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www.impactor.fi
Welcome
THE IMPACT MEETUP
to
Impact Meetup
series spring 2016
26.1. 5-7 pm: How to structure an impact enterprise
using the SBMC
24.2. 5-7 pm: Today's cooperativism & financing
cooperatives
23.3. 5-7 pm: Modelling, measuring and reporting on
your impact
3.5. 5-7 pm: Crowdfunding for impact enterprises
FOR WHOM? All impact-minded individuals:)
WHERE? Helsinki Think Company, Vuorikatu 5
SCHEDULE
What is Impactor and who are we?
Who are you?
Intro to business models
The Social Business Model Canvas
Wrap-up & upcoming workshop 17.2.
Mingling & sharing stories:)
Cooperative with a purpose of
helping change agents and impact
organizations
to find financial resources
and to transform the economy.
Membership Join the impact
ecosystem
Build your network
Share your knowledge
Bring your challenge to our
coaching clinic
Become an impact investor
Membership fee: 50 euros
WHO ARE WE?
“THE-WHAT-
ORGANIZATION?”
Social enterprise
Mission-driven organization
Impact(-driven)
organization
For-benefit organization
4th sector
Impact-driven: making saving the
world your business
(i.e. you have a social /
environmental mission)
Why financial sustainability?
Measure &maximise your impact -
often toughest “criteria”
Ourguidelines
Examples:
“A business model describes the rationale of how an organization
creates, delivers and captures value” - Osterwalder & Pigneur
Blueprint on how to implement your strategy
Business model vs. business plan
Current reality vs. ideal situation
What is a business model?
Examples of business models
Fee-for-service - e.g. solar energy
Cross-compensation - e.g. Aravind Eye Care
Market intermediary - e.g. Fair Trade
Freemium
Business Model Canvas
= visual communication tool
Photo: http://www.optometrystudents.com/event/infinite-vision-one-doctor-india-changed-future-eye-care/
Aravind Eye Care System
“quality at prices that everyone
can afford”
combination of high quality and
high volume --> “The McDonald's
of Health Organisations”
Photo: https://www.flickr.com/photos/62532814@N03/5737237128
2 646 129 → 2/3
315 483 → 3/4
Photo: https://www.flickr.com/photos/62532814@N03/5737237128
2 646 129 → 2/3
315 483 → 3/4 Apr 2010 - Mar 2011
outpatient visits:
surgeries:
fraction of services
to the poor either
free or at a steeply
subsidized rate
1.
2.
3.
7.
5.
4.
9.
8.
6.
12.
10.
11.
color code your customer segments and the
according value propositions - easier to follow
make separate canvases for separate products or
services, if they differ much
in existing organizations: make separate canvases
for current situation & ideal situation
most important: how does everything align
Tips for filling out the canvas
VALUE PROPOSITION
why do your customers come to you?
new? better? tailored?
how do you solve customer problems and satisfy
customer needs?
social value proposition
customer value proposition
impact measures
describe how value is created
don’t do everything - focus on few things & do them well
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
Aravind Eye Care System
BENEFICIARY &
CUSTOMER SEGMENTS
“the different groups of people or organizations an
enterprise aims to reach and serve” -Osterwalder &
Pigneur
heart of any business model
beneficiary (edunsaaja): is served by the organization,
but does not necessarily pay for products / services
different needs
different ability to pay
require different relationships
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
Aravind Eye Care System
INTERVENTION
describe your product or service
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
Aravind Eye Care System
CHANNELS
Value propositions are delivered
to customers through communication,
distribution & sales channels
Interface with customers & beneficiaries
Direct / indirect channels
Own / partner channels
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
Aravind Eye Care System
REVENUE STREAMS
for what value is each customer segment willing to
pay?
sales, usage fees, subscription
fees, lending/renting/leasing, licensing, commission
advertising
each revenue stream may have different pricing
mechanisms (fixed / dynamic pricing)
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
Aravind Eye Care System
KEY ACTIVITIES
what do you do to make the aspects of your business
model come to life?
what do you need to be able to do yourself?
e.g. sales, marketing, R&D, production, customer
service
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
• scouting out patients
• education & training
• surgery
• R&D
Aravind Eye Care System
KEY RESOURCES
what do you need to carry out your activities?
the most important assets to make your business
model work
physical, financial, intellectual, human
owned / acquired from partners
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
• scouting out patients
• education & training
• surgery
• R&D
• hospital equipment
• doctors & support
staff
Aravind Eye Care System
KEY PARTNERS &
STAKEHOLDERS
who do you need to make the business model work
who do you need to involve to deliver your value
proposition to your customer and beneficiaries?
e.g. suppliers, funders, regulatory bodies,
government
funders can be identified either as partners or
customers
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
• scouting out patients
• education & training
• surgery
• R&D
• hospital equipment
• doctors & support
staff
• NGOs & major
foundations
• WHO
• research collaborators
Aravind Eye Care System
COST STRUCTURE
What costs are incurred to operate your business model?
