
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
51. Eduardo Larrain - Linkedin - Website
51
1 - The proposition value Differentiate from competitors or innovate within the value
Four questions to challenge an industry’s strategic logic and business model
•First, capture the current state of play in the known market space in order to understand competition and the principal factors (price, quality, design…)
•Second, reconstruct buyer value elements trading-off between differentiation and low-cost
•E.g. is the company over delivering without payback? (typical of a company caught in the Red Ocean)
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
52. Eduardo Larrain - Linkedin - Website
52
•In the 80s, Circus was a declining industry with decreasing audiences because of increasingly attractive alternative forms of entertainment
•There were star performers but none could compete with movie stars, multiple show arenas and a audience of families
•There was also increasing sentiment against the use of animals in circuses by animal rights groups
•Cirque du Soleil launched in 1984 and is now one of Canada’s largest cultural exports. Why?
53. Eduardo Larrain - Linkedin - Website
53
1 - The proposition value Cirque du Soleil created a new value curve offering the best of both circus and theater and eliminating or reducing everything else
Cirque du Soleil canvas
•By offering unprecedented utility, Cirque du Soleil has created a blue ocean and has invented a new form of live entertainment, one that is markedly different from both traditional circus and theater
•Cirque du Soleil strategically priced its tickets against those of the theater because it attracted an adult theater audience
•Cirque du Soleil tagline is: ”a mix of circus arts and street entertainment”
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
54. Eduardo Larrain - Linkedin - Website
54
•With which industry do Southwest airlines compete?
•In what do they focus, in what they differ and what are they tagline?
55. Eduardo Larrain - Linkedin - Website
DIVERGENCE
FOCUS
55
1 - The proposition value Southwest airlines created a new curve offering high-speed transport with frequent and flexible departures at prices attractive to the mass of buyers
Southwest Airlines canvas and the low-cost model
•Southwest Airlines created a blue ocean by breaking the trade-offs customers had to make between the speed of airplanes and the economy and flexibility of car transport
•Southwest emphasizes only three factors (focus) and differentiate on four others factors from the industry’s average profile (divergence)
•Southwest promise or tagline: “the speed of a plane at the price of a car… whenever you need it”
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
56. Eduardo Larrain - Linkedin - Website
56
•With which industry do Logan compete?
•In what do they focus, in what they differ and what are they tagline?
57. Eduardo Larrain - Linkedin - Website
57
1 - The proposition value Logan created a new curve offering a new car for the price of an used-car
Logan canvas
•Logan promise or tagline: “for the price of an used-vehicule, have a new car”
•Similarly, Amazon launched Marketplace not only to compete with second-hand cultural goods marketplace like eBay but to close the gap between new and second items
Price
Spaciousness
Garanty
Resistance
Design
Accessories
Status
Low price new vehicule
Used-vehicule
Logan
DIVERGENCE
FOCUS
High
Low
58. Eduardo Larrain - Linkedin - Website
Definition and scope
58
2 – Revenue stream
•Revenue stream is the cash a company generates from each customer segment
•A business model can involve two different types of Revenue streams:
•Transaction revenues resulting from one-time customer payments
•Recurring revenues resulting from ongoing payments to either deliver a Value proposition to customers or provide post-purchase customer support
59. Eduardo Larrain - Linkedin - Website
Ways to generate revenue streams
59
2 – Revenue stream
•Asset sale: selling the ownership rights to a physical product. E.g. Amazon selling a book
•Usage fee: selling the use of particular service. E.g. A telecom operator charging by the minute
•Subscription fee: selling continuous access to a service. E.g. Club Med Gym, WOW/World of Warcraft online
•Lending/Renting/Leasing: temporary granting someone the exclusive right to use a particular asset for a fixed period in return for a fee. E.g. Autolib
•Licensing: giving permission to use protected intellectual property in exchange of licensing fees. E.g. media industry
•Brokerage fees: intermediation services performed on behalf of two or more parties. E.g. credit cart providers, real estate agents
•Advertising: fees for advertising a particular product, service or brand.
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
60. Eduardo Larrain - Linkedin - Website
Pricing mechanisms
60
2 – Revenue stream Each revenue stream might have different pricing mechanisms
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
62. Eduardo Larrain - Linkedin - Website
62
Price is determined by what a buyer is willing to pay and the competition is allowing to be charged (not by markup on cost) Price is determined by strategy
63. Eduardo Larrain - Linkedin - Website
Pricing strategy depending of the product life cycle
63
2 – Revenue stream Reminder
•Product introduction:
•Market skimming strategy setting up a very high price . E.g. Electronic goods, luxury
•Or Penetration strategy: real low price even below cost to gain market share
•Growth: decrease price because of volume
•Maturity: decrease price because of competition
•Decline: special offer because price is the main factor of value
Chris Anderson, Free the future of a radical price, 2009
Milton Friedman, There's no such thing as a free lunch,1975
65. Eduardo Larrain - Linkedin - Website
Definition and scope
65
2 – Revenue stream
Introduction to Free
•Free is giving without a cost… all included
•Free is not to be mistaken with “free” used by advertisers when it’s not really free:
•Free “buy one get one free” is just another way of saying 50 percent off when you buy two
•Free gift inside
•Free shipping
•Basic economics: there's no such thing as a free lunch
•The "free lunch“ refers to the once-common tradition of saloons in the United States providing a "free" lunch to patrons who had purchased at least one drink. All the foods on offer were high in salt (e.g. ham, cheese and salted crackers) so those who ate them ended up buying a lot of beer.
