www.iranea.com

Introduc)on	
  to	
  Business	
  Model	
  Canvas
(BMC)

All Rights Reserved - IEA 2013
Tuesday, November 2...
Created	
  by	
  @malayeri
Edited	
  by	
  @shayanshalileh
	
  for
Isfahan	
  Startup	
  Weekend

All Rights Reserved - IE...
What	
  is	
  a	
  Company?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
What	
  is	
  a	
  Company?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
What	
  is	
  a	
  Company?

A	
  business	
  organiza2on	
  which	
  sells	
  a	
  product	
  
or	
  service	
  in	
  exc...
What	
  is	
  a	
  Startup?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
What	
  is	
  a	
  Startup?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
What	
  is	
  a	
  Startup?

A	
  temporary	
  organiza2on	
  designed	
  to	
  search	
  
for	
  a	
  repeatable	
  and	
...
What	
  is	
  a	
  Business	
  Model?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
What	
  is	
  a	
  Business	
  Model?
How	
  a	
  company	
  create	
  value	
  for	
  itself	
  while	
  
delivering	
  p...
Value	
  Proposi)on

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Value	
  Proposi)on

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Value	
  Proposi)on
It	
  is	
  not	
  about	
  your	
  idea	
  or	
  product!

All Rights Reserved - IEA 2013
Tuesday, No...
Value	
  Proposi)on
It	
  is	
  not	
  about	
  your	
  idea	
  or	
  product!
It	
  is	
  about	
  solving	
  a	
  NEED	
...
NEED	
  -­‐	
  PROBLEM

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
NEED	
  -­‐	
  PROBLEM
Problem

Need

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
NEED	
  -­‐	
  PROBLEM
Problem

Need

Accoun2ng
Word	
  Processing

All Rights Reserved - IEA 2013
Tuesday, November 26, 1...
NEED	
  -­‐	
  PROBLEM
Problem
Accoun2ng
Word	
  Processing

Need
Entertainment
Communica2on

All Rights Reserved - IEA 20...
Customer	
  Segment

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  Segment

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  Segment
WHO	
  are	
  they?
WHY	
  would	
  they	
  buy?

All Rights Reserved - IEA 2013
Tuesday, November 26,...
Customer	
  Segment
WHO	
  are	
  they?
WHY	
  would	
  they	
  buy?
Customer	
  Archetype
Geographic
Social

All Rights R...
Channels

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Channels

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Channels
PHYSICAL	
  Channel

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Channels
PHYSICAL	
  Channel

WEB/MOBILE	
  Channel

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  Rela-onship

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  Rela)onship

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  Rela)onship
How	
  do	
  you	
  GET,	
  KEEP,	
  GROW	
  your	
  
customers?

All Rights Reserved - IEA 2013
T...
Customer	
  Rela)onship
How	
  do	
  you	
  GET,	
  KEEP,	
  GROW	
  your	
  
customers?

All Rights Reserved - IEA 2013
T...
Revenue	
  Resources

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Revenue	
  Resources

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Revenue	
  Resources
How	
  do	
  you	
  make	
  money	
  from	
  each	
  Customer	
  
Segment

All Rights Reserved - IEA ...
Revenue	
  Resources
How	
  do	
  you	
  make	
  money	
  from	
  each	
  Customer	
  
Segment
What	
  value	
  is	
  cust...
Resources

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Resources

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Resources
What	
  are	
  the	
  most	
  important	
  assets	
  
required	
  to	
  make	
  the	
  business	
  model	
  WORK...
Resources
What	
  are	
  the	
  most	
  important	
  assets	
  
required	
  to	
  make	
  the	
  business	
  model	
  WORK...
Resources
What	
  are	
  the	
  most	
  important	
  assets	
  
required	
  to	
  make	
  the	
  business	
  model	
  WORK...
Resources
What	
  are	
  the	
  most	
  important	
  assets	
  
required	
  to	
  make	
  the	
  business	
  model	
  WORK...
Resources
What	
  are	
  the	
  most	
  important	
  assets	
  
required	
  to	
  make	
  the	
  business	
  model	
  WORK...
Partners

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Partners

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Partners
Who	
  are	
  the	
  Key	
  Partners	
  and	
  Suppliers	
  
needed	
  to	
  make	
  the	
  business	
  model	
  ...
Partners
Who	
  are	
  the	
  Key	
  Partners	
  and	
  Suppliers	
  
