The Business Model Canvas
Your Roadmap To Success
Coach Davender Gupta
Startup-Académie
www.startupacademie.com
@coachdave...
What is a Business Model?
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 2
How you
create,
...
What is a Business Model Canvas?
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 3
A visual ...
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 4
The Business Model Canvas
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 5
Value Propositio...
1. Customer Segments
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 6
Customer Segments
1. Customer Segments
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 7
• Who are your most i...
2. Value Proposition
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 8
Value Proposition
2. Value Proposition
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 9
For each Customer Seg...
The Decision Trigger
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 10
How does your soluti...
3. Distribution Channels
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 11
Distribution Cha...
3. Distribution Channels
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 12
How do you deliv...
4. Customer Relationships
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 13
Customer Relati...
4. Customer Relationships
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 14
How do you
GET,...
5. Revenue Streams
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 15
Revenue Streams
5. Revenue Streams
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 16
How do you generate ca...
5. Revenue Streams
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 17
Price on VALUE – not o...
6. Key Resources
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 18
Key Resources
6. Key Resources
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 19
What infrastructure and ...
7. Key Activities
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 20
Key Activities
7. Key Activities
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 21
What major activities
(...
8. Key Partners
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 22
Key Partners
8. Key Partners
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 23
Partners
• Suppliers
• De...
9. Cost Structure
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 24
Cost Structure
9. Cost Structure
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 25
What are the critical e...
The Business Model Canvas
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 26
Value Propositi...
Validating the Canvas
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 27
« The problem is th...
Validating The Canvas
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 28
Everything on you p...
Discover the DISRUPT
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 29
How do you change th...
Validating the Canvas
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 30
Discover
What you
k...
The Four Disrupts
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 31
Offer (What):
 New off...
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 32
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 33
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 34
www.businessmodelgeneration.com
© 2013 Davender Gupta - www.startupacademie.com
All Rights Reserved v20130429 35
Coach Davender Gupta, MSc.
Venture Catalyst
Startup Leadership Coach
www.startupacademie.com
www.coachdavender.com
418-948...
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The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)

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Your Business Model describes how you create, deliver and harvest value. Putting it down on one sheet of paper gives you a roadmap as to how to develop your idea and turn it into a business.

Presented at Startup Weekend Montreal, July 13 2013
http://montreal.startupweekend.org

Presenter:


-------
Coach Davender Gupta MSc
Venture Catalyst - Accélérateur d'entrepreneuriat
Startup-Académie

I guide high-performance entrepreneurs to develop the knowledge, skills and confidence to change the world.
Je guide les entrepreneurs haute-performance à développer les connaissances, les compétences et la confiance pour transformer le futur.

coach@davender.com
Québec: 418-948-1553
Montreal: 514-448-1894
www.startupacademie.com
www.coachdavender.com

Published in: Business, News & Politics

The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)

