Key Partners 8 Key Activities 6 Value Propositions 2 Customer Relationship 4 Customer Segments 1

- Platform stability GOJEK

- Bank - Data Analytic For whom are we creating value?
- Government - Fixed Price Who are our most important customers?
- Lobby & expansion - Tracking
- Media - Business Development What type of relationship does each of
- Infrastructure? - Security Mass Market
- Networking/Merchant Acquisition - Convenience our Customer Segments expect us to
- Growing Users establish and maintain with them? Niche Market
- Cashless Segmented
Which ones have we established?
How are they integrated with the rest of Diversified
our business model? Multi-sided Platform
What Key Activities do our Value How costly are they?
Propositions require?
Our Distribution Channels? EXAMPLES
Customer Relationships? What value do we deliver to the customer? Personal assistance
Revenue streams? Which one of our customer’s problems are Dedicated Personal Assistance
we helping to solve? GOJEK
Self-Service Customer:Driver & Merchant
CATEGORIES What bundles of products and services are we Automated Services
Production offering to each Customer Segment? Consumer: Users
Who are our Key Partners? Which customer needs are we satisfying? Communities Mass Market
Problem Solving Co-creation
Who are our key suppliers? Platform/Network Multi-Sided
Which Key Resources are we acquiring CHARACTERISTICS
from partners? Newness
Which Key Activities do partners Performance
Customization
perform? “Getting the Job Done”
Design
MOTIVATIONS FOR PARTNERSHIPS Brand/Status
Optimization and economy Key Resources 7 Price Channels 3
Reduction of risk and uncertainty Cost Reduction
Acquisition of particular resources and Risk Reduction
activities Intellectual (brand patents, copyrights, Accessibility GOJEK
data, infrastructure) Convenience/Usability - Apps/Platform (Evaluation, Purchase,
Human Delivery)
Financial - Sosmed?
- Website?
- CS

What Key Resources do our Value

Propositions require?
Our Distribution Channels? Customer How are we reaching them now?
Relationships? Which ones work best?
Revenue Streams? Which ones are most cost-efficient?
How are we integrating them with customer
TYPES OF RESOURCES routines?
Physical CHANNEL PHASES
Intellectual (brand patents, copyrights, 1. Awareness
data) 2. Evaluation
Human 3. Purchase
Financial 4. Delivery
5. After sales

Cost Structure 9 What are the most important costs inherent in our business model?
Which Key Resources are most expensive?
Revenue Streams 5 For what do they currently pay?
How would they prefer to pay?
Which Key Activities are most expensive? How much does each Revenue Stream contribute to overall revenues?
- Operational Cost
- Sales, Marketing, and Promotion IS YOUR BUSINESS MORE GOJEK TYPES
- Platform R&D Cost Driven (leanest cost structure, low price value proposition, maximum automation, - Transaction Fee Usage fee
- Legal Case extensive outsourcing) - Top up/saldo mengendap gopay Subscription Fees
Value Driven (focused on value creation, premium value proposition) Lending/Renting/Leasing
- Subscription Cost
Licensing
SAMPLE CHARACTERISTICS
Fixed Costs (salaries, rents, utilities) FIXED PRICING
Variable costs List Price
Economies of scale Product feature dependent
Economies of scope Customer segment dependent
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The Business Model Canvas Q COFFEE 1.0 Softcopy

Key Partners Key Activities Value Propositions Unfair Adventages Customer Segments STEP 1 – MARKET SEGMENTATION

