1. Founder
Business Model
Centric
Design
salim@foundercentric.com

2. @FOUNDERCENTRIC
WWW.FOUNDERCENTRIC.COM
devin hunt
JORDAN SCHLIPF
salim virani
rob fitzpatrick
PRODUCT & UX
SALES & INVESTMENT
BUSINESS MODEL DESIGN &
MENTORING
CUSTOMER DEVELOPMENT &
LEAN STARTUP
!
!
!
!

3. Business Model
Uses
Founder
Centric

4. Today
Pull apart your assumptions
!
Spot better options
!
Know what to test - balance
focus & opportunity

5. Founder
Centric
by Helgi Halldórsson/
Freddi

6. Is this business
model innovation?
Founder
Centric

7. Marketing Success!

8. Business fail.

9. Pull Apart
Your Business
Model

10. Parts
✓
Checklists & dashboards
✓
✓
✓ ✓ ✓
✓✓
✓✓ ✓
✓ ✓
✓✓ ✓
✓
✓ ✓
✓ ✓

11. Is this Lean?
by Luis Morello
Founder
Centric

12. Whole
Understanding & validating core dynamics

15. Bird-eye view of our
processes.
!
“Most complex business
model ever (tm).”
!
It worked. But too many
moving parts.
@andreasklinger

16. Us:
fanbase
building
crowdsourcing
prototyping
preordering
production
logistics
webshop

17. Production
Sourcing
Logistics
Stock
Materials
Production
Control
esign -
Crowdsourcing You d
the rest.
we do
Personal
support
Online
Community
Production Pool of talent
how
acebook
F
Know n
Facebook
roductio
P
P
Industry
R
Network
Industry
Network
Network
Stock
rel Prototyping
Appa
Production
Emerging
Designers
Consumers
Fans
Selling Clothes

18. Us:
fanbase
building
Fans
crowdsourcing
prototyping
preordering
Emerging
Designers
production
logistics
webshop
Consumers

19. @andreasklinger

20. Us:
fanbase
building
crowdsourcing
prototyping
preordering
production
logistics
Emerging
Designers
Fans
webshop
Consumers
Competitor:
fanbase
building
crowdsourcing
prototyping
preordering
production
logistics
webshop

21. Production
Sourcing
Logistics
Production
Control
esign -
Crowdsourcing You d
the rest.
we do
Online
Community
Production Pool of talent
how
acebook
F
Know n
Facebook
roductio
P
P
Industry
R
Network
Industry
Network
Network
$
Stock
Materials
Personal
support
Stock
rel Prototyping
Appa
Production
Emerging
Designers
Consumers
Fans
Selling Clothes

22. What’s the problem here?

23. We wanted more users, so
we marketed...

24. ...which was rendered
worthless by our retention.

25. “I wish I knew that sooner.”

26. Stuff’s going wrong...
Let’s embrace it!

27. Use the Canvas as
X-Ray goggles.

29. What on earth are
you on about?

30. RS
I
PA
Pick my brain.

32. ON
E
AG
ST
Present
their model

33. How did you do?
Explains the business?
Focused on the main bits?
Used fewest post-its?
Good, engaging story?

34. Changing something
changes everything.
You can’t think about any one part
without thinking about the rest.

35. A “simple”
change.

37. Everything is
connected.

38. dropped
call? :(

40. You’ve built a great app.
Users use the free trial. They
love it. They use it every day.
When the free trial expires,
they don’t buy.
!
Why?

44. POS
grators
Inte
Real Gift
Biz Dev
the love
Share
Online
in
Onl
Transaction
saction
Tran
stant
In
ification
Grat
Real-time
Redemption Mobile
Phone
c
More Traffi
& Spend
Direct Sales
Nationa
l
Brands
Venue
Netwo
rk
yment
Pa
ateways
g
Personal
Direct S
Free gif
ales
t
er gift
Pay p
Gifters
Recipients
Venues
% Cut

45. by Luis Morello
Founder
Centric

46. Send
a gift
Will they
remember?
Gift-giving
opportunity
Will people think of sending a gift from their
phone when there’s a gift-giving opportunity?

47. Trust
Who?
Who will trust GiftCannon?

48. Get a
gift
Mobile
Will people receive a gift over their mobile?

49. Get a
gift
SMS
Will people receive a gift over their text
message?

50. Get a
gift
Facebook
Will people receive a gift over their Facebook?

51. Get a
gift
Link for
Facebook or
Email
Send a gift with a link over email or Facebook.

52. Get a
gift
In
store
Recipi
ents
Will recipients redeem their gift?

53. More
custo
mers
Shops
Commission
Will shops work with us to redeem gifts?

54. brand
who?
aware
ness
Which partners can jumpstart our growth?

55. stick
around
will
recipien
ts send
mobile gifts?
Will gift recipients stick around and start
sending gifts themselves?

57. trust nonGiftca
stude
nnon
nts
mobile
Will this work beyond students?

58. Test the
scary bits first.
(not the fun bits)

59. Spot Better
Options

60. Success comes from persistently improving
and inventing, not from persistently pushing
what's not working.
- Derek Sivers

61. Business model design is
finding the few options
that matter.

63. Platform
Platform

64. Mass customisation
Crowdsource
Ad-supported
Viral
Transactional
Value-based
pricing
Direct-over-viral
Multi-sided
market
Event-supported
SaaS
Licensing
Bundling
Platform
App sale +
Subscription
in-app purchase
Platform
Purchase-timing

67. Balance Focus
&
Opportunity

68. Scaffolding

69. Option Cards
Balancing focus and opportunity
using business model dynamics.

72. Pick a
learning goal
What big make-or-break risks
or idea is the one you want to
nail down this week?
!
(Hint: use the Canvas or
Growth Engines to make sure
it’s relevant.)

73. Build
Learn
Your
Validation
heartbeat.
Measure

74. “I wish I knew that sooner.”

75. Thanks!
Salim Virani
salim@foundercentric.com
!
www.foundercentric.com

76. Founder
Centric
HERE TO HELP!
salim@foundercentric.com
@SaintSal
Learn more! bit.ly/fc-list

77. Bonus!

79. EX
Obstacles
Goals
SE
Jobs
Current
Solution
CI
ER
Customer Slicing
Decision
Trigger
More useful customer segments
based on their current behavour.
They are real people (not attributes!)
It’s clear where to find them.
You’ll walk away if they aren’t a good fit.
Interest
Trigger

80. Affordable Loss.
What I’ve
got
Small partnerships first.
Effectuation
How successful entrepreneurs move forward.
What I
can do
Multiple goals based on
current resources.

81. Market
Industry
Establishment
Trends
Macro
Alignment
7 ways to
die. Choose
none.
Skills
Connections
Micro
Customer
Need &
Behaviour
Lock-in &
copyability
Modified from 7 Domains,
From The New Business
Road Test, by John Mullins