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Tutorial FINAL
Students are required to develop business canvas for the business idea they are developing for the last few tutorials.

This tutorial sheet contains

 The blank business model canvas template (xls file, double click on the file to access excel format, on page number 7; doc file on page
number 8).
 Explanation and help sheet for better understanding (page numbers 2, 3, 4, 5 and 6).

Final Competition
 A complete and clean business model has to be presented for the final evaluation.
 The final model in xls format (attached) has to be emailed to your tutorial instructor.
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The Business Model Canvas

Key Partners Key Activities Value Proposition Customer Relationships Customer Segments
Who are our Key Partners? What Key Activities do our What value do we deliver What type of relationship For whom are we creating
Who are our Key Value Propositions require? to the customer? does each of our Customer value?
Suppliers? Our Distribution Channels? Which one of our Segments expect us to Who are our most
Which Key Resources are Customer Relationships? customer’s problems are establish and maintain with important customers?
we acquiring from Revenue streams? we helping to solve? them?  Mass Market
partners? What bundles of products Which ones have we  Niche Market
Which Key Activities do CATEGORIES and services are we established?  Segmented
partners perform?  Production offering to each Customer How are they integrated  Diversified
 Problem Solving Segment? with the rest of our  Multisided
MOTIVATIONS FOR  Platform/Network Which customer needs are business model?  Platform
PARTNERSHIPS: we satisfying? How costly are they?
Optimization and economy
Reduction of risk and CHARACTERISTICS EXAMPLES
uncertainty  Newness  Personal assistance
Acquisition of particular  Performance  Dedicated Personal
 resources and activities  Customization Assistance
 “Getting the Job  SelfService
Done”  Automated Services
 Design  Communities
 Brand/Status  Cocreation
Key Resources  Price Channels
What Key Resources do  Cost Reduction Through which Channels
our Value Propositions  Risk Reduction do our Customer Segments
require?  Accessibility want to be reached? How
Our Distribution Channels?  Convenience/Usabil are we reaching them now?
Customer Relationships? ity How are our Channels
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Revenue Streams? integrated?

Which ones work best?
TYPES OF RESOURCES Which ones are most cost-
 Physical efficient?
 Intellectual (brand How are we integrating
patents, them with customer
 copyrights, data) routines?
 Human
 Financial 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
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 Proposition to
customers?
5. After sales
 How do we
provide post
purchase
customer
support?
Cost Structure Revenue Streams
What are the most important costs inherent in our business model? For what value are our customers really willing to pay?
Which Key Resources are most expensive? For what do they currently pay?
Which Key Activities are most expensive? How are they currently paying?
How would they prefer to pay?
IS YOUR BUSINESS MORE: How much does each Revenue Stream contribute to overall revenues?
 Cost Driven (leanest cost structure, low price value
proposition, maximum automation, extensive outsourcing) TYPES:
 Value Driven (focused on value creation, premium value  Asset sale
proposition)  Usage fee
 Subscription Fees
SAMPLE CHARACTERISTICS:  Lending/Renting/Leasing
 Fixed Costs (salaries, rents, utilities)  Licensing
 Variable costs  Brokerage fees
 Economies of scale  Advertising
 Economies of scope
FIXED PRICING
 List Price
 Product feature dependent
 Customer segment dependent
 Volume dependent

DYNAMIC PRICING
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 Negotiation( bargaining)
 Yield Management
 Real time Market
Source: www.businessmodelgeneration.com, https://goo.gl/kbol9s
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Designed for:

The Business Model Canvas

Key Partners Key Activities Value Propositions

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The Business Model Canvas

Key Partners Key Activities Value Proposition Customer Relationships Customer Segments
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Key Resources Channels

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Cost Structure Revenue Streams

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Source: www.businessmodelgeneration.com