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7/31/2019 The Pitch Method Business Model Canvas
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The Pitch Method
Business Model Canvasthepitchmethod.com
Tim DelhaesDirector First TuesdayCo-fundador Tigabytes.com
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CUSTOMER SEGMENTS
which customers and users are you serving?which jobs do they really want to get done?
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VALUE PROPOSITIONS
what are you offering them? what is thatgetting done for them? do they care?
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CHANNELS
how does each customer segment want to be reached?through which interaction points?
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CUSTOMER RELATIONSHIPS
what relationships are you establishing with each segment?personal? automated? acquisitive? retentive?
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REVENUE STREAMS
what are customers really willing to pay for? how?are you generating transactional or recurring revenues?
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KEY RESOURCES
which resources underpin your business model? whichassets are essential?
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9
KEY ACTIVITIES
which activities do you need to perform well in yourbusiness model? what is crucial?
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KEY PARTNERS
which partners and suppliers leverage your model?who do you need to rely on?
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COST STRUCTURE
what is the resulting cost structure?which key elements drive your costs?
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12images by JAM
customersegments
keypartners
coststructure
revenuestreams
channels
customerrelationships
key activities
keyresources
valueproposition
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sketch out yourbusiness model
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Fecha: XXXCurso:XXX
Agency FeesPlatform
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TestHypotheses: Problem Customer User Payer
TestHypotheses: DemandCreation
Test Hypotheses:
Channel
TestHypotheses: Product Market Type Competitive
Test Hypotheses: Pricing Model / Pricing
Test Hypotheses: Size of Opportunity/Market Validate Business Model
TestHypotheses: Channel (Customer) (Problem) Customer
Development
Team
AgileDevelopment
Fecha: XXXCurso:XXX
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EJEMPLOS
Business Model Canvas
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StudentsAccess to discounts
Student Discount Card
Global EducationPrograms
Direct Sales Service Providers
On-linememberships
Global channel tostudents
Membership Fees
Sales Comissions
Agency Fees
Sales and creating deals
Marketing (campaignexecution)
Local and globalpartnerships
Membership andnetworking platform
Sallaries/Key activities
On-line Marketing
On-line marketing
Platform
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Nesspresso
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Sell a Band
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Mobility Services AG
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STRATEGIC ANALISES
Appendix
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Design Business Bridge: Designing The Future of Business HMcGowan 2009
DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS
What is a market
channel?
What is a marketsegmentation?
What is a targetmarket?
What are they keypositions in an
executivemanagement team,
key functions ?
What are different strategiesaround customer acquisition and
customer retention?What is the product orservice development
process?
What arestrategicalliances?
What is the conceptof cannibalization
and channelconflict?
Marketing +Management
CUSTOMER How do you engage thecustomer in eithercreating the value
proposition or continuous
improvement?
What are pricing strategies?
What is productpositioning and how and
why do you do an industryanalysis?
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Design Business Bridge: Designing The Future of Business HMcGowan 2009
DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS
How can I usestatistics to measure
a market size?
What does a Chief Operations Officer
(COO) do ?
How can I use statisticsto define customer
preferences?What is knowledge
management?
How can I use datafrom my suppliers or
distributors toinform productdevelopment?
How can I use datafrom my distribution
channels?
Statistics +Operations
DECISIONS
How can I get and usemarket feedback?
How does your supply chain build your cost structure
How can I use statistics tounderstand my offering in the
marketplace againstalternatives?
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DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS
How can Iunderstand therevenue of each
customer segment?
How can I decidehow to financemy business?
How can I understand myrevenue by customer?
What is cost of sales? costof goods sold?
How can Ipartner toreduce my
costs?
What are my sales costs and howcan I minimize these distribution
costs?
Finance +Economics
EVALUATION How can Iunderstand my
revenue growth,decline?
What is a gross profit margin? Net profit?fixed vs. variable costs?
Other conceptsWhat is a cash flow
statement and why does itmatter
What is a balance sheet andhow do you read it
What is an incomestatement and why do I payattention to profit and loss
Why and how arecompanies valued