How do your costs change as you scale up your organization?
Fixed costs: salaries, rents etc. whatever incurs even when
production 0
Variable costs: whatever varies depending on production level
Economies of scale: cost per unit decreases when production
increases
Economies of scope: cost per unit decreases when scope of
operations increases, i.e. marketing efforts may support several
products
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
• scouting out patients
• education & training
• surgery
• R&D
• hospital equipment
• doctors & support
staff
• NGOs & major
foundations
• WHO
• research collaborators
• equipment & materials
• salaries
• R&D
• accommodation, nutrition &
travel of patients
Aravind Eye Care System
SURPLUS
How will you invest your profit?
SOCIAL VALUE
PROPOSITION:
eradicating blindness -->
economic productivity
IMPACT MEASURES:
• n:o of low-income patients treated
• n:o reached via screening camps
• n:o of health workers trained
--> reduction in unemployment &
illiteracy
CUSTOMER VALUE
PROPOSITION
• free / low-cost eye care
services incl. transport to
hospital
• quality & humane care
the affluent
the poor
• low-cost eye care
• “McDonald’s model”:
highly replicable &
standardized
eye camps in rural
areas, base
hospitals, clinics
“pay according to your
abilities”: the poor do not
pay (2/3 of customers),
the affluent do
• scouting out patients
• education & training
• surgery
• R&D
• hospital equipment
• doctors & support
staff
• NGOs & major
foundations
• WHO
• research collaborators
• equipment & materials
• salaries
• R&D
• accommodation, nutrition &
travel of patients
• generated from affluent
customer’s fees
• goes towards developing
& growing Aravind
Aravind Eye Care System
SOURCES:
Osterwalder & Pigneur (2010):
Business Model Generation
http://www.socialbusinessmodelcanvas.
com/
http://socialleancanvas.com/
Wrap up -
questions,
comments?
normally 189 €
(incl. VAT 24 €)
94,50 €
Impact Meetup
series spring 2016
26.1. 5-7 pm: How to structure an impact
enterprise using the SBMC
24.2. 5-7 pm: Today's cooperativism & financing
cooperatives
23.3. 5-7 pm: Modelling, measuring and reporting
on your impact
3.5. 5-7 pm: Crowdfunding for impact enterprises
FOR WHOM? All impact-minded individuals:)
WHERE? Helsinki Think Company, Vuorikatu 5
Where can
you find us?
jenni.selosmaa@impactor.fi
kristiina.ullgren@impactor.fi
saila.kokkonen@impactor.fi
Impactor
www.impactor.fi
@impactor_fi
THANK YOU SO MUCH FOR
COMING!

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Impact Meetup: How to structure an impact enterprise using the Social Business Model Canvas

  • 3. Impact Meetup series spring 2016 26.1. 5-7 pm: How to structure an impact enterprise using the SBMC 24.2. 5-7 pm: Today's cooperativism & financing cooperatives 23.3. 5-7 pm: Modelling, measuring and reporting on your impact 3.5. 5-7 pm: Crowdfunding for impact enterprises FOR WHOM? All impact-minded individuals:) WHERE? Helsinki Think Company, Vuorikatu 5
  • 4. SCHEDULE What is Impactor and who are we? Who are you? Intro to business models The Social Business Model Canvas Wrap-up & upcoming workshop 17.2. Mingling & sharing stories:)
  • 5. Cooperative with a purpose of helping change agents and impact organizations to find financial resources and to transform the economy.
  • 6. Membership Join the impact ecosystem Build your network Share your knowledge Bring your challenge to our coaching clinic Become an impact investor Membership fee: 50 euros
  • 9.
  • 10. Impact-driven: making saving the world your business (i.e. you have a social / environmental mission) Why financial sustainability? Measure &maximise your impact - often toughest “criteria” Ourguidelines
  • 12. “A business model describes the rationale of how an organization creates, delivers and captures value” - Osterwalder & Pigneur Blueprint on how to implement your strategy Business model vs. business plan Current reality vs. ideal situation What is a business model?
