Business901

Identify

Segments

Relations

Opportunity

Value

Define Value

Define Quality

Acquire

Value Gaps

Performance Gaps

Retain

Loyalty

Defection

Monitor

Measures

Outline

www.businessmodelgeneration.com

Print a copy of this as large as possible and paste on your wall!

www.businessmodelgeneration.com

Customer Segments

Type of Market: Mass Market Niche Market Segmented Diversified Multi-sided Platform

Value Proposition

Newness Performance Customization "Getting the Job Done" Design Brand/Status

Price Cost Reduction Risk Reduction Accessibility Convenience/Usability

Characteristics:

Channels

Customer Decision Making Process: 1. Awareness - How do we raise awareness about our products and services? 2. Evaluation - How do we help customers evaluate our Value Proposition? 3. Purchase - How do we allow customers to purchase products/services? 4. Delivery - How do we deliver a Value Proposition to customers? 5. After sales - How do we provide post-purchase customer support?

Customer Relationships

Examples: Personal assistance Dedicated Personal Self-Service Automated Services Communities Co-creation

Revenue Streams

Types: Asset sale, Usage fee, Subscription Fees, Lending/Renting/Leasing, Licensing, Brokerage fees, Advertising Fixed Pricing: List Price, Product feature dependent, Customer segment dependent, Volume dependent Dynamic Pricing: Negotiation (bargaining), Yield Management, Real-time-Market

Key Resources

Types of Resources Physical Human Financial Intellectual (brand, patents, copyrights, data)

Our Customer

Relationships?

Our Revenue

streams?

Our

Distribution

Channels?

Key Activities

Our Customer

Relationships?

Categories Production Problem Solving Platform/Network

Our Revenue

streams?

Our

Distribution

Channels?

Key Partners

Motivations for Partnerships: Optimization and economy Reduction of risk and uncertainty Acquisition of particular resources and activities

Cost Structure

Is your business more: Cost Driven - (leanest structure, low price, maximum automation, extensive outsourcing) Value Driven - (focused on value creation, premium value proposition)

Sample Characteristics:

Fixed Costs (salaries, rents, utilities), Variable costs, Economies of scale/scope

www.businessmodelgeneration.com

Alex Osterwalder

Resources Books: Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers

•

•

•

Our Mission is to bring

Continuous Improvement

to Sales and Marketing.