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Introduction to the Business Model Canvas

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Presentation given to the i3 meeting of the Filene Research Institute, Montreal, QC 17 April 2014 …

Presentation given to the i3 meeting of the Filene Research Institute, Montreal, QC 17 April 2014
http://filene.org/community/i3

www.startupacademie.com
www.coachdavender.com

Published in: Business, Education

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  • 1. The Business Model Canvas Your Roadmap To Success Coach Davender Gupta @coachdavender Startup-Académie www.startupacademie.com www.coachdavender.com 514-448-1894 / 418-948-1553 coach@davender.com
  • 2. What is a Business Model? © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 2 How you create, deliver, and harvest value
  • 3. What is a Business Model Canvas? © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 4 What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive? Through which Channels do our Customer Segments want to be reached? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? For whom are we creating value? Who are our most important customers? What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they? What value do we deliver to the customer? Which one of our customer’s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment? Which customer needs are we satisfying? What Key Activities do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue streams? Who are our Key Partners? Who are our key suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform? What Key Resources do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams? Day Month Year No. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
  • 5. The Business Model Canvas © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 5 Value Propositions Customer Relationships Customer Segments Distribution Channels Revenue StreamsCost Structure Key Resources Key Partners Key Activities
  • 6. 1. Customer Segments © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 6 Customer Segments
  • 7. 1. Customer Segments © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. 2. Value Proposition © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 8 Value Proposition
  • 9. 2. Value Proposition © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. The Decision Trigger © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. 3. Distribution Channels © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 11 Distribution Channels
  • 12. 3. Distribution Channels © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. 4. Customer Relationships © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 13 Customer Relationships
  • 14. 4. Customer Relationships © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 14 How do you GET, KEEP, and GROW your customer base? How do you build a loyal and enthusiastic tribe around your offer?
  • 15. 5. Revenue Streams © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 15 Revenue Streams
  • 16. 5. Revenue Streams © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 16 How do you generate cash from each customer segment? l  What VALUE do customers put on the benefits you provide? l  What VALUE are customers willing to pay for? l  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. 5. Revenue Streams © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 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. 6. Key Resources © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 18 Key Resources
  • 19. 6. Key Resources © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 19 What infrastructure and resources do you need to deliver what you promise? l  tools, space, locations l  personnel (qualifications, in-house or sub) l  equipment (lease or buy) l  licenses, intellectual property l  supplies (components, assemblies) l  what is scarce or difficult to get l  financial requirements l  acquisition timelines Beware of promising more than you can deliver!
  • 20. 7. Key Activities © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 20 Key Activities
  • 21. 7. Key Activities © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 21 What major activities (deliverables) must be produced – when and by who? •  dependencies •  responsibilities
  • 22. 8. Key Partners © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 22 Key Partners
  • 23. 8. Key Partners © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 23 Partners •  Suppliers •  Developers •  Distributors •  Investors •  Collaborators •  Affiliates Competitors Alternatives How does each partner help or hinder the business model?
  • 24. 9. Cost Structure © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 24 Cost Structure
  • 25. 9. Cost Structure © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 25 What are the critical elements of the cost structure? l  Fixed costs l  Variable costs l  Resource, activity, partner costs l  Infrastructure, operational, cost of sales l  Payroll costs, benefits, bonus structure, taxes l  What are the costs of each element of the business model? l  Where are the economies of scale? l  What are the risks, the unknowns?
  • 26. The Business Model Canvas © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 26 Value Propositions Customer Relationships Customer Segments Distribution Channels Revenue StreamsCost Structure Key Resources Key Partners Key Activities
  • 27. © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 27 What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive? Through which Channels do our Customer Segments want to be reached? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues? For whom are we creating value? Who are our most important customers? What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they? What value do we deliver to the customer? Which one of our customer’s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment? Which customer needs are we satisfying? What Key Activities do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue streams? Who are our Key Partners? Who are our key suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform? What Key Resources do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams? Day Month Year No. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
  • 28. © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 28
  • 29. © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 29
  • 30. www.businessmodelgeneration.com © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 30
  • 31. 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 © 2014 Davender Gupta - www.startupacademie.com All Rights Reserved 31

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