Steve Blank

APRIL 21, 2011

Virtual channels include Dedicated e-commerce, Two-step e-distribution and Aggregators. Their value proposition had now changed from a wind turbine supplier to homes, to a distributed power supplier to cities and utilities. The Week 6 Lecture: Revenue Model. What types of revenue streams are there? The Nine Teams Present.

Channel 215

Channel Artificial Inteligence San Francisco Business Model 215

Steve Blank

OCTOBER 24, 2016

If the Microsoft board was managing for quarter to quarter or even year to year revenue growth, Ballmer was as good as it gets as a CEO. Apple under Cook has doubled its revenues to $200 billion while doubling profit and tripling the amount of cash it has in the bank (now a quarter of trillion dollars). Lessons Learned.

Azure 120

Azure Business Model Cloud Artificial Inteligence 120

Steve Blank

OCTOBER 24, 2016

If the Microsoft board was managing for quarter to quarter or even year to year revenue growth, Ballmer was as good as it gets as a CEO. Apple under Cook has doubled its revenues to $200 billion while doubling profit and tripling the amount of cash it has in the bank (now a quarter of trillion dollars). Lessons Learned.

Azure 120

Azure Business Model Cloud Artificial Inteligence 120

Steve Blank

JANUARY 2, 2014

Part 6: Distribution channels in Life Sciences. Part 7: Revenue Streams in Life Sciences. Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences. Part 8: When Customers Make You Smarter : Customer Discovery in Digital Health.

Lean 240

Lean Algorithm Customer Development IP 240

Steve Blank

NOVEMBER 16, 2009

In it, I got asked a question I often hear: “What if we have a web-based business that doesn’t have revenue or paying customers? And without revenue how do we know if we achieved product/market fit to exit Customer Validation?” They’re putting money into web services/business – most without early revenue. End of theory.&#

Customer Development 219

Customer Development Web Developer Customer 219

Steve Blank

MAY 6, 2015

Learning could be about product features, customer needs, the right pricing and distribution channel, etc.) These hypotheses span the gamut from who’s the customer(s), to what’s the value proposition (product/service features), pricing, distribution channel, and demand creation (customer acquisition, activation, retention, etc.).

Lean 120

Lean Agile Business Model Customer Development 120

Steve Blank

APRIL 23, 2018

The entrepreneur who founded and grew the largest startup in the world to $10 billion in revenue and got fired is someone you have probably never heard of. A version of this article appeared in the Harvard Business Review. Elon Musk, Alfred Sloan, and entrepreneurship in the automobile industry.

Michigan 268

Michigan Cofounder Stock Forecast 268

Steve Blank

APRIL 7, 2020

Finally to have a better chance of a viable enterprise, they need to test all the other hypotheses in their business/mission model (pricing, demand creation, revenue, costs, etc.). How can you test distribution/deployment? finding product/market fit). All you have are a series of untested hypotheses. Are they the same now?

Customer 413

Customer Business Model Restful Video 413

Steve Blank

MARCH 31, 2014

Companies horde cash and squeeze the most revenue and margin from the money they use. For example, Coke added snack foods, which could be distributed through its existing distribution channels. Yet in the face of all this change, traditional firms continue to embrace a management ethos that values efficiency over innovation.

Private Equity 325

Private Equity Metrics China Intellectual Property 325

Steve Blank

SEPTEMBER 14, 2009

Five Quarters of Profitability During the 1980’s and through the mid 1990’s startups going public had to do something that most companies today never heard of – they had to show a track record of increasing revenue and consistent profitability. There was now a public market for companies with no revenue, no profit and big claims.

Silicon Valley 217

Silicon Valley IPO Technical Review Venture Capital 217

Steve Blank

DECEMBER 10, 2009

Copyright gives you the right to prevent others from copying, distributing or making derivatives of your work. Your intellectual property may be an additional revenue stream or may add substantial value to your company. Trademark registration is optional, but has significant advantages if approved. Copyright.

Intellectual Property 213

Intellectual Property IP Software Review Non-disclosure Agreement 213

Steve Blank

DECEMBER 19, 2013

Part 6: Distribution channels in Life Sciences. Part 7: Revenue Streams in Life Sciences. Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences. Part 8: When Customers Make You Smarter –Customer Discovery in Digital Health.