•You can make money on free (revenue stream) but also free can lead to fast growth:
•Before the 2000’s, Dell was known to be the first company to have reached one billion sales after been launched in less than 10 years
Chris Anderson, Free the future of a radical price, 2009 Milton Friedman, There's no such thing as a free lunch,1975
66. Eduardo Larrain - Linkedin - Website
The penny gap theory
66
2 – Revenue stream Introduction to Free
•The penny gap is the difference between cheap and free
•For small payments, there is not a constant elasticity in price
•Zero is one market and any other price is another market
•Zero can attract lots of people because from the consumer’s perspective charging even a penny makes us think about the choice
Chris Anderson, Free the future of a radical price, 2009
67. Eduardo Larrain - Linkedin - Website
The economics of abundance (vs. scarcity)
67
2 – Revenue stream
Introduction to Free
•Digital technologies have become too cheap to meter creating a economy of abundance (e.g. information)
•Digital free theory:
•“If it’s digital, sooner or later it’s going to be free”
•“When something halves in price each year, zero is inevitable”
•“Waste is good”
•“Every abundance creates a new scarcity” (e.g. time)
•Though, externalities for the consumer still exist: technical process when buying or when recycling, travel time,…
Chris Anderson, Free the future of a radical price, 2009
68. Eduardo Larrain - Linkedin - Website
4 revenue streams around: first two been very old but evolving and the last two are emerging with Internet
68
2 – Revenue stream Introduction to Free
A.Direct Cross-Subsidies: give a free product that have high probability to make people pay for something else
B.The “three-parties” (or two-sided markets): one customer segment subsidizes another (the most common)
C.Freemium: premium paid version
D.Non-monetary markets: people choose to give away with no expectation of payment
Chris Anderson, Free the future of a radical price, 2009
69. Eduardo Larrain - Linkedin - Website
Definition and scope
69
2 – Revenue stream A – Direct Cross-Subsidies
•This is the oldest and most familiar model where the cost of one product is shifted into the price of another
•Free attracts customer in masses. Then cross-selling or up-selling validate the business model:
•Give a product (equipment) and sell a service (maintenance) or another product (supplies)
•Key success factor is the increase the equipment rate with products with better profitability
•It has other names: Gillette and razor blades, Equipment and Supplies, Equipment and Maintenance
Chris Anderson, Free the future of a radical price, 2009
70. Eduardo Larrain - Linkedin - Website
70
2 – Revenue stream A – Direct Cross-Subsidies
How can you sell airlines tickets far under cost? « People pay attention on ticket price not on the extra’s »
Chris Anderson, Free the future of a radical price, 2009
71. Eduardo Larrain - Linkedin - Website
Famous examples of direct-cross subsidies
71
2 – Revenue stream A – Direct Cross-Subsidies
Free or far under cost
Where the money comes from
Companies
Printer
Ink
Printer manufacturer
Coffee machine
Capsules
Nespresso
Razor
Razor blades
Gillette
Real estate loan, credit card, savings account
Cross-selling because customer is stuck with the same bank for 20/30 years
Retail banks
Airline ticket
Hotel room, rental car, cruise and vacation package
Go Voyages, airline companies
Elevator
Maintenance and security upgrades
Elevator companies
Alarms
Electronic surveillance
Security companies
Equipement
Reagent supplies
Medical biology companies
Telephone
Communications
Carrier
72. Eduardo Larrain - Linkedin - Website
More examples of direct-cross subsidies
72
2 – Revenue stream A – Direct Cross-Subsidies
• Give away services, sell products (Apple Store Genius Bar Tech support)
•Or Give away products, sell services (free gifts when you open a bank account)
•Give away software, sell hardware (IBM and HP’s linux offerings)
•Or Give away hardware, sell software (video game console model)
•Give away cell phones, sell minutes of talk time (many carriers)
•Or Give away talk time, sell cell phones (many of the same carriers, with free nights and weekend plans)
•Give away the show, sell the drinks (strip clubs)
•Or Give away the drinks, sell the show (casinos)
•Free with purchase (retailer “loss leaders” e.g. gas sold in a supermarket)
•Free samples (gift boxes)
•Free trials (magazine subscriptions)
•Free parking (malls, supermarkets)
•Free condiments (restaurants)
Chris Anderson, Free the future of a radical price, 2009
73. Eduardo Larrain - Linkedin - Website
Definition and scope
73
2 – Revenue stream B – Three-parties or Two-sided markets
•A third party pays participate in a market created by a free exchange between the first two parties. Thus one customer segment subsidizes another
•The most common of the economies built around free is the three party system
•Advertising is the most famous one where advertisers pay for media to reach consumers:
Chris Anderson, Free the future of a radical price, 2009
74. Eduardo Larrain - Linkedin - Website
Markets with three-parties revenue stream
74
•Three-parties is not limited to advertising
Denis Dauchy, 7 étapes pour un business model solide, 2010
Market
First-party
Consumer
Third-party
Second-party
examples
Search
Internet user
Advertisers
Google, Yahoo!
Online recruitment
Job seeker
Recuiters
Monster, cadreemploi, keljob
Free newspapers
Readers
Advertisers
Metro, 20 Minutes
Free softwares
Readers
Software publisher
Adobe
Debit card
Card owners
Retail
Banks
Ecommerce platform
Sellers
Buyers
eBay, Amazon marketplace
Outdoor advertising
Municipalities
Advertisers
JC Decaux, Clear Channel
2 – Revenue stream
B – Three-parties or Two-sided markets
75. Eduardo Larrain - Linkedin - Website
More examples of three-parties
75
•Give free voice calling (in the US), charge advertisers (Facebook Messenger app)
•Give away content, sell access to the audience (ad-support media)
•Give woman free admission, charge men (bars)
•Give children free admission, charge adults (museums)
•Give away listings, sell premium search (match.com)
•Sell listings, give away search (craigslist housing)
•Give away travel services, get a cut of rental car and hotel reservations (travelocity)
•Give away house listings, sell mortgages (Zillow)
•Give away content, sell information about the consumers (practice fusion)
•Give away content, sell stuff (Thinkgeek)
•Give away content, charge advertisers to be featured in it (product placement)
•Give away resume listings, charge for power search (Linkedin)
2 – Revenue stream
B – Three-parties or Two-sided markets
Chris Anderson, Free the future of a radical price, 2009
76. Eduardo Larrain - Linkedin - Website
Definition and scope
76
2 – Revenue stream
C – Freemium
•Freemium is giving a free basic version to most of people and charging for a premium version to a few people
•Freemium or contraction of Free and Premium was invented by Fred Wilson in 2006.
•Freemium is different with direct-cross subsidiaries because the ratio of free to paid is high (e.g. 90%, 95%) when giving free sample has a low ratio
•This ratio is enabled by Internet because the cost of serving the basic version is close to zero
•Si it’s not the same thing as "premium with a free sample.“
•Freemium is one of the most common Internet-based business model even though not every product or service can work as freemium
Chris Anderson, Free the future of a radical price, 2009
77. Eduardo Larrain - Linkedin - Website
Different kind of limitation of the basic free version
77
2 – Revenue stream
C – Freemium
•Functionnalities
•e.g. Linkedin, Flickr, Skype, Evernote, WordPress
•Time
•e.g. legal online streaming
•Capacity
•e.g. sending large files, DropBox (cloud backup system)
•Storage
•e.g. webmails
•Others factors
•e.g.
•Spotify and Gmail invitations
•Seat limited (first customers get free seats)
•Customer type limited: free for small and young companies, universities (licence model)
78. Eduardo Larrain - Linkedin - Website
Why go for Freemium business model?
