8. CURRENT BUSINESS MODEL
WHAT KIND OF
RELATIONSHIP DO WE
MAINTAIN WITH OUR
CUSTOMERS?
PERSONAL CONTACT?
AUTOMATIC? SELF-
SERVICE?
THROUGH WHAT
CHANNELS DO WE
DELIVER OUR
PRODUCTS AND
SERVICES?
WHAT CUSTOMER NEEDS DO WE
SATISFY?
WHAT PROBLEM DO WE HELP
OUR CUSTOMERS SOLVE?
WHAT ADVANTAGES DO OUR
PRODUCTS AND SERVICES
PROVIDE OUR CUSTOMERS
WITH?
WHAT PRODUCTS AND SERVICES
DO WE DELIVER TO OUR
CUSTOMERS
WHAT TYPE OF KEY
ACTIVITIES DO WE
PERFORM?
WHAT KEY
RESOURCES DOES
OUR PROPOSITION
REQUIRE?
PHYSICAL?
INTELLECTUAL?
HUMAN? FINANCIAL?
WHO ARE OUR KEY
PARTNERS?
WHAT IS OUR
MOTIVATION TO WORK
WITH PARTNERS?
WHAT KEY
RESOURCES DO WE
ACQUIRE THROUGH
PARTNERS?
WHAT KEY ACTIVITIES
DO OUR PARTNERS
PERFORM?
WHO IS OUR
CUSTOMER?
FOR WHOM DO WE
CREATE VALUE?
CAN WE
DISTINGUISH
DIFFERENT
CUSTOMER
SEGMENTS?
WHAT ARE THE INHERENT
COSTS IN OUR CURRENT
BUSINESS MODEL?
WHAT IS THE SIZE OF
EACH COST?
WHAT REVENUE
STREAMS DO WE
GENERATE?
WHAT IS THE SIZE OF EACH
REVENUE STREAM?
30. FORESEE THE
FUTURE
“THIS PRESENT MOMENT USED
TO BE THE UNIMAGINABLE
FUTURE.”
Stewart Brand
Co-Founder, Global Business Network
“The Clock of the Long Now”
32. ELIMINATE
RAISE
Which
factors
can
you
eliminate
that
your
industry
has
long
competed
on?
Which
factors
should
be
raised
well
above
the
industry’s
standard?
REDUCE
CREATE
Which
factors
should
be
reduced
well
below
the
industry
standard?
Which
factors
should
be
created
that
the
industry
has
never
offered?
BLUE OCEAN
33. APPLY BUSINESS
MODEL PATTERNS
CHEAP INKJET PRINTERS ENCOURAGE
YOU TO BUY EXPENSIVE CARTRIDGES
Top 20%
Focus on a small
Number of products,
Each selling in high volume
LONG TAIL
Focus on a lage number of products,
each selling in low volumes
#"of"products"
#"of"sales"
38. WHERE ELSE
CAN WE SELL
OUR PRODUCTS
WHICH PARTNERS
CAN ADD EVEN
MORE VALUE
WHICH
SERVICES CAN
WE OFFER
HOW CAN WE
IMPROVE OUR
RELATIONSHIP WITH
OUR CUSTOMERS
HOW CAN WE
ELIMINATE
FIXED COSTS
BIG DATA
HOW CAN WE
DOUBLE OUR
TOTAL
REVENUES
WHAT IF WE
OFFER OUR
PRODUCT FOR
FREE
HOW CAN WE
IMPROVE OUR
CUSTOMERS LIFE
WHICH NEW
CUSTOMER
SEGMENTS
CAN WE SERVE
WHAT IF YOU
WOULD SELL A
SUBSCRIPTION
OUR WORST
NIGHTMARE
39. BUSINESS MODEL OPTION
WHAT KIND OF
RELATIONSHIP DO WE
MAINTAIN WITH OUR
CUSTOMERS?
PERSONAL CONTACT?
AUTOMATIC? SELF-
SERVICE?
THROUGH WHAT
CHANNELS DO WE
DELIVER OUR
PRODUCTS AND
SERVICES?
WHAT CUSTOMER NEEDS DO WE
SATISFY?
WHAT PROBLEM DO WE HELP
OUR CUSTOMERS SOLVE?