STEP 2 – BEACHHEAD MARKET

STEP 3 – END USER PROFILE

STEP 4 – BEACHHEAD MARKET TAM

STEP 5 – BEACHHEAD MARKET PERSONA

STEP 6 – FULL LIFE CYCLE USE CASE

STEP 7 – HIGH-LEVEL PRODUCT SPECS

STEP 8 – QUANTIFY VALUE PROPOSITION

STEP 9 – IDENTIFY NEXT 10 CUSTOMERS

STEP 10 – DEFINE YOUR CORE

STEP 11 – COMPETITIVE POSITION

Key Resources Channels
STEP 12 – DECISION-MAKING UNIT

STEP 13 – MAP ACQUIRE PROCESS

STEP 14 – TAM FOR NEXT MARKETS

STEP 15 – DESIGN A BUSINESS MODEL

STEP 16 – SET PRICING FRAMEWORK

STEP 17 – CALCULATE LTV

STEP 18 – MAP SALES PROCESS

STEP 19 – COST OF CUSTOMER ACQUISITION

STEP 20 - IDENTIFY KEY ASSUMPTIONS

Cost Structure Revenue Streams STEP 21 – TEST KEY ASSUMPTIONS

STEP 22 – MINIMUM VIABLE BUSINESS PRODUCT

STEP 23 – TEST MVP

STEP 24 – DEVELOP A PRODUCT PLAN

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The Lean Canvas Read Instructions

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Problem Solution Unique Value Prop. Unfair Advantage Customer Segments This is a post it! Copy
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canvas.

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Cost Structure Revenue Streams

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Customer Personas

Persona Name Persona Name Persona Name

Provide here a one line description of the persona: job title, Provide here a one line description of the persona: job title, Provide here a one line description of the persona: job title,
demographic, business information, ... demographic, business information, ... demographic, business information, ...

Attributes DESCRIPTION DESCRIPTION DESCRIPTION

A1 A1 A1

A2 A2 A2

A3 A3 A3

A4 A4 A4

A5 A5 A5

A6 A6 A6

A7 A7 A7

A8 A8 A8

A9 A9 A9

A10 A10 A10

A11 A11 A11

A12 A12 A12

A13 A13 A13

A14 A14 A14

A15 A15 A15

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Channel Implementation Canvas

Segment Segment Segment

Provide here a one line description of the segment. Provide here a one line description of the segment. Provide here a one line description of the segment.

CHANNEL KEY ACTIVITIES KEY RESOURCES KEY PARTNERS KEY ACTIVITIES KEY RESOURCES KEY PARTNERS KEY ACTIVITIES KEY RESOURCES KEY PARTNERS

AWARENESS

EVALUATION

PURCHASE

DELIVERY

AFTER SALES

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Value Proposition Canvas

Benefits Experience Wants Fears

Features Needs

PRODUCT CUSTOMER
Company Enter value in the -- Designed for: -- box Substitutes

Value Proposition

Ideal Customer
By Peter J. Thompson, based on the work of Steve Blank, Clayton Christensen, Seth Godin, Yves Pigneur and Alex Osterwalder. Released under creative commons license to encourage adaption and iteration. No rights asserted.

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Benefits Wants
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Features Needs

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Enter value in the -- Designed for: -- box

Company Substitutes

Product

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Based on the work of Steve Blank, Clayton Christensen, Seth Godin, Yves Pigneur and Alex Osterwalder. Released under creative commons license to encourage adaption and iteration. No rights asserted.

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The Lean Canvas Lean Canvas Ash Maurya 01 January 2010 1.0
Read Instructions
Watch YouTube video

Problem Solution Unique Value Prop. Unfair Advantage Customer Segments This is a post it! Copy
and paste it to the
Business models needs Lean Canvas Helps startups raise Personal Authority canvas.
Startup Founder (Creators)
to be more portable theirs odds of success
Advisors / Investors (Collaborators)
Measuring progress is Progress Dashboard
"Expert" endorsements
hard work

Communicating learning Sharing Learning

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is critical
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Existing Alternatives Key Metrics High-Level Concept Channels Early Adopters This is a post it! Copy
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Create Lean Canvas Github meets Weight- 1. Blog / Book / Workshops Familiarity with Lean Startups,
canvas.
Intuition, business plan, watchers for business
spreadsheets Track Experiment models. 2. Startup / Acelerators / Investors Customer Development,

Invite Collaborator Startup report card Business Model Canvas.

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Cost Structure Revenue Streams

Hosting Costs - heroku (currently $0) 30-day Free trial @ $14/mo
People Costs - 40hrs & $65/hr - $10K/month (1 private canvas / 3 collaborators)

Break-even point: 743 customers

Lean Canvas is adapted from The Business Model Canvas (www.businessmodelgeneration.com/canvas)

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Excel implementation by: Neos Chronos Limited (https://neoschronos.com/)

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http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.