16. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
17. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
18. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
Represents the cash a company generates
from each customer segment
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
19. Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Represents the cash a company generates
from each customer segment
Describes the most
important assets
required to make a
business model
work
Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
20. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Represents the cash a company generates
from each customer segment
Describes the most
important assets
required to make a
business model
work
Describes the most
important things a
company must do to
make its business
model work
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
21. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Represents the cash a company generates
from each customer segment
Describes the most
important assets
required to make a
business model
work
Describes the
network of
suppliers and
partners that
make the business
model work
Describes the most
important things a
company must do to
make its business
model work
Business Model Canvas
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
22. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Represents the cash a company generates
from each customer segment
Describes the most
important assets
required to make a
business model
work
Describes the
network of
suppliers and
partners that
make the business
model work
Describes all costs incurred to operate a
business model
Business Model Canvas
Describes the
types of
relationships a
company establish
with specific
Customer
Segment.
GET, KEEP, GROW
Describes the most
important things a
company must do to
make its business
model work
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
23. Key Partnerships Key Activities Value
Proposition
Customer
Relationships
Customer
Segments
Key Resources Channels
Revenue StreamsCost Structure
Business Model Canvas
Defines the
different groups
of people or
organizations a
company aims to
reach and serve
Describes the
bundle of products
and services that
create value for a
specific Customer
Segment
Describes the
types of
relationships a
company establish
with specific
Customer
Segment
Represents the cash a company generates
from each customer segment
Describes the most
important assets
required to make a
business model
work
Describes the
network of
suppliers and
partners that
make the business
model work
Describes all costs incurred to operate a
business model RevenuesExpenses <
Profits
Describes the most
important things a
company must do to
make its business
model work
Describes how a
company
communicates with
and reach its
Customer Segments
to deliver a Value
Proposition
45. Get a sense of the
opportunity size!
Prospects â Spending
46. 1. Find a customer problem worth to solve - Collect Data
⢠Google, Google, Google
⢠The World Bank - www.worldbank.org
⢠OECD - www.oecd-ilibrary.org/statistics
⢠EUROSTAT - ec.europa.eu/eurostat
⢠US Open Government Data - data.gov
⢠World Economic Forum - www.weforum.org
TIP: Do not spend too much time collecting data at this stage. Just
get a sense of the opportunity size!
51. Customer Segment
Value Proposition Canvas â Alex Osterwalder
Customer
Jobs
Gains
Pains
Value Proposition
Gain Creators
Pain Relievers
Products &
Services
Describe the economic,
physiological, effort and
emotional gains that your
customer expects, desires
or would surprised of
Describe how your product
and services will create
the economic, physiological,
effort and emotional gains
that your customer
expects, desires or would
surprised of
Describe how your product
and services will reduce, or
eliminate the economic,
physiological, effort and
emotional costs that your
customer experiences
Describe what your
specific customer
segment is trying to
accomplish (Jobs to get
done)
List up all the product
and services that your
Value Proposition is
built around
Describe the economic,
physiological, effort and
emotional pains(costs) that
your customer experiences
before or after getting the
Job done
55. 3.1 Design your experiment - Collect Data
⢠Google Trends
⢠Google Keyword Planner
⢠Government & organizations statistics
â World Bank, OECD, Eurostat etc.
⢠University & Think tankâs reports
â MIT Technology Review, Harvard Business Review, McKinsey,
Deloitte Tohmatsu, PwC
⢠Google Analytics
â Tracking your website traffic
⢠Social Media Analytics
âŚ.and many more
57. 3.3 Design your experiment â Get Insights by Interviews
⢠Face-to-Face interviews
â Customers, Industry insidersâŚ.
⢠Poll tools
â Pollfish, Facebook, Survey MonkeyâŚ
⢠Q&A tools
â Quora, Facebook, LinkedinâŚ
TIPS:
1.Get facts not opinions! Ask âWho, What, When, Where isâŚ.â
2. Ask âHowâŚâ to understand how he deals/manages the problem
3. Ask âWhy... â to understand his real motivations
58. 3. Design your experiment
Learning Card
We believed that
step 1: hypothesis
Insight Name
Person Responsible
Date of Learning
From that we learned that
step 3: learnings and insights
We observed
step 2: observation
Therefore, we will
step 4: decisions and actions
Data Reliability:
Action Required:
The makers of Business Model Generation and StrategyzerCopyright Strategyzer AG
Test Card
We believe that
Test Name
Assigned to
Deadline
Duration
And measure
To verify that, we will
We are right if
The makers of Business Model Generation and StrategyzerCopyright Business Model Foundry AG
Test Cost: Data Reliability:
Critical:
Time Required:
65. Tools MatrixDESIGNTESTING
BUSINESS MODEL VALUE PROPOSITION CUSTOMER CREATION
BUSINESS MODEL
CANVAS
VALUE PROPOSITION
CANVAS
CUSTOMER CREATION
CANVAS
CUSTOMER DEVELOPMENT LEAN START UP CUSTOMER DEVELOPMENT
74. Customer Creation Canvas
PARTNERS
KEY RESOURCES
KEY ACTIVITES
GETKEEPGROW
Up-saleNext SaleCross SaleReferral Purchase Consideration Interests Awareness
STEP1: How will you
reach your target
customers and make
them aware of your
product and
services?
STEP5: How will
you sustain the
benefits your
customer gets
from your product
and services?
STEP6: How will you
create new benefits for
your customers and
purchase additional
products and services
from you?