Transcript: Kiva: $134 million in loans 2005-9 Impact Investing Series Greg Berry, w1sd0m Steve Schueth, First Affirmative Travis Robinson, H2Energy Philanthropy SRI: $2.7 trillion in 2009 Grew 18% 2005-2007 vs. 3% in traditional Cleantech VC: $2.4 billion 2009 PRI / MRI: $734 million in 2006-7 Sponsors w1sd0m Investors' Circle Traditional Business Green Business Investors' Circle: $131 million 1992-2008 Sustainable Business Earned Income Non-Profits Microfinance: $44 billion loans in 2008 Government
Transcript: Source -CMR’s India Quarterly Tablet PC Market Review Global scenario Market size (2012) - 3 Million units(Bottom Up approach) Average selling price of Rs13200 63% sales consists of tabs below Rs10000 price 80% tabs have 7 inch display Market size (2013) expected to be around 6 Million units Market Share (2012) Samsung(23.9%),Micromax(15.3%),Datawind (12.3%) 905000 tablets shipped in Q1,2013 159% YoY growth and 18% QoQ dip Around 53 domestic and international vendors (fragmented market) Only 9 vendors shipped more than 20000units in Q1,2013 Top 5 vendors make 59% of shipments 3G-enabled tabs made up 23% of total sales ( 3g network availability and pricing) Parallel market - Phablet (5-7 inch) share of smart phone increased from 5% to 30% in 2012 Indian Consumer shows no bias against domestic brands Market Sizing-Tablet Current Trends and Data points (Based on Secondary Research) Market Potential - Tablets Pie Share Q1 2013 Indian Market Data points (Shipment Share of Players Q1-13) Source: IDC Worldwide Tablet Tracker, August 5, 2013. Market Analysis - India Vendor Share Rank Datawind* 15.3 1 Micromax 12.3 2 Apple 11.7 3 Top 3 vendors 39.3 - Top 5 vendors 58.9 - Significant others (9) 77.8 - -* Excludes Aakash shipments. Source CMR India Quaterly Review Cyber Media Research report
Transcript: HOW [Vision setting with partners workshop] [Quick market sizing tool] [Business model canvas] [Consortium meeting] HOW [Vision setting with partners workshop] [Quick market sizing tool] [Business model canvas] [Consortium meeting] WHAT [Define vision for growth] [Identify potential market size] [Create first business model identification] [Develop implementation plan for next phase] RESOURCES [inspiration package] [quick market scan sizing tool script and sector examples] [business model canvas workshop script] [Available marketing strategies (reports -> hystra)] [BoP/3P4PPI project plan template] HOW [Vision setting with partners workshop] [Quick market sizing tool] [Business model canvas] [Consortium meeting] RESOURCES [inspiration package] [quick market scan sizing tool script and sector examples] [business model canvas workshop script] [Available marketing strategies (reports -> hystra)] [BoP/3P4PPI project plan template] WHAT [Define vision for growth] [Identify potential market size] [Create first business model identification] [Develop implementation plan for next phase] WHAT [Define vision for growth] [Identify potential market size] [Create first business model identification] [Develop implementation plan for next phase] RESOURCES [inspiration package] [quick market scan sizing tool script and sector examples] [business model canvas workshop script] [Available marketing strategies (reports -> hystra)] [BoP/3P4PPI project plan template]
Transcript: Population of Spain = 45m Urban:Rural Population Ratio = 3:1 Urban Market Penetration = 100% Rural Market Penetration = 95% Dividing Urban and Rural URBAN 36m * 75% = 27m 27m * 100% 30 minutes/day 810m minutes/day Population * 3:1 Ratio Market Penetration Est. average daily use = 15 min/day * 7.2m Estimated urban calls 810m min/day Estimated rural calls + 108m min/day Total calls in Spain 918m min/day Age Groups In this situation, does it make practical sense to break it down even more by age group (kids, teens, adults, elderly)? Would that make it more complicated? Does it play a big role? Adding The Elements Estimating the portion (size) of a large pool (market) A hypothetical situation that tests logic Useful business tool for calculations and predictions Population Why is it important though? The Good and the Bad Case Study: Minutes in Spain RURAL 36m * 25% = 9m (36m * 95%) - 27m = 7.2m 15 minutes/day 108 minutes/day Questions? Subcategories Prompt: How many minutes of mobile calls are made each day in Spain? The Process Given population = 45m Exceptions? --> 45m * 80% = 36m Our target audience/pool = 36m Does everyone in Spain own a cell phone? Do some people own multiple? Is there a difference based on class and wealth? Who would likely use more