needed	
  to	
  make	
  the	
  business	
  model	
  ...
Key	
  Ac)vi)es

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Key	
  Ac)vi)es

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Key	
  Ac)vi)es
What	
  are	
  the	
  most	
  important	
  things	
  you	
  
should	
  DO	
  to	
  make	
  the	
  business...
Key	
  Ac)vi)es
What	
  are	
  the	
  most	
  important	
  things	
  you	
  
should	
  DO	
  to	
  make	
  the	
  business...
Costs

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Costs

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Costs
What	
  are	
  the	
  costs	
  to	
  operate	
  business	
  
model

All Rights Reserved - IEA 2013
Tuesday, November...
Costs
What	
  are	
  the	
  costs	
  to	
  operate	
  business	
  
model
What	
  are	
  the	
  most	
  important	
  costs?...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
QuesFons?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Startups are in SEARCH mode
CANVAS: A set of Hypothesis
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Startups are in SEARCH mode

es!
ess

Gu
CANVAS: A set of Hypothesis =

All Rights Reserved - IEA 2013
Tuesday, November 2...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
How do we change GUESSES
into FACTS?
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  ValidaFon

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
GUESSES!!!
Post it to the wall, use sticky not pen or pencil

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Get	
  out	
  of	
  the	
  building!
talk	
  to	
  customers
Change	
  the	
  Canvas

All Rights Reserved - IEA 2013
Tuesd...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  
Discovery
Is	
  other	
  people	
  have	
  a	
  same	
  problem
or	
  need	
  you	
  think?

All Rights Reser...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Customer	
  
Valida)on
if	
  you	
  proposed	
  solu)on	
  actually	
  match
	
  what	
  you	
  think	
  the	
  customer	
...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Search	
  for	
  Business	
  Model
Customer	
  Discovery	
  and	
  Customer	
  Valida)on	
  
=
Product	
  Market	
  Fit	
 ...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
PIVOT
pivot	
  is	
  what	
  will	
  save	
  your	
  job

find	
  your	
  
Repeatable	
  and	
  Scalable
Business	
  Model	...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
QuesFons?

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
MVP
Minimal	
  Viable	
  Product

build	
  the	
  minimum	
  feature
	
  in	
  order	
  to	
  get	
  feedback	
  (Demo)

A...
All Rights Reserved - IEA 2013
Tuesday, November 26, 13
Thank	
  you
follow	
  @shayanshalileh
www.shalileh.com

All Rights Reserved - IEA 2013
Tuesday, November 26, 13
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Transcript of "Business Model Canvas Presentation for Startup Weekend Day2"

