Business modeling intro
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Business modeling intro

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Describes how

Describes how
your business
makes money

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Business modeling intro Business modeling intro Presentation Transcript

  • Business ModelingIntroduction
  • ?What is aBusinessModel
  • “ Describes how your business makes money ”
  • How does thishelp me?
  • How do we describe abusiness model?
  • ... no common language
  • How do we communicate a business model?
  • 1% 18%Strategy 300%Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Cras in tortor. Sed posuere erat. Maecenas pulvinar nulla eu magna. Vivamus semper, Textrisus ut egestas pulvinar, lectus ante feugiat quam, sit amet congue odio lacus ac ipsum. Aliquam suscipit, est ut volutpat vulputate, nulla felispulvinar libero, non ornare libero ipsum tristique tortor. Fusce sed lorem vitae justo feugiat malesuada. Donec aliquet. Vivamus semper eros necTextdiam. Vivamus sem arcu, imperdiet nec, congue ac, scelerisque vel, nulla. Donec et mauris. Integer a nulla vulputate pede consequat euismod.Praesent molestie urna nec leo. Proin eros. Maecenas ac sem nec dui sodales tempus. Maecenas suscipit egestas velit. Suspendisse vel tortor.Proin imperdiet, sem nec aliquet ultrices, nunc est egestas eros, non hendrerit magna eros eget augue. Maecenas sed leo vitae leo faucibusvulputate. Proin dignissim eros at augue.TextNam luctus nulla non nibh. Nam at lorem ac mauris laoreet viverra. In placerat consequat nunc. Donec rhoncus nunc ac urna. Integer vestibulumcondimentum orci. Fusce velit turpis, malesuada quis, scelerisque ut, eleifend vitae, ipsum. Vestibulum eu erat. Vestibulum justo nisl, tincidunt et,semper vel, tristique quis, eros. Vestibulum tempus, massa vel consectetuer congue, erat magna consequat purus, a facilisis orci nibh vitae purus.Nam tincidunt venenatis ligula. Nunc orci nulla, ornare quis, lobortis viverra, dapibus at, turpis. Suspendisse sit amet nisl at enim tinciduntblandit. Curabitur augue est, suscipit sed, egestas sit amet, vehicula vitae, tellus. Maecenas nec metus vel nisi interdum pellentesque.Development plan•  Quisque augue felis, commodo a, elementum id, faucibus id, sem. Aenean rutrum enim. Praesent pulvinar dignissim nisl. Cras a nunc. Donec tincidunt odio sit amet lacus. Pellentesque metus tortor, ullamcorper vitae, lobortis vel, euismod in, mi. Ut laoreet, tellus laoreet blandit mollis, massa purus posuere purus, quis molestie ligula massa eu metus. Duis placerat, nulla sit amet ornare interdum, neque nunc mollis leo, vitae porttitor mi orci sit amet neque. Donec at enim. In facilisis tellus gravida ligula. Phasellus ut lorem. Pellentesque ac tortor eget augue suscipit ullamcorper. Aenean eleifend porta orci.•  Etiam at arcu. Vestibulum lacinia nunc in eros. Suspendisse potenti. Aliquam erat volutpat. Donec gravida. Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Cum sociis natoque penatibus et magnis dis parturient montes, nascetur ridiculus mus. Maecenas vel enim et metus semper fringilla. Donec ornare arcu. Maecenas faucibus ligula convallis nibh. Mauris dui quam, congue eu, commodo nec, tristique in, enim. Nulla auctor semper urna. Quisque a elit eu purus iaculis vestibulum. Aliquam dictum risus at odio. Fusce at lorem et elit faucibus placerat. Aenean velit. Proin elit odio, blandit et, scelerisque quis, pulvinar a, dui. Nunc magna dolor, bibendum ut, accumsan congue, tincidunt sit amet, neque. Proin consequat tincidunt lacus. In urna dui, congue nec, tincidunt sit amet, facilisis imperdiet, lorem.•  Morbi sed nibh. Vivamus vitae dolor. Ut bibendum volutpat mi. Pellentesque quis magna non lectus elementum pretium. Aliquam quis est vitae arcu consequat12% fringilla. Cras magna risus, placerat eget, egestas consectetuer, ornare vel, felis. Nam ornare justo id orci mattis ultricies. Morbi luctus. Ut pretium odio ac libero. Nunc sollicitudin pharetra lorem. Aenean scelerisque, lacus eget ullamcorper scelerisque, ipsum urna viverra mi, eget viverra quam eros eget velit. Ut lacinia feugiat purus. Cum sociis natoque penatibus et magnis dis parturient montes, nascetur ridiculus mus. Etiam nunc nisl, aliquam blandit, luctus id, Words commodo laoreet, sem. Phasellus sit amet orci ut sapien vulputate pellentesque. Pellentesque dapibus purus et quam. Nam sit amet magna in neque dignissim sodales. Aenean non justo nec magna lobortis volutpat. ... in improper ways
  • How do we measure thesuccess of a business model?
