1. CONFIDENTIEL
3D Match
Lean Launchpad
Team 2
Meetings: 15
Interviews: 28
January 17th, 2014

2. Day
D 5: 1 Business Model Canvas
3D Designers
Relationship/Network
Management
Co-Creation
Best price via bidding
Automated Services
Worldwide network of
professional printers
3D Printers
Large offer of
designs
Consumers
Communities
3D Designers
Platform Management
Brands & Celebrities
Promotion
3D Printers
3D Product Vendor
Personalized design
New audience / shop
interface
Platform
Developers / clients
support
Fixed Cost (platform maintenance)
New customers
Website
Worldwide audience
Commissions and Fees
Variable (storage, customers acquisition)
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3. Days
D 5: 2 - 4: Getting out of the Building!
SME (4)
3D Designers (4)
End Users of 3D printing
(15)
3D Printers (3)
Investors in 3D market (2)
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4. Rejection, Despair, and Excitement!
D 5:
Day 1
Business Model
Market Segment
Hypothesis
validated?
Days 2 & 3:
Pivot 1
Days 4 & 5:
Pivot 2
Horizontal
marketplace for all
types of 3D products
& services
Vertical marketplace
for 3D printed
unique /
customizable art
objects
Matchmaking
businesses with 3D
printers for
prototypes
production
Consumers,
3D Designers,
3D Printers
Consumers,
3D Designers
Small & Medium
Enterprises (SMEs),
3D printers
Too broad market
-> need to focus
Too competitive
market. End users
don’t care about 3D.
Identified a niche:
businesses need to
source their vendors
quickly & for less
price
Result
- Lean Launch Pad - 3D Printing Project -
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5. Learning…
D 5:
•
3D Printing world is vast with multiple players in multiple industries – mostly in
high tech
•
Low Tech usage is fragmented and customer base is driven only by short lived
euphoria
•
FIRST BIG LEARNING: 3D Printing is beneficial for customized unique
products, prototypes, and just in time inventory – especially for Small and Midsized Enterprises (SMEs). SMEs have trouble sourcing the right 3D printing
vendor
•
WHAT THAT MEANS FOR US: Opportunity to connect SMEs with the right
3D Printers who can address their specific needs!
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6. Our
D 5: Vision – 3D Match
3D Match
online platform connecting SMEs
with 3D Printing vendors
to meet their prototyping needs
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7. Hypothesis Testing
D 5:
Small & Medium Enterprises
What we learnt:
(SMEs):
SMEs would want to find 3D printing
There is a pain that SMEs have requesting
service and the best terms for their
quotes from 5-10 different 3D service providers
prototypes production
for every new type of prototype
3D printing services:
What we learnt:
3D printers would want to bid for
3D printers send quotes for every requests
every new requests
from the SME, and would
for proposal from SMEs
use out platform to get more clients
- Lean Launch Pad - 3D Printing Project -
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8. Hypothesis Testing (1 of 4 SMEs)
D 5:
NeuroNexus – Michigan - USA
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9. Value
D 5: Proposition
BEFORE
Searching for a supplier
3D Prototyping
(weeks)
CAD Design
2-5 days
Serial Production
VALUE
CREATED
Time
AFTER
CAD Design
3D Prototyping
(Days)
Serial Production
2-5 days
3D
Match
- Lean Launch Pad - 3D Printing Project -
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10. Value
D 5: Proposition
Gain Creators
SME
• One stop shop to seek relevant and trusted 3D printers
• Ability to quickly source and select 3D printers based on ratings, price, and specific needs
3D Printer Shops
• One stop shop to seek targeted customers
• A place to establish reputation and trust within the industry for quality 3D prototyping
Pain Relievers
• Less time spent on vendor sourcing
• Less time spent on responding to irrelevant requests
• Less to almost No variability in quality
• Ability to focus on specific requests
Product & Services
• Trusted and Niche Markeplace
• Trusted and Niche Markeplace
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11. Target
D 5: Customer Segment (Archetype):
Small & Medium Enterprises prototyping
their products before manufacturing
• Use 3D printing for rapid prototyping
• Do not have their own 3D printers,
capacity, or capability
• Require 3D printing services to produce
prototypes
• Need different 3D printing vendors for
different types of prototypes / materials /
sizes
• Price and Time sensitive
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12. Customer Relationships
D 5:
Businesses
3D Printers
GET
Search: SEO, SEM
PR
Tradeshows
Conferences
Direct Marketing
Telemarketing
Tradeshows
Conferences
KEEP
Email Marketing
Loyalty program
Blog
Events
Conferences
Email Marketing
Partner program
Blog
Events
Conferences
GROW
Referrals
Special offers from 3D
printers
Community
- Lean Launch Pad - 3D Printing Project -
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13. Competitive Analysis and Market Size
D 5:
$4 billion
Total
market in
2015
3D
Match
(according to
Forbes)
RFP based
Market-place
- Lean Launch Pad - 3D Printing Project -
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14. Revenues and Costs Analysis
D 5:
Niche business, but high margin profile
REVENUES
COSTS
SME
Fixed Costs
• Fees
(quarter fee for unlimited quotes)
• Platform maintenance
3D Printer Shops
• Commissions
(on price charged to SMEs)
• Fees
(to highlight their offer compared
to other providers)
• On-site visits of 3D printers
• Marketing
(sector newsletter, conferences,
etc.)
Variable Costs
• Customers Acquisition
• Champagne
- Lean Launch Pad - 3D Printing Project -
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15. Business Model Canvas – 3D MATCH
D 5:
3D printer
manufacturers
Relationship/Network
Management
Platform Management
Promotion
Customer Acquisition
Conference Presence
Less time spent on
searching for capable
3D print shops for their
specific needs
Ability to select vendors
based on bids received
from vendors
GET & KEEP:
SEO/SEM, PR, Blogs,
Trade Shows,
Conferences
GROW: Referrals
GET & KEEP: Trade
Shows, Events, Blogs,
Conferences
GROW: Community
Targeted Customer
Small & Medium
Enterprises who are
looking for 3-D printing
vendors to print their
prototypes
3-D Printing Vendors
with capacity and
capability to provide
high quality and cost
efficient prototypes
Acquisition
Intellectual: Platform
Human: Developers,
Marketing
Website
Ability to focus on
relevant and specific
requests
Fixed Cost (platform maintenance, Marketing, Conferences,
Thought Leadership)
Variable (customers acquisition, on site visits of 3-D printers)
Quarterly Fees (for
posting unlimited RFPs
and receiving unlimited
price quotes
- Lean Launch Pad - 3D Printing Project -
Commissions on transactions
(price charged to SMEs)
Fees (for promoting their
bids)

16. Next
D 5: Steps
Next Steps
• Add 3D Designers to the model
• Redefine revenue and pricing model
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17. Appendix: Industry Research
D 5:
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18. Appendix: Industry Research
D 5:
3D Printers in the Market (2012 Data)
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