78
2 – Revenue stream
C – Freemium
•Marketing:
•By definition, having a free product makes it really easy to get customers
•Even though a free user might not convert, they can invite other free users who might (referral)
•Network effects (like fax):
•A network effect is what happens when a product or service becomes more valuable the more people use it
•A phone isn't very useful if you can't call anyone else with it. But once everyone you know has a phone, it becomes a pretty valuable thing to have
•If you're in a market that lends itself to network effects you're going to want to have a free basic product because if you don't someone else will and will use the network effects to crush you
•E.g. Skype has 600 million users who make calls for free over the internet and only a small percentage of those pay to make calls to landlines
Business Insider, What Is The Freemium Business Model, 04/2011
79. Eduardo Larrain - Linkedin - Website
Key success factors (if not, choose another business model)
79
2 – Revenue stream C – Freemium
•Get lots and lots of free users:
•Freemium is a numbers game: if only 1% of your users are going to pay you, then you need to have lots and lots of free users (millions, typically) to make that 1% enough money
•If your product is more niche, go for premium instead of freemium
•If your product is not sticky, go for advertising instead of freemium
•Have a product or service whose value to users increases with time:
•This is the biggest thing that most people
•The value of your service needs to increase the more people use it
•E.g. Spotify: where you create all your playlists and organize your music. Once you've done thatyou're much more likely to pay up. The value of Spotify to you has gone up from being just music to music, your playlists and your friends' playlists, so paying starts to make sense
•Keep costs low:
•Freemium works because the marginal cost of each additional user is low, so you need to keep your operating costs correspondingly low
•Time:
•It takes a long time to be profitable because users take longer to convert as the value of the product to them increases over time, and because you keep adding (hopefully) new free users, freemium businesses take a long time to reach breakeven point
•As people get older, people migrate into paying customer (premium part of freemium) because they get richer
Business Insider, What Is The Freemium Business Model, 04/2011
80. Eduardo Larrain - Linkedin - Website
Examples of freemium
80
•Give away basic information, sell richer information in easier-to-use form (BoxOfficeMojo)
•Give away generic management advice, sell customized management advice (McKinsey)
•Give away Web content, sell printed content (everything from magazines to books)
•Give away online games, charge a subscription to do more in the game (penguins)
•Give away demo software, charge for the full version (most video games)
•Give away computer-to-computer calls, sell computer-to-phone calls (Skype)
•Give away free photo-sharing services, charge for additional storage space (Flickr)
•Give away basic software, sell more features (QuickTime)
•Give away ad-supported service, sell the ability to remove the ads (Ning)
•Give away "snippets" sell books (Google Books)
•Give away virtual tourism, sell virtual land (Second Life)
Chris Anderson, Free the future of a radical price, 2009
2 – Revenue stream C – Freemium
81. Eduardo Larrain - Linkedin - Website
Definition and scope
81
2 – Revenue stream
D – Nonmonetary markets
•People give away content with no expectation of Payment
•Gift economy is based on the principle that the action of individuals have a global impact
•People give for different reasons: to gain reputation e.g. blog writers, altruism e.g. Wikipedia or unintentionally/passively (web content helps Google)
•Labor exchange: paying something with labor even without knowing it
•E.g. free content in exchange of Captcha solving (used by spammer in exchange of free porn but also used by Google Street view to decipher street numbers, names and trafic signs)
•E.g. voting on Digg, Yahoo Answers or using Google 411 (phone directory in exchange of speech sound)
•Piracy: when piracy is so powerful that content producer have accepted that, form them, doing the activity is not a moneymaking business
•E.g. online music
Chris Anderson, Free the future of a radical price, 2009
82. Eduardo Larrain - Linkedin - Website
82
•Google is getting the public to identify house numbers and signs from Street View photos as part of its reCAPTCHA anti-spam technology and feeding the data into its online mapping service
83. Eduardo Larrain - Linkedin - Website
Answers to reCAPTCHA challenges are used to digitize textual documents
83
reCAPTCHA is a free CAPTCHA service that helps to digitize books, newspapers and old time radio shows
OCR: Optical Character Recognition programs
Example of a CAPTCHA
Comparison of the accuracy of standard OCR versus reCAPTCHA transcriptions
84. Eduardo Larrain - Linkedin - Website
84
Features with poor usability can be an opportunity for revenues
CAPTCHA can also be used for advertising and generate revenues
Adyoulike
85. Eduardo Larrain - Linkedin - Website
Popular revenue streams among top Internet companies
85
2 – Revenue stream
Popular revenue streams among top Internet companies
•Freemium: Zynga, Rovio, Linkedin, Spotify, Dropbox, SurveyMonkey, Eventbrite, Tumblr, Evernote, Skype
•Advertising: Google, Facebook, Twitter, Craiglist, Criteo, Path
•Marketplace: Amazon, Alibaba, Venteprivee, ZocDoc, TaskRabbit, Airbnb
•Ecommerce: Groupon, LivingSocial, Foursquare, Hulu
•Others:
•Premium: The New York Times, Les Echos
•Crowdsourcing/Crowdfunding: Kickstarter, Kaggle
•Digital money: Starbuck, Paypal … Datamining and big data at the heart of the Data revolution: Shazam, Meilleursagents, Trulia, Zillow, Kel Quartier
86. Eduardo Larrain - Linkedin - Website
86
•How’s the music industry going?
87. Eduardo Larrain - Linkedin - Website
2 – Revenue stream
Looking at the music industry
Global recorded music sales are decreasing since end of the 90’s due to digital piracy
Exhibit – Global Recorded Music Sales (bn USD, trade value)
IFPI, press report, 2014
Synchronization rights: revenues from music acquired for movies, advertisements and music videos
2013: -0,1% excl. Japan
88. Eduardo Larrain - Linkedin - Website
88
2 – Revenue stream
Looking at the music industry
Music downloads still accounts for 67 per cent of digital music revenues
•Piracy has made difficult of charging a price for listening songs or albums
•Though consumers still find value in downloads from iTunes Music Store, FnacMusic and others because of the sacrifices of the free music downloaded illegally (quality, security, complexity, accessibility…)
•Even if downloads of music from iTunes Store and others still account for 80 per cent of digital music revenues, this market is maturing and spending is flattening in all key territories
89. Eduardo Larrain - Linkedin - Website
89
2 – Revenue stream Looking at the music industry
Streaming and downloads make the digital proposition value
•Consumers are finding great value in:
•Having access to millions of songs (sellouts are impossible)
•Creating and sharing playlists
•Listening to music in on all devices everywhere (accessibility = cloud storage, remember Philipp comment on the “head” part of the long tail)
•Listening to music even offline
•Sharing his songs and getting recommendation on social networks
•Fremium streaming music services such as Spotify will be the key growth drivers over the next years as usage and spending grow rapidly:
•Spotify Open: free but limited in number of songs and number of hours
•Spotify Unlimited: a monthly fee limited on a laptop
•Spotify Premium: a monthly fee for listening to music in on all devices and even offline
•All Spotify offers enable users to share easily on social networks such as Facebook:
90. Eduardo Larrain - Linkedin - Website
•Music revenues are increasing the Swedish music industry market due to digital sales
•Streaming is even cannibalizing downloads in Sweden that only represent 6% of digital sales
•Music licensing for online videos is a growing market as more and more people watch videos that are accompanied by music
90
2 – Revenue stream
Looking at the music industry
Music streaming business model is already the largest market in Sweden, a country with a robust culture of Internet piracy
IFPI Svenska Gruppen, press report, 07/2013
91. Eduardo Larrain - Linkedin - Website
91
2 – Revenue stream
Looking at the music industry
Digital recorded music is expected to overtake physical sales in 2015
PwC, Global Entertainment & Media Outlook, 2012
92. Eduardo Larrain - Linkedin - Website
•11 M song tracks (stock) in 2001, 100 M in 2010 (Gracenote/Sony db > Shazam db)
•Growth of the Gracenote database obviously includes a lot of older music that has only recently been indexed and that is been rediscovered
–E.g. Oscar Wilde - Los Vidrios Quebrados (1967)
•The trend still looks like the amount of music available to consumers is steadily growing
•At the other side, overall sale of music (including albums, singles, digital tracks,…) exceeded 1.5 billion transactions in 2010 (up from 845 million transactions in 2000)
92
2 – Revenue stream
Looking at the music industry
What about content production and consumption? The amount of content being produced and consumed in music is believe to be growing
Floor 64, The Sky Is Rising, 01/2012
93. Eduardo Larrain - Linkedin - Website
•Psy with its Gangnam Style song, viewed more than 1 billion times, would never had been a success outside South Korea without Youtube
–It generated 8 M USD from advertising (50/50 split)
•Ticket prices and merchandise have become major sources of income for many popular rock stars like Lady Gaga, Madonna, Bruce Springsteen and for bands like U2
•It’s not easy to duplicate the experience of a live show, so concerts have become a source of revenue for musicians and aren’t negatively affected by the availability of free downloadable music - in fact, free music can encourage fans to attend live performances
•There’s actual scarcity for live music
•Other trends:
–Algorithms may be replacing humans in some parts of discovering new talent (or at least discovering talent more cost-effectively)
–Gracenote, Shazam,… are datamining music metadata in order to serve better music recommendations to consumers or to predict which artists will be popular with target demographic groups
93
2 – Revenue stream
Looking at the music industry
What about musicians revenues?
