We were happy to present Alex Osterwalder at the LeanStartupMeetup (#LSMup) on April 26 in Berlin. Alex talked about how to design, test and pivot business models. You can find this talk also on Youtube http://www.youtube.com/watch?v=wd7yxmgkS_M

1. Burn your
Business Plan,
Leave the Stone
Age Behind
how to design, test, and
pivot business models
@AlexOsterwalder

2. the tools we use in
entrepreneurship
are still pretty basic

3. “ no business plan
survives the first
contact with
customers
”
Steve Blank,
entrepreneur & thought leader

4. “ plans are
worthless, but
planning is
everything
Dwight D. Eisenhower,
US President 1948 - 1953
”

5. plan your search
for successful
business models

6. buzz
group

7. ?
discuss with your seat neighbor
what a business model is and
write down your definition

9. !
we lack a clear language and
method to discuss, analyze, improve,
and invent business models

10. ?
what usually happens in a
meeting where the “top agenda
point” is the business model?

17. ?
how do we get over blah blah blah
to create outstanding business
models that produce growth?

18. 1 2 3
language levels experiments

19. 1 language

22. “ Any problem can
be made clearer
with a picture
Dan Roam,
author
”

24. Business
Model
Canvas

26. building building
block block
building
building
block building
building block block
block
building
block
building
block
building
block
build
ing
ng building
buildi bloc
k
block block

27. illustration

29. how much did the cost of coffee
consumed at home change for
Swiss households over the last
couple of years?

30. 600%
to
800%
more

32. Nespresso
changed the
business
model for
espresso

33. RESULTS

34. one of the fastest-
growing businesses in
the Nestlé group

35. average growth of
30% p.a. since 2000

36. over 3.5 billion CHF annual
revenue with 1 product line
(3.8 bio USD)

37. buzz
group

38. ? ?
? ?
?
? ?
? ?
38

39. B2C marketin
brand g
ution
distrib
Nespresso
club
production
& SCM household
Nespresso s
machine machines
er
manufactur
patents brand
brand brand retail mail
Nespresso busine
order ss
pods
coffee
distribution
growers Nespresso
channels
.com
production
coffee call Nespresso
facilites center stores
1 x machine repeti
ion B2C
product marketin
tive
sales pod sa
distribution brand g les
39

40. 2 levels

41. more
lessons

42. Nespresso almost failed in
1987 due to a nonperforming
business model

43. ne
machi offices
cturer Nespresso
manufa
system
joint venture with
manufacturer
43

44. !
the business model is often the
difference between success and
failure for the same product

45. more
lessons

49. !
we are moving from
portfolios of products to
portfolios of business models
(cf Apple, Amazon)

50. there are
levels of
business
model
strategy

51. iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch
date:
project:
screen:
author:

52. 3 experiments

53. designing and
prototyping b.models

54. Frank Gehry,
architect

57. [source: Sony Pictures]

58. [source: Sony Pictures]

59. [source: Wikimedia Commons]

61. ?
what does that have to do
with business models and
my organization?

63. prototyping is
“ the conversation
you have with
your ideas
Tom Wujec,
designer ”

64. ?
how can we boost
prototyping?

65. Business Model Toolbox...
65

66. BusinessModelGeneration.com/toolbox
iPad stencil, actual scale, template by hortis, le studio. Feb. 2010. http://hortis.lestudio.ch
date:
project:
screen:
author:

67. Strategyzer.com / 50% off: “leanstartup_berlin”

68. testing and pivoting
prototypes

69. a business model (prototype)
might look great on paper...
building
block
building
buildin block
g blo
block
ck
building
block building
block
build
in
block g
building
building block
block
build
in
block g
.. but after all
it is only a...
building buil
d
block blo ing
ck
buildin
g
block

70. ... a set of hypotheses
guess guess
guess
guess guess
guess
guess
guess guess
guess
g uess guess

71. !
there is no proof that even
the best business model
on paper will really work

72. SteveBlank.com/books.html

73. “ there are no facts in
the building... so get
the hell out and talk to
customers
Steve Blank,
entrepreneur & author
”

74. “ pivots are business
model changes
without crisis
Steve Blank,
entrepreneur & author
”

75. THANK
YOU!
BusinessModelGeneration.com
AlexOsterwalder.com / @AlexOsterwalder
BusinessModelAlchemist.com