A menudo cuando trabajo con clientes me sorprende lo conservadores que somos a la hora de diseñar la estrategia de ingresos de nuestro modelo de negocio. Entiendo que hay un factor de inercia y de aversión al riesgo de buscar otras formas de ganar dinero que no son “habituales” en nuestro mercado, pero en otros casos es sólo desconocimiento…
Para evitar ese desconocimiento he decidido hacer una recopilación bastante extensa de todas las formas de ganar dinero que yo conozco en un modelo de negocio, clasificada en 9 grandes bloques:
Publicidad
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Mostrar anuncios: Se trata de mostrar anuncios en cualquier web, el modelo más tradicional- p.ej. Yahoo!
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Anuncios en búsquedas: La innovación que popularizó Google, se muestran anuncios en los resultados de búsqueda que son relevantes a la misma- p.ej. Google
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Anuncios de texto contextuales: Se muestran anuncios de texto pero que son relevantes la contenido mostrado- p.ej. Google
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Anuncios de video: Se insertan en contenidos en formato video pequeños clips de anuncios – p.ej. Hulu
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Anuncios de audio: En un servicio basado en audio (canciones, podcasts..) se introducen anuncios al más puro estilo radiofónico- p.ej. Pandora, Spotify
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Contenidos promocionados: Se introduce y potencia la visibilidad de contenido por el que los anunciantes han pagado- p.ej. Twitter, Tumblr
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Enlaces pagados de contenido: Se muestra en sitios premium y con alto volumen de tráfico recomendaciones hacia un artículo o contenido– p.ej. Outbrain
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Anuncios de reclutamiento: Anuncios verticales en los que a una base de datos muy segmentada de perfiles se les muestran anuncios relevantes para reclutar. – p.ej. LinkedIn
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Generación de leads: Los clientes pagan por tener acceso a peticiones cualificadas de trabajo (leads) realizadas por potenciales clientes – p.ej. MoneySuperMarket, Habitissimo
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Comisiones de afiliación: Se cobra un pequeño porcentaje o ingreso fijo (comisión) al enviar un lead o cliente que acaba comprando– p.ej. Afilliados de Amazon, TradeDoubler
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Clasificados: Se trata de grandes grupos de anuncios clasificados por algún criterio en los que se gana dinero con anuncios de pago- p.ej. Craiglist, SegundaMano
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Directorios de destacados: Son directorios habitualmente segmentados en los que la empresa que aparece puede pagar por tener más visibilidad, más información o funcionalidades.- e.g. Yelp, Pequelia
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Anuncios en email: Son compañías que disponen de clientes de correo gratuitos y en los que el proveedor inserta (habitualmente en la firma) anuncios por los que cobra.- p.ej. Yahoo, MSN
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Retargeting/remarketing de anuncios: Se trata de un tipo especial de anuncios que, tras visitar un producto y gracias a las cookies es capaz de mostrarte el anuncio de ese producto en otros sitios para incentivar la compra .- p.ej. Criteo, Google
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Ofertas basadas en la ubicación: El objetivo es aplicar la variable geo, y habitualmente se basa en plataformas móviles que hacen ofertas o anuncios en función de la localización.- p.ej. Foursquare
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Patrocinios: Se trata de un tipo de publicidad en los que se paga por tener presencia en un sitio o lugar concreto sin atarlo habitualmente a criterios de rendimiento (como CPM..)- p.ej. Pandora
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Pagos sociales: Cada día más habitual, supone que el cliente no paga con dinero únicamente, sino que puede obtener descuentos o incluso productos/servicios gratis a cambio de dar visibilidad en sus círculos del producto – p.ej. PaywithaTweet
Comercio
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Venta directa (retail/ecommerce): La forma más tradicional de ganar dinero a través de la venta de productos físicos. Si es a través de Internet se denomina ecommerce. p.ej. Zappos
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Marketplace: Una especie de mercado o bazar que la propia plataforma posibilita para que diversos clientes hagan negocios entre sí y donde se monetiza capturando un pequeño porcentaje de cada transacción – p.ej. Etsy
