Key Partners Key Activities (KA) Value Propositions (VP) Customer Customer

(KP) Relationships Segments (CS)

What Key Activities do What value do we deliver to (CR)
Who are our Key our Value Propositions the customer? For whom are we
Partners? require? What type of creating value?
Which one of our customer’s relationship does
Who are our key Our Distribution problems are we helping to each of our Who are our most
suppliers? Channels? solve? Customer Segments important
expect us to customers?
Which Key Customer What bundles of products establish and
Resources are we Relationships? and services are we offering maintain with them?  Mass
acquiring from to each Customer Segment? Which ones have Market
partners? Revenue streams?  Niche
we established?
Which customer needs are Market
CATEGORIES How are they
Which Key we satisfying?  Segmented
integrated with the
Activities do  Diversified
 Production CHARACTERISTICS rest of our business
partners perform?  Multi-sided
 Problem Solving model? How costly
are they? Platform
MOTIVATIONS  Platform/Network  Newness
FOR  Performance
 Customization EXAMPLES
PARTNERSHIPS:
 “Getting the Job
 Personal
 Optimization Done”
assistance
and  Design
 Dedicated
economy  Brand/Status
Personal
 Reduction of  Price
Assistance
risk and  Cost Reduction
 Self-Service
uncertainty  Risk Reduction
 Automated
 Acquisition  Accessibility Services
of particular  Convenience/Usability  Communities
resources  Co-creation
and activities

Key Resources (KR) Channels (CH)

What Key Resources Through which

do our Value Channels do our
Propositions require? Customer Segments
want to be reached?
Our Distribution
Channels? How are we
reaching them now?
Customer
Relationships? How are our
Channels
Revenue Streams? integrated?

TYPES OF Which ones work

RESOURCES best?

 Physical Which ones are

 Intellectual most cost-efficient?
(brand patents,
copyrights, data) How are we
 Human integrating them
 Financial with customer
routines?

CHANNEL
PHASES:

1. Awareness

How do we
raise
awareness
about our
company’s
products and
services?

2. Evaluation

How do we
help
customers
evaluate our
organization’
s Value
Proposition?

3. Purchase

How do we
 allow
customers to
purchase
specific
products and
services?

4. Delivery

How do we
deliver a
Value
Proposition to
customers?

5. After sales

How do we
provide post-
purchase
customer
support?

Cost Structure (C$) Revenue Streams (R$)

What are the most important costs inherent For what value are our customers really willing to pay?
in our business model?
Which Key Resources are most expensive? For what do they currently pay?

Which Key Activities are most expensive? How are they currently paying?

IS YOUR BUSINESS MORE: How would they prefer to pay?

Cost Driven (leanest cost structure, low How much does each Revenue Stream contribute to overall revenues?
price value proposition, maximum TYPES: FIXED PRICING DYNAMIC
automation, extensive outsourcing) PRICING
 Asset sale  List Price
Value Driven (focused on value creation,  Usage fee  Product  Negotiation
premium value proposition)  Subscription Fees feature  ( bargaining)
 Lending/Renting dependent  Yield
SAMPLE CHARACTERISTICS:
 /Leasing  Customer Managemen
 Fixed Costs (salaries, rents, utilities)  Licensing segment t
 Variable costs  Brokerage fees dependent  Real-time-
 Economies of scale  Advertising  Volume Market
 Economies of scope dependent