Key Partners Key Activities Value Propositions Customer
Relationship
Customer Segments
Key Resources
Channels
Cost Structure Revenue Streams
Key Partners
What are our Key Partners?
Who are our Key Partners?
Which Key Resources are we
acquiring from partners?
Which Key Activities do partners
perform?
Motivations for Partnerships
Optimization and economy
Production of risk and uncertainty
Acquisition of particular resources
and activities
What Key Activities do our
Value Propositions require?
Our Distribution Channels?
Revenue Streams?
Categories
Production
Problem Solving
Platform/Network
What Key Resources do
our Value Propositions require?
Our Distribution Channels?
Relationships?
Revenue Streams?
Type of Resources
Physical
Intellectual (brand patents,
copyrights, data)
Human
Financial
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
Business
Performance
Customization
“Getting the Job Done”
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
What types 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
Through which Channels do our
Customers 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
a. How do we raise awareness about our
company’s products and services?
2. Evaluation
a. How do we help customers evaluate
our organization Value Proposition?
3. Purchase
a. How do we allow customers to
purchase specific products and services?
4. Delivery
a. How do we deliver a Value
Proposition to customers?
5. After sales
a. How do we provide post-purchase
customer support?
For whom are we creating value?
Who are our most important
customers?
Mass Market
Niche Market
Segmented
Diversified
Multi-sided Platform
What are the most important costs inherent in our business model?
Which Key Resources are most expensive?
Which Key Activities are most expensive?
In Your Business Work
Cost Driven (least 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
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
revenue?
Fixed Prices
List Price
Product feature dependent
Customer segment
Dependent
Volume dependent
Dynamic Pricing
Negotiation (bargaining)
Yield Management
Real-time-Market
Types
Asset Sale
Usage Fee
Subscription Fees
Landing/Renting/Leasing
Licensing
Brokerage Fees
Advertising
