1.
@busmodinc
#bmgen
Practical Tools To
Re-design Your
Business Model
November 20th,
2014

2.
WHAT ARE WE
GOING TO DO
TODAY?

3.
WE NEED
NEW TOOLS
NEW SKILLS
NEW MINDSET

4.
WHY?

5.
BUSINESS AS USUAL
IS DEAD

6.
BUSINESS PLANS ARE
SO 1980

7.
OUR SHARED GOAL, A
BETTER BUSINESS

8.
WE WILL GIVE YOU
TOOLS

9.
IMPORTANT LESSONS
FOR YOUR BUSINESS

10.
` ARE YOU READY?

11.
BUT FIRST
INTRODUCTIONS

12.
` MAAIKE

13.
DO`UG

14.
WE (RE-) DESIGN
BUSINESSES

15.
CREATING
RESULTS WITH
TEAMS

16.
DIRECT RESULTS
IN THE BOTTOM
LINE

17.
` ENGINE IN START-UPS

18.
` ENGINE IN CORPORATES

19.
HOW IT ALL
STARTED

20.
WE WANTED TO
DISRUPT THE
PUBLISHING
INDUSTRY

21.
8 PROTOTYPES

22.
1 MILLION COPIES
30 TRANSLATIONS

23.
MOST ADDED
VALUE IN
VALUE
PROPOSITION
DESIGN

24.
PUBLISHED
IN OCTOBER

25.
WHY IS
BUSINESS
MODELING SO
POPULAR?

26.
VUCA – WORLD:
NON-STOP VOLATILITY,
UNCERTAINTY,
COMPLEXITY AND
AMBIQUITY

27.
LIKE AN AMUSEMENT
`
PARK: FULL OF
`
THRILLING RIDES. NOT
`
ALL OF THEM ARE FUN.
`
Source: Moments of Impact

28.
THE SPEED OF DEVELOPMENTS
`
HAS INCREASED
`

29.
YOU WANT TO BRING
THE IDEA TO LIFE!

30.
TOGETHER WITH A
DEC
DIVERS TEAM
DEC

31.
DECISIONDE CMAKING
AT A LOWER LEVEL
DEC

32.
AND JUST DO IT

33.
WE NEED
NEW TOOLS
NEW SKILLS
NEW MINDSET

34.
TOOL
BUSINESS MODEL CANVAS

35.
A BUSINESS MODEL
DESCRIBES THE RATIONALE
OF HOW AN ORGANIZATION
CREATES, DELIVERS, AND
CAPTURES VALUE

36.
THE BUSINESS
MODEL CANVAS

37.
C1USTOMER SEGMENTS

38.
V2ALUE PROPOSITIONS

39.
3CHANNELS

40.
C4USTOMER RELATIONSHIPS

41.
5REVENUE STREAMS

42.
6KEY RESOURCES

43.
7 KEY ACTIVITIES

44.
8KEY PARTNERS

45.
9COST STRUCTURE

46.
CUSTOM
ER
SEGMEN
TS
KEY
PARTNERS
COST
STRUCTURE
REVENUE
STREAMS
VALUE
PROPOSITIONS
CHANNE
LS
CUSTOMER
RELATIONSH
IPS
KEY
RESOURCE
S
KEY
ACTIVITIES

47.
LETS LOOK AT
AN EXAMPLE

48.
“WE ARE GOING TO
PROVIDE MUSIC TO
EVERYONE
(ANY TIME, ANY
PLACE)
FOR FREE
IN A LEGAL WAY”

49.
THE BUSINESS
MODEL OF
SPOTIFY

50.
BUSINESS MODEL CANVAS SPOTIFY
Access to
music via
streaming
and
download
services
Platform
development
and
maintenance
Licensing
agreements
Software and
network
engineers
Rightholders
(labels and
publishers)
Advertisers
3rd party APIs Communities
Internet +
PC
Royalties to Ad fees Subscription
FREE
rightholders
fees PC +
mobile
Salaries
Bandwith
costs
Automated
online
relationship
Global music
fans
Advertising
Platform and
brand
Internet +
mobile

