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The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
The business model canvas
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The business model canvas

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  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

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