Lean 251

Lean Customer Development Video Distribution 251

Steve Blank

FEBRUARY 23, 2016

In other words, how can we adapt the Business Model Canvas when the metrics of success for an organization is not revenue? From Revenue Streams to Mission Achievement. For these organizations, the canvas box labeled Revenue Streams doesn’t make sense. Distribution Channel changes to Deployment. Lessons Learned.

Business Model 120

Business Model Revenue Channel Community 120

Steve Blank

JANUARY 25, 2010

A business model diagram also shows how the product gets distributed to your customers and how money flows back into your company. What’s the distribution channel. When revenue, users, traffic, etc., (Or depending on your metrics for success, get users, grow traffic, etc.). How do we price and position the product?

Agile 335

Agile Startup Silicon Valley Business Model 335

Steve Blank

MARCH 18, 2011

VC’s worked with entrepreneurs to build profitable and scalable businesses, with increasing revenue and consistent profitability – quarter after quarter. With Netscape’s IPO , there was suddenly a public market for companies with limited revenue and no profit. 1970 – 1995: The Golden Age. Thus began the 5-year dot-com bubble.

Internet 334

Internet IPO Silicon Valley Agile 334

Steve Blank

NOVEMBER 21, 2016

Customers, for example, are recast as “beneficiaries,” and instead of identifying revenue streams, these diplo-preneurs are interested in defining “mission achievement.”). The student teams have learned tons about how the State Department is organized and how it works (or doesn’t).

Silicon Valley 120

Silicon Valley Washington United Kingdom Lean 120

Steve Blank

NOVEMBER 21, 2016

Customers, for example, are recast as “beneficiaries,” and instead of identifying revenue streams, these diplo-preneurs are interested in defining “mission achievement.”). The student teams have learned tons about how the State Department is organized and how it works (or doesn’t).

Silicon Valley 120

Silicon Valley Washington United Kingdom Lean 120

Steve Blank

DECEMBER 17, 2013

Part 6: Distribution channels in Life Sciences. Part 7: Revenue Streams in Life Sciences. Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences. Part 8: When Customers Make You Smarter – Customer Discovery in Digital Health.

Lean 251

Lean Customer Development Business Model Channel 251

Steve Blank

DECEMBER 20, 2013

Part 6: Distribution channels in Life Sciences. Part 7: Revenue Streams in Life Sciences. If they didn’t have a compelling value proposition for the insurers (cost savings, increased revenue, etc.) Part 4: This Will Save us Years – Customer Discovery in Medical Devices.

Lean 241

Lean Customer Development IP Agile 241

Steve Blank

OCTOBER 31, 2014

But if you want to build a scalable startup you need to be asking how you can you get enough customers/users/payers to build a business that can grow revenues past several $100M/year. to understand distribution channel landscape, potential partners and rough cost of customer acquisition. With 317 million people the U.S.

Global 335

Global Australia Silicon Valley China 335

Steve Blank

FEBRUARY 3, 2015

These new entrants disrupted their food categories by offering high quality proprietary recipes, outsourcing their manufacturing, and using their cash and resources on sales and marketing to build distribution and a differentiated brand. Jon and the team came in with all the assurance of a startup that thought they knew what they were doing.

North America 120

North America Lean Customer Development Distribution 120

Steve Blank

AUGUST 5, 2010

But these VC’s aren’t Lean because they fund startups with web-based distribution models. Drive for a repeatable and scalable business model (revenue in Dave McClure’s investment thesis, “ network of scale &# in Union Square’s.). Lean VC’s are expert in on-line distribution, Agile and Customer Development.

Lean 258

Lean Internet Silicon Valley Venture Capital 258

Steve Blank

APRIL 8, 2010

They collected information that justified their assumptions about the problem, opportunity, market size, their solution and competitors and the their team, They rolled up a 5-year sales forecast with assumptions about their revenue model, pricing, sales, marketing, customer acquisition cost, etc. It was an exquisitely crafted plan.

Business Model 328

Business Model Business Plan Customer Cap Table 328

Steve Blank

FEBRUARY 22, 2010

I had been confused for years why I had to update an income statement each board meeting that said zero for 18 months before we had any revenue. What’s the distribution channel? But What Does a Business Model Have to Do With Accounting in My Startup? A startup is a search for a repeatable and scalable business model. Financials.

Balance Sheet 298

Balance Sheet Startup Burn Rate Metrics 298

Steve Blank

DECEMBER 26, 2013

Part 6: Distribution channels in Life Sciences. Part 7: Revenue Streams in Life Sciences. Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences. Part 8: When Customers Make You Smarter : Customer Discovery in Digital Health.

