The business model canvas
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The business model canvas

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The business model canvas Presentation Transcript

  • 1. This work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 2. The business modelcanvasOpportunity Recognition WorkshopThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 3. Source: Alex OsterwalderCustomer segmentsPeople or organizations an enterprise aimsto reach.This work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 4. For whom are we creating value?Who are our most important customers or users?Who are our early adopters?Customer segmentsSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 5. Customer segmentsThey represent separate segments if§  Their needs require and justify a distinct offer§  They are reached through different distributionchannels§  They require different types of relationship§  They have substantially different profit abilities§  They are willing to pay for different aspects of theofferThis work is licensed under Creative Commons Attribution Non Commercial 3.0Who are Ikea’s customers?To whom is Ikea selling its products?
  • 6. Bundle of products and services that create valuefor a specific customer segmentValue propositionSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 7. Value propositionWhat value do we deliver to the customers?Which problem are we helping to solve?Which customer needs are we satisfying?Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 8. Value propositionCustomer value creation§  Getting the job done§  Performance§  Customization§  Design§  Brand§  PriceSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 9. The way a company communicates with and reach itscustomers segments to deliver a value propositionChannelsSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 10. ChannelsHow do our customers want to be reached?Through which channels are we reaching them now?How are we integrating them with customer routines?Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 11. Channels§  Raising awareness among customers aboutcompany’s products and services§  Delivering a value proposition to customers§  Providing post-purchase customer supportThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 12. Describes the types of relationships a companyestablishes with a specific customer segmentCustomer relationshipsSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 13. Customer relationshipsWhat type of relationship does each of ourcustomer segments expect us to establish andmaintain with them?Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 14. Customer relationshipsDrivers•  Customer acquisition•  Customer retention•  Boosting sales (upselling)Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 15. The cash a company generates from each customersegmentRevenue streamsSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 16. For what value are our customers really willing to pay?How much does each revenue stream contribute tooverall revenues?Revenue streamsSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 17. Revenue StreamsThe different types of revenue streams§  Transaction revenues resulting from one-timecustomer payment§  Recurring revenues resulting from ongoingpayments to either deliver a value proposition tocustomers or provide post-purchase customersupportThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 18. The most important assets required to make abusiness model work.Key resourcesSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 19. What key resources do our value proposition require?Our distribution channels? Customer relationship?Revenue streams?Key resourcesSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 20. Key resourcesType of resources•  Physical•  Intellectual•  Human•  FinancialSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 21. The most important things a company mustdo to make its business model workKey activitiesSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 22. Key activitiesWhat key activities do our value propositionrequire? Our distribution channels? Customerrelationship? Revenue streams?Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 23. Key activitiesSome categories§  Production§  Marketing§  Problem solving§  NetworkThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 24. Describes the network of suppliers and partners thatmake the business model workKey partnersSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 25. Who are our key partners / suppliers? Which keyresources / activities are we acquiring from partners?Key partnersSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 26. Key partnersMotivation for creating partnerships§  Optimization and economy of scale§  Reduction of risk and uncertainty§  Acquisition of particular resources andactivitiesThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 27. All costs incurred to operate a business modelCost structureSource: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 28. Cost structureWhat are the most important costs in ourbusiness model?Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0Ikea?
  • 29. Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 30. Source: Alex OsterwalderThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 31. §  Developed by Ash Maurya in2012§  Documented in “Running Lean”§  Adaptation of BM canvas§  Focus on learning§  More actionable§  Designed for Web startupsThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 32. Brainstorm possible models& prioritize1.  Customer Pain Level (Problem/VP)2.  Ease of Reach (Channel)3.  Price/Gross Margin (Revenue Stream/Cost Structure)4.  Market Size (Customer Segment)5.  Technical feasibility (solution)Source: Ash MauryaThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 33. … using lean startup practicesIdentify the riskiest parts of themodel & systematically test themSource: Ash MauryaThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 34. Case studyThis work is licensed under Creative Commons Attribution Non Commercial 3.0
  • 35. Questions?This work is licensed under Creative Commons Attribution Non Commercial 3.0