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    The document discusses the Business Model Canvas, a tool for visualizing and planning a business model. It describes the 9 blocks of the canvas - customer segments, value propositions, distribution channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. Each block represents an important aspect of the business model that must be defined and validated through discovery, research, and testing to ensure the model effectively meets customer needs. The canvas helps identify assumptions and risks, and find ways to add value or reduce costs through market disruption.

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    MBF - BMC

    Uploaded by

    nabilaaa
    39 views44 pages
    The document discusses the Business Model Canvas, a tool for visualizing and planning a business model. It describes the 9 blocks of the canvas - customer segments, value propositions, distribution channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. Each block represents an important aspect of the business model that must be defined and validated through discovery, research, and testing to ensure the model effectively meets customer needs. The canvas helps identify assumptions and risks, and find ways to add value or reduce costs through market disruption.

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    materi BMC

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    The document discusses the Business Model Canvas, a tool for visualizing and planning a business model. It describes the 9 blocks of the canvas - customer segments, value propositions, distribution channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. Each block represents an important aspect of the business model that must be defined and validated through discovery, research, and testing to ensure the model effectively meets customer needs. The canvas helps identify assumptions and risks, and find ways to add value or reduce costs through market disruption.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    39 views44 pages

    MBF - BMC

    Uploaded by

    nabilaaa
    The document discusses the Business Model Canvas, a tool for visualizing and planning a business model. It describes the 9 blocks of the canvas - customer segments, value propositions, distribution channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. Each block represents an important aspect of the business model that must be defined and validated through discovery, research, and testing to ensure the model effectively meets customer needs. The canvas helps identify assumptions and risks, and find ways to add value or reduce costs through market disruption.

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    of 44

    Build a Startup

    Business Model
    Canvas
    Almira Syawli, S.Kom., M.Kom
    Manajemen Bisnis Fungsional
    Sistem Informasi
    Universitas Brawijaya
    The Business Model Canvas
    Your Roadmap To Success

    Source:

    Coach Davender Gupta


    Startup-Académie
    www.startupacademie.com
    What is a Business Model?

    How you
    create,
    deliver,
    and harvest
    value
    What is a Business Model Canvas?

    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
    Business Model Map

    1. Lean Canvas (Ash Maurya) 🡪 Tactical


    Business resources Scorecard
    It outlines a more problem focused approach and it majorly targets entrepreneurs
    and startup businesses.

    2. Busines Model Canvas (Alexander


    Osterwalder) 🡪 Strategic Business
    Resources Scorecard
    It outlines several prescriptions which form the building blocks for the activities. It
    enables both new and existing businesses to focus on operational as well as
    strategic management and marketing plans
    LEAN CANVAS
    Source: http://en.wikipedia.org/wiki/Business_Model_Canvas
    The Business Model Canvas
    Value
    Propositions Customer
    Key Relationships
    Activities

    Customer
    Key
    Segments
    Partners

    Distribution
    Channels
    Key
    Resources

    Cost Revenue
    Structure Streams
    1. Customer Segments

    Customer
    Segments

    1
    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?
    2. Value Proposition

    2 Value
    Proposition
    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?

    ▪ What is their DECISION TRIGGER?


    The Decision Trigger

    How does your solution change


    the customer’s life for the better?
    « What is the RETURN ON USE »
    Does your offer promise enough added
    value to motivate
    your customer to
    pull out their credit card?
    3. Distribution Channels

    Distribution
    Channels

    3
    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?
    4. Customer Relationships

    Customer
    Relationships
    4
    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?
    5. Revenue Streams

    Revenue
    Streams 5
    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
    5. Revenue Streams

    Price on VALUE – not on cost


    ▪ usage
    ▪ subscription
    ▪ rent
    ▪ license
    ▪ intermediation (affiliate)
    ▪ freemium (use with caution!)
    Where can you generate revenue that
    others leave on the table?
    6. Key Resources

    6
    Key
    Resources
    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!
    7. Key Activities

    7 Key
    Activities
    7. Key Activities

    What major activities (deliverables)


    must be produced – when and by
    who?
    • dependencies
    • responsibilities
    8. Key Partners

    Key
    Partners

    8
    8. Key Partners

    Partners
    • Suppliers
    • Developers
    • Distributors
    • Investors
    • Collaborators
    • Affiliates

    Competitors
    Alternatives

    How does each partner help or hinder the


    business model?
    9. Cost Structure

    9 Cost
    Structure
    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 economies of scale?
    ● What are the risks, the unknowns?
    The Business Model Canvas
    Value
    Propositions Customer
    Key Relationships
    Activities

    Customer
    Key
    Segments
    Partners

    Distribution
    Channels
    Key
    Resources

    Cost Revenue
    Structure Streams
    Validating the Canvas

    « The problem is that startups fall in love


    with the solution too early.
    They don't focus enough on the foundation
    of vision and strategy to make sure it
    connects to what people want and use. »
    -- Ash Mauriya
    Validating The Canvas

    Everything you put on your canvas is a


    HYPOTHESIS.
    You must VALIDATE every element through -
    • Discovery (your own data)
    • Research (other people’s data)
    • Testing (simulation, MVP)
    to uncover the DISRUPT.
    Discover the DISRUPT

    How do you change the rules of the


    competitive game?

    The gold is in
    the DISRUPT.
    Validating the Canvas

    • Discover
    • What you know
    • That you know (belief)

    • That you don’t know (hypothesis)

    • What you don’t know


    • That you know (intuition)

    • That you don’t know (discovery)


    The Four Disrupts
    Offer (What):
    ● New offers (products or services) that did not exist up to now (invention)

    Process (How):
    ● New products or methods that allow the offer to be produced faster,
    cheaper, more durable, better quality (production)

    Market (Who):
    ● Opening a new market segment poorly served until now, by making minor
    modifications to one’s product or service (marketing)

    Value (Why):
    ● Meeting a need that is valued by an existing market, but not satisfactorily
    met by competing offers, and doing it better than the competition
    (positioning)
    7 4
    8 2 1
    6 3
    9 5

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