The Business Model Canvas Template- Matt Berg

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The Business Model Canvas Template- Matt Berg

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  1. The Business Model Canvas Template

    Slide 1 - The Business Model Canvas Template

    • Designed for: Judson Althoff, President Microsoft NA
    • Designed by: Matt Berg, Productivity SSP- Southwest CAM
    • Date: 4/12/15
    • Version: 0.1
  2. Key Partners

    Slide 2 - Key Partners

    • Key Partners: CTM Sales Management
    • Key Suppliers: CAM STU + EPG STU for Recruiting
    • Key resources: headcount
    • Identify key sales opportunities
    • Motivations:
    • Accelerate Office 365 sales cycle
    • Identify growth opportunities
    • Reduces loses to Google.
    • Who are our key partners?
    • Who are our key suppliers?
    • Which key resources are we acquiring from partners?
    • Which key activities do partners perform?
    • Motivations for partnerships optimization and economy reduction of risk and uncertainty
    • Acquisition of particular resources and activities
  3. Key Activities

    Slide 3 - Key Activities

    • Key Activities:
    • Convince Operations to fund additional headcount.
    • Partner with CTM Sales reps to drive new relationships
    • What key activities do our value propositions require?
    • Our distribution channels?
    • Customer relationships?
    • Revenue streams?
    • Categories
    • Production
    • Problem solving
    • Platform/network
  4. Value Propositions

    Slide 4 - Value Propositions

    • Customer instantly feels a stronger connection to Microsoft and feels as though they have a trusted advisor at Microsoft.
    • This solves the customer’s problem of feeling disconnected from Microsoft
    • This will create a better relation with Microsoft and reduce risk of customer going to competitor.
    • 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?
    • Characteristics
    • Newness
    • Performance
    • Customization
    • “Getting the job done”
    • Design
    • Brand/status
    • Price
    • Cost reduction
    • Risk reduction
    • Accessibility
    • Convenience/usability
  5. Customer Relationships

    Slide 5 - Customer Relationships

    • Dedicated Relationship
    • Trusted Advisor
    • Ombudsman
    • What type of relationship does each of our customer segments expect us to establish and maintain with them?
    • Which ones have we established?
    • How are they integrated with the rest of our business model?
    • How costly are they?
    • Examples
    • Personal assistance
    • Dedicated personal assistance
    • Self-service
    • Automated services
    • Communities
    • Co-creation
  6. Customer Segments

    Slide 6 - Customer Segments

    • Mass market- 100,000’s customer in the 250-1000 seat space.
    • For whom are we creating value?
    • Who are our most important customers?
    • Mass market
    • Niche market
    • Segmented
    • Diversified
    • Multi-sided platform
  7. Key Resources

    Slide 7 - Key Resources

    • Key Resource:
    • Headcount Allocation
    • Managers
    • Training
    • What key resources do our value propositions require?
    • Our distribution channels?
    • Customer relationships?
    • Revenue streams?
    • Types of resources
    • Physical
    • Intellectual (brand patents, copyrights, data)
    • Human
    • Financial
  8. Channels

    Slide 8 - Channels

    • Direct Channel
    • Awareness:
    • Via LAR and CTM Rep
    • Evaluation: On-site meetings
    • Purchase via LAR
    • Delivery- thru partner
    • After Sales, sell support
    • Through 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?
    • Channel phases
    • Awareness
    • How do we raise awareness about our company’s products and services?
    • Evaluation
    • How do we help customers evaluate our organization’s value proposition?
    • Purchase
    • How do we allow customers to purchase specific products and services?
    • Delivery
    • How do we deliver a value proposition to customers?
    • After sales
    • How do we provide post-purchase customer support?
  9. Cost Structure

    Slide 9 - Cost Structure

    • Most important cost: Salary
    • What are the most important costs inherent in our business model?
    • Which key resources are most expensive?
    • Which key activities are most expensive?
    • Is your business more
    • Cost driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing)
    • Value driven (focused on value creation, premium value proposition)
    • Sample characteristics
    • Fixed costs (salaries, rents, utilities) variable costs
    • Economies of scale
    • Economies of scope
  10. Revenue Streams

    Slide 10 - Revenue Streams

    • Subscription YoY growth
    • 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 revenues?
    • Types
    • Asset sale
    • Usage fee
    • Subscription fees
    • Lending/renting/leasing
    • Licensing
    • Brokerage fees
    • Advertising
    • Fixed pricing
    • List price
    • Product feature dependent
    • Customer segment dependent
    • Volume dependent
    • Dynamic pricing
    • Negotiation (bargaining)
    • Yield management
    • Real-time-market
  11. Slide 11

    • 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.