bootcamp nº3 energia de portugal 2015 version 1.5
TRANSCRIPT
![Page 1: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/1.jpg)
Copyright Fábrica de Startups S.A.
Sessão nº3
17 de Novembro de 2015
![Page 2: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/2.jpg)
Semana 3
16 a 20 de Novembro
2ª 3ª 4ª 5ª 6ª
10:00-11:00 Fontes de
Receitas
Validação das
Fontes de
Receitas
11:00-12:00
12:00-13:00
13:00-14:00
14:00-15:00 Startup Killer
Actividades e
Recursos Chave15:00-16:00
Lessons
Learned16:00-17:00
17:00-18:00 Orador
Convidado
18:00-19:00
19:00-20:00
![Page 3: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/3.jpg)
10:00 Introdução
10:15 Fontes de Receita
11:00 Psicologia dos Preços
11:45 Coffee-break
12:00 Actividades Chave
13:15 Almoço
14:30 Startup Killer
15:00 Recursos Chave
15:30 Parceiros Chave
16:00 Perguntas e Respostas
16:30 Próximos Passos
Agenda
![Page 4: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/4.jpg)
Introdução
4
![Page 5: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/5.jpg)
Segmentos de
ClientesParceiros
Chave
Estrutura
de Custos
Fontes de
Receita
Canais
Relacionamento
com Clientes
Actividades
Chave
Recursos
Chave
Proposta
de Valor
5
![Page 6: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/6.jpg)
Tela de Modelo de Negócio
6
![Page 7: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/7.jpg)
Business Model Design Kit
![Page 8: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/8.jpg)
Desenvolvimento de Clientes
8
Descobrir
Clientes
pesquisa
Validar
Clientes
Criar
Clientes
Crescer
Empresa
execução
![Page 9: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/9.jpg)
Desenhar o Modelo
9
![Page 10: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/10.jpg)
Definir Hipóteses
10
![Page 11: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/11.jpg)
Os diferentes níveis
Desenho do Modelo
Estabelecer as Hipóteses
Testar as Hipóteses
12
![Page 12: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/12.jpg)
Processo de Validação
1) Desenhar Modelo
2) Definir Hipóteses
3) Prioritizar Hipóteses
4) Testar Hipótese
5) Analisar Resultados
Copyright Fábrica de Startups 13
![Page 13: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/13.jpg)
Hipótese
• Acredito que [segmento de
mercado] irá [fazer esta acção
/ utilizar este solução] quando
[esta experiência] tiver [este
resultado].
Copyright Fábrica de Startups 14
![Page 14: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/14.jpg)
15
![Page 15: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/15.jpg)
16
![Page 16: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/16.jpg)
Quadro de Validação
(Quadro de Validação)
Copyright Fábrica de Startups 17
![Page 17: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/17.jpg)
Como Testar as Hipóteses?
• Entrevistas
• Sondagens através de email ou telefone
• Adwords
• Landing Page
• A/B Testing
• Protótipo
• Venda à consignação
• Venda porta-a-porta
• Plataformas de Crowdfunding
• Wizard of Oz
• Lojas Electrónicas
18Copyright Fábrica de Startups
![Page 18: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/18.jpg)
Elevator Pitch
• [nome do produto ou serviço] ajuda o
[segmento de mercado] a resolver o
[problema] utilizando [a solução] que
é melhor do que [concorrentes]
porque [atributos distintivos].
Copyright Fábrica de Startups 19
![Page 19: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/19.jpg)
Fontes de Receita
20
![Page 20: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/20.jpg)
Fontes de Receitas
• Quais os tipos de fontes de receitas?
• Quais os modelos de pricing?
• Quanto é que os clientes estão dispostos a pagar?
• Qual o contributo de cada fluxo para o rendimento total?
