Transcript bmcanvas_v4.indd - Jacobs School of Engineering

The Business Model Canvas
Designed for:
On:
Designed by:
Day
Iteration:
Key Partners
Key Activities
Value Propositions
Customer Relationships
Customer Segments
WhoareourKeyPartners?
Whoareourkeysuppliers?
WhichKeyResourcesareweacquiringfrompartners?
WhichKeyActivitiesdopartnersperform?
What KeyActivitiesdoourValuePropositionsrequire?
OurDistributionChannels?
CustomerRelationships?
Revenuestreams?
What valuedowedeliver tothecustomer?
Whichoneof ourcustomer’sproblemsarewehelpingtosolve?
What bundlesof productsandservicesareweofferingtoeachCustomerSegment?
Whichcustomerneedsarewesatisfying?
Forwhomarewecreatingvalue?
Whoareourmost important customers?
mot i vat i o n s f o r pa r t n e rs hip s:
Optimization and economy
Reduction of risk and uncertainty
Acquisition of particular resources and activities
c at e g o r i e s
Production
Problem Solving
Platform/Network
char ac t er i st i cs
Newness
Performance
Customization
“Getting the Job Done”
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
What typeof relationshipdoeseachof ourCustomer
Segmentsexpect ustoestablishandmaintainwiththem?
Whichoneshaveweestablished?
Howaretheyintegratedwiththerest of ourbusinessmodel?
Howcostlyarethey?
e x a mp l e s
Personal assistance
Dedicated Personal Assistance
Self-Service
Automated Services
Communities
Co-creation
Key Resources
Channels
What KeyResourcesdoourValuePropositionsrequire?
OurDistributionChannels?CustomerRelationships?
RevenueStreams?
ThroughwhichChannelsdoourCustomerSegments
want tobereached?
Howarewereachingthemnow?
HowareourChannelsintegrated?
Whichonesworkbest?
Whichonesaremost cost-efficient?
Howareweintegratingthemwithcustomerroutines?
t ypes o f r e s o u r c e s
Physical
Intellectual (brand patents, copyrights, data)
H uman
Financial
M ass M arket
Niche M arket
Segmented
Diversified
M ulti-sided Platform
c h a n n e l phases:
1. Awareness
How do we raise awareness about our company’s products and services?
2. Evaluation
How do we help customers evaluate our organization’s Value Proposition?
3. Purchase
How do we allow customers to purchase specific products and services?
4. Delivery
How do we deliver a Value Proposition to customers?
5 . After sales
How do we provide post-purchase customer support?
Cost Structure
Revenue Streams
What arethemost important costsinherent inourbusinessmodel?
WhichKeyResourcesaremost expensive?
WhichKeyActivitiesaremost expensive?
Forwhat valueareourcustomersreallywillingtopay?
Forwhat dotheycurrentlypay?
Howaretheycurrentlypaying?
Howwouldtheyprefertopay?
HowmuchdoeseachRevenueStreamcontributetooverall revenues?
i s yo u r bus i n e s s more:
Cost Driven (leanest cost structure, low price value proposition, ma x i mu m automation, extensive outsourcing )
Value Driven ( focused on value creation, premium value proposition)
s a mp l e c h a r a c t e r i s tic s:
Fixed Costs (salaries, rents, utilities)
Variable costs
Economies of scale
Economies of scope
www.businessmodelgeneration.com
t ypes:
Asset sale
Usage fee
Subscription Fees
Lending/R enting/Leasing
Licensing
Brokerage fees
Advertising
f i x e d pricin g
List Price
Product feature dependent
Customer segment dependent
Volume dependent
dynamic pricin g
Negotiation( bargaining)
Y ield M anagement
Real-time-M arket
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