Professional Documents
Culture Documents
Business Models: Jeff Cutuli
Business Models: Jeff Cutuli
Business Models: Jeff Cutuli
Jeff Cutuli
Executive, Engineer, Entrepreneur, Consultant, Adviser, Executive Coach, Lean Startup
Mentor
SV Startup Cup
LAUNCH, UC Haas School of Business
Spartups
Clean Tech Open Accelerator
NSF i-Corps
LinkedIn.com/in/JeffCutuli
Business Models
Objectives:
Is it something that
you play with
Jeff Cutuli Business Models SCC Small Business
Summit
A Business Model is a
Tool
Enabling entrepreneurs to
discover, create, deliver, capture value
Launch Startups & Accelerate Growth
Discover
Find the Problem before the Solution
Seek guidance from experts
EntrepreneursSeek Guidance
from Mentors, Coaches, and Teachers
Alex Osterwalder:
Business Model Canvas
10
11
12
Test Assumptions
Get Lots of Data
Feedback Loop
Diagnose Pain
Differentiate Your Claim
Demonstrate Gain
Deliver the Value
13
4. Revenue Streams
Be Specific
5. Cost Structure
6. Team
2. Customer
Niche / Individual
3. Value Proposition
Product-Market Fit
Solution
Customer Acquisition
Unfair Advantage
Core Competence
Key Activities
Human & Capital
Resources
Partnerships
Advisors, Mentors,
Coaches
14
15
What is Customer
Development?
Find early customers and confirm their intent to buy
(without biasing them) before building everything.
Rob Fitzpatrick The Mom Test
16
BUSINES
S MODEL
TEST
Assumptions
n >30
17
No GuessingTest Assumptions
Curiosity
Active Listening
Unbiased Questioning
Discipline
18
Take Aways
19
Final Thoughts:
"There are more ways than one to skin a
cat
so are there more ways than one of
digging
for money.
Seba Smith - The Money Diggers, 1840
20
21
22
References:
Blank, Steve; The Startup Owner's Manual: The StepBy-Step Guide for Building a Great Company; K & S
Ranch; 1st Ed.
Blank, Steve; The Four Steps to the Epiphany; K & S
Ranch; 1st Ed.
Croll, Alistair, and Yoskovitz, Benjamin; Lean Analytics:
Use Data to Build a Better Startup Faster; O'Reilly
Media; 1st Ed.
Fitzpatrick, Rob; The Mom Test: How to talk to
customers & learn if your business is a good idea
when everyone is lying to you; Create Space
Independent Publishing Platform; 1st Ed.
Osterwalder, Alex; Business Model Generation: A
Handbook for Visionaries, Game Changers, and
Challengers; Wiley & Sons; 1st Ed.
Osterwalder, Alex; Value Proposition Design: How to
Jeff Cutuli Business
Models SCC Small
Business
Create Products and Services
Customers
Want;
st
Summit
23
Questions?
LinkedIn.com/in/JeffCutuli
24