Floor 64, The Sky Is Rising, 01/2012
94. Eduardo Larrain - Linkedin - Website
94
2 – Revenue stream
What has the Entertainment industry learned from the Music industry?
Some Entertainment industries have found new business models successful with the Digital era, others no… well not yet… thus a business model challenge
IFPI, press report, 2012
•For consumers, today is an age of absolute abundance in entertainment due to the digital era and piracy
•New business models based on Digital sales are emerging in each Entertainement industry to take over decreasing physical sales
95. Eduardo Larrain - Linkedin - Website
95
2 – Revenue stream
What has the Entertainment industry learned from the Music industry?
PwC, Global Entertainment & Media Outlook 2012-2016, 2012
Though not all new business models can be based on Advertising since advertising is a huge but finite market and volatile (reliant on the economic situation )
96. Eduardo Larrain - Linkedin - Website
96
•Has the internet decimated the entertainment industry, or are we living in a new gold age for both content creators and consumers?
•Entertainment spending per households as a function of income is increasing from 4.9% in 2000 to 5.6% in 2008 (US)
•The amount of content being produced in music, movies, books and video games is believe to be growing:
•1/4 M new books were available in 2002, 3 M in 2010
•1.700 new movies p.a. in 1995, 7.000 in 2009
•11 M song tracks (stock) in 2001, 100 M in 2010 (Gracenote db)
•The Entertainment industry is growing though the value chain is being totally redesigned
Floor 64, The Sky Is Rising, 01/2012
97. Eduardo Larrain - Linkedin - Website
•How’s the video game industry going?
98. Eduardo Larrain - Linkedin - Website
•Globally, the amount that consumers spend on video games - for hardware, software and accessories - has grown from about $20 billion in 2000 to approximately $70 billion in 2011
•The demographics of video game players has expanded greatly beyond the traditional core of boys and young men:
–53% of game players are male and 47% female
–Average gamer player age is 30
–The amount of time kids are spending on video games has grown from 26 minutes per day in 1999 to 1 hour and 13 minutes in 2009 due to mobile device that has allow kids to squeeze more playing time into their busy days (Kaiser Family Foundation survey)
•Worldwide, the population of gamers has exploded from 250 million in 2008 to 1.5 billion in 2011
98
2 – Revenue stream
Looking at the video game industry
Video games sales have grown with the digital revolution and cross the barrier of gender and age limitations
Floor 64, The Sky Is Rising, 01/2012
99. Eduardo Larrain - Linkedin - Website
•The traditional console business model, based on the installed based per the attach rate (number of games per owner), led to an elitist approach to game design since price of each game was high (40-60 USD) and hardcore gamers wanted a return for their investment
•New video games digital segments have emerged:
–Downloads: Steam is to games as iTunes is to music
–Massively Multiplayer Online (MMO) e.g. World Of Warcraft
–Online / Casual
–Mobile
–Social
•Digital sales (and rental delivery) now generate 40% of the industry
99
2 – Revenue stream Looking at the video game industry
Purchases of digital content are growing the video games industry
ESA, Essential Facts about the computer and the video game industry, 2012
100. Eduardo Larrain - Linkedin - Website
•Piracy of video games has fewer benefits than music and movie piracy: Piracy is an issue for single-player mode though the primary reason people buy games retail is for the multiplayer modes:
–Most pirated games do not allow for multiplayer as the game often has to connect to an official server where its legitimacy can easily be verified by some sort of authentication service
•Steam is to games as iTunes is to music:
–Steam is a digital distribution, digital rights management, multiplayer and communications platform
–Steam has an estimated 70% share of the digital distribution market for video games (competitor: EA’s Origin)
–One PC game out of three is downloaded (average price not much lower than retail: -7%)
–Steam is developed by Valve Corporation best known for a number of popular entertainment franchises such as Counter-Strike, Half-Life, Left 4 Dead
100
2 – Revenue stream Looking at the video game industry
Looking at the video game download business model
2011 top-selling games at retail ranked by unit sales (VGChartz)
101. Eduardo Larrain - Linkedin - Website
•Massively Multiplayer Online game are video games in which a large number of players engage simultaneously in a persistent world
•Value of an MMO is in the size of the community per life time (retention)
•The hardcore game MMO revenue stream was invented by World of Warcraft:
–Average customer lifetime of 18 months
–Client box or download (50 USD)
–Subscription fees (15 USD/m)
–Virtual goods
–Average full cost to complete WoW for a gamer is 300 USD
•Few MMO have been able to replicate WoW model so they switch to F2P to lower entry barrier and get a sizable community e.g. Habbo Hotel, Kart Rider, Warhammer, Everquest,…
–Average customer lifetime of 6 months
–Free trial or free game
–Subscription optional
–Virtual goods for actions items (competition) and personalisation (expression)
•Theory of engagement: « the longer a user plays the more chances there are he buys virtual items »
–Items payable through micro-payments mainly inside the game (60%) and on an external web site
101
2 – Revenue stream Looking at the video game industry
Looking at MMO business models
Luc Bourcier, Game in progress new business models for the videogame industry, 04/2012
102. Eduardo Larrain - Linkedin - Website
•Online casual games are games played online to “kill time, make a pause, relieves from stress”:
•Free-to-Play (F2P) is the main business model (also for social games and some mobile games)
•F2P is a freemium business model that can be based on:
–Try-and-buy: limited access (time, levels,…), though games must be really addictive
–Advertising with ads display on hosting sites or inside the game
–Virtual goods
102
2 – Revenue stream
Looking at the video game industry
Looking at the online casual business model
Luc Bourcier, Game in progress new business models for the videogame industry, 04/2012
103. Eduardo Larrain - Linkedin - Website
•Ten of thousands of mobile games for smartphones and tablets can be download on platforms such as the Appel App Store, Android MarketPlaces (Google Play), Amazon, Facebook Mobile and Playstation Suite
•Distribution is bypassing carriers: 30/70 meaning the game app developer get 70% of sales revenue (vs. 45/55 in cell phone business)
–An opportunity for mobile banking?
