The document outlines key components of a business model, including customer segments, value propositions, customer relationships, revenue streams, key resources, and activities. It emphasizes the importance of understanding customer decision-making processes and effective delivery of services while addressing cost structures. The goal is to achieve continuous improvement in sales and marketing through strategic partnerships and resource management.

1. Business901

4. Identify
Segments
Relations
Opportunity
Value
Define Value
Define
Quality
Acquire
Value Gaps
Performance
Gaps
Retain
Loyalty
Defection
Monitor
Measures
Outline

7. www.businessmodelgeneration.com

8. Print a copy of this as large as possible and paste on your wall!

11. www.businessmodelgeneration.com

12. Customer Segments
Type of Market:
Mass Market
Niche Market
Segmented
Diversified
Multi-sided Platform

13. Value Proposition
Newness
Performance
Customization
"Getting the Job Done"
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
Characteristics:

14. Channels
Customer Decision Making Process:
1. Awareness - How do we raise awareness about our products and services?
2. Evaluation - How do we help customers evaluate our Value Proposition?
3. Purchase - How do we allow customers to purchase products/services?
4. Delivery - How do we deliver a Value Proposition to customers?
5. After sales - How do we provide post-purchase customer support?

15. Customer Relationships
Examples:
Personal assistance Dedicated Personal
Self-Service Automated Services
Communities Co-creation

16. Revenue Streams
Types: Asset sale, Usage fee, Subscription Fees,
Lending/Renting/Leasing,
Licensing, Brokerage fees, Advertising
Fixed Pricing: List Price, Product feature dependent, Customer segment
dependent, Volume dependent
Dynamic Pricing: Negotiation (bargaining), Yield Management,
Real-time-Market

17. Key Resources
Types of Resources
Physical
Human
Financial
Intellectual (brand, patents, copyrights, data)
Our Customer
Relationships?
Our Revenue
streams?
Our
Distribution
Channels?

18. Key Activities
Our Customer
Relationships?
Categories
Production
Problem Solving
Platform/Network
Our Revenue
streams?
Our
Distribution
Channels?

19. Key Partners
Motivations for Partnerships:
Optimization and economy
Reduction of risk and uncertainty
Acquisition of particular resources and activities

20. Cost Structure
Is your business more:
Cost Driven - (leanest structure, low price, maximum automation,
extensive outsourcing)
Value Driven - (focused on value creation, premium value proposition)
Sample Characteristics:
Fixed Costs (salaries, rents, utilities), Variable costs, Economies of
scale/scope

21. www.businessmodelgeneration.com

23. Resources
Books:
Business Model Generation: A Handbook for Visionaries, Game Changers,
and Challengers

24. •
•
•
Our Mission is to bring
Continuous
Improvement
to Sales and Marketing.