View
652
Download
2
Category
Tags:
Preview:
DESCRIPTION
I led the Monetization and Revenue Models seminar of Enterprise Ireland's iGap startup bootcamp in November in Dublin. It makes me think I should develop a standardized speech called Revenue in Context. You can't understand your own funnel if you don't understand your customer's funnel.
Citation preview
Monetisation Strategies and Revenue Models
Scott Rafer@rafer || rafer@rafer.net
Sunday, November 21, 2010
Interrupt me!
Sunday, November 21, 2010
Monetisation Strategies and Revenue Models
Scott Rafer@rafer || rafer@rafer.net
Sunday, November 21, 2010
Ours is not to reason why, Just to sell ‘em
what they wanna buy.
Sunday, November 21, 2010
Biases and bio
• 18+ years of startups
• Thousands of errors
• Selling prevented thousands more
Sunday, November 21, 2010
Before we even start
• Why make money now?
• Where can you get when you sell, and where can’t you get?
• How many models can I pick?
Sunday, November 21, 2010
Sunday, November 21, 2010
Timing is everything too early and 9/11
Sunday, November 21, 2010
What Model Picks You?Session One
Sunday, November 21, 2010
No Revenue Exists in a Vacuum
Sunday, November 21, 2010
Your Revenue has a Context
• Increase a Business’s Sales Directly
• Increase a Business’s Potential Sales
• Reduce a Business’s Churn
• Reduce a Business’s or Consumer’s Cost
• Make a Consumer Happy, Safe, Healthy ...
Sunday, November 21, 2010
Each others’ Sales Funnels
B2C B2B
Unique
Standard
Sunday, November 21, 2010
Strengths required for each task
Sunday, November 21, 2010
Revenue SWOT (exercise)
Sunday, November 21, 2010
Taking Attention and Money from Customers
Session 2
Sunday, November 21, 2010
Quickie Case Studies
Sunday, November 21, 2010
On time, but ...Sunday, November 21, 2010
Customers too strongSunday, November 21, 2010
No longer earlySunday, November 21, 2010
What evidence do you have of being on time/early?
Mini-exercise
Sunday, November 21, 2010
Decomposing the Funnels
Sunday, November 21, 2010
What part of the overall funnel are you suited for?
Sunday, November 21, 2010
• Sales leads are normally the problem
• Selling it once
• Selling subscriptions
• Being a middleman
Sunday, November 21, 2010
Pricing the stuff
• A great reason to sell immediately
• ROI Value vs. Cost-plus
• How many prices is too many?
Sunday, November 21, 2010
Taking Data from One Place and Money from Another*
Session 3
*Plus a Big Money Bonus
Sunday, November 21, 2010
Not Just Advertising
Sunday, November 21, 2010
More Quickie Case Studies
Sunday, November 21, 2010
Perfectly timing Bitly Sunday, November 21, 2010
Just-right two stepSunday, November 21, 2010
Traffic, stuck & luckySunday, November 21, 2010
Fatally earlySunday, November 21, 2010
Too early to tell:Klout & PercentMobile
Mini-exercise
Sunday, November 21, 2010
This is just a start
Sunday, November 21, 2010
Advertising
Sunday, November 21, 2010
Performance and shifting risk Cost per Thousand, per Click,
per Lead, per Action ....
Sunday, November 21, 2010
What scale is meaningful?
Sunday, November 21, 2010
Targeting dataNo magic bullet, need to sell first
Sunday, November 21, 2010
Funnel similarities
Sunday, November 21, 2010
Ad unitsCustom vs. Standard
Sunday, November 21, 2010
Where do you fit? In which funnel and how directly do you
touch the end user?Exercise
Sunday, November 21, 2010
Bonus! Network Effect
• Sell to create a unique network of customers
• Link those customers in a way incumbents don’t have permission to
Sunday, November 21, 2010
Recommended