Key Partners Key Activities Value Propositions Customer Channels Through which Channels do our What Key Activities do our What value do we deliver to the Relationship Key Partners What types of relationship does Customers Segments want to be Value Propositions require? customer? each of our customer segments reached? What are our Key Partners? expect us to establish and How are we reaching them now? Our Distribution Channels? Which one of our customer’s Who are our Key Partners? problems are we helping to solve? maintain with them? How are our Channels integrated? Revenue Streams? What bundles of products and Which ones have we established? Which ones work best? Which Key Resources are we Categories Which ones are most cost- acquiring from partners? services are we offering to each How are they integrated with the Production Customer Segment? rest of our business model? efficient? Problem Solving How are we integrating them with Which Key Activities do partners Which customer needs are we How costly are they? customer routines? perform? Platform/Network satisfying? Examples Channel Phases Characteristics Personal Assistance 1. Awareness Motivations for Partnerships Key Resources Business Dedicated Personal Assistance Self-Service a. How do we raise awareness about our Optimization and economy What Key Resources do Performance Automated Services company’s products and services? Communities 2. Evaluation Production of risk and uncertainty our Value Propositions require? Customization Co-Creation a. How do we help customers evaluate Our Distribution Channels? “Getting the Job Done” our organization Value Proposition? Acquisition of particular resources Relationships? Design Customer Segments 3. Purchase and activities Revenue Streams? For whom are we creating value? Brand/Status a. How do we allow customers to Who are our most important purchase specific products and services? Type of Resources Price customers? 4. Delivery Physical Cost Reduction Mass Market a. How do we deliver a Value Intellectual (brand patents, Risk Reduction Niche Market Proposition to customers? copyrights, data) Accessibility Segmented 5. After sales Human Diversified a. How do we provide post-purchase Convenience/Usability Financial Multi-sided Platform customer support? Cost Structure Revenue Streams What are the most important costs inherent in our business model? For what value are our customers Types Fixed Prices Which Key Resources are most expensive? really willing to pay? Asset Sale List Price Which Key Activities are most expensive? For what do they currently pay? Usage Fee Product feature dependent In Your Business Work Subscription Fees Customer segment Cost Driven (least cost structure, low price value proposition, maximum automation, How are they currently paying? Landing/Renting/Leasing Dependent extensive outsourcing) Value Driven (focused on value creation, premium value proposition) How would they prefer to pay? Licensing Volume dependent Sample Characteristics Brokerage Fees How much does each Revenue Dynamic Pricing Fixed Costs (salaries, rents, utilities) Stream contribute to overall Advertising Negotiation (bargaining) Variable costs revenue? Economies of scale Yield Management Economies of scope Real-time-Market