1. BUSINESS MODEL
How to design, test, and pivot business models
Ibrahim Faza May 29th 2015
2. About Me
Ibrahim Faza @ifaza1
Entrepreneur, Investor & startup adviser
Cofounded startups in Mobile payment,
Mobile Apps, Social news and IT fields.
Founding team of two telecom startups.
Seed fund founding manager @ KAUST
Mentor, coach & judge.
Telecom Engineer
7. Business Model Canvas
A Business Model can best be
described through nine basic
building blocks cover the main
areas of a business:
customers, offer, infrastructure
and financial viability.
1
language
2
strategies
3
experiments
Design
8. Business Model Canvas
A Business Model can best be
described through nine basic
building blocks cover the main
areas of a business:
customers, offer, infrastructure
and financial viability.
The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Business Model Foundry AG
The makers of Business Model Generation and Strategyzer
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
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. strategyzer.com
Customer Segments
are the groups of people and/or orga-
nizations a company or organization
aims to reach and create value for
with a dedicated Value Proposition.
Value Propositions
are based on a bundle of products
and services that create value for a
Customer Segment.
Channels
describe how a Value Proposition is
communicated and delivered to a
Customer Segment through commu-
nication, distribution, and sales
Channels.
Customer Relationships
outline what type of relationship is
established and maintained with
each Customer Segment, and they
explain how customers are acquired
and retained.
Revenue Streams
result from a Value Proposition
successfully offered to a Customer
Segment. It is how an organization
captures value with a price that
customers are willing to pay.
Key Resources
are the most important assets
required to offer and deliver the previ-
ously described elements.
Key Activities
are the most important activities an
organization needs to perform well.
Key Partnerships
shows the network of suppliers
and partners that bring in external
resources and activities.
Cost Structure
describes all costs incurred to oper-
ate a business model.
Profit
is calculated by subtracting the
total of all costs in the Cost Struc-
ture from the total of all Revenue
Streams.
Embed your value proposition in a
viable business model to capture value
for your organization. To do so, you
can use the Business Model Canvas, a
tool to describe how your organization
creates, delivers, and captures value.
The Business Model, and Value Propo-
sition Canvas perfectly integrate, with
the latter being like a plug-in to the
former that allows you to zoom into
the details of how you are creating
value for customers.
The refresher of the Business Model
Canvas on this spread is sufficient to
work through this book and create
great value propositions. Go to the
online resources if you are interested
in more or get Business Model Genera-
tion,*
the sister publication to this book.
Refresher: The Business Model Canvas
* Business Model Generation (2010), Osterwalder and Pigneur
STRATEGYZER.COM/VPD/INTRO
Download detailed Business Model Canvas Explanation and the Business Model Canvas pdf
XVI
1
language
2
strategies
3
experiments
Design
11. VALUE PROPOSITIONS
what
are
you
offering
them?
It
seeks
to
solve
customer
problems
and
satisfy
customer
needs
with
value
propositions.
12. CHANNELS
How
does
each
customer
segment
want
to
be
reached?
Value
propositions
are
delivered
to
customers
through
communication,
distribution,
and
sales
Channels.
14. REVENUE STREAMS
What
are
customers
really
willing
to
pay
for?
how?
Revenue
streams
result
from
value
propositions
successfully
offered
to
customers.
15. KEY RESOURCES
Which
resources
underpin
your
business
model?
Key
resources
are
the
assets
required
to
offer
and
deliver
the
previously
described
elements
…
16. KEY ACTIVITIES
Which
activities
do
you
need
to
perform
well
in
your
business
model?
…by
performing
a
number
of
Key
Activities.
17. KEY PARTNERS
Which
partners
and
suppliers
leverage
your
model?
Some
activities
are
outsourced
and
some
resources
are
acquired
outside
the
enterprise.
18. COST STRUCTURE
What
is
the
resulting
cost
structure?
The
business
model
elements
result
in
the
cost
structure.