51.
HOW CAN THE
BUSINESS
MODEL CANVAS
BE USED?

52.
THE BUSINESS
MODEL CANVAS
CAN BE USED
FOR REDESIGN
AND INVENTION

53.
HOW DOES IT
CONNECT TO
VISION,
CONTEXT AND
STRATEGY

54.
DESIGNING BETTER BUSINESSES
`
`
OUR
PROCESS

55.
THESE ARE THE
MINIMUM
STRATEGIC
CONVERSATIONS

56.
WHERE IS THE
COMPETITION IN
THE CANVAS?

57.
HOW DO I
IDENTIFY
RELEVANT
TRENDS?

58.
TOOL
CONTEXT CANVAS

59.
WHAT WOULD
YOU LIKE TO
ACHIEVE?

60.
WHAT ARE YOUR
GOALS?

61.
TOOL
VISION CANVAS

62.
LETS LOOK AT
AN EXAMPLE

63.
WHAT IS THE
M O S T
I M P O R T A N T
TREND
THEY CONNECT
T O ?

64.
CHINA: MAIN COURSE – UNITED STATES:
DESSERT

65.
“FROM HIS HOME IN RURAL QINGHE COUNTY, IT
TOOK JUST
TWO YEARS FOR THE 35-YEAR-OLD TO RAKE IN
MORE THAN 10 MILLION YUAN ($1.6 MILLION)
SELLING WOOLEN YARN”

66.
WHAT IS THEIR
VISION
?

67.
MAKE IT EASY
TO DO BUSINESS
ANYWHERE

68.
FIGHT FOR THE SMALL BUSINESS
ENTREPRENEUR

69.
1. CUSTOMERS 2. EMPLOYEES 3.
SHAREHOLDERS

70.
1 9

71.
IPO: $25 BILLION, MARKET CAP: $230 BILLION

72.
ONE FINAL
WORD OF
BUSINESS
(MODEL)
WISDOM FROM
JACK

73.
“MAKE YOUR
CUSTOMER
HAPPY,
NOT YOUR

74.
OUR
PROCESS

75.
HOW DO WE
DESIGN NEW
BUSINESS
MODELS?

76.
THINK LIKE A
DESIGNER!

77.
IT’S A JOURNEY
OF
EXPLORATION

78.
GENERATE
OPTIONS

79.
EXPLORE
OPTIONS

80.
THERE IS MORE
THAN 1 OPTION

81.
CHECK
Against design criteria

82.
REPEAT

83.
TECHNIQUE
Scenario planning

84.
VISIT THE
FUTURE
FREQUENTLY

85.
TECHNIQUE
Apply business model patterns

86.
UNDERSTAND
BUSINESS
MODEL
PATTERNS

87.
Top 20%
Focus on a small
Number of products,
Each selling in high volume
LONG TAIL
Focus on a lage number of products,
each selling in low volumes
# of products
# of sales
FREE + PREMIUM
=
FREEMIUM

88.
TECHNIQUE
Use customer insights

89.
UNDERSTAND
CUSTOMERS’
PAIN AND GAIN

90.
TECHNIQUE
Fresh watching

91.
‘LEARN’ FROM
OTHER BUSINESS
MODELS

92.
TECHNIQUE
What if…

93.
ASK YOURSELF
CRAZY
QUESTIONS

94.
“WHAT IF…?”

95.
OUR
PROCESS

96.
TOOL
VALUE PROPOSITION
DESIGNER

97.
MOST COMPANIES HAVE
NO IDEA WHO THEIR
CUSTOMER IS. DATA IS
NOT ENOUGH

98.
` WHO IS OUR CUSTOMER?

99.
` WHAT DOES HE WANT?

100.
` WILLINGNESS TO PAY?

