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Business Models in comparison: not as seriousFootball Clubs of the German Bundesliga vs. FC Bayern Munich Borussia Dortmund German Champion 2010/11 & 2011/12 Winner „German Classico“ 2012

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vs.On 26.02.11 there was the top game of two generations ofBundesliga football team business models.After the record-breaking season of Borussia Dortmund,with two wins against the "record champion" FC BayernMunich, the resulting current 16 point lead- with only one-third budget - it was time to compare theconcepts of success....

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS „Mir san m ir“ (We are THE BEST! ) „At least two +tles n“ KEY RESOURCES per seaso CHANNELS COST STRUCTURE REVENUE STREAMS

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS „Mir san m ir“ (We are Fans THE BEST! ) „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS in-­‐crowd Sponsors COST STRUCTURE REVENUE STREAMS

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS „Mir san m ir“ (We are Fans THE BEST! ) „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS Stadium in-­‐crowd TV Sponsors COST STRUCTURE REVENUE STREAMS

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS „Mir san m ir“ (We are Fans THE BEST! ) „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS Stadium in-­‐crowd TV Sponsors COST STRUCTURE REVENUE STREAMS V Adm ission & T Sponsors ise Rights hip M erchand

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS „Mir san m ir“ Devo+on (We are Fans THE BEST! ) Envy of eter nal bridesmaid „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS Stadium in-­‐crowd TV Sponsors COST STRUCTURE REVENUE STREAMS V Adm ission & T Sponsors ise Rights hip M erchand

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS ers Buy best play „Mir san m ers ir“ Devo+on of the oth (We are Fans THE BEST! ) Envy of eter nal bridesmaid „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS Stadium in-­‐crowd TV Sponsors COST STRUCTURE REVENUE STREAMS V Adm ission & T Sponsors ise Rights hip M erchand

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The business model of FC Bayern MunichKEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS ers Buy best play „Mir san m ers ir“ Devo+on of the oth (We are Fans THE BEST! ) Envy of eter nal bridesmaid „At least Football Friends two +tles n“ KEY RESOURCES per seaso CHANNELS rs in-­‐crowd Supersta Stadium Master coac h TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V Adm ission & T Sponsors ise Rights hip M erchand

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS ers Buy best play „Mir san m ers ir“ Devo+on of the oth (We are Fans Athletes THE BEST! ) Agent Envy of eter nal bridesmaid „At least Football Friends two +tles n“German Footbal KEY RESOURCES per seaso CHANNELS League ( l DFL) rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V Adm ission & T Sponsors ise Rights hip M erchand

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS ers Buy best play „Mir san m ers ir“ Devo+on of the oth (We are Fans Athletes THE BEST! ) Agent Envy of eter nal bridesmaid „At least Football Friends two +tles n“German Footbal KEY RESOURCES per seaso CHANNELS League ( l DFL) rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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Great and successful model, so what is the problem?

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS ers Buy best play „Mir san m ers ir“ Devo+on of the oth (We are Fans Athletes THE BEST! ) Agent Envy of eter nal bridesmaid „At least Football Friends two +tles n“German Footbal KEY RESOURCES per seaso CHANNELS League ( l DFL) rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS Does not ers make friends, Buy best play and„Mir san mir“ ers is Devo+on of the oth (We expensive inare Fans Athletes T run! the longHE BEST!) Agent Envy of eter nal bridesmaid „At least Football Friends two +tles n“German Footbal KEY RESOURCES per seaso CHANNELS League ( l DFL) rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the „Mir san m d Devo+on talent an ir“ hem (We are Fans develop t THE BEST! Clever ) Talent Scouts Envy of eter nal bridesmaid „At least Football Friends two +tles n“German Footbal KEY RESOURCES per seaso CHANNELS League ( l DFL) rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the „Mir san m d Devo+ n talent an ir“ Apears osilly hem (We are Fans develop t THE BEST! when you Clever ) fail. Talent Scouts Envy of eter nal bridesmaid „At least Football Friends two +tles n“ Makes a bad moodGerman Footbal KEY RESOURCES per seaso CHANNELS with the League ( l participants, DFL) because it is not rs often machievable. in-­‐crowd Supersta Stadiu Master coac And its expensive, h since new "master Media coaches" TV and even more expensive Sponsors Stadium players are needed. COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Envy of eter nal bridesmaid We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Envy of eter nal bridesmaid We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves Makes it fun rs in-­‐crowd Supersta Stadium long the term? Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves rs in-­‐crowd Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves rs in-­‐crowd Supersta STheymdon‘t tadiu provide Master coac atmosphere h in the Media stadium! TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves rs Supersta Stadium Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal Theytball and see League ( l Foo are DFL) capricious, eves what it achi sometimes fed, rs Supersta easily predictable Stadium as an opponent Master coac and if they are h Media absent, its stupid too! TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents Master coac h Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents Master coac h Well... Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents True expert & mo+vator Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents True expert & mo+vator Media TV Sponsors Stadium COST STRUCTURE Capital-intensive. REVENUE STREAMS Doomed to endless victories. V High Expensive Star Stadium Adm ission & T Sponsors ise ees Managemen hip erchand tr ansfer f Ensemble t Rights M

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The business model of FC Bayern Munich KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents True expert & mo+vator Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V g Salaries of a Stadium Adm ission & T Sponsors ise Scou+n young team Managemen Rights hip M erchand t

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The successful business model 2010/11 KEY PARTNER KEY ACTIVITIES VALUE PROPOSITION CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS best Find the d Devo+on talent an „We are hem Fans develop t Football!“ Clever Talent Scouts Ungrudging ly Acknowledg ment We offer Football Friends aQrac+ve German KEY RESOURCES aQacking CHANNELS Footbal League ( l Football and see DFL) what it achieves +c Enthusias Stadium talents True expert & mo+vator Media TV Sponsors Stadium COST STRUCTURE REVENUE STREAMS V g Salaries of a Stadium Adm ission & T Sponsors ise Scou+n young team Managemen Rights hip M erchand t

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Congratulations to the successful business model 2010/11! 29

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The Result: German Football Champions 2010/11 German Football Champions 2010/12 „German Classico“ DFB Cup Winner 2012Five consecutive wins against FC Bayern Munich

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Business Model Canvas for illustration by Alexander Osterwalderwww.businessmodelhub.com

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Youve made it this far.Thanks for your attention and sharing! Thorsten Faltings Business Innovation & Development Consultant Happy to help you through todays Business Revolution Any Questions? Twitter: @faltings Email: faltings@ymail.com Featured as „Top LinkedIn: http://de.linkedin.com/in/faltings Presentation of the Day“ Website: http://fa.ltings.de/ on SlideShare.net