  • ...well, we don’t
  • How do we change an existingbusiness model and innovate?
  • ... (re)inventing the wheel
  • the rightequipment! ...obviously a tool is needed...
  • Business Model CanvasA common “language”, tool todescribe, evaluate and change business models
  • The business model describes: how the how the business business creates delivers value value how the business realizes value
  • BUSINESS MODEL "CANVAS:"9 Building blocks
  • CUSTOMER SEGMENTS" Different groups of people or organizations which we want to reach and serve" www.businessmodelgeneration.com
  • Customer Segment"If they require different:
"•  Value proposition"•  Aspects of the offer"•  Channels"•  Relationships"•  Profitability"…they may represent a separate segment"
  • VALUE PROPOSITION" the unique bundle of products and services which has value for the target customer" www.businessmodelgeneration.com
  • Attributes of the valueproposition ""•  Novelty"•  Performance (tech specs)"•  Customization"•  “Getting the job done”"•  Design"•  Brand/Status"•  Price"•  Cost reduction"•  Risk reduction"•  Accessibility"•  Convenience/usability"
  • CHANNELS"how do we communicate with andreach the target customer" www.businessmodelgeneration.com
  • Channels are for…""•  Raising awareness"•  Helping customers evaluate your “gift”"•  Allowing customers to purchase your “gift”"•  Delivering the “gift”"•  Providing post-purchase customer support"Could be:"•  owned Channels"•  partner Channels"
  • CUSTOMER RELATIONSHIPS" type of relationships we have to establish with the target customer" www.businessmodelgeneration.com
  • Types of relationships""•  Transactional, one-time "•  Long-term, repetitive"•  Individual approach"•  Preferential individual approach"•  Self-service"•  Automated service"•  Building a community"•  Co-creation "•  Switching costs"
  • REVENUE STREAMS" feasible revenue streams, through which the business will make money" www.businessmodelgeneration.com
  • Types of revenue streams?""•  Sale of assets"•  “Pay per view”"•  Subscription "•  Rent/Lease"•  Licensing"•  Commission"
  • KEY RESOURCES"The key «assets» the company needs forthe business model to work" www.businessmodelgeneration.com
  • Types of resources?""•  Physical"•  Intellectual property"•  Financial "•  Human resources"
  • KEY ACTIVITIES"the key activities the company mustperform well for the business model towork" www.businessmodelgeneration.com
  • Types of activities""•  Production"•  Problem solving"•  Platform/network "
  • KEY PARTNERS"network of suppliers and partners, withoutwhich the business model wonʼt work" www.businessmodelgeneration.com
  • Why should we createpartnerships?""•  Optimization and savings in scope/range"•  Reduction of the risk"•  Access and acquisition of resources"
  • COST STRUCTURE"the essential costs without which thebusiness model wonʼt work" www.businessmodelgeneration.com
  • Cost: types, cost structures,attributes""•  Cost-driven (structure)"•  Value-driven (structure)"•  Fixed vs. operational cost (type)"•  Economy of scale (attribute)"•  Economy of scope(attribute)"
  • Key Value Customer" Activities" Proposition" Relationships" Key TargetPartners" Customers" Cost RevenueStructure" Key Channels" Streams" Resources" www.businessmodelgeneration.com
  • www.businessmodelgeneration.com
  • THE CANVAS"KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMERS PROPOSITION RELATIONSHIPS SEGMENTS KEY RESOURCES CHANNELS COST STRUCTURE REVENUE STREAM www.businessmodelgeneration.com
  • Examples
  • КЛЮЧОВИ Co mpliance КЛЮЧОВИ Simple, ПРЕДЛОЖЕНИЕ ВЗАИМО- ТАРГЕТ КЛИЕНТ practical ting Co m munica rt ПАРТНЬОРИ ДЕЙНОСТИ d ОТНОШЕНИЯ Storage an Разработване design at a sma log istics i deas an d Автоматизира- ple на софтуер reasonable Приблизително но lution s for Yo ung peo so масово pr гласова къстъмизиране Глобално rageМаксимално Няма поддръж-същатаice S uppliers Suppliers the ho me w ith aveаутсорсване ка relationships услуга на мрежа inco me покритие без ограничения- Easy self- КЛЮЧОВИ КАНАЛИ IKEA The Bran d РЕСУРСИ та на мрежа hen Онлайн,ing Advertis евтино chise ser vice w IKEA The fran Няма инфра- cho osing, Catalog разпростране- IKEA структура buying an d ние на софтуер Store assembling manageme nt Stores РАЗХОДНА СТРУКТУРА ИЗТОЧНИЦИ НА ПРИХОДИ system Разходна структура на 90% ползват безплатно Go o ds an d софтуерна rketing Ma компания 10% плащат за услугите deliver y ds an d Selling go o ome Restaurant he h et o nn e l Store an d i deas for t Super mark Pers ure infrastruct
