Introduction to Business Model Canvas

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Mohsen Malayeri

آشنایی با بوم مدل کسب و کار

Business News & Politics

All Rights Reserved - IEA 2013
www.iranea.com
Introduc)on
to
Business
Model
Canvas

(BMC)
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Introduc)on
to
Business
Model
Canvas
(BMC)
Powered
by:
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Company?
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Company?
A
business
organiza3on
which
sells
a
product

or
service
in
exchange
for
revenue
+
proﬁt
!
We
eliminate
non-‐proﬁts
here
!
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Startup?
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Startup?
A
temporary
organiza3on
designed
to
search

for
a
repeatable
and
scalable
business
model
Steve
Blank
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Business
Model?
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
is
a
Business
Model?
How
a
company
create
value
for
itself
while

delivering
product
or
service
to
customers.
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Value
Proposi)on
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Value
Proposi)on
It
is
not
about
your
idea
or
product!
Thursday, May 2, 13

All Rights Reserved - IEA 2013
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
Thursday, May 2, 13

All Rights Reserved - IEA 2013
NEED
-‐
PROBLEM
Thursday, May 2, 13

All Rights Reserved - IEA 2013
NEED
-‐
PROBLEM
Problem Need
Thursday, May 2, 13

All Rights Reserved - IEA 2013
NEED
-‐
PROBLEM
Accoun3ng
Word
Processing
Problem Need
Thursday, May 2, 13

All Rights Reserved - IEA 2013
NEED
-‐
PROBLEM
Accoun3ng
Word
Processing
Problem Need
Entertainment
Communica3on
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Customer
Segment
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Customer
Segment
WHO
are
they?
WHY
would
they
buy?
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Customer
Segment
WHO
are
they?
WHY
would
they
buy?
Customer
Archetype
Geographic
Social
Demographic
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Channels
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Channels
PHYSICAL
Channel
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Channels
PHYSICAL
Channel
WEB/MOBILE
Channel
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Customer
Rela)onship
Thursday, May 2, 13

All Rights Reserved - IEA 2013
How
do
you
GET,
KEEP,
GROW
your

customers?
Customer
Rela)onship
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Revenue
Resources
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Revenue
Resources
How
do
you
make
money
from
each
Customer

Segment
Thursday, May 2, 13

All Rights Reserved - IEA 2013
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
tac3cs
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Resources
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
are
the
most
important
assets

required
to
make
the
business
model
WORK
Resources
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Partners
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Who
are
the
Key
Partners
and
Suppliers

needed
to
make
the
business
model
WORK?
Partners
Thursday, May 2, 13

All Rights Reserved - IEA 2013
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?
Partners
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Key
Ac)vi)es
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
are
the
most
important
things
you

should
DO
to
make
the
business
model

WORK

Key
Ac)vi)es
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
are
the
most
important
things
you

should
DO
to
make
the
business
model

WORK

Produc3on?
Problem
Solving?
Supply
Chain

Management
Key
Ac)vi)es
Thursday, May 2, 13

All Rights Reserved - IEA 2013
Costs
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
are
the
costs
to
operate
business

model
Costs
Thursday, May 2, 13

All Rights Reserved - IEA 2013
What
are
the
costs
to
operate
business

model
What
are
the
most
important
costs?
What
are
the
most
expensive
costs?
What
key
ac3vi3es
are
the
most
expensive?
Fixe
costs
/
Variable
Costs
Costs
Thursday, May 2, 13

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Tips for Research Keep in mind, to locate credible business sources, they should be: 1. No more than 2 years old (3 is permissible, but avoid going over that). 2. Respected sources (you can google names/titles to be sure). 3. Unbiased-‐-‐no agenda. 4. Written by an easily researched author or entity. Also, keep in mind: 1. A variety of types of sources is always a good idea. 2. There is still some lingering distrust of web-‐exclusive sources. 3. The library resources will help you (but you also don’t need to limit yourself to them). When you locate a credible source: 1. Actively read it, making notes, highlighting, writing questions, etc. 2. Write a one-‐paragraph summary/description of the piece’s content in your own words. 3. Make notes of the major points/information you might use in your project. 4. Identify (either by writing down or highlighting) direct quotes that might be worthy additions to your own project. 5. Make sure you have complete bibliographic information for the piece. 6. Remember that for each credible piece you find, you should find others as well—the first one may or may not be the best one. Once you are crafting a draft, keep the following in mind about integrating research into your work: 1. Always cite sources. Any time you use information that is not your own, it must be cited (whether it is a direct quote or a paraphrase). 2. Don’t rely too heavily on one particular source—mix it up. 3. Introduce qualifications as appropriate. 4. Direct quotes can “spice up” your writing... 5. ...but avoid more than 10% of direct quotes... 6. ...and make sure they connect to the ideas around them... 7. ...and that you properly introduce them (According to, etc.) 8. Don’t end a paragraph with a direct quote. 9. Sources exist in the present tense (“So-‐and-‐so states...” not “So-‐and-‐so stated.”) 10. Always remember that research first educated you...now it must support you. A word about Citation Format: No one is expe ...

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Introduction to Business Model Canvas

14. All Rights Reserved - IEA 2013 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 Thursday, May 2, 13

34. All Rights Reserved - IEA 2013 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 tac3cs Thursday, May 2, 13

45. All Rights Reserved - IEA 2013 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? Partners Thursday, May 2, 13

53. All Rights Reserved - IEA 2013 What are the costs to operate business model What are the most important costs? What are the most expensive costs? What key ac3vi3es are the most expensive? Fixe costs / Variable Costs Costs Thursday, May 2, 13

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