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The PitchMethod: Business Model Canvas

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The Pitch Method es una metodología que permite a cualquier persona mejorar la presentación de su idea, proyecto o negocio para convencer a un inversionista, jefe, cliente, socio estratégico o familiar.
La metodología es el resultado de la evaluación de cientos de presentaciones de emprendedores en Latino América y EEUU y críticas entregadas por inversionistas y paneles de expertos. Tim Delhaes y otros mentores han realizado talleres sobre esta metodología en diferentes países de Latino y Centro América para universidades, incubadoras y grandes empresas, dentro de las que destacan la Universidad de Chile, Universidad Cátolica, GTZ, Endeavor, Fusades y muchas más.

Published in: Business

The PitchMethod: Business Model Canvas

  1. 1. The Pitch Method Business Model Canvasthepitchmethod.com<br />Tim Delhaes<br />Director First Tuesday<br />Co-fundador Tigabytes.com<br />
  2. 2.
  3. 3. CUSTOMER SEGMENTS<br />which customers and users are you serving? <br />which jobs do they really want to get done?<br />
  4. 4. VALUE PROPOSITIONS<br />what are you offering them? what is that <br />getting done for them? do they care?<br />
  5. 5. CHANNELS<br />how does each customer segment want to be reached? through which interaction points?<br />
  6. 6. CUSTOMER RELATIONSHIPS<br />what relationships are you establishing with each segment? personal? automated? acquisitive? retentive?<br />
  7. 7. REVENUE STREAMS<br />what are customers really willing to pay for? how? <br />are you generating transactional or recurring revenues?<br />
  8. 8. KEY RESOURCES<br />which resources underpin your business model? which assets are essential?<br />
  9. 9. KEY ACTIVITIES<br />which activities do you need to perform well in your business model? what is crucial?<br />9<br />
  10. 10. KEY PARTNERS<br />which partners and suppliers leverage your model? <br />who do you need to rely on?<br />
  11. 11. COST STRUCTURE<br />what is the resulting cost structure? <br />which key elements drive your costs?<br />
  12. 12. value proposition<br />customer relationships<br />key activities<br />customer segments<br />key partners<br />cost structure<br />revenue streams<br />key <br />resources<br />channels<br />12<br />images by JAM<br />
  13. 13.
  14. 14. sketch out your business model<br />
  15. 15. building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />
  16. 16. <Nombre del Proyecto/Empresa><br /><Nombre persona/estudiante><br />Fecha: XXXCurso:XXX<br /><HighLevel Pitch!><br />Platform<br />“Agency” Fees<br />
  17. 17. <Nombre del Proyecto/Empresa><br /><Nombre persona/estudiante><br />Fecha: XXXCurso:XXX<br /><HighLevel Pitch!><br />Test Hypotheses:<br /><ul><li>Demand Creation</li></ul>Test Hypotheses:<br /><ul><li>Problem
  18. 18. Customer
  19. 19. User
  20. 20. Payer</li></ul>Agile Development<br />Test Hypotheses:<br /><ul><li>Product
  21. 21. Market Type
  22. 22. Competitive</li></ul>Test Hypotheses:<br /><ul><li>Channel
  23. 23. (Customer)
  24. 24. (Problem)</li></ul>Customer Development Team<br />Test Hypotheses:<br /><ul><li>Channel</li></ul>Test Hypotheses:<br /><ul><li>Pricing Model / Pricing</li></ul>Test Hypotheses:<br /><ul><li>Size of Opportunity/Market
  25. 25. Validate Business Model</li></li></ul><li>Ejemplos<br />Business ModelCanvas<br />
  26. 26. Student Discount Card<br />Sales and “creating” deals<br />Direct Sales<br />ServiceProviders<br />Global channeltostudents<br />Marketing (campaignexecution)<br />Global EducationPrograms<br />Local and global partnerships<br />Students<br />Access todiscounts<br />On-line memberships<br />Membership and networkingplatform<br />On-line marketing<br />Sallaries/Key activities<br />MembershipFees<br />On-line Marketing<br />Sales Comissions<br />Platform<br />“Agency” Fees<br />
  27. 27. Nesspresso<br />
  28. 28. Sell a Band<br />
  29. 29. MobilityServices AG<br />
  30. 30. StrategicAnalises<br />Appendix<br />
  31. 31. CUSTOMER<br />Marketing + Management<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How do you engage the customer in either creating the value proposition or continuous improvement? <br />What is product positioning and how and why do you do an industry analysis? <br />What are different strategies around customer acquisition and customer retention? <br />What is the product or service development process? <br />What is a market segmentation? <br />What are strategic alliances? <br />What is a target market?<br />What is the concept of cannibalization and channel conflict? <br />What are they key positions in an executive management team, key functions ?<br />What is a market channel? <br />What are pricing strategies? <br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />
  32. 32. DECISIONS<br />Statistics +<br />Operations<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How can I use statistics to understand my offering in the marketplace against alternatives? <br />How can I use statistics to define customer preferences? <br />What is knowledge management? <br />How can I get and use market feedback? <br />How can I use statistics to measure a market size? <br />How can I use data from my suppliers or distributors to inform product development? <br />How can I use data from my distribution channels? <br />What does a Chief Operations Officer (COO) do ?<br />How does your supply chain build your cost structure <br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />
  33. 33. EVALUATION<br />Finance + Economics<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How can I understand my revenue growth, decline? <br />How can I understand the revenue of each customer segment? <br />How can I understand my revenue by customer? <br />What is cost of sales? cost of goods sold?<br />How can I partner to reduce my costs? <br />Other concepts<br />What is a cash flow statement and why does it matter<br />What is a balance sheet and how do you read it<br />What is an income statement and why do I pay attention to profit and loss<br />Why and how are companies valued<br />How can I decide how to finance my business? <br />What are my sales costs and how can I minimize these distribution costs? <br />What is a gross profit margin? Net profit? fixed vs. variable costs?<br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />

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