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Running Lean Canvas

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Adaptation of Osterwald

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Running Lean Canvas

  1. 1. BUSINESS MODEL CANVAS HOW TO DOCUMENT YOUR BUSINESS MODEL HYPOTHESES ASH MAURYA @ashmaurya http://www.ashmaurya.com
  2. 2. The Validated Learning Loop
  3. 3. The Validated Learning Loop Not just limited to code
  4. 4. Start with Worksheets
  5. 5. Customer Discovery Worksheets 1. Product 2. Customer Steve Blank 3. Channel/Pricing 4. Demand Creation 5. Market Type 6. Competition
  6. 6. Simplified Customer Discovery Worksheets 1. C-P-S Hypothesis 2. Business Model Hypothesis - Business Assumptions - MVP Assumptions - Funnel Assumptions
  7. 7. 3 Facets of a Business Model Hypotheses 1. WHAT: Problem What is the problem you are trying to solve? 2. WHO: Customer Who has the problem? 3. HOW: Product/Market How do you solve this problem? How big is this market? How are you going to reach this customer? How do you drive demand? How will you make money?
  8. 8. Then get it down tighter
  9. 9. Business Model vs Business Plan
  10. 10. Business Model vs Business Plan A document investors make you write that they don’t read
  11. 11. Business Model vs Business Plan A single diagram of your business
  12. 12. Business Model Canvas Alex Osterwalder Business Model Canvas Key Partners Key Activities Value Customer Customer Proposition Relationships Segments Key Channels Resources Cost Structure Revenue Streams
  13. 13. Business Model Canvas Alex Osterwalder Business Model Canvas Applied to 4 Steps to Epiphany: http://thestartuptoolkit.com
  14. 14. Business Model Canvas Alex Osterwalder Business Model Canvas Applied to 4 Steps to Epiphany: http://thestartuptoolkit.com One more iteration: http://www.wiredreach.com/runninglean.html
  15. 15. Problem Solution Unique Value Unfair Customer Proposition Advantage Segments Key Activity Channels Cost Structure Revenue Streams
  16. 16. Problem Solution Unique Value Unfair Customer Proposition Advantage Segments Key Activity Channels Cost Structure Revenue Streams PRODUCT MARKET
  17. 17. P S UVP UA CS Top 3 problems KA CH C$ R$
  18. 18. P S UVP UA CS Top 3 problems Target customers KA CH C$ R$
  19. 19. P S UVP UA CS Top 3 problems Top 3 features Target customers KA CH C$ R$
  20. 20. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Target customers compelling message that states why you are different and worth buying KA CH C$ R$
  21. 21. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Target customers compelling message that states why you are different and worth buying KA CH Activity that drives retention/revenue C$ R$
  22. 22. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Target customers compelling message that states why you are different and worth buying KA CH Activity that drives Path to customers retention/revenue C$ R$
  23. 23. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Can’t be easily copied Target customers compelling message or bought that states why you are different and worth buying KA CH Activity that drives Path to customers retention/revenue C$ R$
  24. 24. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Can’t be easily copied Target customers compelling message or bought that states why you are different and worth buying KA CH Activity that drives Path to customers retention/revenue C$ R$ Customer Acquisition Costs Distribution Costs Hosting People, etc.
  25. 25. P S UVP UA CS Top 3 problems Top 3 features Single, clear, Can’t be easily copied Target customers compelling message or bought that states why you are different and worth buying KA CH Activity that drives Path to customers retention/revenue C$ R$ Customer Acquisition Costs Revenue Model Distribution Costs Life Time Value Hosting Revenue People, etc. Gross Margin
  26. 26. Thanks! ASH MAURYA @ashmaurya http://www.ashmaurya.com

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