From the very start of development, your business model should be at the centre of your attention, because everything – product design, team composition, PR and marketing – ties in and is determined by the business model you choose. Step by step presentation of the Business Model Canvas. Introducing a tool to digital developers build their business model.

1. GROWING GAMES 2014
Wifi: On the seats..
Twitter: #growinggames
Program
A word from our host, ITU
Growing Games: The rules!
Time to meet and greet
Today’s focus
Mini springboard: Simon Kaastrup-Olesen from How Far
Games
Introduction to Lean Canvas
Workshop session and reflection
Lunch
Key note: Tim Sheppard
Q&A
Workshop: Back to the canvas
Coffee break
Pitch training

2. This is Growing Games!
We talk
business
Everyone
pitch!
You
create
Growing
Games
All about
networking
Use each
other, share
and be open
Engine
room
This is Growing Games!
Growth
Business
development
tools
Network
+ =

3. April 29
Kick-off
May 14
Mone-
tization
June 2
Raising
capital
June 25
Noticed
with PR
STAY
TUNED
Who are you and whats your
project?
What has happened since
the last workshop?
Or
Why are you part of
Growing Games?
What is your biggest
challenge rigth now?

4. Meet and greet
1. Who are you?
2. Whats your project
3. Why are you part of Growing Games?
Aim of the workshop
1. Introduce a tool to develop your business model
2. Learn about monetization
3. Expand your network

5. Business models
Step 1: Idea
Step 2: ?
Step 3: $$$$$$$$
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

6. Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
PRODUCT MARKET
VALUE
PROPO-
SITION
FINANCIAL VIABILITY
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Your target
customers -
but that can be
both users,
purchasers and
partners
The canvas
step by step

7. #1 Value proposition
• The reason users/
customers choose you
• What value does your
product deliver?
• Which problems are your
solving?
• Which needs are you
satisfying?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• “Newness”
• Performance
• Customization
• Getting the job done
• Design, artistic value
• Brand, status
• Price
• Accessibility
• Usability
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

8. #2 Target segments
• For whom are you
creating value?
• Who are your most
important customers?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• Mass market
• Niche market
• Segmentet market
• Multi-sided market
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

9. #3 Needs
• Which needs are you
fulfilling?
• In which situations do
your users use your
product?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• Relaxation
• Entertainment
• Learning
• Escaping
• Peace and quiet
• ...
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

10. #4 Solution
• What are the key
features of your
product that make it
drive value for your
users/customers?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• Special characteristics
about your...
• Storyworld?
• Characters?
• Design?
• User journey?
• Pricing?
• Business model?
• Technical features?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

11. #5 Unfair advantage
• What is it that you do
or your product does,
which cannot be easily
copied?
• How are you different
from your
competitors?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• Could be...
• Specific competencies
• Knowledge
• Position in the market
• Features about your
storyworld or product
• Network or contacts
• ...?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

12. #6: Channels
• How do you communicate
with and reach your
customer segments?
• What is your go-to market
strategy? How do you
publish and sell?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• How...
• Do you create awareness?
• Can the customer evaluate
your products?
• Does the customer buy your
products?
• Do you deliver the products?
• Do you deliver service and
boost sales?
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

13. #7: Key metrics
• The key activities you
decide to measure that will
help you decide whether
or not you are moving
towards your goal.
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• You can measure both internal
and external activities
• Internal are product or
development oriented activities -
whether you develop on time or
on the right ressources.
• External are market oriented
activities such as customer
acquisition, retention, sales,
conversion rates.
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

14. #8: Revenue streams
• Your mechanisms for
monetizing on your
product - the how, when
and where your customers
can put money down.
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• In-game or in-app
purchases.
• Pay 2 play
• User subscriptions
• User fees
• Advertising
• Strategic partnerships
• Sponsorships
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

15. #9: Costs
• The costs associated with
developing and driving
your business model.
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
Examples
• People (salaries)
• Hosting
• Distribution costs
• Customer acquisition costs
(advertising, publisher)
Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?

16. Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
PRODUCT MARKET
VALUE
PROPO-
SITION
FINANCIAL VIABILITY
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Your target
customers -
but that can be
both users,
purchasers and
partners
Workshop #1
1. In groups of 2 or 3..
2. Discuss your business model using the canvas
3. Focus on value proposition, target segments
and financial viability.

17. Needs
The situations
in which you
imagine your
users
engaging with
your product
and the need
they have
Value
proposition
Single, clear
and
compelling
message that
states what
your
customers get
- why you are
different and
worth paying
attention to
Solution
Key features of
your product that
connect your
users’ needs with
your value
proposition
Key metrics
Key activities you
measure - either
internal or
external activities
Your path to
customers - both
communication
and sales
Unfair
advantage
What makes you
stand out that
cannot be copied
or bought
Channels
Target
segments
Your target
customers -
but that can be
both users,
purchasers and
partners
Costs Revenue stream / Monetization
Type of costs in your business
model - personel, ressources,
activities
How you will monetize your product. The
revenue model built into your products.
Where, how and for what can people
pay?
Where else will you find revenue?
Can you drive revenue from partners?
1
3
2
LUNCH

18. Next time!
June 2nd
Host: Startupbootcamp
Raising capital
Online sign up is now
open!