  1. 1. The Business Model Canvas Your Roadmap To Success Coach Davender Gupta Startup-Académie www.startupacademie.com @coachdavender facebook.com/coachdavender © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429
  2. 2. What is a Business Model? © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 2 How you create, deliver, and harvest value
  3. 3. What is a Business Model Canvas? © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 3 A visual representation of the various elements of your Business Model. Allows you to:  see the relationships among the parts of your model;  identify hypothesis, assumptions and risks;  plan validation testing (market, channels, pricing);  find ways to add value or reduce cost;  brainstorm market disruption strategies
  4. 4. © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 4
  5. 5. The Business Model Canvas © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 5 Value Propositions Customer Relationships Customer Segments Distribution Channels Revenue StreamsCost Structure Key Resources Key Partners Key Activities
  6. 6. 1. Customer Segments © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 6 Customer Segments
  7. 7. 1. Customer Segments © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 7 • Who are your most important users and customers? • You must create a detailed portrait of each (“archetype”) • Look beyond the obvious • who are the stakeholders? • who is most motivated? • who is most underserved? • who has the most to gain?
  8. 8. 2. Value Proposition © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 8 Value Proposition
  9. 9. 2. Value Proposition © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 9 For each Customer Segment:  What is their PAIN? (B2B) or their ACHE? (B2C)  What is the GAIN for them to solve their pain or ache?  What is their DECISION TRIGGER?
  10. 10. The Decision Trigger © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 10 How does your solution change the customer’s life for the better? « What is the RETURN ON USE » Does your offer promise enough added value to motivate your customer to pull out their credit card?
  11. 11. 3. Distribution Channels © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 11 Distribution Channels
  12. 12. 3. Distribution Channels © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 12 How do you deliver this value at every stage of the buying process? • Discovery • Evaluation • Purchase • Delivery • After sales service Physical or Virtual channel? What is the value you add at each step?
  13. 13. 4. Customer Relationships © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 13 Customer Relationships
  14. 14. 4. Customer Relationships © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 14 How do you GET, KEEP, and GROW your customer base? How do you build a loyal and enthusiastic tribe around your offer?
  15. 15. 5. Revenue Streams © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 15 Revenue Streams
  16. 16. 5. Revenue Streams © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 16 How do you generate cash from each customer segment?  What VALUE do customers put on the benefits you provide?  What VALUE are customers willing to pay for?  What VALUE do customers infer from your pricing? Revenue Streams = Strategies (What) Pricing = Tactics (How Much and When) Consider impact on your GET-KEEP-GROW strategies
  17. 17. 5. Revenue Streams © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 17 Price on VALUE – not on cost  usage  subscription  rent  license  intermediation (affiliate)  freemium (use with caution!) Where can you generate revenue that others leave on the table?
  18. 18. 6. Key Resources © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 18 Key Resources
  19. 19. 6. Key Resources © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 19 What infrastructure and resources do you need to deliver what you promise?  tools, space, locations  personnel (qualifications, in-house or sub)  equipment (lease or buy)  licenses, intellectual property  supplies (components, assemblies)  what is scarce or difficult to get  financial requirements  acquisition timelines Beware of promising more than you can deliver!
  20. 20. 7. Key Activities © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 20 Key Activities
  21. 21. 7. Key Activities © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 21 What major activities (deliverables) must be produced – when and by who? • dependencies • responsibilities
  22. 22. 8. Key Partners © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 22 Key Partners
  23. 23. 8. Key Partners © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 23 Partners • Suppliers • Developers • Distributors • Investors • Collaborators • Affiliates Competitors Alternatives How does each partner help or hinder the business model?
  24. 24. 9. Cost Structure © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 24 Cost Structure
  25. 25. 9. Cost Structure © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 25 What are the critical elements of the cost structure?  Fixed costs  Variable costs  Resource, activity, partner costs  Infrastructure, operational, cost of sales  Payroll costs, benefits, bonus structure, taxes  What are the costs of each element of the business model?  Where are the economies of scale?  What are the risks, the unknowns?
  26. 26. The Business Model Canvas © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 26 Value Propositions Customer Relationships Customer Segments Distribution Channels Revenue StreamsCost Structure Key Resources Key Partners Key Activities
  27. 27. Validating the Canvas © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 27 « The problem is that startups fall in love with the solution too early. They don't focus enough on the foundation of vision and strategy to make sure it connects to what people want and use. » -- Ash Mauriya
  28. 28. Validating The Canvas © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 28 Everything on you put on your canvas is a HYPOTHESIS. You must VALIDATE every element through - • Discovery (your own data) • Research (other people’s data) • Testing (simulation, MVP) to uncover the DISRUPT.
  29. 29. Discover the DISRUPT © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 29 How do you change the rules of the competitive game? The gold is in the DISRUPT.
  30. 30. Validating the Canvas © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 30 Discover What you know That you know (belief) That you don’t know (hypothesis) What you don’t know That you know (intuition) That you don’t know (discovery)
  31. 31. The Four Disrupts © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 31 Offer (What):  New offers (products or services) that did not exist up to now (invention) Process (How):  New products or methods that allow the offer to be produced faster, cheaper, more durable, better quality (production) Market (Who):  Opening a new market segment poorly served until now, by making minor modifications to one’s product or service (marketing) Value (Why):  Meeting a need that is valued by an existing market, but not satisfactorily met by competing offers, and doing it better than the competition (positioning)
  32. 32. © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 32
  33. 33. © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 33
  34. 34. © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 34
  35. 35. www.businessmodelgeneration.com © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 35
  36. 36. Coach Davender Gupta, MSc. Venture Catalyst Startup Leadership Coach www.startupacademie.com www.coachdavender.com 418-948-1553 | 514-448-1894 coach@davender.com @coachdavender facebook.com/coachdavender linkedin.com/in/coachdavender © 2013 Davender Gupta - www.startupacademie.com All Rights Reserved v20130429 36
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