minutes and why? Population A General Approach Taking into consideration: (1) Population size (2) Urban/rural differences (3) Phone usage About 918 million minutes of mobile phone calls are made per day in Spain. Conclusion An Introduction What numbers should I use? Do I have an approximation? What am I dealing with? What is Marketing Sizing? General interview question Logic, clarity, explanations Hypothetical situations requiring no extra "background" information No right or wrong answers! Creativity Population * 3:1 Ratio Market Penetration Est. average daily use = 30 min/day * 27m The Good: Take your time; don't rush - ask clarifying questions Explain your thoughts and logic - back up your reasoning Point out assumptions that you make Use easy and general numbers when you can (ex: U.S population) The Bad: Not taking time to think Making simple math mistakes Getting into too many small details Gaps of silence How to Size Up Market Sizing Possible Logic and Questions Take a few moments to THINK! Don't panic--ask questions if you need to. What's your logic; assumptions? Make a structure: organize, charts, graphs Put it into terms that make sense to you Fill in the blanks, the numbers, the categories... Basics: percentages, fractions, mental math Present your answer and walk through it clearly Explain it so that someone who knows nothing about it could understand
Transcript: FIXED PRICING List price Product feature dependent Customer segment dependent Volume dependent Alchemy October 16, 2014 Market Sizing & Analysis Revenue Streams DYNAMIC PRICING Negotiation / bargaining Yield management Real-time-market What? best at = predicting the past Science For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? Art Why? TYPES Asset sale Usage fee Subscription fee Lending / renting / leasing Licensing Brokerage fees Advertising How?
Transcript: Major Project Clients' Can they 'Really' make a Difference? Committed Leadership Focus on the Customer Integrated Processes and Teams Quality Driven Agenda Commitment to People Champion &Sponsor Team Leader Administrator Procurer Private Sector Commercial Municipalities Federal Government Middle East Mega Project Survey Value for Money Capacity/Demand Product to Market On Time Delivery So ....Do Clients Make a Difference on Major Projects? They Most Certainly Do - Good and Bad! Municipalities Methodologies Direction from Major Clients CAPACITY V DEMAND Learning from other Industries 5 Drivers for Change Repeated Processes Administrator Sir Michael Latham Constructing the Team, 1994 40 Years Experience in Construction 15 Years as a Major Projects Client UK Rail Infrastructure Owner Heathrow Express Rail Link Thameslink 2000 Channel Tunnel Rail Link Strategic Advisor in Management Major Projects Visiting Industrial Professor - HWU PRODUCT TO MARKET Dr Gary Walker "Eliminate Waste Increasing Value Lean Thinking" PRIVATE SECTOR Interface between Ownership and Delivery House Building Japanese Lead Initiative Implement Lean Production Systems Extended to Local Suppliers New Car from Design to Launch reduced from 40 months to 15 Defects down from 3% to 5 parts/million Placing Order to Factory Sale down from 120 Days to 15 Sustained Improvement BSc(Hons), MSc, PhD, FCIOB, FCITL, FCMI, FAPM, FRSA, MSMS, MAE Champion & Sponsor Thank You & Questions "Industry is under-achieving, Clients are Dissatisfied with Overall Performance and there is a Need for Radical Change" Team Leader Discussion Points ON TIME - ON BUDGET VALUE ENGINEERING "Government needs to commit to being a best practice client; the private sector need to establish a construction clients forum; need for a construction strategy code of practice; Concluded by urging reform and advocated the use of partnering" Procurer Direction from Major Clients Integrated Processes VALUE FOR MONEY Integral Part of the Project Example Case Studies Accountable Delivery Strategies Product Development Project Implementation Partnering the Supply Chain Production of Components COMMERCIAL SECTOR 80% of inputs are repeated Parallel NOT with Building Cars on the Production Line With Designing and Planning the Production of a New Car Model As much as 40% manpower wastage on Construction Sites Facilitator Responsible Focus on the End Product Sir John Egan Rethinking Construction, 1998 "Understanding the Needs, Culture and Business of the Client is Paramount" Clients' Role Dual Management Function Influencing Factors Problem Solver Decision Maker Direction from Major Clients UK Office Government Commerce Client Drivers Client Types Promoter of the Business Case Car Manufacturing
