A business model describes the rationale of how an organization creates, delivers, and captures value, in economic, social, cultural or other contexts.

2. Study : EN001 – ENTREPRENEURSHIP 1
Year : 2013
Topic : BUSINESS MODEL
7 SEPTEMBER 2013 – HENDRY HARTONO, SE., MM
SOSIALISASI DOSEN
ENTREPRENEURSHIP

3. What is Business Model?
A business model articulates the logic, the data
and other evidence that support a value
proposition for the customer, and viable
structure of revenues and costs for the
enterprise that delivering that value. (Teece,
2010)

4. Bina Nusantara
PART 1
BEYOND PROFIT
A BUSINESS MODEL DESCRIBES THE
RATIONALE OF HOW AN ORGANIZATION
CREATES, DELIVERS, AND CAPTURES VALUE

5. Business model types:
1. E-shop
2. e-procurement
3. e-malls
4. e-auction
5. virtual communities
6. portals
7. brokers
8. advertising

6. The nine building block
1. Customer Segments (CS), an organization serves
one or several customer segment
2. Value Proposition (VP), it seeks to solve
customer problem and satisfy customer needs
with value proposition
3. Channels (CH), value proposition are delivered
to customers through communication,
distribution, and sales channels
4. Customer Relationship (CR), are establish and
maintained with each customer segment

7. 5. Revenue Streams (R$), result from value
proposition successfully offered to customer
6. Key Resources (KR), are the assets required to
offer and deliver the previously described
elements
7. Key Activity (KA), by performing a number of
key activities
8. Key Partnership (KP), some activities are
outsourced and some resources are acquired
outside the enterprise
9. Cost Structure (C$), the business model element
result in the cost structure

8. Business Model Canvas

9. Bina Nusantara
OFFER = VALUE PROPOSITION ?

10. OFFER = VALUE PROPOSITION ?
Value Proposition
The bundle of products and services that create
value for a specific customer segment
Bina Nusantara
Source: BMG page 22-23
Question:
1. What value do we deliver to the customer?
2. Which one of our customer’s problem are we helping to
solve?
3. Which customer needs are we satisfying?
4. What bundles of products and services are we offering
to each customer segment?

11. Bina Nusantara
What does she
say and do?
What is her attitude?
What could she be
telling others
Pay particular attention to
potential conflicts between
what a customer might say and
what she may truly think or feel
What is the
customer’s
pain?
What are her
biggest
frustrations?
What obstacles stand
between her and
what she wants or
needs to achieves?
What does the
customer gain?
What does she truly
want or need to
achieve?
How does she
measure success?
Think of some strategies
she might use to achieve
her goal

12. Bina Nusantara
What does she
see?
What does it look like?
Who surrounds her?
Who are her friends?
What type of offer is
she exposed to daily?
What problems does
she encounter?
What does she
hear?
What do her friends
say?
Who really influences
her and how?
Which media channels
are influential?
What does she
really think and
feel?
What is really important
to her?
Imagine her emotions.
What moves her?
What might keep her up
at night?
Try describing her
dream and aspirations.

13. TEAM EXERCISE
• Please take Business Model Canvas A3
• Watch the video
• Present in front of class

16. References
• Alexander Osterwalder & Yves Pigneur, Business Model Generation, John
Willey & Sons. Inc. Hoboken, New Jersey, United States of America, 2010,
ISBN: 978-0470-8764-1
• Donald F. Kuratko, Jeffrey S. Hornby (2009). New Ventures Management,
The Entrepreneur’s Roadmap. Pearson Prentice Hall, New Jersey, ISBN 0-
13-135530-9