Based

on

THE

Canva
s
(BMC)

Nov 8th
2011
Created by: Emad
 Agend
a

Business Model Presentat

Group
Canvas & ions &
Worksh
Examples Discussion
op
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First Plain Paper
Photocopier - 1950 
Easy to use
 No risk on originals
 Low operating cost
 Use plain paper

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bu sines
s
model
“A business model describes the
rationale of how an organization
creates, delivers, and captures
value”
4
What is a Business
Model?

How you
create,
deliver,
and harvest
value
© 2013 Davender Gupta - www 5
.startupacademie.com All
 BUSINESS
MODEL
Product/
Service

Delive
Creat
r
e

Organizati Custom
on ers
Captur
e

Revenue ($)

6
Bu siness
Model
Canvas
(BMC)
7
It is tool to create &
analyze business
models...

8
What is a Business Model Canvas
(BMC)?
BMC is a visual representation of the various
elements of your Business Model.
Allows you to:
 see the relationships among the parts of
your model;
 identify hypothesis, assumptions and risks;
 plan validation testing (market, channels,
pricing);
 find ways to add value or reduce cost;
 brainstorm market disruption strategies
© 2013 Davender Gupta - www 9
.startupacademie.com All
YOU CAN
• Create new
business models
easily
• Analyze & update
your existing business
model
10
buildin
g
blocks
11
Business Model Canvas -
Key Partners Key Activities Value Propositions Customer Customer Segments
Relationships

Write directly to the

• Post WA canvas…
story. Or use the post-it™ • WhatsAp
• Fruit seller • Promotion note Student In
p
with other
…or both PUSH.
• Reseller Contack
friend. • Have much (all the
• Post in Sg Vitamin. people)
• Delecious
Instagram
taste.
• Best price.
Key Resources Channels Student in
Campus.
(all the
• WhatsApp • WhatsAp people)
Number. p Story
• Acc • Personal
Instagram Selling
.

Cost Structure Revenue Streams

• Fruit ; Rp. • Retail Profit

• Chocolate : Rp. ,etc • Point relationship

http://www.businessmodelgeneration.com
 The Business Model Canvas
Value Propositions
Customer Relationships
Key Activities

Customer Segments
Key Partners

Distribution Channels

Key Resources

Cost Structure Revenue Streams

© 2013 Davender Gupta -

www.startupacademie.com All Rights 13
Reserved v20130429
1. Customer
Segments

which customers and users are you

serving? which jobs do they really want to
get done?
• People or organizations for which you are
creating value for

14
1. Customer Segments
• Who are your most important users and
customers?
• You must create a detailed portrait of each
(“archetype”)
• Look beyond the obvious
• who are the stakeholders?
• who is most motivated?
• who is most underserved?
• who has the most to gain?
© 2013 Davender Gupta -
www.startupacademie.com All Rights 15
Reserved v20130429
2. Value
Proposition

what are you offering them? what is

that getting done for them? do they
care?
• The bundles of products and services
that create value for customers

16
2. Value Proposition
For each Customer Segment:
 What is their PAIN? (B2B)
or their ACHE? (B2C)
 What is the GAIN for them to solve their pain
or ache?

© 2013 Davender Gupta -

www.startupacademie.com All Rights 17
Reserved v20130429
 3.
Channels

how does each customer segment want to be

reached? through which interaction points?

• How are VPs delivered to customers?

• Communication, distribution, sales channels

18
3. Distribution Channels
How do you deliver this value at every stage of the
buying process?
• Discovery
• Evaluation
• Purchase
• Delivery
• After sales service

Physical or Virtual channel?

What is the value you add at each step?
© 2013 Davender Gupta -
www.startupacademie.com All Rights 19
Reserved v20130429
 4. Customer
Relationships

what relationships are you establishing with each

segment? personal? automated? acquisitive? retentive?
• Type of relationships are establishing with
your customers and how you are aquiring
and retaining them

20
4. Customer Relationships
• How do you
GET,
KEEP,
and GROW
your customer base?

How do you build a loyal and enthusiastic tribe

around your offer?
© 2013 Davender Gupta -
www.startupacademie.com All Rights 21
Reserved v20130429
 5. Revenue
Streams

what are customers really willing to pay

for? how? Are you generating
transactional or recurring revenues?

