Like its agile cousins, Business Model Generation works at its best when a cross-functional team populates the canvas on a white board, flip chart or similar. As the business model grows ahead visually, it become obvious how its different parts depend on each other. Even a brilliant idea needs a smart payment solution, effective sales channels and an appropriate price, to attract today's "spoiled" customers.
Ähnlich wie The business model canvas brings agility into business planning. It have never been easier (or more fun) to judge between death or glory. (20)
2. I-DO-A-R-R-T
Intention: Use the business model generation techniques in order to be able
to validate business viability.
Desired Outcome: A business model canvas visualized with post-its on a flip
chart and a validation test.
Agenda:
Session I: Populating the canvas
Session 2: Assessing your business model
Session 3: Creating a validation test
Roles: Facilitator/sensei, decision maker, doers, opiniated people
Rules: No laptops, no phones, parking lot area for questions of topic, respect
the timebox
Time: 4 hrs, 09.00-13.00 <datemonthyear, location>
3. Business model canvas….
… is a one-pager for business model generation and validation. A business
model describes the basics of how to create and deliver value at a profit.
http://www.youtube.com/watch?v=QoAOzMTLP5sBusiness model generation tutorial:
4. Pre-condition
In order to have a productive session;
start with an elevator pitch (or similar).
Pinpointing value proposition for a
customer segment.
http://torgronsund.com/201
1/11/29/7-proven-
templates-for-creating-
value-propositions-that-
work
Additional
value proposition
formats:
5. Session 1: Populating the canvas
• Customer segments
• Value proposition
• Channels
• Customer relationships
• Revenue streams
• Key activities
• Key resources
• Key partners
• Cost structures
Session 1 is about populating the canvas based upon already produced
value proposition and customer segment. During this first session it is
common to have to adjust both initial value proposition and customer
segment due to the learnings that arise when additional information is
visualized. Feel free to add multiple customer segments and value
proposition if needed, separated with different colored post-its.
6. FOR busy city-dwellers, WHO HAS a
need for a beautiful home.
Echo Flower IS A flower decoration
service, THAT continually deliver fresh
flowers. UNLIKE traditional flower
suppliers, Echo flower uses only ecological
grown flowers.
FOR busy
city-
dwellers
8. FOR busy city-dwellers, WHO HAS a need for
a beautiful home.
Echo Flower IS A flower decoration service,
THAT continually deliver fresh flowers.
UNLIKE traditional flower suppliers, Echo
flower uses only ecological grown flowers.
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
11. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
13. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
15. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
17. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
19. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
Florist
Web
editor
Seller
Carrier
21. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
Florist
Web
editor
Seller
Carrier
Echo
flower
supplier
Courier
Paypal
23. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
Florist
Web
editor
Seller
Carrier
Echo
flower
supplier
Courier
Paypal
Flowers
Flower
binding
/packag-
ing
Paypal
service
fee
Carrier
fee
Salary:
Florist
Web editor
Seller
(1 individual)
Website
fee
24. Session 2: Assessing your business model
• Once the canvas is populated and hence
already adjusted many times already.
• It is time to look at your business model from yet
another angle, to assess the viability.
• Walk through the assessment
• You will probably have to adapt your model or
else realize that this idea will never fly
25. Session 2: Assessing your business model
1. Is it difficult for customers to switch to a competitor?
2. Do you have recurring revenue?
3. Do you have income before you have expenditures?
4. Is your cost side a game-changer?
5. Do you have others working for you for free?
6. How scalable is your business model?
7. Does your business model protect you from
competitors?
– How easy is it for someone to copy and catch up?
• Assess your business model against the questions below.
• Learn and adapt
26. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
Florist
Web
editor
Seller
Carrier
Echo
flower
supplier
Courier
Paypal
Flowers
Flower
binding
/packag-
ing
Paypal
service
fee
Carrier
fee
Salary:
Florist
Web editor
Seller
(1 individual)
Website
fee
This is nothing but guesses !!!
27. Session 3: Creating a validation test
• When your business model have passed the
assessment, then it is time for validation.
• Create a validation test and start asking for
customer feedback
• The validation testing will normally require
several test cycles with new learnings and
business model adaptation in between. This
takes place after the workshop.
28. Session 3: Creating a validation test
Test name:
1. Hypothesis:
2. Test:
3. Metric:
4. Criteria:
Subscription is king
We believe that we will earn 0.1 million $ a year
To verify that, we will sell subscriptions for 3 months
And measure how many subscriptions we sold
We were right if we sold more than 100 subscriptions
29. Validation test cycle
Customer Feedback
Business Model
Validation
Test
• Run the validation test in accordance with your test hypothesis
• Learn and adjust your business model.
• It is perfectly normal to fail - keep going until business viability
is proven and your business model is validated
30. FOR busy
city-
dwellers
need for a
beautiful
home.
Flower
deco-
ration
service
Continu-
ally
delivering
echo
flowers
Web site
Home
delivery
service
Web site
Social
media
News-
letter
Sub-
scription
Fee
Paypal
100
customer
100 * 20 =
2000$ /
month
20$
/month
Make
flower
bouquets
Manage
paypal
account
Manage
sub-
scribers
Call new
sub-
scribers
Deliver
flower
bouquets
Manage
website
& social
media
Florist
Web
editor
Seller
Carrier
Echo
flower
supplier
Courier
Paypal
Flowers
Flower
binding
/packag-
ing
Paypal
service
fee
Carrier
fee
Salary:
Florist
Web editor
Seller
(1 individual)
Website
fee
Validated business model
31. How to plan and execute
Make sure there is an elevator pitch (or similar) available as input.
For complex products/services, think about having user personas
and/or a customer life cycle/journey made beforehand for additional
input.
If you are a large group (more than 7) – go for a multi team approach
and create multiple business model which are merged in two steps;
after completing the revenue stream and after completing the cost
structure.
Sometimes your business model will include multiple customer
segments, each with their own value proposition and channels. Keep
them apart by using different colored post-its.
Validation means that your business model have been proven to work
in accordance with your validation test – it is of great importance to
create a relevant validation test.
Remember! A workshop is a workout:
"You've got big dreams? You want fame? Well, fame costs. And right here is where you start
paying ... in sweat.“ (Lydia Grant, Fame)