21
![Page 21: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/21.jpg)
Business Model Design Kit
![Page 22: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/22.jpg)
Venda
24
17.800 €
![Page 23: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/23.jpg)
Transaction
25
1.230.000 €
![Page 24: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/24.jpg)
Arrendamento de imóveis
(e aluguer de veículos)
Copyright Fábrica de Startups 26
![Page 25: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/25.jpg)
Licenciamento
Copyright Fábrica de Startups 27
![Page 26: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/26.jpg)
Assinatura
Copyright Fábrica de Startups 29
![Page 27: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/27.jpg)
Assinatura
Copyright Fábrica de Startups 30
![Page 28: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/28.jpg)
Assinatura
$29 x 12 x 1000 = $358.000
Copyright Fábrica de Startups 31
![Page 29: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/29.jpg)
Comissão de intermediação
Copyright Fábrica de Startups 32
![Page 30: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/30.jpg)
Publicidade
Copyright Fábrica de Startups 33
![Page 31: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/31.jpg)
Arrendamento mercantil ou Leasing
34
![Page 32: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/32.jpg)
Venda de Horas
35
![Page 33: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/33.jpg)
Comissão
36
Source:Homehunting.pt
![Page 34: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/34.jpg)
Patrocínios
37
![Page 35: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/35.jpg)
Participação no sucesso
38
![Page 36: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/36.jpg)
Pagamento por volume utilizado
Copyright Fábrica de Startups 39
![Page 37: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/37.jpg)
Pre-Pagamento
Copyright Fábrica de Startups 40
![Page 38: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/38.jpg)
Freemium
Copyright Fábrica de Startups 41
![Page 39: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/39.jpg)
Freemium
Copyright Fábrica de Startups 42
![Page 40: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/40.jpg)
Receitas Indirectas
• Receitas por referenciamento
• Receitas de afiliados
• Venda de dados
Copyright Fábrica de Startups 43
![Page 41: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/41.jpg)
Referral Revenues
Copyright Fábrica de Startups 44
![Page 42: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/42.jpg)
Referral Revenues
45
![Page 43: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/43.jpg)
Affiliate Revenue
Copyright Fábrica de Startups 47
![Page 44: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/44.jpg)
Affiliation Programs
(1 de 2)
Copyright Fábrica de Startups 48
https://affiliate-program.amazon.com/
![Page 45: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/45.jpg)
Affiliation Programs
(2 de 2)
Copyright Fábrica de Startups 49
http://www.spreadshirt.com/
![Page 46: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/46.jpg)
Selling Data
Copyright Fábrica de Startups 50
![Page 47: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/47.jpg)
Copyright Fábrica de Startups 51
55 Maneiras de Fazer Dinheiro
![Page 48: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/48.jpg)
Discover Your Information Publishing
Possibilities
Copyright Fábrica de Startups 52
Fonte: “55 Time-Tested Information Programs and Products”, John Eggen, Copyright Mission Possible
![Page 49: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/49.jpg)
Exercício
• Definir três fontes de receita adicionais para o
vosso projecto.
![Page 50: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/50.jpg)
Tempo Disponível
10 Minutos
Copyright Fábrica de Startups 2015 54
![Page 51: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/51.jpg)
Apresentações
55
![Page 52: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/52.jpg)
Psicologia dos
Preços
56
![Page 53: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/53.jpg)
Modelos de Pricing
• Cost Based Pricing – Pricing Baseado no Custo
• Value Based Pricing – Pricing baseado no Valor
• Competitive Pricing – Pricing competitivo
• Volume Pricing – Pricing de volume
• Portfolio Pricing – Pricing de carteira (Bundling)
• “Shaver” Price – Pricing “máquina de barbear”
• Feature Pricing – Pricing pelas características
Copyright Fábrica de Startups 57
![Page 54: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/54.jpg)
Abordagens Comuns
• Custo + Margem
• Centrado em aspectos economicos e internos, e não no cliente
• Usa um multiplicador: por exemplo 3 vezes mais do que o custo (de 2 a 5 vezes)
CostBased
• Determinado pela percepção de valor do cliente
• A solução acrescenta valor para além das outras alternativas
ValueBased
Copyright Fábrica de Startups 58
![Page 55: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/55.jpg)
Competitive Price
Copyright Fábrica de Startups 59
![Page 56: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/56.jpg)
Volume Price
Copyright Fábrica de Startups 60
![Page 57: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/57.jpg)
Portfolio Price
61
www.appsumo.com
![Page 58: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/58.jpg)
“Shaver” Price
Copyright Fábrica de Startups 62
![Page 59: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/59.jpg)
Feature Pricing
Copyright Fábrica de Startups 63
![Page 60: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/60.jpg)
Video
64
Psychology of Pricing
![Page 61: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/61.jpg)
Tácticas de Pricing
Source: http://www.nickkolenda.com/psychological-pricing-strategies/#pricing-s5-t15
![Page 62: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/62.jpg)
Tactica 1: Reduzir o dígito da esquerda de um
![Page 63: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/63.jpg)
Tactica 2: Usar o valor correcto de
“arredondamento”
![Page 64: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/64.jpg)
Tactica 3: Escolher numeros com menos
sílabas
![Page 65: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/65.jpg)
Tactica 4: Manter separado o valor do envio e
manuseamaneto
Discoveries
![Page 66: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/66.jpg)
Tactica 5: Oferecer pagamentos em
prestações
70
![Page 67: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/67.jpg)
Tactica 6: Referir o valor equivalente por dia
71
![Page 68: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/68.jpg)
Tactica 7: Colocar o preço na zona de baixo à
esquerda
72
![Page 69: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/69.jpg)
Tactica 8: Usar letra de tamanho menor
73
![Page 70: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/70.jpg)
Tactica 9: Retirar o separador entre os
milhares e centenas quando possível
74
![Page 71: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/71.jpg)
Copyright Fábrica de Startups S.A.
