Business Model Canvas
- Value Propositions (What do you do?)
- Customer (Audience) Segments (Who do you help?)
- Key Partners (Who will help you?)
- Key Activities (How do you do it?)
- Key Resources (What do you need?)
- Distribution Channels (How do you reach them?)
- Customer (Audience) Relationships (How do you interact?)
- Cost Structure (What will it cost?)
- Revenue Streams (How much will you make?)
Value Proposition
- What value will people get from this product?
Customer Segments
- Who are your customers or who do you expect them to be?
- Define distinctive customer types (day to day users)
- For customer segment #1, 2, 3...
Customer Analysis
Customer Influence
Customer Influence Map
Influencers, Recommenders
- List those who could influence a customer’s buying decision
"Economic Buyers" (The person whose budget pays for it)
- Does the economic buyer already have budget for product
- Does budget need to be approved?
"Decision Makers"*
- Person who can kill purchase (for example by not approving budget)
Potential Saboteurs
Key Partners
- List key partners (target/necessary)
- What they will provide
- What company will give in return ("value exchange")
Partner Types
- Strategic alliances
- Joint new business efforts
- Coopetition
- Key suppliers
- Traffic partners
Key Activities
Key Resources
- List key resources (critical to success)
- How will company find/secure
- Identify key resource costs
Key Resources Types
- Physical resources
- Financial resources
- Human resources
- Intellectual property
- Other key resources
Dependency analysis
Distribution Channels
- Distribution Channel Diagram
- Distribution Channel Plan
- Channel Responsibility Map
- “Food Chain” Drawing
- Channel Partner's Business Model Drawing
Customer impact
- Will your product create network effects?
- Does it have organic demand versus requiring marketing spend?
Cost Structure and Revenue Streams
Costs
- One Time Costs
- Ongoing Costs
Revenue Streams
- Pricing Tactics options
- Revenue Model Options
Business Model, Financial Model
Pricing Tactics options
- Value pricing
- Competitive pricing
- Volume pricing
- Portfolio pricing
- Razor/razor blade model
- Subscription
- Leasing
- Freemium
Revenue model options
- Sales
- Subscriptions
- Pay-per-use
- Referral
- Affiliate
Market Analysis
- Overall market knowledge
- Market map
Market Type (Different funding needs for different market types)
- Existing
- Resegmented
- New
- Clone
Market size estimate
- TAM or Total Available market
- SAM or Served Available Market
- Target Market
Market Share estimate
Multi-sided Market Learn how other side works, buys, how to optimize, how to address each side of the market, other distribution channel, create sales roadmap, create two problem presentations for multi-sided markets
Verify Product/Market Fit
Charts
- Users, Buyers, Channels
Company Organizational Chart
Short Narrative in Bullets (Longterm Company/Product Vision/Strategy)
"Gathering Forces: Facts that will shape this product/service"
- Valuable articles, notes and other info
- What do we already know? (the facts)
- What do we need to know more about and “how might we” find it out?
- [add questions to the ‘risks’ doc]
Strategic Analysis
Strategic Analysis
- SWOT Wikipedia
- PEST Analysis
PESTLIED
- ANSOF
- Strategic Groups
- Resource-Based Approach
- N-Step
- Prescriptive
- Kaleidoscope
- Kant
- Kotter
Considerations
- Prospect conversion rates
- Customer acquisition costs
- Customer Lifetime Value
- Customer switching costs (Can you create customer lock-in/high switching costs?)
- Channel cost and revenue potential summaries
- Channel margin, promotion and shelf space fees
- Average selling price
- Total achievable revenue
- Number of customers/year
- Cash balance
- Direct revenue
- Net channel revenue
- Basic operating costs
- Cash burn
- Cash at quarter end, by quarter
- The units/users revenue model and pricing
- Product cost, Pricing plan
- Can you price it with a predicable model?
- Can you have high gross margins?