Llp tecnico-5-customer-relationships
This document contains an agenda for a class on customer relationships: - There will be Q&A about revenue models, presentations by teams on customer relationships, and a summary about partners. - The Q&A section defines different revenue models like usage fees, subscriptions, licensing, and advertising. It warns against using multiple models without clarity and discusses pricing tactics. - Teams will present on customer relationships, focusing on metrics like customer acquisition cost, conversion rates, lifetime value. - Partners are discussed as strategic alliances, joint ventures, coopetition, key suppliers, and virtual channels. The importance of partner relationship diagrams is highlighted. - For next week, teams are asked to update their business model canvas and
Llp tecnico-5-customer-relationships
- 1. iLLP@Tecnico Class 5 Customer Relationships Luis Caldas de Oliveira
- 2. Agenda for Class 5 Q&A about Revenue Model Team Presentations: Customer Relationships Summary about Partners Work for Next Week
- 4. Important Revenue Model Pricing TacticStrategy
- 5. Revenue Model Asset sale Ford Usage fee Vodafone Subscription fee salesforce.com Rent Avis Licensing MS Office Intermediation airbnb.com Advertising Google
- 7. Pricing (ways to charge) Fixed Cost + profit (product based) Value priced (customer based) Volume priced (encourage volume) Dynamic Negotiation (second hand) Yield management (airplane ticket) Real-time market (stock market) Auctions (ebay)
- 8. Common Errors Use all-of-the-above revenue models: license, direct sales, affiliates, etc. The reason to select a specific revenue model is unclear Lack of understanding of how customers buy today. What do competitors charge? Is the profit sufficient?
- 9. Metrics that Matter Value proposition: product cost, attainable market, etc.; Customer relationships: CAC, conversion rate, LTV, etc. Market type: different revenue curves; Cost structure: operating costs, etc.; Channel: channel margins, etc.; Revenue Streams: selling price, number of customers, etc.; Burn rate: company spending per month.
- 12. PARTNERS
- 13. Revenue Models
- 14. Key Partners
- 15. Partner
- 16. Types of Partners Strategic Alliances Apple + Record Labels Joint Business Development Intel Inside Coopetition wi-fi 802.11b/g/n Key Suppliers Outsource suppliers: Apple + Foxconn Direct suppliers: Logoplaste Virtual Channels (web) Expedia
- 18. NEXT WEEK
- 19. Presentation for Next Week 際際滷 1: Cover slide 際際滷 2: Business Model Canvas (changes marked in red, different colors for multi-sided markets) 際際滷 3: Hypotheses about revenue model strategy and price tactics 際際滷 4: Experiments for Revenue Model and Pricing? 際際滷 5: What are the important metrics for your business model?
- 20. Presentation for Next Week 際際滷 6: Rough 3-year income statement (revenues, gross margins, significant costs, etc.) 際際滷 7-n: Lessons learned (hypotheses, experiments, results, action)
- 21. Before Next Class Talk to 10-15 customers to test revenue model and pricing (100 for web) Update LPC Narrative and Canvas Work on your MVP Prepare Class Presentation Watch Lecture 7: Partners
- 22. Obrigado