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Business
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2
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Business Model Canvas
Strategic management template for
developing new or documenting
existing business models
Describes businesssvalue proposition,
infrastructure, customers, and finances.
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Key Partners
Who are our key partners
Who are our key suppliers
Which key resources are we acquiring
from partners
Which key activities do partners perform
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Key Activities
What key activities do our value
props require Our distribution channels?
Customer relationships?
Revenue streams?
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Key Resources
What key resources do our valueprops require?
Our distribution channels?
Customer relationships?
Revenue streams?
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Value Propositions
What value do we deliver tocustomers?
Which one of our customers
problems do we solve?
What bundles of products and
services do we offer to each
customer segment?
Which customer needs do we
satisfy?
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Customer Segments
For whom are we creating
value?
Who are our most important
customers?
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Customer Relationships
What type of relationship does
each of our customersegments expect us to
establish and maintain?
How are they integrated with
rest of our business model?
How costly are they?
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Channels
Through which channels do our
customer segments want to be
reached?
How are we reaching them now?
Which ones work best?
Which ones are most cost efficient?
How are we integrating them withcustomer routines?
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Cost Structure
What are most important costs
inherent in our business model?
Which key resources are most
expensive?
Which key activities are most
expensive?
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Cost Structure
For what value are customers really
willing to pay? For what do they currently pay?
How are they currently paying?
How would they prefer to pay?
How much does each revenue
stream contribute to overall
revenues?
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Innovation 101
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How?
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Value Proposition Canvas
Customer Profile + Value Map = Fit
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Value Map and Value Proposition Customer Profile and Segment
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Customer Jobs
What customers are trying to
achieve in their jobs and lives as
expressed in their own words
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Pains
Bad outcomes, risks, and obstacles
related to performing customer jobs
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Gains
Outcomes customers want to
achieve or concrete benefits they
seek.
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Products and Services
All the products and services around
which your value proposition is built
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Gain Creators
Describe how your products and
services create customer gains.
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Pain Relievers
Describe how your products and
services create customer gains
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Value Map and Value Proposition Customer Profile and Segment
Fit
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The 40% Rule
At least 40% of surveyed
customers considering the product
or service as "must have."
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Myths of Product-Market FitBen Horowitz
Myth #1: Product market fit is always a
discrete, big bang event
Myth #2: Its patently obvious when you have
product market fit
Myth #3: Once you achieve product market fit,
you cant lose it.
Myth #4: Once you have product-market fit,
you dont have to sweat the competition.
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Homework
Read the book
http://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#search
10 Min presentation on innovation teamcustomers
Value proposition statement for own product(see next slide for
guidance)
http://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#searchhttp://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#searchhttp://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#searchhttp://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#searchhttp://issuu.com/business.model.innovation/docs/vpd_sneakpeek?e=1330026/9247145#search
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Value Proposition Statement
Elements Who are target customers?
What problems they face?
What products we have
What do these products do
What value they create
How are they unique?
Examplefor HighRadius Receivables OnDemand suite (came up with
it quick andmay need clean up) For Fortune 1000 B2B companies
looking to reduce the time and people spent on managing
credit and A/R, Receivables OnDemand enables end-to-end
automation of manual tasksaround collecting information, applying
cash and corresponding with customers so thatresources can be
reallocated to high-value activities such as making decisions on
credit terms,
closing deductions and calling customers to reduce DSO and
enable growth at reduced costs.Unlike other competitors,
Receivables OnDemand is an end-to-end solution that enables
thelatest A.I. technology to minimize cost of implementation and
enable up to 90%+ automationof manual tasks.
