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The Pitch Method Business Model Canvasthepitchmethod.com<br />Tim Delhaes<br />Director First Tuesday<br />Co-fundador Tigabytes.com<br />

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CUSTOMER SEGMENTS<br />which customers and users are you serving? <br />which jobs do they really want to get done?<br />

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VALUE PROPOSITIONS<br />what are you offering them? what is that <br />getting done for them? do they care?<br />

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CHANNELS<br />how does each customer segment want to be reached? through which interaction points?<br />

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CUSTOMER RELATIONSHIPS<br />what relationships are you establishing with each segment? personal? automated? acquisitive? retentive?<br />

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REVENUE STREAMS<br />what are customers really willing to pay for? how? <br />are you generating transactional or recurring revenues?<br />

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KEY RESOURCES<br />which resources underpin your business model? which assets are essential?<br />

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KEY ACTIVITIES<br />which activities do you need to perform well in your business model? what is crucial?<br />9<br />

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KEY PARTNERS<br />which partners and suppliers leverage your model? <br />who do you need to rely on?<br />

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COST STRUCTURE<br />what is the resulting cost structure? <br />which key elements drive your costs?<br />

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value proposition<br />customer relationships<br />key activities<br />customer segments<br />key partners<br />cost structure<br />revenue streams<br />key <br />resources<br />channels<br />12<br />images by JAM<br />

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sketch out your business model<br />

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building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />building<br />block<br />

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<Nombre del Proyecto/Empresa><br /><Nombre persona/estudiante><br />Fecha: XXXCurso:XXX<br /><HighLevel Pitch!><br />Platform<br />“Agency” Fees<br />

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<Nombre del Proyecto/Empresa><br /><Nombre persona/estudiante><br />Fecha: XXXCurso:XXX<br /><HighLevel Pitch!><br />Test Hypotheses:<br /><ul><li>Demand Creation</li></ul>Test Hypotheses:<br /><ul><li>Problem

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Customer

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User

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Payer</li></ul>Agile Development<br />Test Hypotheses:<br /><ul><li>Product

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Market Type

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Competitive</li></ul>Test Hypotheses:<br /><ul><li>Channel

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(Customer)

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(Problem)</li></ul>Customer Development Team<br />Test Hypotheses:<br /><ul><li>Channel</li></ul>Test Hypotheses:<br /><ul><li>Pricing Model / Pricing</li></ul>Test Hypotheses:<br /><ul><li>Size of Opportunity/Market

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Validate Business Model</li></li></ul><li>Ejemplos<br />Business ModelCanvas<br />

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Student Discount Card<br />Sales and “creating” deals<br />Direct Sales<br />ServiceProviders<br />Global channeltostudents<br />Marketing (campaignexecution)<br />Global EducationPrograms<br />Local and global partnerships<br />Students<br />Access todiscounts<br />On-line memberships<br />Membership and networkingplatform<br />On-line marketing<br />Sallaries/Key activities<br />MembershipFees<br />On-line Marketing<br />Sales Comissions<br />Platform<br />“Agency” Fees<br />

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Nesspresso<br />

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Sell a Band<br />

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MobilityServices AG<br />

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StrategicAnalises<br />Appendix<br />

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CUSTOMER<br />Marketing + Management<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How do you engage the customer in either creating the value proposition or continuous improvement? <br />What is product positioning and how and why do you do an industry analysis? <br />What are different strategies around customer acquisition and customer retention? <br />What is the product or service development process? <br />What is a market segmentation? <br />What are strategic alliances? <br />What is a target market?<br />What is the concept of cannibalization and channel conflict? <br />What are they key positions in an executive management team, key functions ?<br />What is a market channel? <br />What are pricing strategies? <br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />

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DECISIONS<br />Statistics +<br />Operations<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How can I use statistics to understand my offering in the marketplace against alternatives? <br />How can I use statistics to define customer preferences? <br />What is knowledge management? <br />How can I get and use market feedback? <br />How can I use statistics to measure a market size? <br />How can I use data from my suppliers or distributors to inform product development? <br />How can I use data from my distribution channels? <br />What does a Chief Operations Officer (COO) do ?<br />How does your supply chain build your cost structure <br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />

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EVALUATION<br />Finance + Economics<br /> DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS<br />How can I understand my revenue growth, decline? <br />How can I understand the revenue of each customer segment? <br />How can I understand my revenue by customer? <br />What is cost of sales? cost of goods sold?<br />How can I partner to reduce my costs? <br />Other concepts<br />What is a cash flow statement and why does it matter<br />What is a balance sheet and how do you read it<br />What is an income statement and why do I pay attention to profit and loss<br />Why and how are companies valued<br />How can I decide how to finance my business? <br />What are my sales costs and how can I minimize these distribution costs? <br />What is a gross profit margin? Net profit? fixed vs. variable costs?<br />Design Business Bridge: Designing The Future of Business HMcGowan 2009<br />