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BUSINESS MODEL CANVAS
AGENDA
• Ground Rules
• Business Models
• The Business Model Canvas (BMC)
• Activity 1 - Build your BMC
• Different Templates
• Business Model Patterns
• Refining your BMC
• Activity 2 – Pivot on your BMC
GROUND RULES
• Please do not use Apple, Amazon or Google in a generic context. Specific aspects of their businesses can
be used as examples or for discussion. ‘Steve Jobs’ is not allowed in the conversation.
• Cell phones on silent
• Laptops closed
• Please be vocal
• Feel free to bring up contrary opinions
• Provide feedback
BUSINESS MODELS
How Would You Describe
Netflix or TVS Motors or Apollo Hospitals
to someone who has not heard about them.
SOME KEY CHARACTERISTICS
• They are abstract.
• They can be visual, conceptual or textual
• They are strategic
• They include customers
• They assume that the business is a ‘going concern’
• They involve interdependent systems
A business model describes
the rationale of
how an organization creates, delivers, and captures value
Wouldn’t it be great
if there was a common way
to exchange model information
BUSINESS MODEL CANVAS
CREATED BY ALEXANDER OSTERWALDER & YVES PIGNEUR
How would you describe
an organization’s business model
CUSTOMER SEGMENTS
• Does your customers’ needs require and justify a distinct offer?
• Do you have to reach them through different Distribution Channels?
• Do they require different types of relationships?
• Do they have substantially different profitabilities?
• Will they pay for different aspects of the offer?
• Examples – Mass Market, Niche Market, Segmented, Diversified, Platforms
VALUE PROPOSITIONS
• Which one of our customer’s problems are we helping to solve?
• Which customer needs are we satisfying?
• What bundles of products and services are we offering to each Customer Segment?
• Examples – Newness, Performance, Customization, Getting the job done, design, brand, price, reduced
cost, reduced risk etc
CHANNELS
• How to raise awareness among customers about a company’s products and services?
• How to help customers evaluate a company’s Value Proposition
• How to allow customers to purchase specific products and services
• How to deliver a Value Proposition to customers
• How to provide post-purchase customer support
• Examples – Direct & Indirect
CUSTOMER RELATIONSHIPS
• How to acquire?
• How to retain?
• How to upsell?
• Examples – Personal, Dedicated Personal, Self-service, Automated, Communities, Co-creation
REVENUE STREAMS
• What kind of revenue is needed?
• Examples – Asset sale, Usage Fee, Subscription, Lending, Licensing, Brokerage, Advertising
KEY RESOURCES & ACTIVITIES
• Resources Examples – Physical, Intellectual, Human, Financial
• Activities Examples – Production, Problem Solving, Platform,
KEY PARTNERSHIPS
• Are Optimization & Economies of Scale needed?
• Is Risk Reduction needed?
• Is acquisition of particular resources & activities needed?
• Examples – Strategic Alliances, Co-opetition, Joint Ventures, Buyer-supplier
COST STRUCTURE
• Cost-driven vs Value-driven
• Examples – Fixed, Variable,
Activity
Develop a BMC
for
FastTrack
(taxi, not watch)
OTHER TEMPLATES
LEAN CANVAS
BUSINESS MODEL PATTERNS
UNBUNDLED - INTRODUCTION
Product
Innovation
Customer
Relationships
Infrastructure
Product
Innovation
Customer
Relationships
Infrastructure
UNBUNDLED – BMC – CUSTOMER RELATIONSHIP
UNBUNDLED – BMC – PRODUCT INNOVATION
UNBUNDLED – BMC - INFRASTRUCTURE
THE LONG TAIL - INTRODUCTION
THE LONG TAIL - BMC
MULTI-SIDED PLATFORMS - INTRODUCTION
Customer
Type 1
Customer
Type 2
Customer
Type 3
MULTI-SIDED PLATFORMS - BMC
REFINING YOUR BMC
WHY INNOVATE?
