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![[…] “few companies in our
experience take the time to
articulate their own business
model.
Fewer have any clear idea
about the business models of
their external relationships.”
HENRY
CHESBROUGH](https://image.slidesharecdn.com/partnershipcanvaslsc-160511204420/85/Partnership-canvas-lsc-17-320.jpg)
Uploaded byBart Doorneweert
Partnership canvas (lsc)
This document discusses designing business partnerships using a partnership canvas. It provides examples of how a conventional fruits company and a special fruits company could partner by combining orders, sharing grading machines, and doing direct shipments of full stacks of fruits. This allows both companies to benefit from higher prices, higher volumes, and cost advantages from joint shipments while addressing issues like low volumes and time to market. The document advocates designing partnerships by understanding what each partner wants and can offer, comparing different partnership options, and evaluating the value and costs to ensure benefits for both sides.
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Partnership canvas (lsc)
- 1. PARTNERSHIP DESIGN Using the businessmodel and partnership canvas for designing business model collaborations W: source.institute E: bart@source.institute T: @bartdoorneweert Co-created with Ernst Houdkamp of Scherper Stellen
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- 5. COMPLETE THE EXPERIENCE FOR CUSTOMERS Visual by Dave Gray
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- 7. PARTNERSHIP INTENT Source: Shawn Yeager FUNCTIONALITY - Do customers expect you to " create and " deliver it?
- 8. Source: Shawn Yeager FUNCTIONALITY - Do customers expect you to " create and " deliver it? MARKET-SIZING" - Is your addressable market large enough to sustain you? PARTNERSHIP INTENT
- 9. FUNCTIONALITY - Docustomers expect you to " create and " deliver it? Source: Shawn Yeager MARKET-SIZING" - Is your addressable market large enough to sustain you? TIME-TO-MARKET - Time to market important? " If so, can you make it on your own? PARTNERSHIP INTENT
- 10. FUNCTIONALITY - Docustomers expect you to " create and " deliver it? Source: Shawn Yeager MARKET-SIZING" - Is your addressable market large enough to sustain you? TIME-TO-MARKET - Time to market important? " If so, can you make it on your own? RESOURCES — do you have the" skill sets, time, and budget to develop " the internally? PARTNERSHIP INTENT
- 11. FUNCTIONALITY - Docustomers expect you to " create and " deliver it? Source: Shawn Yeager MARKET-SIZING" - Is your addressable market large enough to sustain you? TIME-TO-MARKET - Time to market important? " If so, can you make it on your own? RESOURCES — do you have the" skill sets, time, and budget to develop " the internally? PARTNERSHIP INTENT
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- 13. 2 BUSINESS MODELS CREATINGVALUE INTERDEPENDENTLY
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- 17. […] “few companiesin our experience take the time to articulate their own business model. Fewer have any clear idea about the business models of their external relationships.” HENRY CHESBROUGH
- 20. 3 1 2 3 QUESTIONS FOR BETTER COMMUNICATION ABOUT PARTNERSHIPS
- 21. DOES PARTNERING CONTRIBUTE TO OUR CORE STRATEGY? 1
- 24. NOW THE PARTNERSHIP FITSTO YOUR CORE STRATEGY!
- 25. WHAT DEAL CAN WEOFFER OUR PARTNER? 2
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- 37. What are you looking for in a partner?
- 38. What are you looking for in a partner? What is your matching offer?
- 39. What are you looking for in a partner? What is your matching offer? How will you bring together these values?
- 40. What are you looking for in a partner? What is your matching offer? How will you bring together these values? What output will be created for your businessmodel?
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- 49. WHAT DOES THE DEALLOOK LIKE FROM OUR PARTNER’S POINT OF VIEW? 3
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- 62. What is the super power you can share?
- 63. What is the super power you can share? What super power would you like to have?
- 64. What is the super power you can share? What super power would you like to have? What will these powers make?
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- 75. Conventional fruits Special fruits AucGon AucGon Super market Super market
- 76. Conventional fruits Special fruits AucGon AucGon Super market Super market Grading machine
- 77. Conventional fruits Special fruits AucGon AucGon Super market Super market Special offer Grading machine
- 78. Conventional fruits Special fruits AucGon AucGon Super market Super market Special offer Low volumes Grading machine
- 79. Conventional fruits Special fruits AucGon AucGon Super market Super market Special offer Low volumes Grading machine High volume
- 80. Conventional fruits Special fruits AucGon AucGon Super market Super market Special offer Low volumes Grading machine High volume Mass shipment
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- 83.
- 84.
- 85. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine
- 86. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine Conventional fruits
- 87. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine Conventional fruits Combine orders
- 88. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine Conventional fruits Combine orders Full stack of fruits
- 89. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine Conventional fruits Combine orders Full stack of fruits Full stack of fruits
- 90. Super market Conventional fruits Special fruits Super market Grading machineAucGon AucGon Special fruits Grading machine Conventional fruits Combine orders Direct shipment Full stack of fruits Full stack of fruits
- 91.
- 95. Grading machine Conventional fruits Combineorders Special fruits Special fruits Super market Grading machine Direct shipment Super market Conventional fruits AucGon Full stack of fruits Full stack of fruits
- 96. Grading machine Conventional fruits Combineorders Special fruits Special fruits Super market Grading machine Direct shipment Super market Conventional fruits Gradingmachine Full stack of fruits Full stack of fruits AucGon
- 97. Grading machine Conventional fruits Combineorders Special fruits Special fruits Super market Grading machine Direct shipment Super market Conventional fruits Gradingmachine Full stack of fruits Full stack of fruits AucGon
- 98. Grading machine Conventional fruits Combineorders Special fruits Special fruits Super market Grading machine Direct shipment Super market Conventional fruits Gradingmachine Full stack of fruits Full stack of fruits Full stack of fruits Direct shipment
- 99. Grading machine Conventional fruits Combine orders Specialfruits Special fruits Super market Grading machine Direct shipment Super market Conventional fruits Direct shipment Full stack of fruits Full stack of fruits Full stack of fruits
- 100.
- 101.
- 103. Super market Super market Special fruits Grading machine Conventional fruits Combineorders Full stack of fruits Grading machine Special fruits Full stack of fruits Direct shipment Direct shipment Full stack of fruits Conventional fruits
- 104. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 105. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 106. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 107. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 108. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 109. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 110. Super market Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING COST ADVANTAGES FROM JOINT SHIPMENT Full stack of fruits Special fruits Full stack of fruits Full stack of fruits Conventional fruits
- 111.
- 113. Super market Grading machine Special fruits Gradingmachine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING COST ADVANTAGES FROM JOINT SHIPMENT Special fruits Super market Full stack of fruits Full stack of fruits Full stack of fruits Conventional fruits
- 114. Super market Special fruits Super market Grading machine Specialfruits Grading machine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING COST ADVANTAGES FROM JOINT SHIPMENT Full stack of fruits Full stack of fruits Full stack of fruits Conventional fruits Combine orders
- 115. Super market Conventional fruits Special fruits Super market Grading machine Specialfruits Grading machine Conventional fruits Combine orders Direct shipment Direct shipment HIGHER PRICES HIGHER VOLUME HIGHER PRICES NOTHING COST ADVANTAGES FROM JOINT SHIPMENT ORDER FULFILLMENT Combine orders Full stack of fruits Full stack of fruits Full stack of fruits
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- 117. B2B: The next upstartfrontier
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- 120.
- 123. …. to thecombine harvester
- 124. W source.institute E bart@source.institute T @bartdoorneweert IN Partnership Design Co-created with Ernst Houdkamp of Scherper Stellen THANK YOU!