The document outlines activities to develop a business model, including answering questions about acquiring and retaining customers, revenue models, costs, partners, and value propositions. It also includes developing assumptions, preparing sales materials, and planning next steps to implement the business model.
The document outlines activities to develop a business model, including answering questions about acquiring and retaining customers, revenue models, costs, partners, and value propositions. It also includes developing assumptions, preparing sales materials, and planning next steps to implement the business model.
The document outlines activities to develop a business model, including answering questions about acquiring and retaining customers, revenue models, costs, partners, and value propositions. It also includes developing assumptions, preparing sales materials, and planning next steps to implement the business model.
The document outlines activities to develop a business model, including answering questions about acquiring and retaining customers, revenue models, costs, partners, and value propositions. It also includes developing assumptions, preparing sales materials, and planning next steps to implement the business model.
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Activity 1: Key business model questions
Write a brief response to the following questions.
1. How do you acquire customers?
2. After you have landed a new customer, how do you plan to relate to that customer and manage the relationship (if at all)?
3. How do you charge your customers? What is your revenue model?
4. How much do you charge your customers? Can you calculate your revenues for the next month, quarter and year?
5. What assets are available to you or under your control?
6. Who are your key partners?
7. What key activities do you need to engage in to deliver your value proposition?
8. What are your fixed costs?
9. What are your variable costs? Can you calculate your total cost for the next month, quarter and year?
10. Does your revenue forecast demonstrate increased profitability towards the end of the forecast period?
Activity 2: Create your own business model
KEY KEY VALUE CUSTOMER CUSTOMER PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS
KEY RESOURCES CHANNELS
COST STRUCTURE REVENUE STREAMS
Activity 3: Consider your business model
• Does it work? Do the revenues outweigh the cost? Try estimating revenues and cost for the next month ( or the first month of sales, if you are without revenue for now)
• What are the risks to your business model? What parts of your business model are most critical for your business to grow in a profitable manner?
• Are there things that can or should be changed to strengthen the business model or reduce its risk?
Activity 4: Clarify your business model assumptions
Check each response in the Building Model Canvas against the following criteria:
• How do you know what you wrote in each building block is true? Have you made an assumption or do you have solid evidence—in the form of documented facts?
– In the cases you have facts, label the response as “Fact” and make a note of your evidence.
– In the cases you have made assumptions, label the response as “Assumption.”
• Complete the activity by listing all the assumptions regarding your business model on the next slide.
The next section will address how to test those assumptions.
Activity 5: Prepare to meet customers
Prepare the materials needed before you meet potential customers: (create a checklist of the points below)
• Sales materials
– Website
– Product information
– Customer presentation
– Other (demo/prototype/case study)
• Channel strategy description
• Sales process description:
– Economic buyer – Other stakeholders involved in customer’s buying process
– Steps in and duration of sales process
– Expected deal size
– Pricing options
Activity 6: Update your documentation
Document your sales roadmap by answering the following questions.
• Who are the stakeholders involved in the customer's buying process?
• Who typically plays the roles of influencer and economic buyer?
• What are the stages and the length of the sales cycle?
• What is the profile of the typical buyer?
• What is the best sales strategy?
Create your positioning statement using the following template.
• For…
• Who….
• Our product is…
• That provides…
• Unlike…
• We have assembled/created/invented a product that….
KEY KEY VALUE CUSTOMER CUSTOMER PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS
KEY RESOURCES CHANNELS
COST STRUCTURE REVENUE STREAMS
Activity 7: Plan your next steps
Take the required steps to implement your business model (make a checklist of the items below):