Satisfy Bring
Improve Create
Market Objectives
Reactive Adaptive
Expansive Pro-active
Org Motivations
‘PIVOT’
• Start with any of the boxes and brainstorm how that can change
• Figure out how the rest of the model changes with this ‘pivot’
• Do a SWOT on this ‘new’ model to understand its quirks
• Cannot apply traditional organizational KPIs in a business model experiment -> Build-Measure-Learn
THE BMC STAIRCASE
Checklist
Story
Patterns
Test &
Learn
Activity
Help FastTrack Innovate
Business model canvas

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Business model canvas

Editor's Notes

  1. Verbal activity – 2 min
  2. Peeps might have noticed this
  3. Alexander Osterwalder & Wikipedia
  4. Found it hard to communicate Cover the main aspects of a business Some ground for Common understanding
  5. 5 minutes to put down sticky notes. 5 min to group it.
  6. How many of you have seen this? Used this? Right side focuses on customers & delivering value Left side focuses on what it takes to create value Bottom focuses on financials Middle is the value proposition – what are customers willing to pay for the value you deliver An organization serves one or several Customer Segments. It seeks to solve customer problems and satisfy customer needs with value propositions. Value propositions are delivered to customers through communication, distribution, and sales Channels. Customer relationships are established and maintained with each Customer Segment. Revenue streams result from value propositions successfully offered to customers. Key resources are the assets required to offer and deliver the previously described elements by performing a number of Key Activities. Some activities are outsourced and some resources are acquired outside the enterprise. The business model elements result in the cost structure.
  7. The Customer Segments Building Block defines the different groups of people or organizations an enterprise aims to reach and serve Ask yourself these questions For whom are we creating value? Who are our most important customers?
  8. The Value Propositions Building Block describes the bundle of products and services that create value for a specific Customer Segment
  9. The Channels Building Block describes how a company communicates with and reaches its Customer Segments to deliver a Value Proposition
  10. The Customer Relationships Building Block describes the types of relationships a company establishes with specific Customer Segments What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How costly are they? How are they integrated with the rest of our business model?
  11. The Revenue Streams Building Block represents the cash a company generates from each Customer Segment (costs must be subtracted from revenues to create earnings) Transaction revenues resulting from one-time customer payments Recurring revenues resulting from ongoing payments to either deliver a Value Proposition to customers or provide post-purchase customer support
  12. The Key Resources Building Block describes the most important assets required to make a business model work What Key Resources do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams? The Key Activities Building Block describes the most important things a company must do to make its business model work What Key Activities do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams?
  13. The Key Partnerships Building Block describes the network of suppliers and partners that make the business model work Who are our Key Partners? Who are our key suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?
  14. The Cost Structure describes all costs incurred to operate a business model What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive?
  15. 15 min to do the activity, 15 min to explain
  16. Ash Maurya The Lean Canvas is more actionable and entrepreneur-focused. It deeply focuses on startup factors such as uncertainty and risk. The Lean Canvas is also majorly meant for entrepreneurs and not the customers, consultants, investors or advisors. It has no specific medium of implementation and you can use it first and then shift to the Business Model Canvas or either way.
  17. Roman’s Product Canvas helps you create a product with a great user experience and the right features. It combines Agile and UX by complementing user stories with personas, storyboards, scenarios, design sketches and other UX artefacts. The canvas replaces a traditional product backlog. It’s designed for Lean Startup, Lean UX, Business Model Generation, and Scrum.
  18. The Value Proposition Canvas was created by Alexander Osterwalder to help business builders to be very clear about who a business is for and how it delivers value to them. Used well, it can be a terrific tool for figuring out why anything is valuable. 
  19. The concept of the “unbundled” corporation holds that there are three fundamentally different types of businesses: Customer Relationship businesses, product innovation businesses, and infrastructure businesses. • Each type has different economic, competitive, and cultural imperatives. • The three types may co-exist within a single corporation, but ideally they are “unbundled” into separate entities in order to avoid conflicts or undesirable trade-offs.