  • 13. Examples of business models Fee-for-service - e.g. solar energy Cross-compensation - e.g. Aravind Eye Care Market intermediary - e.g. Fair Trade Freemium
  • 14. Business Model Canvas = visual communication tool
  • 15. Photo: http://www.optometrystudents.com/event/infinite-vision-one-doctor-india-changed-future-eye-care/ Aravind Eye Care System “quality at prices that everyone can afford” combination of high quality and high volume --> “The McDonald's of Health Organisations”
  • 17. Photo: https://www.flickr.com/photos/62532814@N03/5737237128 2 646 129 → 2/3 315 483 → 3/4 Apr 2010 - Mar 2011 outpatient visits: surgeries: fraction of services to the poor either free or at a steeply subsidized rate
  • 19. color code your customer segments and the according value propositions - easier to follow make separate canvases for separate products or services, if they differ much in existing organizations: make separate canvases for current situation & ideal situation most important: how does everything align Tips for filling out the canvas
  • 20. VALUE PROPOSITION why do your customers come to you? new? better? tailored? how do you solve customer problems and satisfy customer needs? social value proposition customer value proposition impact measures describe how value is created don’t do everything - focus on few things & do them well
  • 21. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care Aravind Eye Care System
  • 22. BENEFICIARY & CUSTOMER SEGMENTS “the different groups of people or organizations an enterprise aims to reach and serve” -Osterwalder & Pigneur heart of any business model beneficiary (edunsaaja): is served by the organization, but does not necessarily pay for products / services different needs different ability to pay require different relationships
  • 23. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor Aravind Eye Care System
  • 25. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized Aravind Eye Care System
  • 26. CHANNELS Value propositions are delivered to customers through communication, distribution & sales channels Interface with customers & beneficiaries Direct / indirect channels Own / partner channels
  • 27. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics Aravind Eye Care System
  • 28. REVENUE STREAMS for what value is each customer segment willing to pay? sales, usage fees, subscription fees, lending/renting/leasing, licensing, commission advertising each revenue stream may have different pricing mechanisms (fixed / dynamic pricing)
  • 29. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do Aravind Eye Care System
  • 30. KEY ACTIVITIES what do you do to make the aspects of your business model come to life? what do you need to be able to do yourself? e.g. sales, marketing, R&D, production, customer service
  • 31. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do • scouting out patients • education & training • surgery • R&D Aravind Eye Care System
  • 32. KEY RESOURCES what do you need to carry out your activities? the most important assets to make your business model work physical, financial, intellectual, human owned / acquired from partners
  • 33. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do • scouting out patients • education & training • surgery • R&D • hospital equipment • doctors & support staff Aravind Eye Care System
  • 34. KEY PARTNERS & STAKEHOLDERS who do you need to make the business model work who do you need to involve to deliver your value proposition to your customer and beneficiaries? e.g. suppliers, funders, regulatory bodies, government funders can be identified either as partners or customers
  • 35. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do • scouting out patients • education & training • surgery • R&D • hospital equipment • doctors & support staff • NGOs & major foundations • WHO • research collaborators Aravind Eye Care System
  • 36. COST STRUCTURE What costs are incurred to operate your business model? How do your costs change as you scale up your organization? Fixed costs: salaries, rents etc. whatever incurs even when production 0 Variable costs: whatever varies depending on production level Economies of scale: cost per unit decreases when production increases Economies of scope: cost per unit decreases when scope of operations increases, i.e. marketing efforts may support several products
  • 37. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do • scouting out patients • education & training • surgery • R&D • hospital equipment • doctors & support staff • NGOs & major foundations • WHO • research collaborators • equipment & materials • salaries • R&D • accommodation, nutrition & travel of patients Aravind Eye Care System
  • 38. SURPLUS How will you invest your profit?
  • 39. SOCIAL VALUE PROPOSITION: eradicating blindness --> economic productivity IMPACT MEASURES: • n:o of low-income patients treated • n:o reached via screening camps • n:o of health workers trained --> reduction in unemployment & illiteracy CUSTOMER VALUE PROPOSITION • free / low-cost eye care services incl. transport to hospital • quality & humane care the affluent the poor • low-cost eye care • “McDonald’s model”: highly replicable & standardized eye camps in rural areas, base hospitals, clinics “pay according to your abilities”: the poor do not pay (2/3 of customers), the affluent do • scouting out patients • education & training • surgery • R&D • hospital equipment • doctors & support staff • NGOs & major foundations • WHO • research collaborators • equipment & materials • salaries • R&D • accommodation, nutrition & travel of patients • generated from affluent customer’s fees • goes towards developing & growing Aravind Aravind Eye Care System
  • 40. SOURCES: Osterwalder & Pigneur (2010): Business Model Generation http://www.socialbusinessmodelcanvas. com/ http://socialleancanvas.com/
  • 42. normally 189 € (incl. VAT 24 €) 94,50 €
  • 43. Impact Meetup series spring 2016 26.1. 5-7 pm: How to structure an impact enterprise using the SBMC 24.2. 5-7 pm: Today's cooperativism & financing cooperatives 23.3. 5-7 pm: Modelling, measuring and reporting on your impact 3.5. 5-7 pm: Crowdfunding for impact enterprises FOR WHOM? All impact-minded individuals:) WHERE? Helsinki Think Company, Vuorikatu 5
  • 44. Where can you find us? jenni.selosmaa@impactor.fi kristiina.ullgren@impactor.fi saila.kokkonen@impactor.fi Impactor www.impactor.fi @impactor_fi
  • 45. THANK YOU SO MUCH FOR COMING!