101.
OUR
PROCESS

102.
SO YOU COME UP
WITH A NEW IDEA…

103.
AND YOU THINK IT’S
WORTH A FORTUNE

104.
BUT IT’S NOT

105.
BECAUSE AN
IDEA…

106.
OR BUSINESS
MODEL…

107.
IS ON PAPER

108.
…ONLY A SET OF HYPOTHESES
GUESS

109.
IT HAS
NO VALUE

110.
SO WHAT DO WE DO

111.
THINK ABOUT YOUR NEW
BUSINESS MODEL AS IF
YOU ARE A START-UP

112.
WHAT IS ACTUALLY
A START-UP

113.
“A START-UP IS
NOT A SMALL
VERSION OF A
LARGE COMPANY.”
Steve Blank

114.
A START-UP IS A
TEMPORARY
ORGANIZATION IN
SEARCH FOR A
PROFITABLE, SCALABLE
AND REPEATABLE
BUSINESS MODEL…

115.
IT IS ALL
ABOUT
LEARNING!

116.
YOU NEED TO
CLARIFY YOUR
ASSUMPTIONS

117.
YOU NEED TO
TEST YOUR
ASSUMPTIONS

118.
Source: Alex Osterwalder Instagram

119.
GO OUT OF THE
BUILDING

120.
GO OUT TO TALK TO
CUSTOMERS…

121.
WATCH FIRST
THEN ASK

122.
LOOK FOR NEEDS
NOT SOLUTIONS

123.
STOP FEATURITIS NOW

124.
DISRUPT OR
BE
DISRUPTED?

125.
IN THE LAST FEW YEARS WE HAVE
BEEN WORKING WITH MORE THAN
400 INTERNATIONAL CLIENTS FROM
START-UPS TO CORPORATE
ORGANIZATIONS ON BUSINESS
MODELING. WE PUT ALL OUR
EXPERIENCES TOGETHER AND CAME
TO THE FOLLOWING 10 TIPS FOR
BUSINESS MODEL INNOVATION.
ENJOY BUSINESS MODELING!
www.businessmodelsinc.com

126.
TIP#

127.
START WITH THE AS-IS.
MAP THE CURRENT
BUSINESS MODEL,
CONTEXT AND VISION
ON A LARGE POSTER
WITH 3M POST IT
NOTES.

128.
TIP#

129.
DON’T TRY THIS ALONE.
LET YOUR COLLEAGUES
OR FRIENDS HELP YOU!

130.
THE BUSINESS MODEL
CANVAS BRINGS PEOPLE
WITH DIFFERENT
PERSPECTIVES
TOGETHER

131.
TIP#

132.
LEARN FROM OTHER
BUSINESS MODELS!

133.
TIP#

134.
APPLY BUSINESS
MODEL PATTERNS.

135.
TIP#

136.
THINK AS A BUSINESS
MODEL DESIGNER.
DO NOT RELY ON 1
MODEL, BUILD
PROTOTYPES

137.
THERE IS NO
SINGLE RIGHT
ANSWER

138.
TIP#

139.
“VISIT THE FUTURE
FREQUENTLY!”

140.
TIP#

141.
TIP#

142.
“DRAWING IS THE
NEW WRITING”
THINK & WORK
VISUALLY!

143.
TIP#

144.
DON’T RELY ON
YOUR
ASSUMPTIONS.

145.
GET OUT OF THE
BUILDING AND TEST
THEM!

146.
TIP#

147.
JUST DO IT!

148.
USE THE BUSINESS
MODEL CANVAS ;-)

149.
THE BUSINESS MODEL CANVAS

150.
CONTACT US FOR MORE
INFORMATION AND TOOLS
MAAIKE
DOYER
STRATEGY DESIGNER
Business Models Inc.
Global
maaike@businessmodelsinc.com
+31 6 81 82 25 18
DOUG
MORWOOD
STRATEGY DESIGNER
Business Models Inc.
UK
doug.morwood@businessmodelsinc.com
+44 7921 373 114

151.
Thank
you!
Business Models Inc.
www.businessmodelsinc.com