  20. Everything in this model is tailored to understanding and serving customers, or building strong Customer Relationships KP Product and service innovation, infrastructure acquired from third parties KR key assets and resources are the customer base and subscriber trust acquired over time C$ Customer acquisition and retention comprise main costs, which include branding and marketing expenses R$ This model aims at generating revenues with a broad scope of products built upon customer trust—the goal is to win a large “share of wallet”
  21. KA & VP activity is focused on leveraging research and development to bring new products and services to market CS Products and services can be brought to market directly, but are usually delivered through B2B intermediaries focused on customer relationships KR & C$ High cost base due to the battle over creative talent, the key resource in this model R$ High premium chargeable because of novelty factor
  22. KA The activities and offer are focused on delivering infrastructure services CS Services are usually delivered to business customers C$ Platform is characterized by high fixed costs, which are leveraged through scale and large volume R$ revenues are based on low margins and high volume Osterwalder, Alexander. Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers (p. 65). Wiley. Kindle Edition.
  23. How do traditional book stores work or department stores? 43% of sales in amazon from books available in other stores 57% from the long tail LONG TAIL BUSINESS MODELS are about selling less of more: They focus on offering a large number of niche products, each of which sells relatively infrequently.
  24. KP Niche content providers (professional and/or user-generated) are the key partners in this pattern. KR & KA The key resource is the platform; key activities include platform development and maintenance and niche content acquisition and production. C$ The main costs incurred cover platform development and maintenance VP The value proposition of a Long Tail business model is characterized by offering a wide scope of “non-hit” items that may co-exist with “hit” products. Long Tail business models may also facilitate and build on user-generated content. R$ This model is based on aggregating small revenues from a large number of items. Revenue streams vary; they may come from advertising, product sales, or subscriptions. CS Long Tail business models focus on niche customers. CH Long Tail business models usually rely on the Internet as a customer relationship and/or transaction channel.
  25. MULTI-SIDED PLATFORMS bring together two or more distinct but interdependent groups of customers. • Such platforms are of value to one group of customers only if the other groups of customers are also present. • The platform creates value by facilitating interactions between the different groups. • A multi-sided platform grows in value to the extent that it attracts more users, a phenomenon known as the network effect. Osterwalder, Alexander. Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers (p. 77). Wiley. Kindle Edition.
  26. KR ​The key resource required for this business model pattern is the platform. The three Key Activities are usually platform management, service provisioning, and platform promotion. C$ The main costs incurred under this pattern relate to maintaining and developing the platform. VP The value proposition usually creates value in three main areas: First, attracting user groups (i.e. Customer Segments); Second, matchmaking between Customer Segments; Third, reducing costs by channeling transactions through the platform. CS Business models with a multi-sided platform pattern have a distinct structure. They have two or more customer segments, each of which has its own Value Proposition and associated Revenue Stream. Moreover, one Customer Segment cannot exist without the others. R$ Each Customer Segment produces a different revenue stream. One or more segments may enjoy free offers or reduced prices subsidized by revenues from other Customer Segments. Choosing which segment to subsidize can be a crucial pricing decision that determines the success of a multi-sided platform business model. Osterwalder, Alexander. Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers (pp. 86-87). Wiley. Kindle Edition.
  27. Satisfy market: Fulfill an unanswered market need (e.g. Tata car, NetJets, GrameenBank, Lulu.com) Bring to market: Bring a new technology, product, or service to market or exploit existing intellectual property (IP) (e.g. Xerox 914, Swatch, Nespresso, Red Hat) Improve market: Improve or disrupt an existing market (e.g. Dell, EFG Bank, Nintendo Wii, IKEA, Bharti Airtel, Skype, Ryanair, Amazon.com retail, better place) Create market: Create an entirely new type of business (Diners Club, Google) Reactive: Arising out of a crisis with the existing business model (e.g. IBM in the 1990s, Nintendo Wii, Rolls Royce jet engines) Adaptive: Adjusting, improving, or defending the existing business model (Nokia “comes with music,” P&G open innovation, Hilti) Expansive: Launching a new technology, product, or service (e.g. Nespresso, Xerox 914 in the 1960s, iPod/iTunes) Pro-active/explorative: Preparing for the future (e.g. car2go by Daimler, Amazon Web Services)
  28. Meta factors like macroeconomics, legal etc Evaluate your BMC with SWOT
  29. How can you use the BMC
  30. 15 min to do the activity, 15 min to explain