•Mobile video game revenue stream is based on:
–Average customer lifetime of 2 months
–Selling the app (e.g. at 0.99 cent or F2P model)
–Selling virtual goods
–A little of advertising (average of 15%):
•Offer walls
•Sponsoring
103
2 – Revenue stream
Looking at the video game industry
Looking at the mobile video game business model
Luc Bourcier, Game in progress new business models for the videogame industry, 04/2012
104. Eduardo Larrain - Linkedin - Website
•Social games are those games played primarily on social networking sites or games that can be played with a person’s real world social graph
–E.g. CityVille, FarmVille (Zynga), EA (Sims)
•Social video game revenue stream is based on:
–F2P model with a logic of a massive audience
–Virtual goods (50%)
–Advertising (25%)
–Lead-generation offers (25%): virtual currency incentives by marketers to social gamers in exchange of signing up for subscriptions, participating in surveys, or buying goods and services
–Since virality is a key to success, notifications, invitations, sharing, gifting and other social network tools are used extensively to get new customers
–Social games must work with a low retention rate (first day retention rate of 30% is a “huge success”)
104
2 – Revenue stream
Looking at the video game industry
Looking at social games
Luc Bourcier, Game in progress new business models for the videogame industry, 04/2012
105. Eduardo Larrain - Linkedin - Website
105
2 – Revenue stream
Looking at the video game industry
Looking at the e-sports business model
•Twitch launched 3 years ago borne out of Justin.tv, the largest online community to live streaming service to enable streaming video service embedded into popular games
•Twitch provide instant broadcasting of user gameplay: 23 million unique viewers per month, viewers watched 6 billion minutes viewed in December 2012, average session time of 1.5 hours
•Twitch is getting embedded in games such as Call Of Duty: Black Ops 2
•Twitch business model is based on sharing advertising revenue with broadcaster and in growing the e- sports market e.g. Twitch has announced a new scholarship of $50,000 to five student gamers
106. Eduardo Larrain - Linkedin - Website
•“Gamification” trend meaning that video games are no longer restricted to leisure:
–Every part of our lives will eventually be turned into a game
–Potentially encourage people to change their behavior to:
•Benefit the environment
•Perform their jobs better
•Lose weight
•Buy products
•Perform almost any task imaginable
•Games are even encroaching into vocational education
106
2 – Revenue stream
Looking at the video game industry
What’s next for the game industry?
107. Eduardo Larrain - Linkedin - Website
•Two business models:
–Based on subscriptions such as Vimeo
•150.000 paying subscribers in 2010
–Based on advertising such as Youtube
•400 M USD of adversitiving revenues in 2010
•Online videos are also a substantial traffic driver to social networking (e.g. Facebook)
107
2 – Revenue stream
Short focus at online video services
Purely online video services are not yet collecting revenues at the same scale as the traditional TV and films industries, but the size of this audience is unquestionnably large
108. Eduardo Larrain - Linkedin - Website
•How’s the book publishing industry going?
109. Eduardo Larrain - Linkedin - Website
•Consumer and educational book publishing will increase by 0.6 percent compounded annually to 116 bn USD in 2016 from 112 bn in 2011
–E-books grow their share of global spending from 5% in 2011 up to 18% in 2016
–Print/audio consumer and educational books will continue to decline throughout the forecast period notably paperback books (“livres de poche” in French)
•Publishers will need to provide eBooks in addition to paperbacks and the entire value process will be changing, from aggregation right to distribution
•Piracy less likely to impact digital sales like in the music industry: demographic groups that are most often associated with digital piracy (generally men between 20 and 39 years old) and not the same than those associated with high-volume reading of mass market books (in general women age 40 and older)
•New intermediaries are emerging to handle eBooks:
–eBook platform (e.g. mass aggregators such as Amazon, Apple, and Google)
–Handling of payments
–Support for digital conversion
–Establishment of a digital content system
109
2 – Revenue stream
Looking at the book publishing industry
Sales of e-books expected to compensate the decline of the physical books
PwC, Turning the Page - The Future of eBooks, 2010
110. Eduardo Larrain - Linkedin - Website
•Apps and special eBook editions enriched with music and video
–Notably for educational and juveniles segment e.g. Byook start-up http://youtu.be/O_pBNPe3s-M
•Sales of individual chapters and sections from books
•Offer additional content such as a blog/forum dedicated to a chapter or sentence, immediate definition of a word, links to other content (news/other authors),…
•Easier to sell updates
•Books on demand
•Easier to sell porn and erotic fiction
•Establish basic contracts with university libraries to offer free eBooks for students or offer special editions exclusively to students for a discounted price
•Providing online reviews (non-monetary action is posting a review at Amazon website)
110
2 – Revenue stream
Looking at the book publishing industry
New revenues streams are emerging and changing current business models
PwC, Turning the Page - The Future of eBooks, 2010
111. Eduardo Larrain - Linkedin - Website
•In 2010, 4 million new titles were published with 92% of those being “non-traditional” i.e. self-publishing and books representing the reuse of content, most of it not covered by copyright
•Non-traditional books are largely on demand titles produced by reprint houses specializing in public domain works and by presses catering to self-publishers and micro-niche publications
•Non-traditional titles are marketed primarily on the Web
111
2 – Revenue stream Looking at the book publishing industry
Non-traditional book publishing on the internet is 8X the output of traditional book publishing
Bowker, ISBN Output 2002-2011, 2012
Non-traditional numbers are undersestimated since books with no International Standard Book Numbers (ISBN) are not included
112. Eduardo Larrain - Linkedin - Website
The traditional business model of book publishing
112
2 – Revenue stream What’s the business model of self-publishing?
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
113. Eduardo Larrain - Linkedin - Website
A new business model by lulu.com
113
2 – Revenue stream
What’s the business model of self-publishing?