Sessão nº3
17 de Novembro de 2015
![Page 72: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/72.jpg)
Tactica 10: Usar linguagem “Congruente”
76
![Page 73: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/73.jpg)
Tactica 11: Ser preciso com valores elevados
77
![Page 74: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/74.jpg)
Tactic 12: Começar uma negociação com um
valor alto, preciso
78
![Page 75: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/75.jpg)
Tactica 12: Começar uma negociação com
um valor alto, preciso
79
![Page 76: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/76.jpg)
Tactica 13: Mostrar ao cliente um valor
comparativo superior
80
![Page 77: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/77.jpg)
Tactica 14: Mostrar ao cliente um qualquer
valor alto
81
![Page 78: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/78.jpg)
Tactica 15: Aumentar o preço do seu produto
anterior
82
![Page 79: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/79.jpg)
Tactica 16: Distinguir visualmente quando
comparando com um valor mais alto
83
![Page 80: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/80.jpg)
Tactica 17: Apresentar um produto isca
84
![Page 81: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/81.jpg)
Tactica 17: Apresentar um produto isca
85
![Page 82: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/82.jpg)
Tactica 17: Apresentar um produto isca
86
![Page 83: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/83.jpg)
Exercício
• Definir o preço para cada uma das Fontes de
Receita do vosso projecto.
• Verificar a consistência com a Lista de Tácticas
de Pricing e fazer os ajustamentos necessários.
87
![Page 84: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/84.jpg)
Exercício
15 Minutos
88
![Page 85: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/85.jpg)
Apresentações
89
![Page 86: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/86.jpg)
Coffe Break
15 Minutos
90
![Page 87: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/87.jpg)
Actividades Chave
91
![Page 88: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/88.jpg)
Actividades Chave
• Quais as actividades
críticas exigidas pelo
Modelo de Negócio?
• Como podem ser
optimizadas?
• Quais as que podem
ser automatizadas?
• Quais as que podem
ser subcontratadas?
92
![Page 89: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/89.jpg)
Porque a maioria dos negócios não funciona e
o que fazer para resolver esse problema
Why Most Businesses Don’t
Work and What To Do About It
Copyright Fábrica de Startups 93
![Page 90: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/90.jpg)
Copyright Fábrica de Startups 94
![Page 91: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/91.jpg)
Mito do Empreendedor
Copyright Fábrica de Startups 95
Empreendedor Gestor Técnico
10%
20%
70%
![Page 92: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/92.jpg)
Mito do Empreendedor
Copyright Fábrica de Startups 96
Empreendedor Gestor Técnico
33%
33%
33%
![Page 93: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/93.jpg)
Work ON it not IN it
![Page 94: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/94.jpg)
“You have to build a system whereordinary people can produceextraordinary results”
Micheal Geber, The E-Myth, 1985
Copyright Fábrica de Startups 98
![Page 95: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/95.jpg)
A máquina de criar valor
99
![Page 96: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/96.jpg)
Cadeia de Valor
Copyright Fábrica de Startups 100
Actividadesde Suporte
ActividadesPrincipais
Sequencia no tempo
![Page 97: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/97.jpg)
Cadeia de Valor
(Michael Porter)
Copyright Fábrica de Startups 101
![Page 98: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/98.jpg)
Cadeia de Valor
Copyright Fábrica de Startups 102
Gestão Financeiras e Contabílistica
Gestão de Recursos Humanos
Infraestrutura
Sistemas Informáticos
De
sen
volv
ime
nto
de
Clie
nte
s
Mar
keti
ng
Ve
nd
as
Op
era
çõe
s
Sup
ort
e
Actividadesde Suporte
ActividadesPrincipais
![Page 99: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/99.jpg)
Exercício
103Copyright Fábrica de Startups
![Page 100: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/100.jpg)
Exercício
Definir a Cadeia de Valor associada ao modelo de
negócio de cada equipa.