• These result from value propositions

that are successfully offered to
customers

22
5. Revenue Streams
How do you generate cash from each customer
segment?
– What VALUE do customers put on the benefits
you provide?
– What VALUE are customers willing to pay for?
– What VALUE do customers infer from your
pricing?
Revenue Streams = Strategies (What)
Pricing = Tactics (How Much and When)

Consider impact on your GET-KEEP-GROW strategies

© 2013 Davender Gupta -
www.startupacademie.com All Rights 23
Reserved v20130429
5. Revenue Streams
Price on VALUE – not on cost
 usage
 subscription
 rent
 license
 intermediation (affiliate)
 freemium (use with caution!)

© 2013 Davender Gupta -

www.startupacademie.com All Rights 24
Reserved v20130429
 6. Key
Resources

which resources underpin

your business model? which
assets are essential?

• Assets that are required to offer and

deliver the previously-described
elements (1-5)
25
6. Key Resources
• What infrastructure and resources do you need to deliver
what you promise?
– tools, space, locations
– personnel (qualifications, in-house or sub)
– equipment (lease or buy)
– licenses, intellectual property
– supplies (components, assemblies)
– what is scarce or difficult to get
– financial requirements
– acquisition timelines

 Beware of promising more than you can deliver!

© 2013 Davender Gupta -
www.startupacademie.com All Rights 26
Reserved v20130429
 7. Key
Activities

Which activities do you need to perform well

in your business model? what is crucial?

• Which things you need to be able to

perform well

27
7. Key Activities
What major activities (deliverables)
must be produced – when and by
who?
• dependencies
• responsibilities

© 2013 Davender Gupta -

www.startupacademie.com All Rights 28
Reserved v20130429
 8. Key
Partners

which partners and suppliers leverage your

model? who do you need to rely on?

• Who can help you leverage your

business model
29
8. Key Partners
Partners
• Suppliers
• Developers
• Distributors
• Investors
• Collaborators
• Affiliates
Competitors
Alternatives

How does each partner help or hinder the business

model? © 2013 Davender Gupta -
www.startupacademie.com All Rights 30
Reserved v20130429
9. Cost Structure

9 Cost Structure

© 2013 Davender Gupta -

www.startupacademie.com All Rights 31
Reserved v20130429
9. Cost Structure
What are the critical elements of the cost structure?
 Fixed costs
 Variable costs
 Resource, activity, partner costs
 Infrastructure, operational, cost of sales
 Payroll costs, benefits, bonus structure, taxes
 What are the costs of each element of the business
model?
 Where are the economic of scale?
 What are the risks?
© 2013 Davender Gupta -
www.startupacademie.com All Rights 32
Reserved v20130429
 Your Business Model Canvas
KEY KEY VALUE RELATIONSHIPS CUSTOMER
PARTNERS ACTIVITIE PROPOSITION SEGMENT
S

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

20
© 2013 Davender Gupta - www 34
.startupacademie.com All
EXAMPLES
EXAMPLES

35
 Example 1 Example 2

Refreshing lemonade to Affordable VOIP

joggers at public calls
parks
36
Kelly’s Lemonade Stand: Refreshing Lemonade
KEY KEY VALUE RELATIONSHIPS CUSTOMER
PARTNERS ACTIVITIE PROPOSITION SEGMENT
S

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

37
 Skype
KEY KEY VALUE RELATIONSHIPS CUSTOMER
PARTNERS ACTIVITIE PROPOSITION SEGMENT
S

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

24
Example 3 Example 4

Photo sharing Smooth shave for men &

online women
25
 Flickr: Photo Sharing
KEY KEY VALUE RELATIONSHIPS CUSTOMER
PARTNERS ACTIVITIE PROPOSITION SEGMENT
S

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

26
 Gillette: Razors & Blades
KEY KEY VALUE RELATIONSHIPS CUSTOMER
PARTNERS ACTIVITIE PROPOSITION SEGMENT
S

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

27
Break.
43
WORKSHOP

44
 WORKSHOP
1. Assemble in teams
2. Create canvas
3. Write key words on sticky notes
4. Place sticky notes on the canvas
5. Present your canvas

45
Create a CANVAS
of your enterprise
project

46
Break.
47
1Presentation
minute

s
48
Discussio
n

49
so what’s beyond
the
CANVAS?

50
you need to validate your
model assumptions with the
customers until you get it
right!

51
BUSINESS
PLAN

52
www.BusinessModelGeneration.com
53
THAN
K
YOU! Emad Saif
www.emadsaif.com

54
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