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
114. Eduardo Larrain - Linkedin - Website
•World population continues to grow
•Literacy rates are increasing
•Developing nations are taking advantage of the lower infrastructural costs of ebooks
•Number of books per inhabitant is low in developing countries because books are much more expensive than in France and hardcover book piracy is high
114
2 – Revenue stream Looking at the book publishing industry
The best opportunity for the book publishing market is volume enabled by lowering costs of digital distribution
115. Eduardo Larrain - Linkedin - Website
•Filmed Entertainment has grown worldwide from 26 bn USD to 37 and is expected to reach 46 in 2015 (PwC)
•Film piracy includes Internet piracy and Hard-good piracy
–Though piracy apologists have long argued that online piracy was good for business (similar to freemium theory)
•New business model are aimed at decreasing demand for illegal pirated downloads:
–Worldwide releases
–Day-and-date digital releases (releasing in theaters and VOD the same day)
–Ultra release (releasing on VOD before a theatrical release) can also create a buzz and increase the number of people going to theaters
•Current digital business models includes:
–VOD (Video-On-Demand)
–Over-the-top online movie providers such as Hulu and Google TV
–Steaming such as Amazon and Netflix
115
2 – Revenue stream
Short look at the film industry
Film industry is growing but new digital-based business models are yet to be found
116. Eduardo Larrain - Linkedin - Website
Definition and scope
116
3a – Customer segments
•Customer segments are the different groups of people or organizations an enterprise aims to reach and serve
•In order to better satisfy customers, a company may group them into distinct segments with common needs, common behaviors or other attributes.
•An organization must take a conscious decision about which segments to serve and which to ignore (like facebook)
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
117. Eduardo Larrain - Linkedin - Website
Different types of Customer Segments
117
3a – Customer segments
•Mass market: e.g. consumer electronic sector
•Niche market: such business models are often found in supplier-buyer relationships, e.g. car part manufacturers (e.g. Faurecia in France)
•Segmented: a company serve several different industries with the same needs or segment customers to provide a different proposition value:
•e.g. in the banking industry individuals customers can be segmented in wealth Management (>1M€ financial assets), High Net Worth (>0,1M€) and large public
•Diversified: a company serve unrelated customers segments with different needs e.g. Amazon sell “cloud computing” services
•In fact, there are usually always two type of customers with different needs: B2B and B2C
•Multi-sided markets: e.g. a credit card company need a large base of credit card holders and a large base of merchants who accept those credit cards
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
118. Eduardo Larrain - Linkedin - Website
The Three Tiers of Noncustomers
118
3a – Customer segments
Noncustomers differ in their relative distance from your market but they all offer big blue ocean opportunities
•First-tier: buyers who minimally purchase an industry’s offering out of necessity and they are waiting to jump ship and leave the industry
•Second-tier: people who refuse to buy your industry’s offerings
•Third-tier: people who have never thought of your market’s offerings as an option
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
119. Eduardo Larrain - Linkedin - Website
How to attract each tiers of noncustomers
119
3a – Customer segments
•First-tier: Pret targeted UK workers who used not to go to a restaurant for healthy and time-consuming reasons with fast-food and fresh meal
•Second-tier: JC Decaux targeted refusing municipalities and corporations by putting advertising in the street furniture instead on city outskirts
•Third-tier: defense department has usually sold military technology to the private sector
•Companies should go for the biggest catchment at the time although there could be overlapping commonalities across all three tiers of noncustomers
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
120. Eduardo Larrain - Linkedin - Website
Definition and scope
120
3b – Channels
•Channels are the way how a company communicates with and reaches its customer segments to deliver a value Proposition
•Communication, distribution and sales Channels comprise a company’s interface with customers
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
121. Eduardo Larrain - Linkedin - Website
Type of channels
121
3b – Channels
•Distribution channels can be owned (sales force, web sales, own stores) or done with partners (partners stores and wholesaler)
•Partners channels lead to lower margins but they allow an organization to expand its reach and benefit from partner strengths
McDonald’s 2008
Restaurants
Income
bn USD
Income growth
Owned
6,502
16.5
0%
Franchise
25,465
6.9
13%
122. Eduardo Larrain - Linkedin - Website
Definition and scope
122
3c – Customer Relationship
•Customer Relationships are the type of relationships a company establishes with specific customers segments
•A company should clarify the type of relationship it wants to establish with each customer segment (customer acquisition, customer retention, boosting sales/upselling)
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
123. Eduardo Larrain - Linkedin - Website
Categories of Customer Relationships
123
3c – Customer Relationship
•Personal assistance: relationship based on human interaction. E.g. point of sales (pos), call-centers.
•Dedicated personal assistance: dedicating a customer representative specifically to an individual client. It represents the deepest and most intimate type of relationship and normally develops over a long-period of time. E.g. key account managers, HWN individuals consultant
•Self-service: no direct relationship with customers
•Automated services: more sophisticated form of customer self-service with automated process. E.g. offering a book or movie recommendations
•Communities: deploy user communities to become more involved with customers/prospects and facilitate connections between community members
•Co-creation: go beyond the traditional customer-vendor relationship and co-create value with customers. E.g. Youtube, Amazon invites customers to write reviews and thus create value for other book lovers
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
124. Eduardo Larrain - Linkedin - Website
The buyer experience cycle
124
3c – Customer Relationship Great blocks to utility can be identify looking at the buyer experience in order to be removed and unlock exceptional utility
•A each stage of the buyer experience, managers can ask a set of questions to gauge the quality of buyers’ experience and thus unlock utility for buyers
•The following questions can help you identify the most compelling hot spots to unlock exceptional utility:
W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy, 2005
125. Eduardo Larrain - Linkedin - Website
Definition and scope
125
4a – Key ressources
•Key resources are the most important assets required to make a business model work
•Key resources can be:
•Human
•Physical assets: manufacturing facilities, buildings, vehicles, machines, systems, point-of-sales systems and distribution networks
•Financial resources / guarantees: cash, lines of credit, or a stock option pool for hiring key employees.
