1. www.iranea.com
Introduc)on
to
Business
Model
Canvas
(BMC)
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Tuesday, November 26, 13

2. Created
by
@malayeri
Edited
by
@shayanshalileh
for
Isfahan
Startup
Weekend
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Tuesday, November 26, 13

3. What
is
a
Company?
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Tuesday, November 26, 13

4. What
is
a
Company?
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Tuesday, November 26, 13

5. What
is
a
Company?
A
business
organiza2on
which
sells
a
product
or
service
in
exchange
for
revenue
+
profit
!
We
eliminate
non-­‐profits
here
!
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Tuesday, November 26, 13

6. What
is
a
Startup?
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Tuesday, November 26, 13

7. What
is
a
Startup?
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Tuesday, November 26, 13

8. What
is
a
Startup?
A
temporary
organiza2on
designed
to
search
for
a
repeatable
and
scalable
business
model
Steve
Blank
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Tuesday, November 26, 13

9. What
is
a
Business
Model?
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Tuesday, November 26, 13

10. What
is
a
Business
Model?
How
a
company
create
value
for
itself
while
delivering
product
or
service
to
customers.
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Tuesday, November 26, 13

11. Value
Proposi)on
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Tuesday, November 26, 13

12. Value
Proposi)on
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Tuesday, November 26, 13

13. Value
Proposi)on
It
is
not
about
your
idea
or
product!
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Tuesday, November 26, 13

14. Value
Proposi)on
It
is
not
about
your
idea
or
product!
It
is
about
solving
a
NEED
or
PROBLEM
It
is
about
SATISFYING
a
customer
need
and
WHO
are
your
customer
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Tuesday, November 26, 13

15. NEED
-­‐
PROBLEM
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Tuesday, November 26, 13

16. NEED
-­‐
PROBLEM
Problem
Need
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Tuesday, November 26, 13

17. NEED
-­‐
PROBLEM
Problem
Need
Accoun2ng
Word
Processing
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Tuesday, November 26, 13

18. NEED
-­‐
PROBLEM
Problem
Accoun2ng
Word
Processing
Need
Entertainment
Communica2on
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Tuesday, November 26, 13

19. Customer
Segment
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Tuesday, November 26, 13

20. Customer
Segment
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Tuesday, November 26, 13

21. Customer
Segment
WHO
are
they?
WHY
would
they
buy?
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Tuesday, November 26, 13

22. Customer
Segment
WHO
are
they?
WHY
would
they
buy?
Customer
Archetype
Geographic
Social
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Tuesday, November 26, 13

23. Channels
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Tuesday, November 26, 13

24. Channels
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Tuesday, November 26, 13

25. Channels
PHYSICAL
Channel
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Tuesday, November 26, 13

26. Channels
PHYSICAL
Channel
WEB/MOBILE
Channel
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Tuesday, November 26, 13

27. Customer
Rela-onship
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Tuesday, November 26, 13

28. Customer
Rela)onship
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Tuesday, November 26, 13

29. Customer
Rela)onship
How
do
you
GET,
KEEP,
GROW
your
customers?
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Tuesday, November 26, 13

30. Customer
Rela)onship
How
do
you
GET,
KEEP,
GROW
your
customers?
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Tuesday, November 26, 13

31. Revenue
Resources
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Tuesday, November 26, 13

32. Revenue
Resources
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Tuesday, November 26, 13

33. Revenue
Resources
How
do
you
make
money
from
each
Customer
Segment
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Tuesday, November 26, 13

34. Revenue
Resources
How
do
you
make
money
from
each
Customer
Segment
What
value
is
customer
Paying
for?
Revenue
Models
are
the
strategy
Pricing
is
the
tac2cs
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Tuesday, November 26, 13

35. Resources
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Tuesday, November 26, 13

36. Resources
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Tuesday, November 26, 13

37. Resources
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
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Tuesday, November 26, 13

38. Resources
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
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Tuesday, November 26, 13

39. Resources
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
All Rights Reserved - IEA 2013
Tuesday, November 26, 13

40. Resources
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
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Tuesday, November 26, 13

41. Resources
What
are
the
most
important
assets
required
to
make
the
business
model
WORK
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Tuesday, November 26, 13

42. Partners
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Tuesday, November 26, 13

43. Partners
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Tuesday, November 26, 13

44. Partners
Who
are
the
Key
Partners
and
Suppliers
needed
to
make
the
business
model
WORK?
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Tuesday, November 26, 13

45. Partners
Who
are
the
Key
Partners
and
Suppliers
needed
to
make
the
business
model
WORK?
What
KEY
RESOURCES
are
we
acquiring
from
them?
What
KEY
ACTIVITIES
do
they
perform?
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Tuesday, November 26, 13

46. Key
Ac)vi)es
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Tuesday, November 26, 13

47. Key
Ac)vi)es
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Tuesday, November 26, 13

48. Key
Ac)vi)es
What
are
the
most
important
things
you
should
DO
to
make
the
business
model
WORK
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Tuesday, November 26, 13

49. Key
Ac)vi)es
What
are
the
most
important
things
you
should
DO
to
make
the
business
model
WORK
Produc2on?
Supply
Chain
Management
Problem
Solving?
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Tuesday, November 26, 13

50. Costs
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Tuesday, November 26, 13

51. Costs
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Tuesday, November 26, 13

52. Costs
What
are
the
costs
to
operate
business
model
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Tuesday, November 26, 13

53. Costs
What
are
the
costs
to
operate
business
model
What
are
the
most
important
costs?
What
are
the
most
expensive
costs?
What
key
acFviFes
are
the
most
expensive?
Fixed
costs
/
Variable
Costs
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Tuesday, November 26, 13

54. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

55. QuesFons?
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Tuesday, November 26, 13

56. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

57. Startups are in SEARCH mode
CANVAS: A set of Hypothesis
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Tuesday, November 26, 13

58. Startups are in SEARCH mode
es!
ess
Gu
CANVAS: A set of Hypothesis =
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Tuesday, November 26, 13

59. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

60. How do we change GUESSES
into FACTS?
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Tuesday, November 26, 13

61. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

62. Customer
ValidaFon
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Tuesday, November 26, 13

63. GUESSES!!!
Post it to the wall, use sticky not pen or pencil
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Tuesday, November 26, 13

64. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

65. Get
out
of
the
building!
talk
to
customers
Change
the
Canvas
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Tuesday, November 26, 13

66. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

67. Customer
Discovery
Is
other
people
have
a
same
problem
or
need
you
think?
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Tuesday, November 26, 13

68. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

69. Customer
Valida)on
if
you
proposed
solu)on
actually
match
what
you
think
the
customer
problem
was
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Tuesday, November 26, 13

70. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

71. Search
for
Business
Model
Customer
Discovery
and
Customer
Valida)on
=
Product
Market
Fit
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Tuesday, November 26, 13

72. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

73. PIVOT
pivot
is
what
will
save
your
job
find
your
Repeatable
and
Scalable
Business
Model
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Tuesday, November 26, 13

74. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

75. QuesFons?
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Tuesday, November 26, 13

76. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

77. MVP
Minimal
Viable
Product
build
the
minimum
feature
in
order
to
get
feedback
(Demo)
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Tuesday, November 26, 13

78. All Rights Reserved - IEA 2013
Tuesday, November 26, 13

79. Thank
you
follow
@shayanshalileh
www.shalileh.com
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Tuesday, November 26, 13