Business Model Canvas …Cheat Sheet Andy Hirst (adapted from Osterwalder and Pigneur, 2010)

KP – Key partners KA – Key Activities VP - Value Proposition CR – Customer CS - Customer

Characteristics
Strategic Alliances Production Newness
Relationships Segments
Co-operation Problem Solving Performance Type
Joint Venture Platform / Network Customisation Personal Assistant: Dedicated Personal Mass Market
Buyer – Supplier Relationship Getting the job done Assistant: Self –Service: Automated Niche
Key Questions Design Service: Communities: Co-create Segmented
Reasons What key activities do our: Brand Diversified
Economies of scale Value propositions require? Price Key Questions Multi-sided Platform
Risk and Uncertainty Our Distribution Channels? Cost Reduction Which type of customer relationship does
Acquisition of specialist resource Customer Relationships? Risk Reduction our customer segments expect us to Bespoke/Mass customisation
Revenue Streams? Accessibility establish and maintain?
Convenience Which one have we established? Key Questions
Key questions How are they integrated with the rest of For whom are we creating value?
Who are our key Partners? Key Questions our business model? Who are our most important customers?
Who are our key suppliers? What value do we deliver to our customers?
Which key resources are we acquiring from Which one of our customer's problems are
partners? we helping to solve?
Which key activities do partners perform? Which customer needs are we satisfying?

KR – Key Resources C- Channels

Physical; Intellectual; Human; Sales-force; Web-selling; Own Store;
Financial Partner Store; Wholesaler; Web partners

Key Questions Reasons: Awareness, Evaluation, Purchase,

What Key resources do our Value Delivery, Aftersales
Proposition require?
Our Distribution Channels? Customer Key Questions
Relationships? Through which Channels do we reach our
Revenue Streams? Customers Segment?
How are they reached now?
How are our Channels integrated?
Which is the best?
Which is the cheapest?

CS – Cost Structure RS - Revenue Streams

Cost Driven; Value Driven; Fixed Costs; Variable Costs; Economies of scale; Economies of scope Asset sale
Usage sale
Key Questions Subscription Fees
What are the most important costs inherent in our business model? Lending/Renting /Leasing
Which key resources are most expensive? Licencing
Which key activities are most expensive? Brokerage
Advertising
Key Questions
What value are our customers willing to pay?
For what do they currently pay?
How are they paying?
How would they prefer to pay?
How much does each revenue source contribute?

Reselling
Dynamic and fixed pricing