•E.g. distributors (B2C) have usually a low or negative working capital as for producers (B2B), they usually have positive working capital
•Intellectual: brands, proprietary knowledge, patents and copyrights, partnerships and customer databases
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
126. Eduardo Larrain - Linkedin - Website
Definition and scope
126
4b – Key activities
•Key activities are the most important things a company must do to make its business model work
•There is several types of key activities:
•Production: designing, making and delivering a product. E.g. Manufacturing
•Problem solving: coming up with new solutions to individual customer problems. E.g. hospitals, consultancies and services organizations
•Platform/Network: networks, platforms, software and brands. E.g. eBay, Visa
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
127. Eduardo Larrain - Linkedin - Website
Definition and scope
127
4c – Key partnerships
•Key partnerships are the network of suppliers and partners that make the business model work
•There is four types of partnerships:
•Buyer-supplier relationships to assure reliable supplies
•Strategic alliances between non-competitors
•Coopetition: strategic partnerships between competitors
•Joint ventures to develop new businesses
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
128. Eduardo Larrain - Linkedin - Website
Motivations for creating partnerships
128
4c – Key partnerships
•Optimization and economy of scale: optimize the allocation of resources and activities since it would be illogical for a company to own all resources or perform every activities by itself
•E.g. 100,000 people will have contributed to build your iphone 5.0, limitation for 3D printers
•Reduction of risk and uncertainty: it is not unusual for competitors to form a strategic alliance in one area while competing in another. E.g. Blu-ray
•Acquisition of particular resources and activities: such partnerships can be motivated to acquire knowledge, licenses or access to customers
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
129. Eduardo Larrain - Linkedin - Website
Tracking partnerships with the code bar and code packer
129
4c – Key partnerships
Exhibit - Code bar
Exhibit - Code packer
Exhibit – Tracking a partnership for a bean can with Open Food Facts
OpenFoodFacts
130. Eduardo Larrain - Linkedin - Website
Definition and scope
130
5 – Cost structure
•Cost structure is all costs incurred to operate a business model
•Naturally enough, costs should be minimized in every business model but we have already see that some business models are more cost-driven than others (design to cost, pyramid base):
•Cost-driven: focus on minimizing costs wherever possible maintaining the leanest possible cost structure
•Value driven: focus on value creation rather than the cost implications
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
131. Eduardo Larrain - Linkedin - Website
131
Use a business canvas just to be sure you have covered all key elements of a business model
One Business Model Canvas
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
132. Eduardo Larrain - Linkedin - Website
•In 2010, 4 million new titles were published with 92% of those being “non-traditional” i.e. self-publishing and books representing the reuse of content, most of it not covered by copyright
•Non-traditional books are largely on demand titles produced by reprint houses specializing in public domain works and by presses catering to self-publishers and micro-niche publications
•Non-traditional titles are marketed primarily on the Web
132
2 – Revenue stream
Looking at the book publishing industry
Non-traditional book publishing on the internet is 8X the output of traditional book publishing
Bowker, ISBN Output 2002-2011, 2012
Non-traditional numbers are undersestimated since books with no International Standard Book Numbers (ISBN) are not included
133. Eduardo Larrain - Linkedin - Website
The traditional business model of book publishing
133
2 – Revenue stream What’s the business model of self-publishing?
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
134. Eduardo Larrain - Linkedin - Website
A new business model by lulu.com
134
2 – Revenue stream What’s the business model of self-publishing?
Alexander Osterwalder and Yves Pigneur, Business Model Generation, 2010
135. Eduardo Larrain - Linkedin - Website
•World population continues to grow
•Literacy rates are increasing
•Developing nations are taking advantage of the lower infrastructural costs of ebooks
•Number of books per inhabitant is low in developing countries because books are much more expensive than in France and hardcover book piracy is high
135
2 – Revenue stream
Looking at the book publishing industry
The best opportunity for the book publishing market is volume enabled by lowering costs of digital distribution
136. Eduardo Larrain - Linkedin - Website
•Filmed Entertainment has grown worldwide from 26 bn USD to 37 and is expected to reach 46 in 2015 (PwC)
•Film piracy includes Internet piracy and Hard-good piracy
–Though piracy apologists have long argued that online piracy was good for business (similar to freemium theory)
•New business model are aimed at decreasing demand for illegal pirated downloads:
–Worldwide releases
–Day-and-date digital releases (releasing in theaters and VOD the same day)
–Ultra release (releasing on VOD before a theatrical release) can also create a buzz and increase the number of people going to theaters
•Current digital business models includes:
–VOD (Video-On-Demand)
–Over-the-top online movie providers such as Hulu and Google TV
–Steaming such as Amazon and Netflix
136
2 – Revenue stream Short look at the film industry
Film industry is growing but new digital-based business models are yet to be found
137. Eduardo Larrain - Linkedin - Website
Executive summary
137
Things we’ve learned at this stage
•Internet’s “pure players“ are just a quarter of the Internet story
•A business model describes “how an enterprise proposes to make money”
•A business model is an ecosystem that starts with the proposition value
•Business model engineering is needed to understand a company instead of looking on a business model catalog
•A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty
•Defining a promise (or tagline) helps understanding the proposition value
•Price is determined by what a buyer is willing to pay and the competition is allowing to be charged (not by markup on cost)
•4 revenue streams around Free inclunding:
•Freemium is giving a free basic version to most of people and charging for a premium version to a few people
•Non-monetary markets: people choose to give away with no expectation of payment (remember Google reCAPTCHA anti-spam technology)
138. Eduardo Larrain - Linkedin - Website
Who are the Internet heavyweights
138
139. Eduardo Larrain - Linkedin - Website
139
•What is Google business model?
140. Eduardo Larrain - Linkedin - Website
140
What is Google’s business model?
Google value proposition
Google value proposition
Organize the world’s information and make it universally accessible and useful… … for better quality leads
141. Eduardo Larrain - Linkedin - Website
141
What is Google’s business model?
Google has changed the ad industry by giving products away to end users for free (in return for advertising), as well as reducing the advertising costs for brand
Google revolution on advertising
•Google opened up the market to SMEs and extended the reach of larger corporations
•A great search algorithm is important though real advantage comes from the massive investments in Google platform which means tiny marginal costs, so Google give Free products to end users
Illustration – Advertising market by company size
142. Eduardo Larrain - Linkedin - Website
142
What is Google’s business model? Google revenue stream comes from Google AdWords and Google AdSense
Google revenue stream
Traffic acquisition costs (TAC) comprises of money paid to the Google Network websites under the Adsense program and to the distribution partners who distribute Google Toolbar and other products or drive traffic to the Google websites.
143. Eduardo Larrain - Linkedin - Website
143
What is Google’s business model?
Two-thirds of Google revenues come from AdWords and remaining from AdSense
Google quarterly revenues
Google, Q3 2012Quarterly EarningsSummary, 2012
144. Eduardo Larrain - Linkedin - Website
144
What is Google’s business model?
Newspaper ad revenue after Google
145. Eduardo Larrain - Linkedin - Website
145
What is Google’s business model? Google give products away in return for advertising (two-sided market) and Google reduce the advertising costs for brand
Google business model using the Canvas
Business Model Innovation Matters, Understanding Business Models, 2012
146. Eduardo Larrain - Linkedin - Website
146
What is Google’s business model?
Google is trying to remain central in the Mobile experience
Google strategy on mobile
•Mobile advertising is still in relative infancy, though the mobile device is quickly becoming the world’s newest gateway to information
•Google dominate the mobile ad market which is mainly based on search
•Google is trying to remain central in the Mobile experience controlling the hardware, as well as the software:
•On the software side,
•Android was created to be a free, fully open source mobile software platform that any developer could use to create applications for mobile devices and any handset manufacturer can install on a device
•Android include the Google Mobile App
•On the hardware, Google acquired Motorola Mobility in 2012 (12,5 bn USD) in order to acquire Motorola’s patent portfolio and remain central in the mobile experience like Apple has demonstrated with its popular iPhone
147. Eduardo Larrain - Linkedin - Website
147
What is Google’s business model?