  • КЛЮЧОВИ КЛЮЧОВИ ПРЕДЛОЖЕНИЕ ВЗАИМО- ТАРГЕТ КЛИЕНТПАРТНЬОРИ ДЕЙНОСТИ ОТНОШЕНИЯ Software Ind ividualLog is tis development profiles and tions and support reco m menda GlobalAffiliate d Online retail consumers websites s tore market КЛЮЧОВИ КАНАЛИ РЕСУРСИ Amazon.co m Software affiliate d Supply websites re inf ras tructu РАЗХОДНА СТРУКТУРА ИЗТОЧНИЦИ НА ПРИХОДИ Marketing Techno logy Sale d isco un ts Content Deliver y
  • Software ork t The netw developme nt ! The larges (viral) eff ect!Paypal! nance ! tform ! and mainte social pla n: Internet ! ur Co-creatio “share yo users all !Zynga! d ed Network stories an Personaliz lobe!FarmVille ! ith ! over the g developme nt ! content w profiles! s”! the other IT infra! ’ ! 3rd parties Brand! Targeted ! apps! Advertiser s ! games and ed users for ! Key talent adds, game s atform! engineers the FB pl app! and apps! Game and ! and developers Huge DB om! e ! facebook.c users bas ! aring ! Personnel nue! R evenue sh Adds reve and game with app ! IT infrastructure! developers
  • Software ork t The netw developme nt ! The larges (viral) eff ect!Paypal! nance ! tform ! and mainte social pla n: Internet ! ur Co-creatio “share yo users all !Zynga! d ed Network stories an Personaliz lobe!FarmVille ! ith ! over the g developme nt ! content w profiles! s”! the other IT infra! ’ ! 3rd parties Brand! Targeted ! apps! Advertiser s ! games and ed users for ! Key talent adds, game s atform! engineers the FB pl app! and apps! Game and ! and developers Huge DB om! e ! facebook.c users bas ! aring ! Personnel nue! R evenue sh Adds reve and game with app ! IT infrastructure! developers
  • One more example: in Bulgaria
  • Business Students 
 (wanna-preneurs)" model S Start-upers" (segment S)•  Using services as individuals– price sensitive•  Attracting sponsors-clients to make the price acceptable for them•  The individuals are attracted of a particular value•  Sponsors-clients are attracted to a different value
  • “Green path” (without sponsors) KEY KEY ACTIVITIES VALUE CUSTOMERS CUSTOMER PARTNERS PROPOSITION RELATIONSHIPS SEGMENTCisco Systems Workshops Email andStart-UP Online and offline Practical and telephoneFoundation events relevant Social mediaAISEC workshops for Students andCareer centers entrepreneurs, Start-upsLocal centers of the networking KEY RESOURCES CHANNELSCisco EntrepreneurInstitute Social media Programs andSuccessful Direct mailing contententrepreneurs Presentations and Methodology and seminars know-how COST STRUCTURE REVENUE STREAM Payment (facilitators) Participants fees Commissions Franchise fees Business model based completely on revenue from individuals
  • “Green path” (with sponsors) KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTCisco Systems Workshops Email andStart-UP Online and offline Practical and telephoneFoundation events relevant Social media Active workshops for PersonalAISEC Students and selling entrepreneurs, relationshipsCareer centers Start-upsLocal centers of the networking KEY RESOURCES CHANNELSCisco Entrepreneur Media Medium and coverage Social media largeInstitute Direct mailing Sales partners Programs and CSR companiesSuccessful content Presentations and mainly fromentrepreneurs recruitment the corporate Methodology and Networking seminars Sales contacts sector know-how Creating and meeting relationships COST STRUCTURE REVENUE STREAM Payment (facilitators) Participants fees Commissions Franchise fees Sales fees Income from sponsorship packages Business model sponsored by companies and directed completely to individuals
  • Exercise
  • Imagine that you become a proudowner of a soccer team…
  • ... describe the businessmodel of your team
  • What value proposition will you offerand to which customer segment? describing how a wealth management bank acquires its clients
  • How do you reach your customers?
  • How do you build relationships?
  • How do you make money with thisbusiness model?
  • Business model of your team (example) KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENT Play attractively and WebsiteFood and drinks win Playing Blog (RSS)Tickets distribution Brand management spectacular VIP events with theTV channel Video production soccer in team FansMobile operators Personal offence relationshipsAdvertising KEY RESOURCS CHANNELSagencies/ media Advertisingshop space and good Stadium and tickets- Advertisers Trainers and visibility offices players TV channels and Stadium and cell phones infrastructure Sales people COST STRUCTURE REVENUE STREAM Team and trainrs Tickets sale Infrastructure and support Marketing TV channels and mobile Advertising Video operators
  • Contacts:Svetlan Stanoevsstanoev@thebusinessinstitute.euTzvetelina Tenevatzteneva@thebusinessinstitute.eu