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Marketplace con crowdsourcing: Similar al marketplace tradicional, pero en este caso los criterios de selección, creación o valoración de los productos se hacen por la masa de usuarios del sitio.- p.ej. Threadless
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Mercados de exceso de capacidad: Se basa en alquilar el porcentaje de uso/espacio no aprovechado de un recurso que no usemos siempre al 100%, como el coche- Zipcar, AirBnB
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Cocreación: Son un tipo concreto de iniciativas en los que una comunidad colabora en la creación (co-creación) de un producto o servicio, donde la plataforma captura un porcentaje del valor pero la comunidad también puede ganar algo – p.ej. Quirky
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Comercios integrados verticalmente –Se trata de negocios que integran verticalmente toda la cadena de suministros y eliminan las tiendas físicas. p.ej. Warby Parker
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Agregadores: Son empresas que se dedican a agregar los resultados y ofertas de decenas de sitios evitando la búsqueda individual de cada uno de ellos, y capturan habitualmente un porcentaje del precio del artículo. p.ej. Lastminute.com, MiNube
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Ventas Flash: Ventas de último minuto en el que el comerciante puede vender o liberar stock en lugar de dejarlo ocioso. El sector hotelero lo ha utilizado mucho. p.ej. Gilt Groupe, Vente Privee
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Compra grupal– Se trata de modelos en el que se ofrece un precio con un gran descuento si se consiguen que un grupo suficientemente grande de clientes se comprometan a comprarlo. p.ej. Groupon
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Venta y descarga de artículos digitales – El paralelo al comercio tradicional, donde se vende un producto por un precio… lo único que cambia es que el canal de distribución es Internet, p.ej. iTunes
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Artículos virtuales: Se trata de mundos virtuales (habitualmente) donde el cliente paga por comprar artículos que sólo existen en ese entorno (monedas, objetos, armas…). Muy habitual en el mundo de los juegos online.- p.ej. Zynga
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Crowdfunding: Son plataformas que ayudan a que proyectos que buscan financiación lo consigan a través de micro donaciones, de las que capturan un pequeño porcentaje si se consiguen los objetivos. – p.ej. Kickstarter, Lanzanos
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Formación: Se trata de plataformas y servicios que venden servicios de formación, ya sea comercializando cursos presenciales o vendiendo cursos online, o cobrando entrada a eventos- p.ej. Coursera, Tutellus
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Paga lo que quieras: Un modelo algo curioso de monetización en la que es el usuario el que paga en función del valor que considera que tiene el producto o servicio- p.ej. Radiohead
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Comisión: Son empresas que basan su actividad en cobrar una comisión (ya sea un precio fijo o un porcentaje) por el uso de sus servicios- p.ej. SharesPost
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Comisiones por pedido: Son un tipo especial de plataformas que cobran a las empresas con las que trabajan una comisión por cada pedido que realizan sus usuarios. Habitual en el entorno de restauración.- p.ej. Seamless, GrubHub
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Subasta: Los clientes pujan por un artículo que parte con un precio bajo de salida pero que son los clientes quienes van incrementando su precio con las pujas. – p.ej. eBay
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Rifa: Un caso especial, en el que se sortea un artículo entre un número de usuarios que han pagado un precio determinado por uno o varios tickets que les dan la posibilidad de ganar. – raffle.it, quibids
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Subasta inversa: En este tipo de subastas el cliente indica el precio que está dispuesto a pagar y son los vendedores los que pujan por el cliente.- p.ej.Priceline
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Trueque de servicios o productos: Se trata de plataformas que permiten que sus usuarios intercambien entre ellos productos o servicios p.ej. SwapRight
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Cashback: Son modelos de negocio con una fuerte componente de afiliación en los que se comparte con el usuario las comisiones que se generan al comprar éste a través de la plataforma de cashback –p.ej.
BeRuby.