104Copyright Fábrica de Startups
![Page 101: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/101.jpg)
Cadeia de Valor
Copyright Fábrica de Startups 105
Actividadesde Suporte
ActividadesPrincipais
![Page 102: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/102.jpg)
Tempo
10 Minutos
106Copyright Fábrica de Startups
![Page 103: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/103.jpg)
Apresentações
107Copyright Fábrica de Startups
![Page 104: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/104.jpg)
Legos
Copyright Fábrica de Startups 108
![Page 105: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/105.jpg)
Star Wars Shuttle
Copyright Fábrica de Startups 109
![Page 106: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/106.jpg)
Qual a equipa que irá construir a melhor
réplica do Star Wars Shuttle?
Equipa A □
Equipa B □
Copyright Fábrica de Startups 110
![Page 107: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/107.jpg)
www.methodus.com 111
![Page 108: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/108.jpg)
Checklist Manifesto
112
![Page 109: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/109.jpg)
www.methodus.com 113
![Page 110: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/110.jpg)
Exemplo de Cadeia de Valor
114
![Page 111: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/111.jpg)
Definição de Processo
115
Colecção de actividades
inter-relacionadas, iniciada em resposta a um evento e que produz o resultado esperado pelo cliente do processo.
Copyright Fábrica de Startups
![Page 112: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/112.jpg)
(Stress Picture)
116
Sem Processos
![Page 113: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/113.jpg)
Com Processos
117Copyright Fábrica de Startups
![Page 114: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/114.jpg)
Exercício
Identificar os dez processos mais importantes para
a operacionalização do seu modelo de negócio.
118
![Page 115: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/115.jpg)
Tempo
5 Minutos
119Copyright Fábrica de Startups
![Page 116: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/116.jpg)
Apresentações
120Copyright Fábrica de Startups
![Page 117: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/117.jpg)
Desenho de Processo
121Copyright Fábrica de Startups
Início ou Input AcçãoDecisãoSim / Não
Fim do processo/Ligação a outroprocesso
Fluxo do processo
![Page 118: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/118.jpg)
Desenho de Processo
Copyright Fábrica de Startups 123
![Page 119: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/119.jpg)
Diagrama de Processo
124Copyright Fábrica de Startups
![Page 120: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/120.jpg)
125
![Page 121: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/121.jpg)
Automatização
Copyright Fábrica de Startups 126
![Page 122: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/122.jpg)
Exercício
127Copyright Fábrica de Startups
![Page 123: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/123.jpg)
Exercício
• Desenhar um dos principais processos do
modelo de negócio de cada equipa.
128Copyright Fábrica de Startups
![Page 124: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/124.jpg)
Formulário de Processo
Copyright Fábrica de Startups 129
![Page 125: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/125.jpg)
Desenho de Processo
130Copyright Fábrica de Startups
Início ou Input AcçãoDecisãoSim / Não
Fim do processo/Ligação a outroprocesso
Fluxo do processo
![Page 126: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/126.jpg)
Tempo
10 Minutos
131Copyright Fábrica de Startups
![Page 127: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/127.jpg)
Apresentações
132Copyright Fábrica de Startups
![Page 128: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/128.jpg)
Top 10 dos Processos
133Copyright Fábrica de Startups
![Page 129: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/129.jpg)
Process Classification Framework
Fonte: APQC134
![Page 130: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/130.jpg)
3.0 Market and Sell Products and Services
135
![Page 131: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/131.jpg)
Top 10
1. Definir Plano Estratégico
2. Monitorizar Execução do Plano Estratégico
3. Realizar Campanhas de Marketing
4. Implementar “Sales Machine”
5. Realizar Operações
6. Apoiar Clientes
7. Avaliar Satisfação dos Clientes
8. Gerir Tesouraria
9. Recrutar Colaboradores
10.Avaliar Colaboradores
Copyright Fábrica de Startups 136
![Page 132: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/132.jpg)
Startup Killer
139
![Page 133: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/133.jpg)
Problema
Copyright Fábrica de Startups 140
![Page 134: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/134.jpg)
Solução
Copyright Fábrica de Startups 141
![Page 135: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/135.jpg)
Valor do Ciclo de Vida do Cliente
(Customer Lifetime Value)
• CLV = RMPC * (1 / taxa de atrito)
• Valor do Ciclo de Vida do Cliente é calculado
multiplicando a Receita Média por Cliente
(RMPC) pela duração média da relação da
empresa com os clientes. A duração da relação
é calculada dividindo 1 pela Taxa de Atrito
(Churn) durante o período.
