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Digital Business Models
Sean Ammirati
November 12, 2012
#CMULean © Sean Ammirati, 2012
Goals for This Week’s Lecture
• The Business Model Canvas Paradigm
• Common High Growth Technology Business Model Patterns
• Financial Modeling & Metrics
#CMULean © Sean Ammirati, 2012
Why is the Business Model Canvas popular?
#CMULean © Sean Ammirati, 2012
http://www.flickr.com/photos/yodelanecdotal/3329778720/#CMULean © Sean Ammirati, 2012
#CMULean © Sean Ammirati, 2012
http://www.businessmodelgeneration.com
Sketch & Articulate Alternatives...
#CMULean © Sean Ammirati, 2012
http://www.businessmodelgeneration.com
Validate Hypothesis ...
#CMULean © Sean Ammirati, 2012
http://innovationgames.com/empathy-map/#CMULean © Sean Ammirati, 2012
Goals for This Week’s Lecture
• The Business Model Canvas Paradigm
• Common High Growth Technology Business Model Patterns
• Financial Modeling & Metrics
#CMULean © Sean Ammirati, 2012
Business Model Canvas Evolution
#CMULean © Sean Ammirati, 2012
UnbundledLong Tail
Multi-Sided FREE
Business Model Patterns
http://www.slideshare.net/explorics/business-model-generation-patternsSection adapted from: Business Model Generation Meetup
Cambridge, MAJune 26, 2012
Brian Gladstein@briangladstein
#CMULean © Sean Ammirati, 2012
The Platform Enables… Subsidies across segments
Multisided Platforms
The Platform Enables… Subsidies from paid to non-paid
FREE as a business model
Long Tail
Key Partners
Value Proposi1on
Value Proposi1on
Customer Segments
Niche Products
Niche Buyers
Infrastructure
Innovation
Customer Relationship
Unbundling Business Models
Goals for This Week’s Lecture
• The Business Model Canvas Paradigm
• Common High Growth Technology Business Model Patterns
• Financial Modeling & Metrics
#CMULean © Sean Ammirati, 2012
Financial Models Help Understand ...
• critical levers for growth
• current assumptions (costs & revenue)
• growth capital needs
• if successful, how big the business can ultimately be
• metrics to evaluate business going forward
#CMULean © Sean Ammirati, 2012
Bessemer’s 6 C’s of SaaS Businesses
• CMRR: Committed Monthly Recurring Revenue
• Cash
• Churn
• CAC: Customer Acquisition Cost
• CLTV: Customer Life Time Value
• CPipe: CMRR Sales Pipline http://www.slideshare.net/botteri/cloudonomics-101-creating-a-financial-plan-for-your-saas-or-cloud-computing-business
#CMULean © Sean Ammirati, 2012
