Business Model Canvas …Cheat Sheet Andy Hirst (adapted from Osterwalder and Pigneur, 2010)

KP – Key partners Strategic Alliances Co-operation Joint Venture Buyer – Supplier Relationship Reasons Economies of scale Risk and Uncertainty Acquisition of specialist resource Key questions Who are our key Partners? Who are our key suppliers? Which key resources are we acquiring from partners? Which key activities do partners perform?

KA – Key Activities Production Problem Solving Platform / Network Key Questions What key activities do our: Value propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams?

VP - Value Proposition Characteristics Newness Performance Customisation Getting the job done Design Brand Price Cost Reduction Risk Reduction Accessibility Convenience Key Questions What value do we deliver to our customers? Which one of our customer's problems are we helping to solve? Which customer needs are we satisfying?

CR – Customer Relationships Type Personal Assistant: Dedicated Personal Assistant: Self –Service: Automated Service: Communities: Co-create Key Questions Which type of customer relationship does our customer segments expect us to establish and maintain? Which one have we established? How are they integrated with the rest of our business model?

CS - Customer Segments Mass Market Niche Segmented Diversified Multi-sided Platform Bespoke/Mass customisation Key Questions For whom are we creating value? Who are our most important customers?

KR – Key Resources

Physical; Intellectual; Human; Financial Key Questions What Key resources do our Value Proposition require? Our Distribution Channels? Customer Relationships? Revenue Streams?

C- Channels Sales-force; Web-selling; Own Store; Partner Store; Wholesaler; Web partners Reasons: Awareness, Evaluation, Purchase, Delivery, Aftersales Key Questions Through which Channels do we reach our Customers Segment? How are they reached now? How are our Channels integrated? Which is the best? Which is the cheapest?

CS – Cost Structure Cost Driven; Value Driven; Fixed Costs; Variable Costs; Economies of scale; Economies of scope Key Questions What are the most important costs inherent in our business model? Which key resources are most expensive? Which key activities are most expensive?

RS - Revenue Streams Asset sale Usage sale Subscription Fees Lending/Renting /Leasing Licencing Brokerage Advertising Reselling Dynamic and fixed pricing

Key Questions What value are our customers willing to pay? For what do they currently pay? How are they paying? How would they prefer to pay? How much does each revenue source contribute?