Business Model Canvas Workshop at Startup Pirates @ Bratislava by Rafael Pires Monday, August 13, 2012 Connect Coworking

1. Business Model Canvas

2. Expectations?

3. What actually is a
business model?
Tell me...

5. “A business model describes the
rationale of how an organization
creates, delivers, and captures
value”

7. Customer Segments
People or organizations an enterprise aims to reach.

8. Customer Segments
For
whom
are
we
crea+ng
value?
Who
are
our
most
important
customers?

9. Customer Segments
They represent separate segments if:
¤ Their needs require and justify a distinct offer;
¤ They are reached through different distribution channels;
¤ They require different types of relationship;
¤ They have substantially different profit abilities;
¤ They are willing to pay for different aspects of the offer.

10. Customer Segments
They represent separate segments if:
¤ Their needs require and justify a distinct offer;
¤ They are reached through different distribution channels;
¤ They require different types of relationship;
¤ They have substantially different profit abilities;
¤ They are willing to pay for different aspects of the offer.
Who are Facebook’s customers? To who is
Facebook selling its products?

11. Value Proposition
Bundle of products and services that create value
for a specific Customer Segment.

12. Value Proposition
What
value
do
we
deliver
to
the
customers?
Which
problem
are
we
helping
to
solve?
Which
customer
needs
are
we
sa+sfying?

13. Value Proposition
Customer value creation:
¤ “Getting the job done”;
¤ Performance;
¤ Customization;
¤ Design;
¤ Brand;
¤ Price

14. Value Proposition
Customer value creation:
¤ “Getting the job done”;
¤ Performance;
¤ Customization;
¤ Design;
¤ Brand;
¤ Price
Facebook?

15. Channels
The way a company communicates with and reach its
customers segments to deliver a value proposition.

16. Channels
Through which channels do our Customer Segments
want to be reached?
How are we reaching them now?
How are we integrating them with customer routines?

17. Channels
¤ Raising awareness among customers about company’s
products and services;
¤ Delivering a Value proposition to customers
¤ Providing post-purchase customer support

18. Channels
¤ Raising awareness among customers about company’s
products and services;
¤ Delivering a Value proposition to customers
¤ Providing post-purchase customer support
Facebook?

19. Customer Relationships
Describes the types of relationships a company
establishes with a specific Customer Segment.

20. Customer Relationships
What type of relationship does each of our costumer
segments expect us to establish and maintain with them?

21. Customer Relationships
Drivers:
¤ Customer acquisition;
¤ Customer retention;
¤ Boosting sales (upselling).

22. Customer Relationships
Drivers:
¤ Customer acquisition;
¤ Customer retention;
¤ Boosting sales (upselling). Facebook?

23. Revenue Streams
The cash a company generates from each customer
segment

24. Revenue Streams
For what value are our customers really willing to pay?
How much does each Revenue Stream contribute to
overall revenues?

25. Revenue Streams
The different types of revenue streams:
¤ Transaction revenues resulting from one-time customer
payment.
¤ Recurring revenues resulting from ongoing payments to
either deliver a value proposition to customers or provide
post-purchase customer support.

26. Revenue Streams
The different types of revenue streams:
¤ Transaction revenues resulting from one-time customer
payment.
¤ Recurring revenues resulting from ongoing payments to
either deliver a value proposition to customers or provide
post-purchase customer support.
Facebook?

27. Key resources
The most important assets required to make a business
model work.

28. Key resources
What Key Resources do our Value Proposition require?
Our Distribution Channels? Customer Relationship?
Revenue Streams?

29. Key resources
¤ Physical;
¤ Intellectual;
¤ Human;
¤ Financial.

30. Key resources
¤ Physical;
¤ Intellectual;
¤ Human;
¤ Financial. Facebook?

31. Key activities
The most important things a company must do to make
its business model work.

32. Key activities
What Key Activities do our Value Proposition require?
Our Distribution Channels? Customer Relationship?
Revenue Streams?

33. Key activities
Some categories:
¤ Production;
¤ Marketing
¤ Problem solving;
¤ Network.

34. Key activities
Some categories:
¤ Production;
¤ Marketing
¤ Problem solving;
¤ Network.
Facebook?

35. Key partnerships
Describes the network of suppliers and partners that make
the business model work.

36. Key partnerships
Who are our Key Partners/Suppliers? Which Key
resources/activities are we acquiring from partners?

37. Key partnerships
Motivation for creating partnerships:
¤ Optimization and economy of scale;
¤ Reduction of risk and uncertainty;
¤ Acquisition of particular resources and activities.

38. Key partnerships
Motivation for creating partnerships:
¤ Optimization and economy of scale;
¤ Reduction of risk and uncertainty;
¤ Acquisition of particular resources and activities.
Facebook?

39. Cost structure
All costs incurred to operate a business model.

40. Cost structure
What
are
the
most
important
costs
inherent
in
our
business
model?
Which
Key
Resources/Ac+vi+es
are
most
expensive?

41. Cost structure
Facebook?

44. Loans that change lives

52. Business Model Prototyping
Napkin
Sketch
Canvas
Business
Case
Field
Test

53. Business Model Prototyping
Napkin
Sketch
Canvas
Business
Case
Field
Test
We look for the apropriate
business model

54. Business Model Prototyping
Napkin
Sketch
Canvas
Business
Case
Field
Test
We look for the apropriate
business model
...so let’s generate option first!

55. Interested in knowing more?
Contact me at rafael@startuppirates.org

56. Credits...
1. http://www.businessmodelgeneration.com/
2. http://www.slideshare.net/Alex.Osterwalder/what-is-a-
business-model
3. http://www.slideshare.net/Alex.Osterwalder/business-models-
beyond-profit-social-entrepreneurship-lecture-wise-etienne-
eichenberger-iqbal-quadir-grameen-bank-grameen-phone