WHAT ADVANTAGES DO OUR
PRODUCTS AND SERVICES
PROVIDE OUR CUSTOMERS
WITH?
WHAT PRODUCTS AND SERVICES
DO WE DELIVER TO OUR
CUSTOMERS
WHAT TYPE OF KEY
ACTIVITIES DO WE
PERFORM?
WHAT KEY
RESOURCES DOES
OUR PROPOSITION
REQUIRE?
PHYSICAL?
INTELLECTUAL?
HUMAN? FINANCIAL?
WHO ARE OUR KEY
PARTNERS?
WHAT IS OUR
MOTIVATION TO WORK
WITH PARTNERS?
WHAT KEY
RESOURCES DO WE
ACQUIRE THROUGH
PARTNERS?
WHAT KEY ACTIVITIES
DO OUR PARTNERS
PERFORM?
WHO IS OUR
CUSTOMER?
FOR WHOM DO WE
CREATE VALUE?
CAN WE
DISTINGUISH
DIFFERENT
CUSTOMER
SEGMENTS?
WHAT ARE THE INHERENT
COSTS IN OUR CURRENT
BUSINESS MODEL?
WHAT IS THE SIZE OF
EACH COST?
WHAT REVENUE
STREAMS DO WE
GENERATE?
WHAT IS THE SIZE OF EACH
REVENUE STREAM?
43. DEF: BUSINESS MODEL MECHANICS
THE INNER WORKINGS OF AN
ORGANIZATION’S BUSINESS MODEL.
HOW THE BUILDING BLOCKS OF A
BUSINESS MODEL WORK TOGETHER
TO PRODUCE A BETTER OUTCOME
source: www.strategyzer.com
44. 6 QUESTIONS
HOW DO YOU PERFORM ON A SCALE FROM 0 TO 10?
0 102 4 6 8
source: www.strategyzer.com
MECHANICS:
SWITCHING COSTS
HOW EASY OR HARD IS IT FOR YOUR
CUSTOMER TO SWITCH TO ANOTHER
COMPANY?
source: www.strategyzer.com
MECHANICS:
RECURRING REVENUES
IS EVERY SALES A NEW EFFORT
(TRANSACTIONAL) OR WILL IT
RESULT IN FOLLOW-UP REVENUES
AND PURCHASES?
source: www.strategyzer.com
MECHANICS:
EARN BEFORE YOU SPEND
ARE YOU EARNING MONEY BEFORE
YOU ARE SPENDING IT (E.G. FOR
PRODUCTION, PLATFORMS ETC.)?
source: www.strategyzer.com
45. MECHANICS:
GAME CHANGING COST
STRUCTURE
IS YOUR COST STRUCTURE
SUBSTANTIALLY DIFFERENT AND
BETTER THAN THAT OF
COMPETITORS?
source: www.strategyzer.com
MECHANICS:
GETTING OTHERS TO DO THE
WORK
HOW MUCH DOES YOUR BUSINESS
MODEL GET CUSTOMERS OR THIRD
PARTIES TO CREATE VALUE FOR YOU?
source: www.strategyzer.com
MECHANICS:
SCALABILITY
HOW RAPIDLY AND HOW EASILY CAN
YOU GROW YOUR BUSINESS MODEL
WITHOUT HITTING ROADBLOCKS (E.G.
INFRASTRUCTURE, CUSTOMER
SUPPORT ETC.)
source: www.strategyzer.com
WHAT IS YOUR
SCORE?
49. “A START-UP IS NOT
A SMALL VERSION
OF A LARGE
COMPANY.”
Steve%Blank%
A START-UP IS A
TEMPORARY
ORGANIZATION IN
SEARCH FOR A
PROFITABLE, SCALABLE
AND REPEATABLE
BUSINESS MODEL.
A START-UP IS
ABOUT SEARCHING
Steve%Blank%
A (LARGE) COMPANY
IS ABOUT
EXECUTION
Steve%Blank%
50. YOU NEED TO
CLARIFY YOUR
ASSUMPTIONS
YOU NEED TO TEST
YOUR ASSUMPTIONS
Source: Alex Osterwalder Instagram
GET OUT OF THE BUILDING…
51. WATCH FIRST, THEN ASK LOOK FOR NEEDS, NOT SOLUTIONS
PIVOT YOUR
BUSINESS MODEL
STOP FEATURITIS NOW