1. PARTNERSHIP
DESIGN
Using the business model and partnership canvas
for designing business model collaborations
W: source.institute
E: bart@source.institute
T: @bartdoorneweert
Co-created with Ernst Houdkamp of Scherper Stellen
8. Source:
Shawn
Yeager
FUNCTIONALITY
- Do customers
expect you to "
create and "
deliver it?
MARKET-SIZING"
- Is your addressable
market large enough
to sustain you?
PARTNERSHIP INTENT
9. FUNCTIONALITY
- Do customers
expect you to "
create and "
deliver it?
Source:
Shawn
Yeager
MARKET-SIZING"
- Is your addressable
market large enough
to sustain you?
TIME-TO-MARKET
- Time to market
important? "
If so, can you make it
on your own?
PARTNERSHIP INTENT
10. FUNCTIONALITY
- Do customers
expect you to "
create and "
deliver it?
Source:
Shawn
Yeager
MARKET-SIZING"
- Is your addressable
market large enough
to sustain you?
TIME-TO-MARKET
- Time to market
important? "
If so, can you make it
on your own?
RESOURCES
— do you have the"
skill sets, time, and
budget to develop "
the internally?
PARTNERSHIP INTENT
11. FUNCTIONALITY
- Do customers
expect you to "
create and "
deliver it?
Source:
Shawn
Yeager
MARKET-SIZING"
- Is your addressable
market large enough
to sustain you?
TIME-TO-MARKET
- Time to market
important? "
If so, can you make it
on your own?
RESOURCES
— do you have the"
skill sets, time, and
budget to develop "
the internally?
PARTNERSHIP INTENT
17. […] “few companies in our
experience take the time to
articulate their own business
model.
Fewer have any clear idea
about the business models of
their external relationships.”
HENRY
CHESBROUGH
18.
19.
20. 3
1
2
3 QUESTIONS FOR
BETTER
COMMUNICATION
ABOUT PARTNERSHIPS
38. What
are
you
looking
for
in
a
partner?
What
is
your
matching
offer?
39. What
are
you
looking
for
in
a
partner?
What
is
your
matching
offer?
How
will
you
bring
together
these
values?
40. What
are
you
looking
for
in
a
partner?
What
is
your
matching
offer?
How
will
you
bring
together
these
values?
What output will
be created for
your businessmodel?
95. Grading machine
Conventional
fruits Combine orders
Special fruits
Special fruits
Super
market
Grading machine
Direct
shipment
Super
market
Conventional
fruits
AucGon
Full stack of
fruits Full stack of
fruits
96. Grading machine
Conventional
fruits Combine orders
Special fruits
Special fruits
Super
market
Grading machine
Direct
shipment
Super
market
Conventional
fruits
Gradingmachine
Full stack of
fruits Full stack of
fruits
AucGon
97. Grading machine
Conventional
fruits Combine orders
Special fruits
Special fruits
Super
market
Grading machine
Direct
shipment
Super
market
Conventional
fruits
Gradingmachine
Full stack of
fruits Full stack of
fruits
AucGon
98. Grading machine
Conventional
fruits Combine orders
Special fruits
Special fruits
Super
market
Grading machine
Direct
shipment
Super
market
Conventional
fruits
Gradingmachine
Full stack of
fruits Full stack of
fruits
Full stack of
fruits
Direct shipment
99. Grading machine
Conventional
fruits
Combine orders
Special fruits
Special fruits
Super
market
Grading machine
Direct
shipment
Super
market
Conventional
fruits
Direct shipment
Full stack of
fruits Full stack of
fruits
Full stack of
fruits
105. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
106. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
107. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
108. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
109. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
110. Super
market
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
COST
ADVANTAGES
FROM
JOINT
SHIPMENT
Full stack of
fruits
Special fruits
Full stack of
fruits
Full stack of
fruits
Conventional
fruits
113. Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
COST
ADVANTAGES
FROM
JOINT
SHIPMENT
Special fruits
Super
market
Full stack of
fruits Full stack of
fruits
Full stack of
fruits
Conventional
fruits
114. Super
market
Special fruits
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
COST
ADVANTAGES
FROM
JOINT
SHIPMENT
Full stack of
fruits Full stack of
fruits
Full stack of
fruits
Conventional
fruits
Combine orders
115. Super
market
Conventional
fruits
Special fruits
Super
market
Grading machine
Special fruits
Grading machine
Conventional
fruits
Combine orders
Direct
shipment
Direct shipment
HIGHER
PRICES
HIGHER
VOLUME
HIGHER
PRICES
NOTHING
COST
ADVANTAGES
FROM
JOINT
SHIPMENT
ORDER
FULFILLMENT
Combine orders
Full stack of
fruits Full stack of
fruits
Full stack of
fruits