26. Case Study - iFood
Food ordering platform (Mobile App & Web)
Order food online from around 1000
restaurants around Jordan.
Covers Amman, Irbid, Salt, Zarqa, Madaba &
Aqaba.
special offers
100% Free Service
27. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
28. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Food buyers
29. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Food buyers
Easy ordering
30. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Food buyers
Mobile App
Social Media
Easy ordering
31. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Food buyers
Mobile App
Social Media
Easy ordering CRM
32. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Food buyers
Mobile App
Social Media
Easy ordering CRM
Free
33. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Mobile App
Social Media
Easy ordering CRM
Free
34. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Mobile App
Social Media
Sales Leads
Easy ordering CRM
Free
35. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering CRM
Free
36. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction
CRM
Free
37. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
CRM
Free
38. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Mobile App
CRM
Free
39. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
CRM
Free
40. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
SW Development
CRM
Free
41. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
Marketing
SW Development
CRM
Free
42. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
Marketing
SW Development
Delivery providers
CRM
Free
43. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
Marketing
SW Development
SW Development
Delivery providers
CRM
Free
44. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
Marketing
SW Development
SW Development
Support
Delivery providers
CRM
Free
45. Business Model- iFoodThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Restaurants &
food chains
Food buyers
Direct Sales
Mobile App
Social Media
Sales Leads
Easy ordering
% per transaction Ads
Restaurants
agreements
Mobile App
Marketing
SW Development
SW Development
Support
Delivery providers
CRM
FreeMarketing
51. Source:
Osterwalder,
A,
and
Y.
Pigneur.
2010.
Business
Model
Generation.
Hoboken,
New
Jersey:
Wiley.
Business Model DesignTactics
52. Source:
Osterwalder,
A,
and
Y.
Pigneur.
2010.
Business
Model
Generation.
Hoboken,
New
Jersey:
Wiley.
Who?
Business Model DesignTactics
53. Source:
Osterwalder,
A,
and
Y.
Pigneur.
2010.
Business
Model
Generation.
Hoboken,
New
Jersey:
Wiley.
Who?What?
Why?
Business Model DesignTactics
54. Source:
Osterwalder,
A,
and
Y.
Pigneur.
2010.
Business
Model
Generation.
Hoboken,
New
Jersey:
Wiley.
Who?What?
Why?
How?
Business Model DesignTactics
55. Source:
Osterwalder,
A,
and
Y.
Pigneur.
2010.
Business
Model
Generation.
Hoboken,
New
Jersey:
Wiley.
Who?What?
Why?
How?
How
much?
Business Model DesignTactics
58. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
59. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Bill payers
60. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Bill payers
Online bill
payment
61. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Bill payers
Online banking
Online bill
payment
62. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Bill payers
Online banking
Online bill
payment
madfo3atcom.com
63. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Bill payers
Online banking
Online bill
payment
madfo3atcom.com
Free
(Almost)
64. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Online bill
payment
madfo3atcom.com
Free
(Almost)
65. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
madfo3atcom.com
Free
(Almost)
66. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
madfo3atcom.com
Flat fee per
transaction
Free
(Almost)
67. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
madfo3atcom.com
Flat fee per
transaction
Free
(Almost)
68. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
madfo3atcom.com
Flat fee per
transaction
Free
(Almost)
69. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
70. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
SW Development
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
71. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
72. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
Central Bank madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
73. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
Central Bank
Banks
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
74. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
Central Bank
Banks
payment providers
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
75. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
SW Development
Central Bank
Banks
payment providers
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
76. Business Model - Madfo3atComThe Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business
Bill payers
Online banking
Reach / cost
reduction
Online bill
payment
Software
Central Bank
Contract
Business
agreements
SW Development
SW Development Support
Central Bank
Banks
payment providers
madfo3atcom.com
Flat fee per
transaction
Businesses
agreements
Free
(Almost)
79. TitleText
how much did the cost of coffee
consumed at home change for
Swiss households over the last
couple of years?
how much did the cost of coffee
consumed at home change for
Swiss households over the last
couple of years?
