Seed Spark BMC Poster_editable

1. Channels
How do we communicate with customers during
the different phases of the engagement? (see below)
How will we reach our customers physically?
Which end-user channels will scale?
Customer Channel phases:
Awareness - How folk know about our products?
Advertising, Demonstrations…
Evaluation - How we help customers decide to Purchase - How do
customers purchase product?
Sales Channels, Payment Methods…
Delivery - How do we deliver our value prop?
Physical Delivery, Last Mile Routing, Access to Services…
After Sale - How do we provide on-going support?
Maintenance, Consumables…
Value
Propositions
What value do we deliver to our customer?
What problem are we solving for our customer?
What added value are we providing?
What bundles of products and services do we offer each Customer
Segment?
Which customer needs do we satisfy?
Why should our customers choose us over our competitors (or no
solution at all)?
Some Potential Value Propositions:
•Performance
•Customization
•“Getting the Job Done”
•Design
•Brand/Status
•Price
•Cost Reduction
•Risk Reduction
•Accessibility
•Convenience/Usability
•Livelihood Improvement
•Value/Revenue creation
•Safety and Security
•Efficiency
•Reliability
•Maintainability/Serviceability
•Cultural Appropriateness
Key
Resources
What Key Assets & Resources do our Value Propositions require?
Types of resources:
•Human
•Financial
•Physical
•Intellectual (Innovation, Know-How, Brand, Data, etc.)
•Support and Access
Key
Partners
Who are our key Partners?
Who are our key Suppliers?
What skills, expertise and access do Partners have that we do not?
What Partner operations will we piggyback on (Distribution, Sales,
Customer Relationships, Fund Raising, etc.)?
What Partner products or services will we need for our solution to be
effective?
Which Key Resources are we acquiring from partners (Intellectual
Property, Licenses, Customer base, Market Knowledge and Access,
Advice, Sales force access, Distribution network, etc.)?
Which Key Activities do partners perform (Fund Raising, Manufacturing,
Service Provision, Marketing, Sales, Customer Relationship, Metrics and
Measurement, Advice, etc.)?
Motivations for Partnerships:
•Optimization and economy
•Reduction of risk and uncertainty
•Speed of implementation
•Reduced cost
•Acquisition of particular relationships, knowledge, resources or activities
Key
Activities
What Key Actions or Activities are required for our:
Value propositions? Channels? Relationships? Financial Viability?
Example Startup Activities:
Fund Raising; Product and Service Design and Development; Team
Building; Solution Testing & Certification; Partnership Selection
Example Established Project Activities:
Manufacturing; Maintenance; Service Delivery; Fund Raising; Marketing;
Scaling; Sales; Managing Partners; Distribution and Delivery; Customer
Support; What will we do for an encore?
Customer
Relationships
What type of relationship do we have as we acquire, retain & maintain
our customer segments? High touch? Low touch?
How will we reach our customers emotionally?
What are the barriers to a successful relationship? (Culture, Language,
Gender, Accessibility, etc.)
How do we show our commitment to quality?
Who will be our front-line representatives?
Examples:
Personal assistance; Communities; Self-Service; Co-creation; Automated
Services
Who has strong relationships with our customers?
Employees; Retailers; Sales Channels; Partners; Service Providers;
Distributors; Evangelists
Customer
Segments
Customers:
For whom are we creating value?
Who are our most important customers?
Whose pain are we trying to address?
Who will gain from our product or service?
How many customers are in these segments?
Which customer segments scale or offer a gateway to scale?
With whom am I competing for this segment?
Impact Stakeholders:
Who are the main Stakeholders types?
For which Stakeholders are we creating value?
Are there particular “segments” within each Stakeholder type?
What are their main drivers and behaviors?
Do some stakeholders assume several roles, e.g. are your customers
also beneficiaries, are your founders also investors?
Customer Types:
• End Users
• Economic Buyers
• Decision Makers
• Stakeholders
• perhaps Influencers, Recommenders & Saboteurs
Cost Structure
What are the most important costs inherent in our business model?
Which Key Resources are most expensive? Which Key Activities are most expensive?
•Fixed Costs (salaries, rents, utilities, equipment costs, fund raising) – incurred regardless of number of customers served
•Variable costs (Cost of Goods sold, Raw materials, Service agents salaries/commissions) – only incurred when a product or service is provided to a customer
Reducing Costs strategies:
Outsourcing and Partnerships; Economies of Scale; Economies of Scope; Licensing and Franchising; Pro-Bono and Benefits-in-kind
Revenue Streams
What cash do we generate from each customer segment?
For what value are our customers really willing to pay (or how will we set our prices)?
How will be structure the economic exchange (sale, rental, etc.)? How will we conduct the sales transaction?
Revenue Types:
•Asset sale – selling a “thing”
•Service Fees
•Usage & Subscription Fees
•Lending/Renting/Leasing
•Licensing
Fixed pricing:
•List Price
•Customer segment dependent
•Incentivized pricing
•Product feature dependent
•Volume dependent
Dynamic pricing:
•Negotiation (bargaining)
•Yield Management
•Real-time-Market
•Auctions
Mission
What is our company mission?
(Whom we serve, how we do so, and the outcomes we create)
Competitive Landscape
Who are our key competitors? (largest, most menacing?)
How do they compete? What are their value propositions? What are their strengths & weaknesses?
Impact
What impact do you expect to have?
Describe how you might impact lives of users and/or society in general.
# of Jobs created (direct and indirect)?
# of lives impacted?
Name / Company Name: Date: BMC Objective:
Problem Statement
What big problem are we setting out to solve? How large is it? How many people are affected? In what geographies? What external factors surround the problem and might influence our strategy and operations, e.g., the economy, technology, political conditions, social conditions, etc.?

2. Channels
 Instagram and FB to create
awareness
 Using google reviews
 Owned website and third-party
marketplaces
 Customer care for product usage
and all enquiry
Value
Propositions
 Improved pet health and
wellbeing
 Odor control
 Reduced pet shedding
 Easier grooming
 Cost savings
Key
Resources
 Manufacturing facility and Team
 Sales and Marketing Team
 R & D team
 Cash flow
Key
Partners
 Raw material suppliers
 HR consulting agency
 Design & Marketing agency
 Bank
Key
Activities
 Manufacturing
 Marketing
 Logistics
 Advertisement and education
 R & D
 New product design and Launches
Customer
Relationships
 Dedicated personal assistance on
product usage and benefits
 videos for easy understanding on
usage
 Whatsapp inbox support
Customer
Segments
•Pet parents having Dogs or
cats in their home
•Vet Hospitals
•Veterinary Doctors
•Pet shops
•Pet grooming studios
•Independent Pet groomers
•Pet Training schools
•Independent Pet trainers
•Pet boardings
Cost Structure
 Fixed costs and variable costs
 Marketing cost
Revenue Streams
 Sale of goods B2B, B2C
Mission Competitive Landscape
Impact
Name / Company Name: Shameer / Petwell India Date: 08/01/2022 BMC Objective:
Problem Statement