The Business Model Canvas is shown as a rectangular box split into nine smaller rectangles. Each rectangle represents a key area of a business. The rectangles are labelled (from left to right) Key partners; Key activities; Value propositions; Customer relationships; Customer segments; Key resources; Channels; Cost structure and Revenue streams. Under each heading is further text to help you understand the purpose of each key area:
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?
Motivations for partnerships
Optimization and economy; Reduction of risk and uncertainty; Acquisition of particular resources and activities
Key activities
What key activities do our value propositions require?
Our distribution channels?
Customer relationships?
Revenue streams?
Categories
Production; Problem solving; Platform/Network
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?
Characteristics
Newness; Performance; Customization; ‘Getting the job done’; Design; Brand/status; Price; Cost reduction; Risk reduction; Accessibility; Convenience/usability
Customer relationships
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
Customer segments
For whom are we creating value?
Who are our most important customers?
Mass market; Niche market; Segmented; Diversified; Multi-sided platform
Key resources
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
Channels
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
1.Awareness
How do we raise awareness about our company’s products and services?
2.Evaluation
How do we help customers evaluate our organization’s value proposition?
3.Purchase
How do we allow customers to purchase specific products and services?
4.Delivery
How do we deliver a value proposition to customers?
5.After sales
How do we provide post-purchase customer support?
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?
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
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 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