Suscripción
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Software as a Service (SaaS): Son empresas que ofrecen su software de forma dinámica, en las que el cliente paga de forma flexible por el uso del software. – p.ej. Salesforce
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Service as a Service: Otro nivel del software as a service, en el que la empresa ofrece a sus clientes un servicio (escalable) con las mismas características del SaaS (flexibilidad, pago por uso…). – p.ej. Shopify
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Content as a Service: Se trata de plataformas que ofrecen sus contenidos con la misma filosofía del SaaS, es decir, en las que el cliente paga de forma dinámica y escalable por los contenidos a los que quiere tener acceso. – ex: Spotify, Netflix
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Infrastructure/Platform as a Service: Dos niveles diferentes y secuenciales en los que la empresa ofrece el uso de su infraestructura hardware y de comunicaciones (IaaS) o el uso de su plataforma (PaaS) y donde la relación con el cliente se ciñe a la filosofía SaaS. – p.ej. Amazon Web Services
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Freemium: Son modelos de negocio (de los que ya hemos hablado) en los que un gran porcentaje de los usuarios no paga por el uso del producto o servicio (free), algo que es posible porque un pequeño porcentaje de los usuarios sí pagan por un servicio premium– p.ej. Dropbox
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Donaciones: Un modelo basado en la caridad en la que los usuarios donan la cantidad que quieren para apoyar la labor o actividad del sitio- p.ej. Wikipedia
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Siembra de muestras: Son empresas que distribuyen a sus clientes muestras de productos (perfumería, higiene, farmacia…) habitualmente en forma de cajas premium, y por las que el cliente paga y la compañía que ofrece las muestras también – p.ej.Joliebox, MyKerBox
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Servicios de membresía. El usuario paga por ser parte de un club o grupo cerrado que goza de una serie de ventajas y bonificaciones.- p.ej.Amazon Prime
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Soporte y mantenimiento: Se trata de empresas que ganan dinero prestando servicios de soporte a sus clientes, habitualmente usuarios de productos que la misma compañía distribuye gratuitamente. – p.ej.10gen, Red Hat
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Paywall. Un modelo que están explorando algunos medios como vía de monetización y que implica que cualquier usuario puede acceder a sus contenidos de forma gratuita hasta que llega un punto (por volumen de contenidos, tipo…) en el que si quiere ver mas debe pagar. – p.ej. NYTimes
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Videoconferencia con video y audio. Son plataformas de trabajo colaborativo en el que se permite que los clientes tengan reuniones con video y audio, y donde se cobra por el uso de la plataforma.- p.ej. Uberconference, GotoMeeting
Peer to Peer (P2P)
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Préstamos P2P: Se trata de plataformas diseñadas para que los usuarios de la misma puedan prestarse dinero entre ellos, y donde la plataforma obtiene valor capturando un pequeño porcentaje del préstamo – p.ej. Lending Club
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Apuestas P2P: Son sitios donde los usuarios pueden apostar entre ellos y donde la plataforma se encarga de gestionar el proceso- p.ej. BetFair
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Compras P2P: De forma similar a los marketplaces donde el cliente compra a una empresa se trata de un marketplace en el que los clientes se compran y venden artículos entre sí. – p.ej.Etsy
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Computación P2P: Son redes de ordenadores distribuidas donde un pequeño porcentaje de la capacidad del ordenador se ofrece a la red. – p.ej.CrashPlan storage o SETI@home
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Servicios P2P: Se paga por la realización de pequeñas tareas y encargos a usuarios de la plataforma, que monetiza capturando un pequeño porcentaje del pago– p.ej. Mechanical Turk, TaskRabbit, Cronoshare
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Cambio P2P: Se trata de negocios que pretenden cubrir el riesgo de tipos de cambio mediante acuerdos P2P entre empresas de diferentes países- p.ej. Kantox
Procesamiento de transacciones
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Compras para vendedores: Plataformas que permiten a las tiendas gestionar los pagos de otras formas, ya sea en negocios online o en negocios offline.- p.ej. PayPal (Online / Offline), Stripe (Online), Square (Offline)
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Intermediarios: Son aplicaciones que permiten incluir nuevas características y programas para el vendedor, como programas de fidelización, cupones…- p.ej. IP Commerce (POS 2.0), CardSpring
