Business Model Canvas

Start Surabaya Bootcamp

Rolles Herwin
 What is Business Model?
How a company creates values for itself while
delivering products or services for customers
Business Model Canvas
The Business Model Canvas, is a strategic management
and entrepreneurial tool. It allows you to describe,
design, challenge, invent, and pivot your own business
model.
Value Propositions
● What value do we deliver to the customer ?
● Which one of our customer’s problems are we helping to
solve ?
● What bundles of products and services are we offering to
each Customer Segment ?
● Which customer needs are we satisfying ?
Customer segments
● Who are they?
● Why would they buy?
● Your customers do not exist to buy. You do exist for them
● It’s about your customer persona
● For whom are creating value ?
● Who are our most important customers ?
Persona/Archetype (Segmentation)
Channels
● Trought which Channels do our Customer Segments want to
be reached ?
● How are we reaching them now ?
● How are our Channels integrated ?
● Which ones work best ?
● Which ones are most cost-efficient ?
● How are we integrating them with customer routines ?
Customer Relationships
● What type of relationship does each of our Customer
● Segments expect us to establish and maintain whit them ?
● Which ones have we established ?
● How are the integrated with the rest of our business model?
● How costly are they ?
● How does a company get, keep & grow customers?
Revenue Streams
● For what value are our customers really
willing to pay ?
● For what do they currently pay ?
● How are they currently paying ?
● How would they prefer to pay ?
● How much does each Revenue Stream
contribute to overall reveneues ?
● How does the company make money from
each segment?
Key Resources
● What key Resources do our Value Propositions require ?
● Our Distribution Channels ? Customer Relationship ?
● Revenue Streams ?
● What are the most important assets required to make the
business model work
Key Partners
● Who are our Key Partners ?
● Who are our Key Suppliers ?
● Which Key Resources are we acquiring from partners ?
● Which Key Activities do partners perform ?
● What key resources are we acquiring from them?
● What key activities do they perform?
Key Activities
● What are the most important things the company must do
to make the business model work?
● What Key Activities do our Value Propositionis require ?
● Our Distribution Channels ?
● Customer Relationship ?
● Revenue sreams ?
Cost Structure
● What are the most important costs inherent in our business
model ?
● Which Key Resources are most expensive ?
● Which Key Activities are most expensive ?
● What are the cost to operate the business model?
● What are the most important costs?
Customer Development
• The Customer Development Process
• 1) Post it to the wall
• Create a new canvas
• Make it visible
• Begin to make hypotheses
• 2) Get out of the building
• Talk to customers, partners and
vendors
• Do market survey (online questioner,
interview)
• Design, experiment, run test, get data
and insight
Customer Development
 GO-JEK

Market Size
Total
Address (How Big is
able Market Universe) There are 270 Million
smartphone in Indonesia.
Served (How many
Available can I resch 90 Million smartphone with
Market with my sales Android OS in Indonesia
channel)
Specify customer target
Target - Android
Market (who will be - Jakarta
most likely - Crowded & rush hours
buyers) Potential market : 19 million
smartphone
Product Market Fit
Let’s Start...
More Resources
https://www.udacity.com/course/how-to-build-a-startup--ep245