BoS14

1. @AlexOsterwalder
Tools to Help You Run
Your Business

4. Strategyzer.com#bmgen
1+ mio / 30+ languages

5. ?So why do we need
business tools
anyways?

6. 6

8. 80%

11. Our age of anxiety is the
result of trying to do today’s
jobs with yesterday’s tools.
– Marshall McLuhan, philosopher
“
”

12. 12

13. 4y+4y+5y=13y

14. ?what got our team
interested in
business tools?

15. The Business
Model Canvas

16. ?What happens when you
discuss business models (and
value propositions) without a
shared language

17. (smart people sitting around
a table)

23. ?how do you call this
phenomenon?

25. blah
blah
blah
the land of ...

26. Any problem can be made
clearer with a picture
– Dan Roam, Author
“
”

27. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK

28. great business tools are
conceptually sound, have a great
UI and offer an excellent UX

31. ?is one tool enough?

33. The Value
Proposition
Canvas

34. #vpcbook
October 2014

35. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
this is one of your
customer segments

36. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
this is what you’re
offering your customers

37. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
Hygiene
Solutions
Users
(Bathrooms)
Facility
Managers
Resellers

38. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
VP for Users
Users
(Bathrooms)
Facility
Managers
Resellers
VP for
Facility
Managers
VP to Resellers

39. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com

40. and for us techies there’s
another reason we need
business tools

42. put yourself into
your customer’s
shoes

43. we can understand her
better by describing
three things

46. The focus should be on
what jobs customers
are trying to get done.
– Tony Ulwick, Founder
Strategyn
“
”

47. We hire products to do
things for us.
– Clayton Christensen, Harvard
Professor
“
”

49. What are the jobs-to-
be-done of a CIO?

51. What are the pains of a
CIO? (e.g. problems,
risks, obstacles, …)

53. What gains are CIOs
looking for? (e.g.
required or desired
outcomes and benefits)

54. Which ones are the high
value jobs you might
want to focus on?
industry-
specific

55. industry-
specific

56. industry-
specific

57. industry-
specific

58. industry-
specific

59. industry-
specific

60. industry-
specific

61. Your Customer
Profile

62. Customer Profile
choose one customer
segment from your business
model and profile it

64. !REMEMBER
your solution is not part
of the customer profile!

66. it’s still the value
proposition you’re offering
your customer

68. you can understand it
better by again
describing three things

70. how your products &
services are killing your
customer’s pains

71. how your products & services produce gains your
customers expect, want, or desire

72. Design a Product,
Service or Feature

73. strategyzer.com
Gain Creators
Pain Relievers Pains
Gains
Products
& Services
Customer
Job(s)
The Value Proposition Canvas
Value Proposition Customer Segment
strategyzer.comThe makers of Business Model Generation and Strategyzer
Copyright Business Model Foundry AG
Put Feature
Here
How Does it
Kill Pains
How Does it
Create Gains

74. strategyzer.com
Gain Creators
Pain Relievers Pains
Gains
Products
& Services
Customer
Job(s)
The Value Proposition Canvas
Value Proposition Customer Segment
strategyzer.comThe makers of Business Model Generation and Strategyzer
Copyright Business Model Foundry AG
strategyzer.com
Gain Creators
Pain Relievers Pains
Gains
Products
& Services
Customer
Job(s)
The Value Proposition Canvas
Value Proposition Customer Segment
strategyzer.comThe makers of Business Model Generation and Strategyzer
Copyright Business Model Foundry AG
Put Feature
Here
How Does it
Kill Pains
How Does it
Create Gains

75. Testing

76. The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry GmbH, Switzerland
www.businessmodelgeneration.com
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA. strategyzer.com
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK
BUILDING
BLOCK

77. Hypothesis 1:
People are interested in using an iPad
App to sketch out business models
Hypothesis 2:
Buyers would pay approximately 29.-
USD for it

78. Design a test to prove
these hypothesis right or
wrong

80. Having data,
doesn’t mean you have
proof

81. Test Cards

82. Hypothesis 1:
People are interested in using an iPad
App to sketch out business models

84. People are interested in using an
iPad App to sketch out business
models

85. create a landing page with
email sign-up
People are interested in using an
iPad App to sketch out business
models

86. the proportion of people who sign
up compared to total website
visitors
create a landing page with
email sign-up
People are interested in using an
iPad App to sketch out business
models

87. over 20% of visitors sign up
create a landing page with
email sign-up
People are interested in using an
iPad App to sketch out business
models
the proportion of people who sign
up compared to total website
visitors

88. Write Your Own
Test Card

89. strategyzer.com
Gain Creators
Pain Relievers Pains
Gains
Products
& Services
Customer
Job(s)
The Value Proposition Canvas
Value Proposition Customer Segment
strategyzer.comThe makers of Business Model Generation and Strategyzer
Copyright Business Model Foundry AG
Put Feature
Here
How Does it
Kill Pains
How Does it
Create Gains
What needs to be true
for this feature to work
and create value?

90. What needs to be true
for this feature to work
and create value?
e.g. XYZ is an extreme pain for
customer X

91. ?why don’t we have more
integrated strategic
business tools?

92. Strategyzer.com#bmgen