Transcript: Interesting Facts Australia norfolk island Australia's land area is 7,692,024 km2 resulting in the 6th largest country in the world. Australia has a lot of empty land due to the fact that it has 2.66 people per square kilometer and it's population is the lowest in comparison to 137.74 people per square kilometer in China. Sizing Australia has 6 states and 2 territories including: New South Wales (809,444 km²), Queensland (1,852,642 km²), Victoria (237,629 km²), Western Australia (2,529,875 km²), South Australia (984,377 km²), Tasmania (90,758 km² also an island). Northern Territory (1,420,970 km²), Australian Capital Territory (2,400 km²). External Territories: Australia has 8 222 islands apart of our territory including Tasmania, Christmas Island, Norfolk Island, Queensland Islands and many more. Antarctica: Australian Antarctic Territory covers nearly 5.9 million square kilometers, about 42% of Antarctica and nearly 80% of the total area of Australia itself. Our boring uniqueness Economic Exclusive Zone Australias portion An exclusive economic zone allows a state to have special rights regarding the exploration and use of marine resources, over a natural resource. Australia's Exclusive Economic Zone is one of the largest in the world with the total marine area of around 10 million square kilometers. This protection allows Australia to conserve our special marine life for future generations. 1) It is the 6th largest country in the world, occupying an entire continent of some 7.6 million square kilometers. 2) It has the world's 3rd largest ocean territory, spanning three oceans and covering around 12 million square kilometers. 3) Vegetation covers nearly 7 million square kilometers or 91 percent of Australia. 4) The largest Greek population in the world beside Athens in Greece can be found in Melbourne Victoria. 5) Most of Australia's exotic flora and fauna cannot be found anywhere else in the world. 6) The only nation-continent of 20 million people in the world. Interesting distances Australia's coastline is one of the largest in the world; Total length of coastline (with islands): 60 000 kilometers Total length of coastline (without islands): 36 000 kilometers Distance from North to South: 3,685km Distance from East to West: 4,030km Distance to Papa New Guinea: 160km Distance to Indonesia: 3 455km Distance to Vanuatu: 3 617km Distance to New Zealand: 4 155km States and islands of Australia
Transcript: Collaborators - Doctors - How many doctors do we need? - Develop relations with doctors - Sign up & Incentive plan for doctors - Quality check on doctors? - What tools do they need? - Tie up with there exisitng system or get them on our - Labs - How many labs do we need? - Develop relations with labs - Signup & Incentive plan for labs - Quality check on labs - Tie up with there exisitng system or get them on our - Insurance Companies? Acquisition Plan - Advertising Channels - 1+5 year plan - Client Retention Plan Update offerings - New Cities - More features - ?? - Have a working app and model (at least 90%) - At least 1 lab tie up - At least 5 doctors tie up - Identify right company to do pilot - Calculate cost of pilot - How long will be pilot? - What all will we monitor? - How many FTEs required? - How to show benefits? - Benchmarking? - Productivity and Actual $$ Market Sizing Product Development Revenue Model Growth Plan Pilot Product Development Market Sizing Develop a model - Define parameters to measure - Develop algorithms - Develop engagement plan for users - Develop algorithm Develop App - Parameters for push/pull information - Integration with other apps - Integration with lab/doc systems - Integration with Insurance Companies Misc - Website development - Record keeping - Database development - Tie up with existing systems Revenue & Cost Model Which market to target? - Which will be first location? - What is the size of the market? - What is the growth potential? - What will be the approach? - Who are the key collabrators Cost - Programer and QA - How many FTEs do we need? - Sign-up with database company - What size storage do we need and associated cost - Cost of customer acquisition? - Cost of lab tieup - Cost of doctor tieup Revenue - Define revenue model? Subscription based? - What is sign-up fees - Define packages Break Even point & Sensitivity analysis - 1st month, quarter, year margins - Working capital required Thoughts? Growth Strategies Pilot Program Path to Healthe Pilot Program
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