• One
of
the
fastest-‐
growing
businesses
in
the
Nestlé
group
• Average
growth
of
30%
p.a.
since
2000
• Over
3.5
billion
CHF
annual
revenue
with
1
product
line
(3.8
billion
USD)
80. TitleText
Nespresso
almost
failed
in
1987
and
was
about
to
close
due
to
a
nonperforming
business
model
how much did the cost of coffee
consumed at home change for
Swiss households over the last
couple of years?
how much did the cost of coffee
consumed at home change for
Swiss households over the last
couple of years?
81. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Offices
Manufactures
Nespresso
System
System Sales
Manufactures
82. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Nespresso
Machine
1x Machine
Sales
Offices
83. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Offices
84. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Retails
Offices
85. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Retails
Offices
Nespresso
Pods
86. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Pods
87. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
88. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
89. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Brand
Patent
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
Distribution
CH Pod
Production
90. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Brand
Patent
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
Distribution
CH
B2C
Distribution
Marketing
production
& SCM
Pod
Production
91. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Manufactures
Brand
Patent
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
Distribution
CH
B2C
Distribution
Marketing
production
& SCM
Pod
Production
92. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Manufactures
Brand
Patent
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
Distribution
CH
Coffee
Growers
B2C
Distribution
Marketing
production
& SCM
Pod
Production
93. The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
Business Model - Nespresso
Home
Manufactures
Brand
Patent
Nespresso
Machine
1x Machine
Sales
Retails
Offices
nespresso.c
om
Nespresso
Stores
Call Center
Nespresso
Club
Nespresso
Pods
Repetitive
pods Sales
Distribution
CH
Coffee
Growers
B2C
Distribution
Marketing
production
& SCM
B2C
Distribution
Marketingproduction
Pod
Production
104. Business ModelValidation
The Business Model Canvas
Cost
Structure
Key
Partners
Key
Resources
Channels
Key
Activities
Value
Proposition
Customer
Relationships
Customer
Segments
Revenue
Streams
GUSEE
GUSEE
GUSEE
GUSEEGUSEE
GUSEE
GUSEE
GUSEE
GUSEE
105. no business plan
survives the first
contact with
customers
Steve Blank,
entrepreneur & thought leader
“
”
“
no business
plan survives
the first contact
with customers
“Steve Blank
entrepreneur & thought leader
106. ?how do you best
organize the process
of experimentation?
107. How to validate Business Model
1. Document your plan A
2. Identify riskiest part of the model by stage and type
3. Select the right experiment maximizing Learning, Speed
& Focus.
111. Time
Test riskiest part of the model
X
X Testing Methods
1- Customer Interviews
(Understand problem)
2- Pre-Sales (Measure demands)
3- MVP
(Deliver customer expectation)
Business ModelValidation
115. Before Product/Market Fit, the focus of the startup centers around
learning and pivots. After Product/Market fit, the focus shifts towards
growth and optimization.
“Pivot” is a term used by Eric Ries to describe a change in direction of a
startup while staying grounded in learning. The best way to differentiate
pivots from optimizations is that pivots are about finding a plan that
3 stages of Startup
116. 3 stages of Startup
PART 1: PROBLEM/SOLUTION FIT
117. 3 stages of Startup
PART 2: PRODUCT/LAUNCH FIT
118. 3 stages of Startup
PART 3: PRODUCT/MARKET FIT
119. 3 stages of StartupBefore Product/Market Fit, the focus of the startup centers around
learning and pivots. After Product/Market fit, the focus shifts towards
growth and optimization.
“Pivot” is a term used by Eric Ries to describe a change in direction of a
startup while staying grounded in learning. The best way to differentiate
pivots from optimizations is that pivots are about finding a plan that