Business Model Canvas Workshop at Startup Pirates @ Bratislava

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Business Model Canvas Workshop at Startup Pirates @ Bratislava by Rafael Pires …

Business Model Canvas Workshop at Startup Pirates @ Bratislava by Rafael Pires
Monday, August 13, 2012
Connect Coworking

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  • 1. Business Model Canvas
  • 2. Expectations?
  • 3. What actually is abusiness model? Tell me...
  • 4. “A business model describes therationale of how an organizationcreates, delivers, and capturesvalue”
  • 5. Customer SegmentsPeople or organizations an enterprise aims to reach.
  • 6. Customer SegmentsFor  whom  are  we  crea+ng  value?  Who  are  our  most  important  customers?  
  • 7. Customer SegmentsThey represent separate segments if: ¤ Their needs require and justify a distinct offer; ¤ They are reached through different distribution channels; ¤ They require different types of relationship; ¤ They have substantially different profit abilities; ¤ They are willing to pay for different aspects of the offer.
  • 8. Customer SegmentsThey represent separate segments if: ¤ Their needs require and justify a distinct offer; ¤ They are reached through different distribution channels; ¤ They require different types of relationship; ¤ They have substantially different profit abilities; ¤ They are willing to pay for different aspects of the offer. Who are Facebook’s customers? To who is Facebook selling its products?
  • 9. Value Proposition Bundle of products and services that create value for a specific Customer Segment.
  • 10. Value Proposition What  value  do  we  deliver  to  the  customers?   Which  problem  are  we  helping  to  solve?   Which  customer  needs  are  we  sa+sfying?    
  • 11. Value PropositionCustomer value creation: ¤ “Getting the job done”; ¤ Performance; ¤ Customization; ¤ Design; ¤ Brand; ¤ Price
  • 12. Value PropositionCustomer value creation: ¤ “Getting the job done”; ¤ Performance; ¤ Customization; ¤ Design; ¤ Brand; ¤ Price Facebook?
  • 13. ChannelsThe way a company communicates with and reach its customers segments to deliver a value proposition.
  • 14. ChannelsThrough which channels do our Customer Segments want to be reached? How are we reaching them now?How are we integrating them with customer routines?
  • 15. Channels¤ Raising awareness among customers about company’s products and services;¤ Delivering a Value proposition to customers¤ Providing post-purchase customer support
  • 16. Channels¤ Raising awareness among customers about company’s products and services;¤ Delivering a Value proposition to customers¤ Providing post-purchase customer support Facebook?
  • 17. Customer Relationships Describes the types of relationships a company establishes with a specific Customer Segment.
  • 18. Customer Relationships What type of relationship does each of our costumersegments expect us to establish and maintain with them?
  • 19. Customer Relationships Drivers:¤ Customer acquisition;¤ Customer retention;¤ Boosting sales (upselling).
  • 20. Customer Relationships Drivers:¤ Customer acquisition;¤ Customer retention;¤ Boosting sales (upselling). Facebook?
  • 21. Revenue Streams The cash a company generates from each customer segment
  • 22. Revenue StreamsFor what value are our customers really willing to pay? How much does each Revenue Stream contribute to overall revenues?
  • 23. Revenue StreamsThe different types of revenue streams: ¤ Transaction revenues resulting from one-time customer payment. ¤ Recurring revenues resulting from ongoing payments to either deliver a value proposition to customers or provide post-purchase customer support.
  • 24. Revenue StreamsThe different types of revenue streams: ¤ Transaction revenues resulting from one-time customer payment. ¤ Recurring revenues resulting from ongoing payments to either deliver a value proposition to customers or provide post-purchase customer support. Facebook?
  • 25. Key resourcesThe most important assets required to make a business model work.
  • 26. Key resourcesWhat Key Resources do our Value Proposition require? Our Distribution Channels? Customer Relationship? Revenue Streams?
  • 27. Key resources¤ Physical;¤ Intellectual;¤ Human;¤ Financial.
  • 28. Key resources¤ Physical;¤ Intellectual;¤ Human;¤ Financial. Facebook?
  • 29. Key activitiesThe most important things a company must do to make its business model work.
  • 30. Key activitiesWhat Key Activities do our Value Proposition require?Our Distribution Channels? Customer Relationship? Revenue Streams?
  • 31. Key activitiesSome categories: ¤ Production; ¤ Marketing ¤ Problem solving; ¤ Network.
  • 32. Key activitiesSome categories: ¤ Production; ¤ Marketing ¤ Problem solving; ¤ Network. Facebook?
  • 33. Key partnershipsDescribes the network of suppliers and partners that make the business model work.
  • 34. Key partnerships Who are our Key Partners/Suppliers? Which Key resources/activities are we acquiring from partners?
  • 35. Key partnershipsMotivation for creating partnerships: ¤ Optimization and economy of scale; ¤ Reduction of risk and uncertainty; ¤ Acquisition of particular resources and activities.
  • 36. Key partnershipsMotivation for creating partnerships: ¤ Optimization and economy of scale; ¤ Reduction of risk and uncertainty; ¤ Acquisition of particular resources and activities. Facebook?
  • 37. Cost structure All costs incurred to operate a business model.
  • 38. Cost structure What  are  the  most  important  costs  inherent  in  our   business  model?   Which  Key  Resources/Ac+vi+es  are  most  expensive?  
  • 39. Cost structure Facebook?
  • 40. Loans that change lives
  • 41. Business Model PrototypingNapkin  Sketch   Canvas   Business  Case   Field  Test  
  • 42. Business Model PrototypingNapkin  Sketch   Canvas   Business  Case   Field  Test   We look for the apropriate business model
  • 43. Business Model PrototypingNapkin  Sketch   Canvas   Business  Case   Field  Test   We look for the apropriate business model ...so let’s generate option first!
  • 44. Interested in knowing more?Contact me at rafael@startuppirates.org
  • 45. Credits... 1.  http://www.businessmodelgeneration.com/ 2.  http://www.slideshare.net/Alex.Osterwalder/what-is-a- business-model 3.  http://www.slideshare.net/Alex.Osterwalder/business-models- beyond-profit-social-entrepreneurship-lecture-wise-etienne- eichenberger-iqbal-quadir-grameen-bank-grameen-phone