The document discusses ideas for cleantech startups and how to develop a business model. It emphasizes that an idea alone is not enough and business plans contain untested hypotheses that need validation. The key is to continually test hypotheses with customers through customer development and be willing to pivot the business model based on what is learned from customers. A good business model diagram shows the flows between a company and customers and should be the focus of startup founders rather than traditional business plans.
21. Total Available Market, Served Available Market, Target Market Target Market SAM = how many can I reach with my sales channel TAM = how big is the universe Target Market (for a startup) = who will be the most likely buyers Total Available Market Served Available Market
46. VALUE PROPOSITION COST STRUCTURE CUSTOMER RELATIONSHIP TARGET CUSTOMER DISTRIBUTION CHANNEL VALUE CONFIGURATION CORE CAPABILITIES PARTNER NETWORK REVENUE STREAMS gives an overall view of a company's bundle of products and services portrays the network of cooperative agreements with other companies describes the channels to communicate and get in touch with customers describes the arrangement of activities and resources explains the relationships a company establishes with its customers sums up the monetary consequences to run a business model describes the revenue streams through which money is earned describes the customers a company wants to offer value to outlines the capabilities required to run a company's business model INFRASTRUCTURE CUSTOMER OFFER FINANCE Business Model = Keeping Score in a Startup
Left side: Total/serviceable/target: just one picture (16000 MW world PV) – (8000 grid-tied) - - ( 1000 MW grid tied PV ) growing at 17% annual and 6GW of concentrating solar in the pipeline. Solar PV is growing at 52% Make sure we include concrete numbers 1840 MW installed annually in US by 2012, and cumulative will be 5182 MW. CA installs 180 MW annually - The distribution is skewed right. We are planning on focusing on the big players - Figure out how many individual sales we actually have to make “ Large-scale commercial PV and central-station utility-scale PV will most likely become the dominant growth market, - according to electric power research institute Make sure we’re explicit about growth plans (residential, international) *Mention that we talked to competition to validate our assumptions Market segmentation- find those numbers and include them. Make sure we say that it is an existing market - Include another slide that shows how much bigger the pie is in a few years
Left side: Total/serviceable/target: just one picture (16000 MW world PV) – (8000 grid-tied) - - ( 1000 MW grid tied PV ) growing at 17% annual and 6GW of concentrating solar in the pipeline. Solar PV is growing at 52% Make sure we include concrete numbers 1840 MW installed annually in US by 2012, and cumulative will be 5182 MW. CA installs 180 MW annually - The distribution is skewed right. We are planning on focusing on the big players - Figure out how many individual sales we actually have to make “ Large-scale commercial PV and central-station utility-scale PV will most likely become the dominant growth market, - according to electric power research institute Make sure we’re explicit about growth plans (residential, international) *Mention that we talked to competition to validate our assumptions Market segmentation- find those numbers and include them. Make sure we say that it is an existing market - Include another slide that shows how much bigger the pie is in a few years
Left side: Total/serviceable/target: just one picture (16000 MW world PV) – (8000 grid-tied) - - ( 1000 MW grid tied PV ) growing at 17% annual and 6GW of concentrating solar in the pipeline. Solar PV is growing at 52% Make sure we include concrete numbers 1840 MW installed annually in US by 2012, and cumulative will be 5182 MW. CA installs 180 MW annually - The distribution is skewed right. We are planning on focusing on the big players - Figure out how many individual sales we actually have to make “ Large-scale commercial PV and central-station utility-scale PV will most likely become the dominant growth market, - according to electric power research institute Make sure we’re explicit about growth plans (residential, international) *Mention that we talked to competition to validate our assumptions Market segmentation- find those numbers and include them. Make sure we say that it is an existing market - Include another slide that shows how much bigger the pie is in a few years