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Procesamiento de compras (TPV): Se trata de plataformas para que un negocio pueda procesar pagos con tarjeta de crédito y que ganan dinero capturando un porcentaje de cada transacción.- p.ej. Paymentech
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Transferencias Bancarias: Son plataformas que facilitan la realización de transferencias bancarias sencillas, ya sea para micropagos o para conseguir ahorros por volumen, y capturan un pequeño porcentaje de la transacción.- p.ej. Dwolla, Peertransfer
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Ofertas de banca inteligente: Se trata de modelos alternativos a la banca tradicional que ofrecen inteligencia, conclusiones y consejos para ahorrar más y gastar mejor- p.ej. Simple, Movenbank
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Emisión de tarjetas bancaria: Son empresas que crean una única tarjeta bancaria que permite mayor trazabilidad y control de los gastos y que han llegado acuerdos con diversas redes de cajero, y monetizan cobrando una comisión por transacción- p.ej. Simple
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Logística: Se trata de empresas que que ofrecen sus servicios logísticos a terceros, en muchos de los casos en realidad se trata de explotar capacidad sobrante o competencias aprendidas operando el modelo de negocio principal- p.ej. Amazon
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Mensajería y colaboración: Son modelos de negocio que se enfocan en posibilitar la comunicación entre sus clientes mediante mensajes y herramientas para la colaboración. Existen múltiples vías de monetización, como el pago por aplicación, publicidad en el móvil o subscripción- p.ej. App.net, Teambox
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Telefonía: Son empresas que ofrecen un servicio de origen/terminación de llamadas en redes públicas de telefonía y que suelen monetizar vía créditos prepago, permitiendo llamar desde Internet a un teléfono fijo o móvil tradicional. – p.ej.(Skype out/in)
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Telefonía: De forma similar al caso anterior son empresas que ofrecen un servicio de de llamadas dentro de sus propias redes privadas de telefonía. Suelen monetizar con publicidad o con suscripciones de uso- p.ej. Skype nativo)
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Pasarelas de pago móvil: Se trata de pasarelas de pago que permiten procesar de forma muy fácil pagos desde el movil, y que se utilizan habitualmente para compras dentro de la aplicación. Ganan dinero capturando un pequeño porcentaje de la transacción-p.ej. Braintree
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Monetización de plataforma: La forma tradicional en la que las grandes plataformas como Facebook o la App Store de Apple cobran un porcentaje de los ingresos de sus aplicaciones como impuesto de uso. p.ej. Facebook Credits; App Store.
Licenciamiento
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Por usuario individual (per seat): Se cobra un precio fijo en el uso de licencias (habitualmente software) por cada usuario individual – p.ej. Sencha
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Por dispositivo/servidor: En éste modelo la empresa cobra por cada dispositivo o servidor (a veces incluso por aspectos como CPUs que tiene el servidor) un precio fijo. – p.ej. QlikView
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Por instancia de aplicación: Otra forma de licenciar el software, en el que se cobra por el número de instancias concurrentes que se lanzan- p.ej. Adobe Photoshop
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Por sitio: Son modelos de licenciamiento que su uso queda restringido a un sitio, que habitualmente se equipara a una empresa, aunque en ocasiones puede ser también – p.ej. Microsoft Licensing
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Por Patente: Se trata de empresas que cobran royalties o similar a terceros por el uso de tecnologías que ellas han patentado- p.ej. Qualcomm, Nokia
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Por marca: El dueño de una marca reconocida cobra dinero por ceder el uso de su marca y elementos asociados (personajes, logos…etc) para que sea utilizados por terceros, habitualmente para merchandising– p.ej. Barrio Sésamo
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Licenciamiento indirecto: La compañía propietaria del artículo (típicamente software) expide licencias a su cliente, que a su vez redistribuye de forma indirecta licencias al cliente final – p.ej. Apple Volume Purchasing
Datos
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Datos de usuario– Plataformas que son capaces de procesar gran cantidad de datos de usuario, encontrar patrones, segmentar la audiencia y analizar en profundidad los mismos. p.ej. BlueKai
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Datos de negocio– De forma similar al ejemplo anterior, se trata de plataformas de analítica de datos pero enfocadas a la empresa y que permiten encontrar relaciones y sacar conclusiones. p.ej. Duedil Simbiotika