Google’s stock quote highly volatile since it is in the advertising business
148. Eduardo Larrain - Linkedin - Website
•What is Facebook business model?
149. Eduardo Larrain - Linkedin - Website
149
What is Facebook’s business model?
Facebook value proposition
Facebook value proposition
•Facebook helps Internet users stay connected with their friends, families, and colleagues
•Facebook provides a number of products, free of charge, to its users:
•Timeline, News Feed, Photos and Videos, Messages (Email, Chat, Text Messaging), Groups, Lists, Events, Places, Subscribe, Ticker, Notifications, and Facebook Pages
•Facebook have a “long tail” of customers (not dependent upon any single customer for their revenues)
Business Model Innovation Matters, Understanding Business Models, 2012
150. Eduardo Larrain - Linkedin - Website
150
What is Facebook’s business model?
Its revenue stream is mainly advertising-based
Facebook, Facebook Reports Third Quarter 2013 Results, 30/10/2013
Facebook key operational figures
•Fourth Quarter 2012 Operational Highlights:
•Monthly active users (MAUs) were 1.19 billion as of September 30, 2013, an increase of 18% year-over-year
•Daily active users (DAUs) were 728 million on average as of September 30, 2013, an increase of 25% year-over-year
•Mobile MAUs were 874 million as of December 31, 2012, an increase of 45% year-over-year
•Mobile DAUs exceeded web DAUs for the first time in the fourth quarter of 2012
•Recent Business Highlights
•Mobile revenue represented approximately 49% of advertising revenue for the third quarter of 2013 (that was the main business model question of 2013)
•Facebook launched Graph Search Beta, a structured search tool that enables users for the first time to find people, places, photos and other content that has been shared on Facebook
•Launched Facebook for Android 2.0, completely rebuilt to deliver improved stability and faster performance and opened Facebook Messenger to anyone with a telephone number
151. Eduardo Larrain - Linkedin - Website
151
What is Facebook’s business model? Its revenue stream is mainly advertising-based
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook key financial figures
•5.1 bn in 2012 (up from 3.7 bn USD in 2011)
•83% of revenues coming from advertising
•Profit down to 0,05 bn in 2012 (down from 1 bn USD in 2011) mainly due to shares given to the top management
Exhibit – Key figures 2011
152. Eduardo Larrain - Linkedin - Website
152
What is Facebook’s business model? Facebook replicated Google’s formula... with relatively less success
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook advertising model
153. Eduardo Larrain - Linkedin - Website
153
What is Facebook’s business model? Facebook’s main asset is the connections and interactions between users
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook’s Social Graph
•100 billion friendships, 250 million photos uploaded every day and 2.7 billion Likes and Comments per day
•« User engagement » is key for Facebook success
154. Eduardo Larrain - Linkedin - Website
154
What is Facebook’s business model? Looking at the Canvas
Facebook business model using the Canvas
Business Model Innovation Matters, Understanding Business Models, 2012
155. Eduardo Larrain - Linkedin - Website
155
What is Facebook’s business model?
Facebook’s stock quote highly volatile since the company is still growing fast and it is in the advertising business
156. Eduardo Larrain - Linkedin - Website
156
Facebook validated its business model assumptions on Mobile ads even though mobile is considered “a horrible ad medium”
•In mid-2013, Facebook noted that mobile ads accounted for 49 percent of its advertising revenue, up from 41 percent in the second quarter. Facebook said prices for mobile ads remained high, and users were clicking on them in their news feeds more frequently.
•Potential to open up new inventory via Instagram as well as the announcement to include video ads in the newsfeed
157. Eduardo Larrain - Linkedin - Website
157
What is Facebook’s business model?
Facebook vs. MySpace
Fabernovel, Facebook, The Perfect Startup, 05/2012
Automated news feed launched in 2006 gave the illusion of a continuous user and personalized activity that MySpace didn’t have – “oh that’s cool” said customers
158. Eduardo Larrain - Linkedin - Website
158
What is Facebook’s business model? Similar to Google’s Page Rank, Facebook’s created its Edge Rank based on an algorithm
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook’s Edge Rank
159. Eduardo Larrain - Linkedin - Website
159
What is Facebook’s business model?
Its new Open Graph is expected to leverage its current business model (key partners)
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook’s new OpenGraph
160. Eduardo Larrain - Linkedin - Website
160
What is Facebook’s business model?
Facebook is a social media (not only network) based on advertising
Fabernovel, Facebook, The Perfect Startup, 05/2012
Facebook’s like button developed the social graph even further
161. Eduardo Larrain - Linkedin - Website
•What is Twitter business model?
161
162. Eduardo Larrain - Linkedin - Website
162
What is Twitter’s business model? … Advertising
Twitter business model key elements
•Value proposition: blogging service
•Share text messages with a length constraint (social Networking Site / SNS and Micro-blogging platform)
•For advertisers, marketers, and media,
•Traffic generator (ecommerce, fund-raising,…)
•Communication tool (customer service channel, brand awareness, PR,…)
•Cheap monitoring on niche subject and tracking the spreading of news
•Datamining and data visualization of worldwide data
•Competitors: Reuters, survey companies, consulting companies
•Revenue stream: advertising (self-serve ad platform)
•Companies spending money on Twitter to ensure their messages are seen: promoting Accounts (Cost-Per-Follow / CPF) , Tweets (Cost-Per-Engagement / CPE) and Trends appearing in search results, within the ‘Who to Follow’ and next to a user’s timeline
•No ‘Display Ads’
•Twitter’s mobile ad revenue surpassed that of its desktop ads
163. Eduardo Larrain - Linkedin - Website
163
What is Twitter’s business model?
Twitter business model key elements
•Key partnerships are key since Twitter is a multi-sided platform (like Facebook)
•Developers and companies:
•APIs for third party apps
•Tweet and Follow buttons
•Search API and Streaming API provides real-time access to Twitter firehose helping developers with data-intensive needs
•Search Vendors: Twitter licenses full feed of public tweets to search engine vendors such as Microsoft (Bing Social), Google (Google Realtime), and Yahoo. This helps in enabling real-time search and discovery.
•Device Vendors: Twitter partnered with Apple to enable deep integration of Twitter in iOS5 mobile operating system for iPad, iPhone, and iPod touch. This means users can tweet directly from Apple apps such as Camera, Photos, and Safari, along with third-party apps such as Flipboard, Livingsocial, and Instagram.
•Media:Twitter has entered into partnerships with media companies and brands to deliver compelling Twitter integration to their users more easily. This can help media companies capture real-time reactions to the important news
•Mobile operators/ Twitter has partnered with Telecom operators across the globe to enable users to send and receive tweets from mobile phones using SMS