Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

28
Business Model 101 The Basics of Marketplaces, SaaS & Ecommerce 2.8.2013 #TOA13

description

An introduction to some of our favourite investment areas: Marketplaces, Software-as-a-Service and Ecommerce. Starting with different ways of monetization, we dip into the major characteristics, address critical challenges and single out the KPIs you should keep an eye on. As presented at our satellite event for http://toaberlin.com/.

Transcript of Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

Page 1: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

Business Model 101 The Basics of

Marketplaces, SaaS & Ecommerce

2.8.2013 #TOA13

Page 2: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

����,QWUR�WR�3RLQW�1LQH����0DUNHWSODFHV����6DD6��6RIWZDUH�DV�D�6HUYLFH�����(FRPPHUFH

D��0DMRU�FKDUDFWHULVWLFVE��0RQHWL]DWLRQ�F��.H\�FKDOOHQJHVG��7RS���.3,VH��([DPSOHV��7UHQGVI���4$

%XVLQHVV�0RGHO����6WUXFWXUH

Page 3: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

,QWUR�WR�3RLQW�1LQH:KR�ZH�DUH

Ɣ %HUOLQ�EDVHG�HDUO\�VWDJH�9&�³VWDUWXS´

Ɣ ³$QJHO9&´

Ɣ ,QYHVWLQJ�DURXQG��¼���N��P�LQLWLDOO\

Ɣ ,QYHVWLQJ�LQ�WHFK�VWDUWXSV�ZRUOGZLGH��IRFXV�RQ�(XURSH

Ɣ ��*HUPDQV����3ROLVK���6SDQLDUG�DQG���$PHULFDQ

Page 4: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

,QWUR�WR�3RLQW�1LQH:KDW�ZH�KDYH�GRQH�VR�IDU

Ɣ 5DLVHG�D�¼�P�IXQG����������

Ɣ 5DLVHG�D�¼��P�IXQG����������

Ɣ ,QEHWZHHQ��,QYHVWHG�LQ�VRPH�JUHDW�FRPSDQLHV

&-

Page 5: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

,QWUR�WR�3RLQW�1LQH:KDW�ZH�DUH�ORRNLQJ�IRU

Ɣ 6HHG��6HULHV�$�FRPSDQLHV

Ɣ (VSHFLDOO\�LQ�WKH�DUHDV�RI�6DD6��0DUNHWSODFHV��

1HWZRUNV�DQG�0RELOH��(FRPPHUFH�

Ɣ +HDOWK\�XQLW�HFRQRPLFV��&/7�YV�&$&�

Ɣ 6WURQJ�IRXQGHU�V�

Ɣ 7UDFWLRQ��WUDFWLRQ��WUDFWLRQ

VXEPLW#SRLQWQLQHFDS�FRP

Page 6: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

,QWUR�WR�3RLQW�1LQH+RZ�WR�EHVW�DSSURDFK�XV

Ɣ /RRNLQJ�DW��UHSO\LQJ�WR�HYHU\�LQTXLU\

Ɣ (DVLHVW�ZD\��6XEPLW#SRLQWQLQHFDS�FRP

Ɣ 0RVW�HIIHFWLYH�ZD\��1HWZRUN�LQWUR

�!�$QG�\RX�FDQ�JXHVV�ZKLFK�VHQGV�WKH�VWURQJHU�VLJQDO�

Ɣ 'R�VRPH�KRPHZRUN���$UH�ZH�D�JRRG�ILW"