Copyright Fábrica de Startups 142
![Page 136: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/136.jpg)
Estimativa do Valor
• Exemplo em que o período é um ano:
• 1000 clientes novos (não incluindo utilizadores
grátis)
• 25.000 € de receitas.
• Isto significa que a receita média por clientes é
de 25.000 / 1000 = 25 €.
• Se a taxa de atrito for 20% então a duração
média é de 5 anos e o Valor do Ciclo de Vida do
Cliente é:
• CLV = 25 € * (1 / 0.2) = 125 €.
Copyright Fábrica de Startups 143
![Page 137: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/137.jpg)
Exercício
144
![Page 138: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/138.jpg)
Exercício
• Calcular o Valor do Ciclo de Vida do Cliente
associado ao modelo de negócio de cada
equipa.
![Page 139: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/139.jpg)
Apresentações
![Page 140: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/140.jpg)
Custo de Aquisição de Clientes
(Customer Acquisition Cost)
• CAC = Custos / Clientes
• Custo de Aquisição de Clientes (CAC) é
calculado adicionando todos os custos
associado às actividades comerciais (salários,
marketing, hosting) durante um determinado
período de tempo e dividindo o resultado pelo
número de clientes adquiridos nesse mesmo
período de tempo.
Copyright Fábrica de Startups 148
![Page 141: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/141.jpg)
Estimativa de Custos
• Exemplo em que o período é um ano:
• 1000 clientes novos (não incluindo utilizadores
grátis)
• 15.000 € custos de marketing e 30.000 € custos
em salários e benefícios.
• CAC = 45.000 € / 1000 = 45 €
Copyright Fábrica de Startups 149
![Page 142: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/142.jpg)
Exemplo nº2
(Site na Internet)
Copyright Fábrica de Startups 150
http://www.forentrepreneurs.com/startup-killer/
![Page 143: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/143.jpg)
Exemplo nº2
(Força de Vendas)
Copyright Fábrica de Startups 151
http://www.forentrepreneurs.com/startup-killer/
![Page 144: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/144.jpg)
Exercício
152
![Page 145: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/145.jpg)
Exercício
• Calcular o Custo de Aquisição de Clientes
associado ao modelo de negócio de cada
equipa.
![Page 146: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/146.jpg)
Tempo
10 Minutos
![Page 147: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/147.jpg)
Apresentações
![Page 148: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/148.jpg)
Ferramenta
Copyright Fábrica de Startups 156
http://http://www.panalysis.com/resources/customer-acquisition-cost#/calculator
Neste caso o valor resultante é: $13,33
(Website Development Costs / Expected life of website) + Monthly Promotion Costs + Monthly Maintenance Costs
New Customers
![Page 149: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/149.jpg)
Recursos Chave
157
![Page 150: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/150.jpg)
Recursos Chave
• Quais os recursos
críticos?
• Quais as
características dos
recursos críticos?
• Como obter os
recursos críticos?
• Como manter os
recursos críticos?
158
![Page 151: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/151.jpg)
Organigrama
DG
Marketing & Vendas
Assistente de Marketing
Comercial
Operações
Processos Qualidade
F&C
Contabilidade Tesouraria
Copyright Fábrica de Startups 159
![Page 152: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/152.jpg)
Descrição da Posição
Posição/Cargo
Principais Objectivos
Tarefas Estratégicas
Tarefas Tácticas
Normas
Copyright Fábrica de Startups 160
![Page 153: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/153.jpg)
Exemplo de Descrição da Posição
Posição/Cargo Director Comercial
Principais Objectivos ___ K de Volume de Negócios, com uma margem mínima de ___%. Conquista de __ novos clientes. Taxa de Abandono (Churn) inferior a __ %.
