1. Ted Ladd Net Impact Annual Conference slides at pubs.tedladd.com Logos for Hult, CBS, Case, CTO

2.  Business Model Canvas  Exercise: Solar lanterns with micro-finance  Exercise: Solar lanterns with pay-as-you-go  Exercise: Community solar for health clinics  Exercise (if time allows): Micro-enterprises  Conclusion Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

3. Osterwalder and Pigneur, www.businessmodelgeneration.com (2010)www.businessmodelgeneration.com

4. Maurya, A. Running Lean. (2012) Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

5. ProblemSolutionCustomer Segments Value Proposition Unfair Competitive Advantage Govt Regulations Constellation Existing alternatives Metrics (Prioritized by early adopters, total market segment, and margin) Channels -Marketing -Distribution Partners Harm - before and after Benefit - before and after PricingRevenue Streams Cost structure Resources and Investment Social Networks Ladd, T. “Business Models at the Bottom of the Pyramid: Leveraging Context in Undeveloped Markets”, AOM Proceedings (2014) Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

6. 1.6B w/out electricity 1.6B w/out electricity 4B @ <$2/day Base of the Pyramid Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

8.  Reaching the customer  Marketing  Distribution  Reverse route  Returns  Feedback  Affordability Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

10.  In teams of 4-5  Sketch a Lean Canvas for ESAF  10 minutes in team  10 minutes reporting surprises, challenges, and mitigation strategies Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

11.  Self Help Groups of peers  Critical mass  Solicit product and service providers and lenders  Group loans, individuals use and repay  Peer pressure to repay  Distribution  Feedback  Repayment ? Affordability Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

12.  Indebtedness  Customer cash flow  Continuing customer relationship Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

13.  Connection from phone to lantern  “Light” minutes Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

14.  Pay-as-you-go model in Lean Canvas  5 minutes in team  10 minutes reporting surprises, challenges, and mitigation strategies Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

15.  Overlapping failure points  Distribution  Repeat customer usage  Fixed cost of IT infrastructure  Unstable cash flow for company

16.  More efficient in larger installations  Health clinics as critical infrastructure Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

17.  Lean Canvas for venture selling solar power AS A SERVICE to health clinics  10 minutes for team work  10 minutes to report surprises, challenges, and mitigation strategies Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

18.  Chicanery -> stranded or appropriated assets  Complex international loan arrangements  Lumpy capital  Independent projects undermines scalability?

20.  Lean Canvas for micro-enterprise models  5 minutes for team work  10 minutes to report surprises, challenges, and mitigation strategies

21.  Scale  Hiring, training and distribution  Incentives for local culture  Local market saturation  Focus for category reputation

22.  Power of business modeling  Focus on key elements  Ripples across elements  Testable hypotheses for customer interactions  Control>prediction (effectuation)  Limitations of typical business modeling  Ignores context, culture, competition, networks  Neglects scenario planning  Private solutions for core needs Business Models 1: Micro-finance 2: Pay-as-you-go 3: Community solar Conclusion

23. Ted Ladd Ted@TedLadd.com www.LinkedIn.com/in/tedladd slides at pubs.tedladd.com Logos for Hult, CBS, Case, CTO