Ɣ 7U\�WR�DGG�VRPH�FRQWH[W��EORJ��HYHQW��UHFHQW�LQYHVW�HWF�

Ɣ &RQFLVH�GHFN�ZLWK�OLQN���QXPEHUV

Page 7: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

%XVLQHVV�0RGHO�������0DUNHWSODFHV

Page 8: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

Ɣ %�&��%�%�E�&��&�&����9HUWLFDO��KRUL]RQWDO��QLFKH

Ɣ 3K\VLFDO�LQYHQWRU\�FDUU\LQJ�YV��QRQ�LQYHQWRU\�FDUU\LQJ

Ɣ 7UDQVSDUHQF\��(IILFLHQF\��7UXVW

Ɣ +LJKO\�VFDODEOH��KLJK�ORFN�LQ��GHIHQGDEOH

&ULWLFDO�0DVV�³9DOXH´�!�³3ULFH´�ZKHUH�³9DOXH´� �³XVHU�EDVH´

1HWZRUN�(IIHFWV,QIOHFWLRQ�SRLQW�ĺ�FULWLFDO�PDVV

0DUNHWSODFHV0DMRU�FKDUDFWHULVWLFV

$FWLYH�8VHUV%X\HUV���6HOOHUV�'HPDQG�6LGH

/LVWLQJV6HOHFWLRQ���2IIHU6XSSO\�6LGH

%X\HUV'HPDQG�6LGH

6HOOHUV6XSSO\�6LGH

!:LQQHU�7DNHV�,W�$OO�

Page 9: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

'R�\RX�³RZQ´�WKH�WUDQVDFWLRQ�RU�QRW"�

Ɣ 7UDQVDFWLRQ�EDVHG��WDNH�UDWH���

Ɣ ³&ODVVLILHGV´�PRGHO���IL[HG�IHH

Ɣ �UG�SDUW\�ILQDQFHG��DGYHUWLVLQJ�

Ɣ ³)UHHPLXP´���VHOO�IHDWXUH���DGG�RQ�VHUYLFHV�RQ�WRS�RI�D�

IUHH�EDVLF�VHUYLFH

0RQHWL]H�WKH�JX\V�ZKR�KDYH�RU�JHW�WKH�PRQH\�

0DUNHWSODFHV0RQHWL]DWLRQ

Page 10: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

Ɣ *HW�WR�FULWLFDO�PDVV��&UHDWH��PHDVXUH�QHWZRUNV�HIIHFWV

Ɣ &KLFNHQ�(JJ�3UREOHP��:KR�WR�IRFXV�RQ�ILUVW�ZKHQ�

EXLOGLQJ�XS�UHDFK"

Ɣ *HW�³OLTXLGLW\´�RU�³LQYHQWRU\´RQ�WKH�SODWIRUP

Ɣ 0RQHWL]DWLRQ��:KHQ�WR�VWDUW�DQG�ZKLFK�%0"

0DUNHWSODFHV.H\�&KDOOHQJHV

)RFXV�RQ�EXLOGLQJ�UHDFK��PRQLWRU�HQJDJHPHQW�WLJKWO\�GRQ¶W�VWDUW�WR�PRQHWL]H�WRR�HDUO\���SHUVHYHUDQFH�SD\V�RII�

Page 11: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

:KHQ�\RX�VWDUW�RXW�

Ɣ ��RI�QHZ�FXPXODWHG�/LVWLQJV��LQYHQWRU\��

Ɣ $FWLYH�8VHUV��EX\HUV���VHOOHUV�

Ɣ *URZWK�RI�VLJQ�XSV

,Q�WKH�QH[W�SKDVH�Ɣ 5HFXUULQJ�FXVWRPHUV�ĺ�EXLOG��PHDVXUH�FRKRUWV

Ɣ 6XFFHVVIXO�LWHPV�OLVWLQJV�SHU�WRWDO

Ɣ 7DNH�5DWH����DV�RI�*09�

0DUNHWSODFHV.3,V�7RS��

Page 12: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

0DUNHWSODFHV([DPSOHV�DQG�WUHQGV

Page 13: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

0DUNHWSODFHV4$

Page 14: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

%XVLQHVV�0RGHO�������6DD6

Page 15: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD60DMRU�FKDUDFWHULVWLFV