Tarefas Estratégicas Identificação de Alvos. Planeamento de Actividades dos Colaboradores Subordinados. Criação de Planos de Acção ou Desenho de Processos de Negócio. Avaliação do Desempenho dos Colaboradores Subordinados.
Tarefas Tácticas Promoção da oferta nos mercados de actuação, Realização de Visitas Executivas, Participação em Eventos, Realização de Reuniões para Levantamento de Necessidades, Realização de Apresentações e Demonstrações, Elaboração de Propostas, Negociação e Contratação de Projectos.
Normas Utilização da metodologia da Methodus, denominada Methodus Sales Process (MSP)Registo de todos os suspeitos, contactos, oportunidades, propostas, contractos e projectos no MS-CRM
Copyright Fábrica de Startups 161
![Page 154: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/154.jpg)
Exercício
162Copyright Fábrica de Startups
![Page 155: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/155.jpg)
Exercício
• Definir o organigrama associado ao modelo de
negócio de cada equipa.
163Copyright Fábrica de Startups
![Page 156: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/156.jpg)
Organigrama
Copyright Fábrica de Startups 164
![Page 157: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/157.jpg)
Tempo
10 Minutos
165Copyright Fábrica de Startups
![Page 158: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/158.jpg)
Apresentações
166
![Page 159: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/159.jpg)
Parceiros Chave
167
![Page 160: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/160.jpg)
Parceiros Chave
• Quem são os nossos parceiros e fornecedores críticos?
• Quais os recursos chave que estamos a adquirir a fornecedores ou parceiros?
• Que tipos de parcerias?
![Page 161: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/161.jpg)
Tipos de Parcerias
• Alianças estratégicas entre empresas
complementares
• Cooperação entre empresas concorrentes
• Joint-ventures para desenvolver novos negócios
• Relações comprador-fornecedor para assegurar
fornecimentos estratégicos
Copyright Fábrica de Startups 169
![Page 162: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/162.jpg)
Motivações
• Economias de escala
• Redução do risco e da incerteza
• Aquisição de recursos ou actividades
• Redução do custo de internacionalização
Copyright Fábrica de Startups 170
![Page 163: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/163.jpg)
Exercício
171Copyright Fábrica de Startups
![Page 164: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/164.jpg)
Exercício
• Definir os parceiros e tipos de parcerias
relacionados com o Modelo de Negócio de cada
equipa.
172Copyright Fábrica de Startups
![Page 165: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/165.jpg)
Tempo
5 Minutos
173Copyright Fábrica de Startups
![Page 166: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/166.jpg)
Apresentações
174Copyright Fábrica de Startups
![Page 167: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/167.jpg)
Perguntas e
Respostas
175
![Page 168: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/168.jpg)
Próximos Passos
176
![Page 169: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/169.jpg)
Home Work
• Actualizar o Modelo de Negócios em função dos resultados dos testes
• Identificar ou actualizar as principais hipóteses
• Realizar entrevistas e sondagens
• Criar o Protótipo 2.0
• Preparar a apresentação “Lessons Learned”
• Actualizar o Quadro de Validação
178Copyright Fábrica de Startups
![Page 170: Bootcamp nº3 energia de portugal 2015 version 1.5](https://reader031.vdocuments.pub/reader031/viewer/2022021816/588730001a28abc0748b4d81/html5/thumbnails/170.jpg)
Material de Referência
• Summary of 'The Mom Test‘:http://www.slideshare.net/xamde/summary-of-the-mom-test
• Mom Test - Customer Development:http://www.slideshare.net/robfitz/mom-test-customer-development-30m
• BMC Channelshttps://www.udacity.com/course/viewer#!/c-ep245/l-48722304/m-48716274
• BMC Customer Relationships: https://www.udacity.com/course/viewer#!/c-ep245/l-48722304/m-48712363
• The Ultimate Guide to Minimum Viable Products http://scalemybusiness.com/the-ultimate-guide-to-minimum-viable-products/
• The Achilles Heel of Customer Development http://leanstack.com/customer-development-getting-started/
• 26 Resources to Help You Master Customer Development Interviewshttps://blog.kissmetrics.com/26-customer-development-resources/
180