This presentation was used at the 2nd Lab of First Motion in Estonia October 2011.

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Business Model Workshop
Kristian Krämer, Alexandra Institute

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About edit
• First Motion Partner
• Alexandra Institute
– Private company working with pervasive computing technologies
– Working in the department of Business Understanding
• Business Models and Value Chains
• Cluster Development
• Cross-sectorialSpillovers
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Agenda for the next 1.5
• 10 new rules for the AV-industry – by Thomas Mai
• Presentation of the Business Model Generation Canvas
• Workshop
– Do you know your Value Propositions?
– Do you know your Custom Segments (target group/audience)?
• What are their needs?
– Do you know your competitors?
• Get inspired by your competitors
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5. Any comments on that?
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6. Click tois a Business Model?
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• The starting point for any good discussion about business model
innovation should be a shared understanding of what a business
model actually is.
– A business model describes how an organization (project) creates, delivers, and
captures value
– A description of how a company earn their money (or how they want to earn their
money) on a product or service
– A description of “the real world” in a simplified way
– A simplified description of how the company drives it’s business
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What edit Master titlestyle
• The challenge is, that the concept must be simple, relevant, and
understandable, while not oversimplifying the complexities of how
enterprises function.
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9. First of all……
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It is not easy
to build an
unique
Business Model
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INFRASTRUCTURE VALUES CUSTOMERS
COSTUMER
KEY ACTIVITIES
RELATIONSHIPS
VALUE CUSTOMER
KEY PARTNERS
PROPOSITIONS SEGMENTS
KEY RESOURCES CHANNELS
COST STRUCTURE FINANCE REVENUE STREAMS
This Business Model contains 9 different building blocks in 4
areas
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INFRASTRUCTURE VALUES COSTUMER
COSTUMER
KEY ACTIVITIES
RELATIONSHIPS
Customer relationships
are established and
…by performing a VALUE CUSTOMER
KEY PARTNERSHIPS maintained with each
number of activities PROPOSITIONS SEGMENTS
Customer Segment.
Seeks to solve
Some activities are The segment(s) of
customer problems and
outsourced and some customers that are
satisfy customer needs.
resources are acquired addressed by the value
outside the enterprise.
KEY RESOURCES Its important to know CHANNELS proposition.
their needs
Key resources are the Value propositions are
assets required to offer delivered to customers
and deliver your through communi-
product(s) cation, distribution, and
sales Channels.
COST STRUCTURE FINANCE REVENUE STREAMS
Revenue streams come
The business model
from value propositions
elements result in the
successfully offered to
cost structure.
customers.
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14. Click to editModel Canvas
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15. Click toPropositions
Value edit Master titlestyle
• A Value Proposition creates value for a Customer
Segment through a distinct mix of elements related to the
segment’s needs. Values may be quantitative (e.g.
price, speed of service) or qualitative (e.g.
design, customer experience).
– What value do we deliver to the customer?
– 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?
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• Define your Customer Segments
– How many do you have? (primary, secondary)
– What are their needs?
– How do they spend their (spare)time?
– What are they consuming?
– Who are their favourite brands?
• Make a description of each segments
• How will you reach each segment in your marketing
strategy?
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17. Workshop
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• Read the documents about the Business Model Canvas &
Multi-Sided Platform.
• Describe your project’s Value Propositions
– Why should the Customer use or buy your product?
• Describe your Customer Segments
– Read the document about Customer Insights
• Put your project into the Business Model Canvas
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Thankyou
KristianKrämer
RESEARCH & INNOVATIONSSPCIALIST
Business & Processes
ALEXANDRA INSTITUTTET A/S
@: kristian.kramer@alexandra.dk
M: +45 26 12 33 00