Lean 237

Lean Customer Development Video Early Stage 237

Steve Blank

NOVEMBER 18, 2013

Part 6: Distribution channels in Life Sciences. This post is an update of what we learned about life science revenue models. Life Science/Health Care revenue streams differ by Category. For commercialization, the business model (Customers, Channel, Revenue Model, etc.) How much budget they have for your type of product?

Revenue 230

Revenue Lean Channel Distribution 230

Steve Blank

AUGUST 31, 2009

customers aren’t buying it, the cost of distribution is too high, etc.) Was the sales revenue model based on actually testing the hypotheses outside the building? Greg Boutin Founder, Growthroute Ventures, [link] Reply TO REVENUE » Talking on Techie-Biz Divide at Communitech Guelph on Sept.

Customer Development 238

Customer Development Developer Customer Silicon Valley 238

Steve Blank

MAY 3, 2011

Last week the teams tested their Revenue Models hypotheses: what are customers willing to pay for? The concept of Partners , took some explanation as some teams confused partners with the Distribution Channel.). Of real interest was their evolving view of their revenue model. All the teams have crossed the Rubicon. .

South Dakota 217

South Dakota Business Model Lean United States 217

Steve Blank

MARCH 11, 2015

They’ve learned the best distribution channel to get the product from their company to the customer. They’ve figured out the revenue model (subscription, license, direct sale, etc.) Therefore, in a large company, failure to meet a goal – revenue, product delivery, service, etc.– and how to price the product.

Widget 120

Widget Lean Business Model Metrics 120

Steve Blank

JULY 19, 2010

The fallacy is believing that a founders value is evenly distributed over four years. The goal of your business model can be revenue, or profits, or users, or click-throughs (or even just to get the technology into production) – whatever the founders and their investors have agreed upon. Preparing For Chaos.

Vesting 251

Vesting Liquidity Event Venture Capital Founder Vesting 251

Steve Blank

MAY 16, 2016

In companies this would be product line extensions, more efficient supply chain, new distribution channels. In a company you know you’ve been successful when you generate revenue and profit. In those case revenue will become an additional metric. More next week on innovation and the intransigent middle. Now back to the class.

San Diego 142

San Diego Metrics Indonesia Silicon Valley 142

Steve Blank

MAY 12, 2016

This week we are seeing the typical class distribution. In a business the aim is to earn more money than you spend and you measure achievement/success by the revenue you bring in. In a mission-driven organization such as the defense and intelligence community, there is no revenue to measure.

Virginia 120

Virginia Lean Analytics Incubator 120

Steve Blank

MAY 12, 2016

This week we are seeing the typical class distribution. In a business the aim is to earn more money than you spend and you measure achievement/success by the revenue you bring in. In a mission-driven organization such as the defense and intelligence community, there is no revenue to measure.

Virginia 120

Virginia Lean Analytics Incubator 120

Steve Blank

JULY 22, 2010

The board was getting nervous as the company was missing its revenue plan. Do we have a workable sales and distribution channel? A VC asked me to have lunch with the CEO of a startup building cloud-based enterprise software. Boy did I feel like Rip Van Winkle.) Can I prove it’s repeatable?

Forecast 270

Forecast Sales Customer Customer Development 270

Steve Blank

APRIL 30, 2009

SuperMac sold our graphic boards for the Macintosh through multiple distribution channels: direct sales to major accounts, national chains, independent rep firms, etc. But the computer retail channel was a large part of our sales. Worry about the sales results. What did we learn?

Sales 120

Sales Silicon Valley RSS Las Vegas 120

Steve Blank

AUGUST 27, 2009

Yet we used the product development model not only to manage product development, but as a road map for finding customers and to time our marketing launch and sales revenue plan. After that there’s a discussion of how the product will reach the customer and the potential distribution channel.

Silicon Valley 260

Silicon Valley Product Startup Product Development 260

Steve Blank

NOVEMBER 2, 2009

Sales people cost money, and when they’re not bringing in revenue, their wandering in the woods is time consuming, cash-draining and demoralizing. Scalable: The goal is not to get one customer but many – and to get those customers so each additional customer adds incremental revenue and profit. Lets see why. Something else?

Lean 244

Lean Silicon Valley Startup RSS 244