Ɣ 6RIWZDUH�GHOLYHUHG�WKURXJK�WKH�&ORXG��QR�LQVWDOO�

Ɣ 8SIURQW��UHFXUULQJ�SD\PHQWV��&$6+�LV�NLQJ��

Ɣ )OH[LEOH�FRVWV��FORXG�KRVWLQJ��093�GHYHORSPHQW�HWF��

Ɣ 2IWHQ�GLVUXSWLQJ�OHJDF\�LQFXPEHQWV�

Ɣ 0DLQO\�%�%

Ɣ $XWRPDWLF�XSGDWHV��QR�PDLQWHQDQFH

Page 16: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD60RQHWL]DWLRQ

Ɣ )UHHPLXP��EDVLF�YHUVLRQ�IRU�IUHH��DQG�RU�WULDO�SHULRG

Ɣ 6XEVFULSWLRQ�EDVHG�ż SHU�SHULRG

ż SHU�VHDW�KHDG

ż SHU�YROXPH��H�J��UHTXHVWV�

ż SHU�SURGXFW�IHDWXUH

Ɣ 8S�VHOOLQJ�RI�DGGLWLRQDO�IHDWXUHV�RU�DGG�RQ�VHUYLFHVƔ 2FFDVLRQDOO\�D�VHW�XS�IHH

Page 17: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD6.H\�&KDOOHQJHV

Ɣ 3URGXFW�

ż 6FDODELOLW\

ż 0DUNHW�)LW

ż 4XDOLW\

Ɣ &XVWRPHU�5RXWH��+RZ�FXVWRPHUV�ILQG�\RX

Ɣ 5HDFK��*HW�DQG�LQFUHDVH�VLJQ�XSV��WULDO�

Ɣ &RQYHUVLRQ��)URP�IUHH���WULDO�XVHUV�WR�DFWLYH�SD\LQJ�

FXVWRPHUV

Ɣ 8S��&URVV�6HOO�YV��KRZ�WR�KDQGOH�FKXUQ

Page 18: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD67RS���.3,V:KHQ�\RX�VWDUW�RXW

Ɣ ,QERXQG�WUDIILF

Ɣ &RQYHUVLRQ�IXQQHO��)URP�9LVLWRU�WR�7ULDO�WR�3D\LQJ�

Ɣ &KXUQ����ZKR�FDQFHO�ZKR�FRXOG�FDQFHO�LQ�WKDW�SHULRG

,Q�WKH�QH[W�SKDVH

Ɣ 055�JURZWK��%UHDN�GRZQ�DOO�SODQV��\HDUO\�HWF��

Ɣ &$&��2QO\�SDLG��IRU�HDFK�FKDQQHO

Ɣ &KXUQ���

Page 19: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD6([DPSOHV�DQG�WUHQGV

3LRQHHUV0RELOH�ILUVW

Page 20: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

6DD64$

Page 21: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

%XVLQHVV�0RGHO�������(FRPPHUFH

Page 22: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH0DMRU�&KDUDFWHULVWLFV

Ɣ 2IIOLQH�WR�RQOLQH�VZLWFK��³'HDWK�RI�UHWDLO´�

Ɣ 2ZQ�LQYHQWRU\�YV��GURSVKLSSLQJ

Ɣ +LJKO\�GHSHQGHQW�RQ�SHUIRUPDQFH�PDUNHWLQJ�

ż *RRJOH�LV�\RXU�ORFDO�VWUHHW�DGGUHVV

Ɣ 0DQ\�VPDOO��IHZ�GRPLQDWLQJ�SOD\HUV

Page 23: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH0RQHWL]DWLRQ

Ɣ &ODVVLFDO��0DUJLQ�SHU�JRRG�VROGƔ 6XEVFULSWLRQ�EDVHG��&KDUJHG�SHULRGLFDOO\��PRQWKO\�Ɣ $IILOLDWH��5HVHOOLQJ�IRU�SDUWQHUV�RU�ZKROHVDOHUV�

Page 24: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH.H\�&KDOOHQJHV

Ɣ 5HG�RFHDQ��%LJ��VPDOO�ILVK��VXSHU�FURZGHG�VSDFH�

Ɣ &RPSHWLWLRQ�SULPDULO\�WKURXJK�SULFH�

Ɣ +DUG�WR�GLIIHUHQWLDWH��KRPRJHQRXV�SURGXFWV��

Ɣ 9HU\�FDSLWDO�LQWHQVLYH

Ɣ 5RFNHW�,QWHUQHW����

Page 25: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH7RS���.3,V

)RU�ZKHQ�\RX�VWDUW�RXW�

Ɣ &32V

Ɣ 0DUJLQV��&0�,��,,�

Ɣ 5HYHQXH�JURZWK

,Q�WKH�QH[W�SKDVH��

Ɣ 5HFXUULQJ�SXUFKDVHV

Ɣ )UHH�&DVK�)ORZ��LQYHQWRU\�FRVW��

Ɣ ,QYHQWRU\��UDQJH��GHSWK�

&),0,7<0��&DVK�)ORZ�LV�PRUH�LPSRUWDQW�WKDQ�\RXU�PRWKHU�

Page 26: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH([DPSOHV��7UHQGV

&ODVVLF

9HUWLFDOO\�LQWHJUDWHG

5HFRPPHUFH

Page 27: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

(FRPPHUFH4$

Page 28: Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce

,I�\RX�ZDQW�WR�VWD\�LQ�WRXFK

ZZZ�SRLQWQLQHFDS�FRP��6RPH�VD\�ZH�KDYH�D�SUHWW\�FRRO�QHZVOHWWHU����

#3RLQW1LQH&DS�

QLFRODV#SRLQWQLQHFDS�FRP�_�#QFVK�PDWKLDV#SRLQWQLQHFDS�FRP

7KDQNV��