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Inteligencia de usuario: Se trata de plataformas que agregan gran cantidad de información, en ocasiones via crowdsourcing y que monetizan su actividad vendiendo conclusiones e informes consolidados de dicha activad, p.ej. Yougov
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Tráfico de búsqueda: Son compañías que se dedican a recopilar grandes volúmenes de información sobre tráfico de búsquedas en Internet y que luego utilizan dichos datos y la tecnología para vender el análisis de comportamiento en búsqueda de usuarios – p.ej. Chango
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Información en tiempo real de intención del consumidor: Una estrategia emergente de monetización, se basa en monetizar el análisis del comportamiento del usuario basándolo en el estudio de la intención del mismo.- p.ej. Yieldbot
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Servicios de Benchmarking: Empresas que analizan grandes datos de un sector o audiencia concreta y que ofrecen análisis de los mismos, por ejemplo delos hábitos de navegación de usuarios – p.ej. Comscore
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Estudios de Mercado: Son compañías que explotan diversas tecnologías para realizar estudios de mercado de forma más ágil o con una audiencia muy segmentada, y monetizan ofreciendo formas de pago diferentes a los estudios de mercado tradicionales- p.ej. GLG, Feebo
Móvil
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Descargas de App de pago: El modelo tradicional de pago en el entorno móvil, se paga un precio por la descarga de la aplicación sin ningún tipo de pago por su uso- p.ej. Whatsapp, Line
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Compras dentro de la App (In-app): Se trata de una estrategia de ingresos en las que dentro de la propia aplicación (a menudo más barata o gratuita) se pueden comprar artículos, nuevos módulos, funcionalidades..etc.– p.ej. Dragonvale, Clash of Clans
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Suscripciones dentro de la App (In-app): Son modelos en los que el cliente desde dentro de la propia app puede suscribirse a un acceso a contenido – p.ej. NY Times app
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Anuncios: Una de las formas de monetización más habituales, en las que la aplicación se ofrece gratuitamente al usuario pero se gana dinero a través de la publicidad- p.ej. Flurry, AdMob
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Digital-a-físico: Se trata de empresas que basan su actividad en convertir y vender algo digital (fotografías, dibujos..) en algo físico (postales, muñecos…) – p.ej. Red Stamp, Postagram, Child’s own studio
Gaming
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Freemium: En el mundo del gaming es habitual modelos en los que el juego es gratuito pero si queremos acceder a funcionalidades avanzadas o comprar items o monedas debemos pagar. – p.ej. Zynga
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Suscripción: Se trata de estrategias de ingresos en las que se paga una suscripción periódica por acceso al juego (lo que implica que son juegos online, habitualmente MMORPG).- p.ej. World of Warcraft
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Premium: Se trata de suscripciones que permiten el acceso a un catálogo más amplio de juegos – p.ej. xBox games
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DLC – (Downloadable Content, contenido descargable): Son expansiones que pueden incluir nuevos escenarios, personajes, historias o armas dentro del juego, y que permiten extender el periodo de vida del juego y seguir monetizándolo más allá de su adquisición. – p.ej. Call of Duty
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Soportado por anuncios: Se trata de plataformas que ofrecen juegos gratuitos (habitualmente juegos flash) y que monetizan su actividad mostrando publicidad a los usuarios, tanto en la plataforma como dentro del propio juego. – p.ej. addictinggames.computing, Kongregate
La lista es una recopilación ampliada, traducida, comentada y en algún caso corregida de Web and mobile revenue models, y que en muchos casos creo que peca de localista (está muy orientada a startups nacidas en USA).
Si crees que faltan formas de monetizar (teniendo en cuenta que algunas ya pueden estar categorizadas bajo otro epígrafe) o crees que hay mejores ejemplos…no dudes en proponerlas en los comentarios e iremos actualizándola entre todos.
Además, creo que si queda algo claro es que modelos “puros” hay pocos, y que lo interesante muchas veces sucede en la intersección de varias estrategias de ingreso.
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ANÁLISIS DE OTROS MODELOS DE NEGOCIO
Si te interesa el tema, aquí tienes un análisis detallado de los principales modelos de negocio
¿QUÉ OPINAS? ¿QUÉ OTRAS FORMAS DE MONETIZAR CONOCES?

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