  1. 1. www.iranea.com Introduc)on  to  Business  Model  Canvas (BMC) All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  2. 2. Created  by  @malayeri Edited  by  @shayanshalileh  for Isfahan  Startup  Weekend All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  3. 3. What  is  a  Company? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  4. 4. What  is  a  Company? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  5. 5. What  is  a  Company? A  business  organiza2on  which  sells  a  product   or  service  in  exchange  for  revenue  +  profit !  We  eliminate  non-­‐profits  here  ! All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  6. 6. What  is  a  Startup? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  7. 7. What  is  a  Startup? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  8. 8. What  is  a  Startup? A  temporary  organiza2on  designed  to  search   for  a  repeatable  and  scalable  business  model Steve  Blank All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  9. 9. What  is  a  Business  Model? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  10. 10. What  is  a  Business  Model? How  a  company  create  value  for  itself  while   delivering  product  or  service  to  customers. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  11. 11. Value  Proposi)on All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  12. 12. Value  Proposi)on All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  13. 13. Value  Proposi)on It  is  not  about  your  idea  or  product! All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  14. 14. Value  Proposi)on It  is  not  about  your  idea  or  product! It  is  about  solving  a  NEED  or  PROBLEM It  is  about  SATISFYING  a  customer  need and  WHO  are  your  customer All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  15. 15. NEED  -­‐  PROBLEM All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  16. 16. NEED  -­‐  PROBLEM Problem Need All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  17. 17. NEED  -­‐  PROBLEM Problem Need Accoun2ng Word  Processing All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  18. 18. NEED  -­‐  PROBLEM Problem Accoun2ng Word  Processing Need Entertainment Communica2on All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  19. 19. Customer  Segment All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  20. 20. Customer  Segment All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  21. 21. Customer  Segment WHO  are  they? WHY  would  they  buy? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  22. 22. Customer  Segment WHO  are  they? WHY  would  they  buy? Customer  Archetype Geographic Social All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  23. 23. Channels All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  24. 24. Channels All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  25. 25. Channels PHYSICAL  Channel All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  26. 26. Channels PHYSICAL  Channel WEB/MOBILE  Channel All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  27. 27. Customer  Rela-onship All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  28. 28. Customer  Rela)onship All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  29. 29. Customer  Rela)onship How  do  you  GET,  KEEP,  GROW  your   customers? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  30. 30. Customer  Rela)onship How  do  you  GET,  KEEP,  GROW  your   customers? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  31. 31. Revenue  Resources All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  32. 32. Revenue  Resources All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  33. 33. Revenue  Resources How  do  you  make  money  from  each  Customer   Segment All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  34. 34. Revenue  Resources How  do  you  make  money  from  each  Customer   Segment What  value  is  customer  Paying  for? Revenue  Models  are  the  strategy Pricing  is  the  tac2cs All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  35. 35. Resources All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  36. 36. Resources All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  37. 37. Resources What  are  the  most  important  assets   required  to  make  the  business  model  WORK All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  38. 38. Resources What  are  the  most  important  assets   required  to  make  the  business  model  WORK All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  39. 39. Resources What  are  the  most  important  assets   required  to  make  the  business  model  WORK All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  40. 40. Resources What  are  the  most  important  assets   required  to  make  the  business  model  WORK All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  41. 41. Resources What  are  the  most  important  assets   required  to  make  the  business  model  WORK All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  42. 42. Partners All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  43. 43. Partners All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  44. 44. Partners Who  are  the  Key  Partners  and  Suppliers   needed  to  make  the  business  model  WORK? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  45. 45. Partners Who  are  the  Key  Partners  and  Suppliers   needed  to  make  the  business  model  WORK? What  KEY  RESOURCES  are  we  acquiring  from  them? What  KEY  ACTIVITIES  do  they  perform? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  46. 46. Key  Ac)vi)es All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  47. 47. Key  Ac)vi)es All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  48. 48. Key  Ac)vi)es What  are  the  most  important  things  you   should  DO  to  make  the  business  model   WORK   All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  49. 49. Key  Ac)vi)es What  are  the  most  important  things  you   should  DO  to  make  the  business  model   WORK   Produc2on? Supply  Chain   Management Problem  Solving? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  50. 50. Costs All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  51. 51. Costs All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  52. 52. Costs What  are  the  costs  to  operate  business   model All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  53. 53. Costs What  are  the  costs  to  operate  business   model What  are  the  most  important  costs? What  are  the  most  expensive  costs? What  key  acFviFes  are  the  most  expensive? Fixed  costs  /  Variable  Costs All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  54. 54. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  55. 55. QuesFons? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  56. 56. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  57. 57. Startups are in SEARCH mode CANVAS: A set of Hypothesis All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  58. 58. Startups are in SEARCH mode es! ess Gu CANVAS: A set of Hypothesis = All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  59. 59. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  60. 60. How do we change GUESSES into FACTS? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  61. 61. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  62. 62. Customer  ValidaFon All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  63. 63. GUESSES!!! Post it to the wall, use sticky not pen or pencil All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  64. 64. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  65. 65. Get  out  of  the  building! talk  to  customers Change  the  Canvas All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  66. 66. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  67. 67. Customer   Discovery Is  other  people  have  a  same  problem or  need  you  think? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  68. 68. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  69. 69. Customer   Valida)on if  you  proposed  solu)on  actually  match  what  you  think  the  customer  problem  was All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  70. 70. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  71. 71. Search  for  Business  Model Customer  Discovery  and  Customer  Valida)on   = Product  Market  Fit   All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  72. 72. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  73. 73. PIVOT pivot  is  what  will  save  your  job find  your   Repeatable  and  Scalable Business  Model   All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  74. 74. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  75. 75. QuesFons? All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  76. 76. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  77. 77. MVP Minimal  Viable  Product build  the  minimum  feature  in  order  to  get  feedback  (Demo) All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  78. 78. All Rights Reserved - IEA 2013 Tuesday, November 26, 13
  79. 79. Thank  you follow  @shayanshalileh www.shalileh.com All Rights Reserved - IEA 2013 Tuesday, November 26, 13
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